Wouldn’t it be nice to kick off 2018 with a raise?
要是能够以加薪为2018年开年,这种感觉会不会很爽?

We asked employment experts and coaches for some tips on how to ask for, negotiate, and actually get yourself a nice fat addition to your paycheck.
我们询问了许多招聘专家和教练的建议,究竟员工应该如何向老板开口和谈判,最终真的帮助自己获得一份丰厚的加薪。

1. Keep your expectations realistic, and do some research first
1.以现实为基础设定期待值,首先做好调查

Most annual raises are between 1 percent and 5 percent of your salary. A survey by human resources consultancy Aon Hewitt found that many companies plan to set annual raises at 3 percent of base salaries in 2018, according to The Washington Post, giving low performers a smaller bump and star performers more of a hike.
大多数的年薪增长介乎于你的薪水的1%到5%。一份来自人力资源顾问公司Aon Hewitt的调查显示,有许多公司计划把2018年的年薪增幅设定在基本工资的3%,根据《华盛顿邮报》的报道。这就给予了工作表现欠佳的员工一个较小的增幅,而出色员工则获得更大的提高。

2. Remember that raises are about retention, not reward
2. 请谨记,加薪是根据你的年资而加的,而不是奖赏

No one is going to give you a raise because you want, need or even “deserve” one, said Day Merrill of 2BDetermined, a career coaching company. A salary increase may acknowledge an employee’s contributions from the past several months, but its most important function is to retain talent the organization needs in the coming year.
没有人会因为你想要、需要或甚至“值得”加薪而给你加薪,职业培训公司2BDetermined的人力资源顾问Day Merrill说道。加薪也许为了认可一名员工在过去几个月的贡献,但是这个举措的最重要作用在于为公司机构的来年保留需要的人才。

Truth is, your bargaining power peaks in the narrow window after a job offer is made and before you accept it, Merrill said. That’s when the company has tested the waters and is convinced you’re the best candidate for the job. It probably doesn’t want to reopen the job search process, so it may be more flexible.
现实的是,你讨价还价的优势在你的工作条件已定、而你仍未接受的时候已经被限定在一个小小的空间了,Merrill解释道。那就是当公司已经测试完所有求职者的水平,也认为你是最适合的人选的时候就已经确定了。也许公司不希望再次开放职位申请,所以这中间可能会有很多灵活的地方。

3. Show your value with hard numbers, not platitudes
3. 用数据证明你的价值,而不是陈词滥调

If you want to show your accomplishments, speak in specifics. Haefner said you need to share examples of projects you completed and how your efforts positively affected the company or helped your team meet goals.
如果你想要展示你的成就,那就用细节来说话。Haefner表示,你需要分享你所完成项目的例子,以及你的努力是如何积极地帮助公司或帮助团队完成目标的。

When you say you “increased traffic,” include by how much and the tracking source. If you “raised sales,” put a dollar sign or percentage on it.
当你说你“增加了访客流量”,那就附上流量数据和浏览痕迹。如果你“增加了销售量”,那就用数字加单位或百分比的形式展示。

4. Practice in the mirror
4. 在镜子前练习

Ted Leonhardt, a negotiations counselor and coach, recommended making the following pledge to yourself: “I will recognize that negotiations make me anxious. That negotiations make all but the most practiced negotiator anxious. I will remember that I am not a coward, that I’m not inept. I will recognize that I am a person with feelings.”
Ted Leonhardt是谈判顾问和教练,他建议人们对自己作出以下的承诺:“我会承认,薪资谈判会使我感到焦虑。我会承认,即使是最老练的谈判专家也会在薪资谈判的时候感到焦虑。我会记住,我不是一个胆小鬼,我并非无能。我会承认我是一个拥有各种感情的人。”

Once you’ve boosted your self-confidence and are in control of your body, he said, you should “prepare for your next negotiation by making a list of your accomplishments just before you enter the encounter.”
当你激发了自己的自信心,能够控制自己的肢体,他表示,你就应该“在你走进这个谈判场景之前列出你所做过的贡献,做好下一步准备。”

It’s not just about the ask, it’s also about showing what you are worth.
这不仅仅在于提出需求的动作,同时也在于展示你的价值。

5. Timing is everything
5. 时间就是一切

If the desks on either side of you belonged to people who were let go last month, it may not be the best time to ask for a raise. Similarly, walking into your boss’ office the day after the release of a dismal quarterly report makes you look out of touch, according to .
如果坐在你对面的那个人的位置属于上个月被解雇的人,那么也许这不是一个提出加薪的合适时机。同样的,如果你前一天做了一个糟糕的季度汇报,第二天你就走进老板的办公室的加薪,这会让你看起来很不通情达理,引用自的帖子。

6. While you’re at it, try for a bonus
6. 既然已经做了这件事,那就试着争取额外奖励吧

Raises are permanent salary hikes that get compounded over time. This year’s 2 percent hike will grow next year’s 3 percent raise. Bonuses, on the other hand, are one-time lump sums that are not renewable.
加薪是长期的加薪,随着时间的推移会变得更加复杂。这一年的2%增幅,在下一年就会增长到3%。另一方面,奖金是一次性的总金额,是不可再生的。

Sometimes employers don’t want to raise an employee’s base salary but might be willing to pay a one-time bonus either in cash or stock.
有时候雇主们不想提高员工的基本工资,但也许愿意支付一次性的奖金,以现金或股份的形式。

7. Practice interest-based negotiations
7. 练习基于利益的谈判

In a traditional negotiation, each side does what it can to maximize its gains or minimize its losses. It’s pretty much the “my way or the highway” approach.
传统的薪资谈判,谈判双方都会尽自己所能将自己的收益最大化或把损失降到最低。这种形式很有“不听我的就滚蛋”的感觉。

Interest-based negotiation is different, and makes asking for a raise as much about keeping the boss happy as it is about you and your accomplishments.
以利益为基础的谈判却是不一样的,这种类型的谈判使得提出加薪这件事让老板高兴,也能让你为自己和成就而感到高兴。

8. Use a bully boss to your advantage
8. 好好利用你的恶霸老板

If you have a difficult boss, it may encourage you to learn that Pynchon’s favorite kind of boss is the bully boss. They make it easier to engage in an interest-based negotiation.
如果你有一个难搞的老板,也许会让你深刻认识到托马斯?品钦最喜欢的老板就是恶霸型老板。他们的存在使你更容易开展以利益为基础的薪资谈判。

“You wouldn’t mention your needs or say you ‘deserve’ anything,” she said. “You don’t use words like ‘fairness’ or ‘justice’ because that causes bully bosses to just dig their heels in.”
“你不必提到你的需求,或表达你‘值得’任何东西,”她说道。“你不必使用‘公平’或‘公正’的措辞,因为那会让恶霸型老板更加坚持自己的立场。”

Instead, cater your pitch to your boss and make it about how you can deliver what he or she really wants.
相反,你应该根据老板的风格调节自己的节奏,然后把你如何实现他/她的真实所想。

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