沒有明顯優勢時，該如何協商你的薪資呢？

Just because you’re a recent college grad or a career changer doesn’t mean you can’t ask for a pay bump.

僅僅因爲你是一個剛畢業的大學生，或者剛換了個工作，但這並不意味着你不能要求加薪。

If there’s one thing that’s arguably more nerve-wracking than a job interview, it’s negotiating your salary. And if you’re a recent graduate or someone who wants to change careers, the stakes can feel even higher. How are you supposed to convince someone you’re worth more when you have next to no experience?

可以說如果有什麼事比面試更傷腦筋，那一定是談判薪水了。如果你是剛畢業的大學生，或者想轉行的人，風險可能會更高。當你在這行幾乎沒有任何經驗的時候，你該怎麼說服別人你值得被支付更高的薪水呢?

  

When you’re just starting out you might feel like you have to accept the first offer, but if you do you’re doing yourself a massive financial disservice. As Fast Company‘s Lydia Dishman reports in a previous story, not negotiating your starting salary can set you back more than $500,000 by the time you reach 60. It’s also common practice for companies tolowball initial offers, because they expect that jobseekers will negotiate.

剛開始的時候，你可能會覺得必須接受對方第一次提出的薪資，但是如果你接受了，就會給自己帶來巨大的經濟損失。正如《快公司》的莉迪亞•迪斯曼在之前的一篇報道中所描述的那樣，不談判起薪會讓你在60歲的時候損失50多萬美元。對於公司來說，虛報低薪也是常見的做法，因爲他們認爲求職者會與他們進行談判。

 

Jacqueline Twillie, negotiation trainer and author of Navigating The Career Jungle: A Guide For Young Professionals,  recommends taking these steps below to put yourself in the stronger position possible:

《職業叢林指南:職場新人指南》一書的作者傑奎琳·特威利建議，採取以下步驟，能讓你在薪酬協商中處於更有利的位置:

 Talk to members of professional associations of your target industry
諮詢目標行業的職業協會成員  

Almost every article on salary negotiation will tell you that the first step of negotiating is to do your research, starting with finding out the market value of your position. Glassdoor and Google are great tools, but to be truly prepared, Twillie advises that jobseekers shouldn’t stop there.

幾乎每一篇關於薪資談判的文章都會告訴你，談判的第一步是要做好調查，首先要找出你要應聘的職位的市場價值。Glassdoor和Google是很好的工具，但想要真正做好準備，特威利建議求職者不應該止步於此。

 

“I tell people to speak with someone in professional associations. Those folks normally have their ear to the ground,” she says. Instead of asking “how much do you make?,” however, Twillie suggests that jobseekers should frame their question in the following way: “I’m considering this position in this city, and I’m thinking my value is $86,500, what do you think?”

“我告訴人們要諮詢職業協會的人。這些人通常能掌握着行業內的最新動向，”她說。不要直接問“您賺了多少錢?”，特威利建議求職者應該用下面的方式來描述他們的問題：“我正考慮在這個城市從事這個職位，我認爲我的價值是86,500美元，您覺得怎麼樣？”

 

You can get a much more accurate picture this way. Noting the gender wage gap, Twillie also recommends that jobseekers speak with both men and women. “We know women get paid less than men,” so don’t just ask the women in the industry, she warns.

你還可以用下面這種方法更精確地瞭解薪資水平。注意到性別不同也會導致工資存在差距，特威利還建議求職者分別要與男性和女性職員交談。她提醒說：“我們知道女性的薪水比男性低，”所以不要只瞭解行業裏女性的工資水平。

Treat your interview like a fill-in-blank test
將面試作爲填空試題一樣對待  

Twillie says she tells applicants that when they see a job description, “I tell them to look at it as if it’s a fill-in-the-blank for a test. A lot of the time, it’s not a full picture of what you’d be doing day to day.” She encourages applicants to “generate some questions” and “read between the lines.” For example, if a job description says that in your role, you will get special projects assigned from time to time, you’d want to ask, what kind of special projects? Who are the key partners involved? Depending on the answers you get, you might have some connections that who could be a potential partner on that project.

特威利說，她告訴應聘者，當他們看到工作描述的時候，“他們要把它看成是一個填空測試。”很多時候，這並不是你每天要做的事情的全貌。她鼓勵申請者“提出一些問題”，注意“字裏行間”的表達。例如，如果一份工作描述說你的工作崗位會時不時地分配到一些的特殊項目，你會想問，什麼樣的特殊項目？誰是關鍵的合作伙伴？根據你得到的答案，你可能會有一些線索，知道誰可能是這個項目的潛在合作伙伴。

 

A deep dive into specifics, says Twillie, allows you to have a range of leveraging options that might not immediately be obvious. This is especially useful if you don’t have a lot of industry experience. “Once you finish the interview process, you should have a clear idea of how you can add value to the organization.” She suggests that candidates start preparing by using this information and asking themselves, “how can I leverage my network or my skills?” Having clear answers to these questions will help you a great deal come negotiation time. 

特威利說，深入研究細節，可以讓你有一系列的選擇，而這些選擇可能不是顯而易見的。如果你沒有很多行業經驗，這一點尤其有用。一旦你完成面試過程，你就應該清楚地知道如何爲公司增加價值。她建議求職者要懂得開始利用這些信息，問問自己“我應該如何利用自己的人際網或技能？”對這些問題有明確的答案會對你在之後的薪資協商環節有很大的幫助。

 Use the “STAR” method to highlight your experience
用“STAR”法則來突出你的經驗 

When talking about their experiences, Twillie is a big fan of the STAR method–situation or task, action, and result. Say the interviewer throws you a question about encountering conflicts in a team environment, and you wanted to use the example of working on a group project in your sophomore year of college. Describe the project and the circumstances that led to the conflict, the actions you took to resolve the conflicts and the result. This is a great formula to show that you do have experience that is relevant to the job, even if it doesn’t seem like it.

當應聘者要談論他們的經歷時，特威利推崇“STAR”方法即講明情境或任務，行動，和結果。假設面試官向你提出了一個關於在團隊中遇到衝突的問題，你想用大學二年級一個小組項目的例子。描述這個項目、導致衝突的環境、你採取的解決問題的行動以及最後的結果。這是一個很好的公式來表明你確實有與這份工作相關的經驗，即使它聽起來不太像。

 

For career changers and those who’ve held part-time jobs, Twillie also recommends mentioning numbers and tangible results–whether it’s sales figures, or a percentage value. Make sure to mention what you learned from your experience and how you might apply that learning to the position you’re interviewing for. That tells them that you “have a great track record of learning and growing,” Twillie says, and that you possess the foresight to apply real-life learnings in a real-world situations.

對於轉行和那些從事過兼職工作的人來說，特威利還建議要提到數字和實際結果——無論是銷售數額還是百分比。一定要提及你從你的經歷中學到了什麼，以及你會如何運用所學到的東西到你面試的職位上。特威利說，這會告訴面試官，你有“很好的學習和成長記錄”，而且你也很有遠見，能在現實情景中運用從現實生活中的學會的知識。

Show your knowledge of industry trends
展示你對行業趨勢的瞭解  

Even if you don’t have experience in the industry, you can show your value by illustrating your knowledge of the industry. Twillie says that jobseekers should be able to talk about the steps they took to excel working in the role they are interviewing for. One obvious way to show this is to illustrate that you can “speak” the industry. “Show that you’re already deeply immersed knowledge-wise, speak to what’s happening in the new trends,” Twillie urges.

即使你在這個行業沒有經驗，你也可以通過展示你對這個行業的瞭解來表明你的價值。特威利說，求職者應該能夠一步步地談論他們能夠在面試的崗位上發揮的作用。一種相當明顯的辦法就是證明你可以“談論”這個行業。特威利說:“表現出你已經深深地沉浸在知識的世界裏，談談這個行業新趨勢中正在發生的事情。”

 Find a way to use your disadvantage to your advantage
想辦法將你的缺點轉變爲另一種優勢

Unfortunately, negotiations are fraught with biases, deception, and hidden agendas. If candidates can identify possible biases (whether conscious or unconscious) ahead of time, they can find a way to work around them. Yes, that includes working around inexperience. As Stephanie Vozza wrote in a previous story for Fast Company, it’s all about demonstrating your value to the company. Vozza wrote, “If you’re familiar with a new type of technology, for example, mention that the company will save time and resources because they won’t have to train you.”

很不幸，談判過程中總是充滿了偏見、欺騙和隱瞞。如果應聘者能夠提前識別可能的偏見（不管是有意識的還是無意識的），他們就能找到解決問題的方法。是的，這也包括如何應對缺乏經驗的問題。正如斯蒂芬妮·沃紮在之前一期《快公司》中所寫的那樣，這一切都是爲了向公司展示你的價值。沃扎寫道：“例如，如果你熟悉一種新型的技術，你就可以提到公司能夠節省時間和資源，因爲他們不需要再對你進行培訓。”

 Practice a low-stakes situation
在低風險的情況下練習  

If the thought of negotiation makes you drip with sweat, Twillie recommends doing a practice run in low-stakes situations. “For a person who’s uncomfortable negotiating, I advise them to call their recurring monthly bill.” Whether it’s your internet provider or your bank, ask the representatives, “am I getting the best possible rate?” Try to ask for a lower rate, or for additional services at your current rate.

如果談判的想法會讓你緊張流汗，特威利建議應聘者可以在低風險的一些情況下模擬練習。“對談判感到不舒服的人，我建議他們打電話詢問每月的賬單。”無論是你的互聯網供應商還是你的銀行，問問他們的代表，“我能得到最好的利率嗎？”試着要求更低的利率，或者以你目前的利率要求額外的服務。

 Elicit feedback from friends who can give you a little bit of “tough love”
從朋友那裏得到反饋，他們可以給你一點“嚴厲的愛”  

Lastly, Twillie recommends role-playing with a friend–someone who can hit you with the hard questions, but not be afraid to tell you what you need to improve on. It’s also a great idea to practice with someone who is knowledgeable about the role that you’re applying for.

最後，特威利建議應聘者可以和朋友一起玩角色扮演，這個朋友能夠向你拋出犀利的問題，也不害怕告訴你需要改進的地方。與那些對你申請的職位有充分了解的人一起練習也是一個很好的主意。

 

Twillie also stress the importance of saying your target number out loud. “If you’ve never said $94,000, your voice might crack. Being aware of how you sound is very important in practice. That can make a big difference in $10,000 or $20,000.” To go a step further, she recommends that candidates record their practice negotiations–even film it if they can, so they can get an idea of their body language.

特威利還強調大聲說出目標薪酬的重要性。“如果你從未說過94000美元，你可能會破音。在實踐中注意你的聲音是非常重要的。這可能會帶來薪資到底是1萬美元還是2萬美元的巨大差異。”爲了更進一步，她建議候選人記錄下他們的談判練習，甚至可以拍成視頻，這樣他們就能更好的瞭解自己的肢體語言。

As an entry-level candidate or career changer with little obvious leverage, following these tips above will put you in a strong position to ask for a bigger salary. But at end of the day, Twillie says, “negotiation is like a muscle: The more you practice, the better you get.” And yes, sometimes those practice don’t yield successful results.

作爲一個沒有明顯影響力的入門級或改行的應聘者，聽從以上的這些建議會讓你立於一個更堅定的位置去要求更高的薪水。但特威利補充說：“談判就像一塊肌肉，練習得越多，結果就越好。”不過當然，有時這些做法也不一定都會取得成功。

 

She tells candidates not to worry too much if they don’t get their desired outcome early on. “Continue to work hard and be diligent, but evaluate what you can do in that situation to continue to grow.” That way, when the next salary negotiation time rolls around, you’ll be armed with a whole lot more leverage than what you started with.

她告訴應聘者，如果他們起初還未得到他們想要的結果，不要太擔心了。“繼續努力工作，勤奮做人，仍然要評估在那種情況下你能做些什麼才能繼續成長。”這樣的話，當下一次的薪水談判到來時，你將會擁有比你開始時更多的籌碼。

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