在Lean in这本书 for graduate 的版本里，正文后有一段附录，讲的是如何进行薪酬谈判。这里总结出来给大家参考。 Kim Keating 是来自deep South 的黑人女性，她在华尔街工作多年后，自己成立了一个consulting company, 目标是帮助人们，特别是女性，争取自己应得的薪酬。她为这本书写的章节叫： Negotiate your salary. 我强烈建议所有人都把这本书借来好好读读这一章。 Kim 写的这章写得非常具体非常有操作性。 这里我大致总结一下Kim写的争取薪酬的办法，强烈建议大家去看原文。
1.做好homework，了解雇主和自己的底线。首先要了解市场上自己这个级别的薪酬范围，能得到雇主公司的实际情况最好不过。要考虑 “ the industry, revenue size, number of employees and location, as well as your experience and skills”. 其次要了解雇主到底有多想要自己，最后还要评估自己下一阶段薪水的目标和维持一定生活水平的需要。 2.要注意的事项是在得到offer之前不要谈薪酬。如果雇人经理在面试的过程中很早就提到薪酬的问题，尽量避免正面回答这个问题。可以说： -Actually, I''''d like to know more about the position before we discuss compensation. -I am confident that you''''ve considered what the job involves and will offer a competitive salary. I''''d love to hear more about the position''''s responsibilities. -My requirements are flexible. I''''m focusing on finding the right career path at this time. 如果雇人经理一再追问这个问题， 尽量让雇主先给个数字或者范围。如果非要自己先给个范围， 那就给个比这家公司薪酬范围略高的数字。 For example, if the company''''s range is $35,000 to 40,000, you would ideally say your range is $41,000 to $45,000. 3.得到offer以后，终于可以就薪酬问题谈判了。 要打好草稿，自己多练习几次怎么说。 研究表明，女性不好意思为自己争取利益，但女性为机构利益谈判时，取得的成绩比起男性谈判者来说还会更好一些。Kim给的建议是谈判的时候尽量站在雇人机构的角度来说话， 用 Sheryl Sandberg的话来说，就是“think personally， act communally”. -I am excited about this opportunity. If I come on board, I will do my best to make a contribution to the team''''s success. It is important to me to negotiate a salary that recognizes the education and the skills that enable me to do so. -I know that one of the reasons you want to hire me is that my negotiation skills will be of benefit to the company once I''''m on board. This conversation about my compensation is a chance for me to show you these skills. -Given that across the board women are paid less than men, we would both be disappointed if I didn''''t negotiate for myself. 4.得到offer之后，要表现出对这份工作的向往，但是一定不要接受雇主给出的第一个offer package。 即使那个offer远远低于或者远远高于自己的期望，首先要做的是收集更多信息。首先是关于这份工作的问题。 -I''''d love to understand more -How does this position fit into the overall organization? -what training and development opportunities are available? -What is the career path for someone in this role? -Tell me about the company culture and the working environment? 接下来可以问关于薪酬的问题 -What are the driving factors in determining the compensation for this position? -How does this salary compare to other positions at a similar level withing the organization? -What determines the bonus award amounts? 5.接下来要给出一个counter offer。首先要记住，你谈判的不只是基础工资而是整个package。跟男性不一样的地方，是女性提出要求的时候多数会给出理由。 理由吗，我前面说过，只要自圆其说就行。 -I believe this position is a great fit for me, but the compensation data I''''ve researched suggests a higher range than you are offering. -This is a great opportunity and I''''m really excited about this role. I was expecting the salary would be higher given the responsibilities of the job. -In my previous role, I accepted a low salary to gain skills and get experience. I now have those skills. -I am looking to earn what the market is paying for a position like this. -While the offer is competitive, based on my research it falls at about the midpoint of the salary range for comparable positions. I hope you would agree that my skills, experience, and education should put me at the top of the range. -I am excited about the job, although the salary is lower than I was expecting. I understand that your offer needs to be in line with what you are currently paying employees in similar jobs. Is there flexibility regarding a bonus, as this would offset the lower salary? 还可以可以讲公司所在地的消费水平。如果有别的offer在手上，绝对是谈判的利器。 6.通常在收到counter offer后，雇人公司会给出final offer， 这时候不能黏黏糊糊，要做出接受或者不接受的决定。即使不接受，也要保持风度，感谢对方给自己这个机会。 Kim Keating写的这章书里也谈到怎么在现有职位上要求提薪。 1.首先要和老板establish an ongoing dialogue，定期跟老板讨论在这个机构里怎么成长，告诉他自己愿意承担更多的责任。 2.正式谈提薪的时候，先指出自己为公司做了哪些贡献，增加了什么价值。然后提出一个目标薪水，问老板要做哪些事情才能实现这个目标。如果老板不同意加薪的话，要跟他商量好过多长时间再讨论这个话题。 这一段写的没什么新意，大概在岗位上要求提薪确实没什么特别好的办法。 最后摘抄一段Kim Keating的结束语，还挺励志的。 But，win or lose, you learn something every time you advocate for yourself. You learn which tactics work and which fall flat. You learn how to convince others that treating you fairly is not just in your interest, but in theirs. You learn how to articulate your skills and strengths. And you learn to ask for what you want in life, which is the only way to get it. gigivivi 发表于 2023-08-01 08:39
mark...........
请问楼主，这些怎么实际操作呀？
“counter offer只能给一次”。但是，上个回帖你说：
“先谈底薪，底薪谈不下就谈股票期权和头衔，这些都谈不下就用假期啥的找补一下。”
这不是来来回回好多次吗？另外具体怎么research呢？大公司可以Google别人报的packages当参照数据。小公司的话，即使认识里面的人，也不一定能知道人家的range呀。
我把表达方式改了一下： 先衡量谈底薪的成功率能有多高，如果雇主意思很明确不会涨底薪就考虑股票期权和头衔，这些都没有可能的话就用假期啥的找补一下。这下意思清楚了吧？这些都是心理活动，不是直接和雇主的交涉。
至于具体怎么research，就是kim keating教的那些在得到第一个offer之后问雇主的问题呀！也有自己的判断。比如start up公司一般现金比较紧张，对股票期权比较大方，大公司的现金多些，股票期权方面反而内部条条框框比较多不大容易谈得下来。另外关于头衔，一定要牢牢守住现有得头衔，不要轻易接受更低的头衔，除非是初创公司进入等级森严的大公司。
所以说到底，怎样谈判的确是个人综合能力的体现。