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????親愛的安妮：您網站上的一篇名為《Y一代女性正在縮小收入差距》的文章，引起了我的共鳴。我是一名26歲的女性電子商務經理，我的收入比我在自由市場的價值低了約20%——至少，根據我做的所有調查（以及我交流過的兩名招聘人員）來看是這樣。事情是這樣的，2009年的時候，我只有一年的工作經驗，而且在經濟危機最為嚴重的時期，我認為能有份工作就很幸運了，所以我以很低的薪水接受了現在的這份工作。 ????之后，我大幅擴展了公司業務，招聘和培訓了許多真正的明星員工，還在其他方面為公司做出了重要的貢獻。然而，雖然如此，我卻只能與其他所有人一樣，每年獲得標準的2.5%的加薪。我喜歡在這里工作，并不想離開，但我對談判技巧不夠精通，而且公司預算也非常緊張。我該如何對我的老板說呢？或者我是否應該打消這個念頭？您有什么建議？——J.J. ????親愛的J.J.：你并不是唯一一位“不太擅長”談判的人。薪酬調查網站Salary.com最近的一份調查顯示，不論身處何種職位，都有36%的男性表示，只要他們認為自己應該得到加薪，他們“經常”會提出要求——而女性則僅有26%，但這根本算不上大多數。 ????此外，據科技求職網站Dice.com的一份最新報告顯示，科技行業從業者（包括電子商務經理）如果接受招聘經理一開始提出的薪酬，他們每年似乎要少賺4，300美元。美國科技行業從業者的平均工資為85,619美元，而接受調查的838名招聘經理表示，如果員工敢于提出要求，大多數員工都能獲得至少5%（4,300美元）的加薪。只有18%接受調查的招聘經理表示，他們當初提出的薪酬是不可更改的。 ????Dice.com高級副總裁湯姆?席爾瓦認為：“對于缺乏討價還價的嘗試，唯一的解釋是擔憂。”他建議，人們應該平心靜氣，牢記“談判只是一次討論，目的是達成雙方都能認可的協議。” ????的確如此，因為根據你的描述，聽起來你應該是公司希望留住的人才。“但態度是關鍵，”斯圖爾特?戴蒙德說。戴蒙德為沃頓學院（Wharton School）教授談判技巧，還曾寫過一本書，名為《獲取更多：工作和生活中的談判藝術》（Getting More: How You Can Negotiate to Succeed in Work and Life.）。抱著受害方的身心態，始終帶著負面的情緒進行談判，根本于事無補。你必須要積極向上。 ????“你還必須學會‘配合’，”他補充道。“在談話的某個時刻，準備好承認預算非常緊張。比如，你可以說：‘我知道，現在許多人要求加薪，您肯定非常難辦。’你肯定不想讓老板感覺不舒服。”一點點同情可以帶來很大幫助。 ????下面是戴蒙德建議的四種策略： ????1. 提出正確的問題。戴蒙德說：“首先，要求老板告訴你她對你工作的看法。然后問她是否認為你值得增加報酬。向她解釋，你知道自己的工資低于市場平均水平，但你的工資是否也低于公司內部同級別的其他人？” |
????Dear Annie: The article that appeared on your site about Gen Y women closing the pay gap resonated with me, because I am a 26-year-old female e-commerce manager making about 20% less than I'm worth on the open market -- at least, according to all the research I've done (and two recruiters I've spoken with). What happened was, I accepted this job at a low salary in 2009 because I had only about a year of experience at that point and because, in the worst of the recession, I felt lucky to be working at all. ????Since then, I've expanded our business significantly, hired and trained some real stars, and made other important contributions, but I've still gotten just the standard 2.5% annual raise everybody here gets, and I think I deserve more. I love working here and would rather not leave, but my negotiation skills are not so great, and budgets are still tight. Can you recommend any specific things to say to my boss, or not say? -- Just Jill ????Dear J.J.: You're not the only one who's "not great" at negotiating. Regardless of their position, 36% of men say they "always" ask for more money when they feel they've earned it, says a recent poll by Salary.com -- which is more than the 26% of women who say they do, but still hardly a majority. ????Moreover, it seems that tech professionals (including e-commerce managers) leave $4,300 or more per year on the table by accepting the first offer a hiring manager makes, according to a new report from tech job site Dice.com. National average pay for techies is $85,619, and, says this poll of 838 hiring managers, most candidates would get at least 5% ($4,300) more if they just asked for it. Only 18% of the managers surveyed said their initial offer is set in stone. ????"The only explanation for the lack of haggling is fear," observes Tom Silver, a Dice.com senior vice president. He suggests that people calm their nerves by keeping in mind that "a negotiation is simply a discussion aimed at reaching an agreement, which both sides want." ????That's especially true since, from your description, you sound like someone your company would prefer to keep around. "But attitude is key," says Stuart Diamond, who teaches a popular course on negotiating at The Wharton School and wrote a book called Getting More: How You Can Negotiate to Succeed in Work and Life. "Going in as the injured party and being negative will not work. You have to be positive and upbeat." ????You also have to be "collaborative," he adds. "Be ready to acknowledge, at some point in the conversation, that budgets are tight. Say something like, 'I know it must be tough for you with so many people wanting more money.' The last thing you want is to make your boss uncomfortable." A little empathy can go a long way. ????Then, Diamond recommends these four tactics: ????1. Ask the right questions. "First, ask your boss to tell you her perception of your work," Diamond says. "Then ask whether she thinks you're worth more than you're making. ????Explain that you know you're underpaid relative to the market outside the company, but are you also making less than other people of similar rank inside the company?" |
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