消防安全教育教案
5 Tips for Salary Negotiations in a Down Economy
在經濟低迷時期協商薪資的5大方法
Even in a down economy, you can negotiate your salary -- whether for a new job, a promotion, or a raise in your current position. The key to a successful negotiationis to be prepared -- and the more you know about yourself and your worth, the better your potential outcome.
即使是在經濟低迷時期，不管是新工作、職位晉升還是你當前的工作，你都可以和雇主協商你的薪資。成功協商的關鍵是要做好充分準備，對自身的價值了解得越多，結果就會越好。
Promoter types, such as Donald Trump, are naturally skilled in all types of negotiation. The rest of us can use a few tips that promoters seem to know instinctively:
像Donald Trump這樣的推銷員天生擅長各種協商。而我們其他人則可以學習一些推銷員都耳熟能詳的方法：
1) Timing is everything. In salary negotiations, the one who mentions money first loses. For a new job, never negotiate salary or other benefits until you have an offer of employment. For new employment, a new position or for a raise, talk about your future contributions to the company before money discussions start.
時間就是一切。在薪資協商中，第一個提到錢的人就是輸家。找新工作時，除非雇主給你開出了一份工作，否則絕對不要先提出薪資或其他福利問題。在找新工作，工作調動或晉升中，談錢之前，先談談你在將來對公司能做出哪些貢獻。
2) Know what you are worth. Many hard-working contributors tend to look to others to praise and reward them for their worth and may not do the homework to get real facts. They tend to give their power away to the employer. It is best to research salary ranges before you start the negotiation. Know the average salary for candidates with your education and skills in that type of position, in that type of industry, and in that geographicallocation. Search the Internet for salary information and also consult professional organizations.
明白你的價值。很多勤勞工作者總是依賴別人對他們的價值做出表揚或嘉獎，而不是自己去做功課，明白自己的真實價值所在。他們總是將自己的權利交給雇主。在你開始薪資談判之前，最好先調查一下大概的薪資范圍。調查清楚在你所在地，那些和你有相同學歷、相同能力水平的同行的薪資范圍是多少。在網絡上搜索薪資信息，并向專業協會咨詢相關信息。
3)Know what you can contribute. Analytic people, in particular, love to solve systems problems, but they may get too technical in telling about their ideas so they need to learn to quantifythe benefits to their audience. Many customer service people are great in emergencies and need to focus on how they have solved past crises. Operations people cut risks and ensure that operations go smoothly. Catalysts help people work effectively in teams to create a better future. If you can’t state what you have done to help the company and what you intend to do, you’ll lose in negotiations.
知道你能夠做出哪些貢獻。分析專家特別喜歡解決系統問題，但是他們在傳達自己思想的時候所使用的語言卻過于技術性，所以他們需要學習怎么樣才能將觀眾的利益量化。很多客戶服務人員都非常擅長處理緊急事件，而他們需要學習的就是怎樣處理過去的危機。操作人員減少風險，并確保一切運轉正常。協調人員幫助團隊中的人員更有效的工作，創造一個更美好的未來。如果你不能說明你的所作所為給公司帶來了什么樣的幫助，以及打算接下來怎么做的話，你就失去了談判的資格。
Think in terms of money or time saved, resources preserved, problems solved, and opportunities or new products created. If you can assign value in terms of numbers, you’ll enhance your negotiating stance. Learn more about yourself to help communicate your personal value by taking a personality assessment.
想一想你是否曾經為公司節省金錢(時間)、保護資源、解決問題、創造機會或新產品。如果你能夠將你的價值量化出來，那么就提高了你的談判立場。通過進行自我評估來判定你的個人價值，從而幫助你更好地進行談判。
4) Work toward a win/win situation. Focus on mutual goals. Negotiations that are open dialogues rather than adversarialpositions get the most for everyone. Avoid commitment words like "always," "must," "never," and "won’t consider." If you don’t get all you want, don’t take it personally or become angry. Before you enter the negotiation, see if you can state the company’s side in terms of present conditions. Those who can understand the issues on both sides of the table are the most successful.
努力使情況變成雙贏的局面。將重點放在共同的利益上。協商更多的是開放性的對話，而不是站在敵對的立場上為每個人爭取最大的利益。避免說“總是”“必須”“絕不”以及“不會考慮”等這樣的口頭性承諾。如果你沒有得到你想要的，不要太介意，也不要生氣。在你協商之前，站在公司的立場看看你是否能夠接受目前的條件。那些能夠理解兩邊情況的人才是最大的贏家。
5) Seek creative alternatives. Often times in negotiations, a person does not achieve everything they would like, especially in the area of salary. What other things might be important to you? A bonus, cell phone or PDA, childcare services, association membership, commuting and parking costs, company car, computer equipment, flexiblework schedule, telecommuting, profit sharing and savings plans, etc. Decide what options are the most important to you and put them on the table.
找到有創意的替代性方法。在很多協商中，人往往都不能得到他們所想要的全部，特別是在薪資協商的時候。還有沒有其他事情對你來說也是很重要的呢?比如紅利、電話或PDA、兒童看護服務、協會會員、交通費、停車費、公司汽車使用或電腦設備等的使用權、靈活的工作制度、遠程辦公、分紅或儲蓄計劃等。看看哪個對你最有利，然后提出來。
Finally, celebrate. No matter if you got all you wanted, got some of what you wanted, or even didn’t get anything you wanted, it is time to celebrate that you participated in a negotiation. Each time you participate, you learn something new. The negotiations concern a strictly economic issue -- not a statement of your personal worth.
最后，慶祝一下吧。不管是否得到了你全部想要的，或是得到了你想要的一部分，甚至是一點收獲都沒有，你都要慶祝下你進行了協商。每次你都可以從協商中學會一些新東西。另外，協商和經濟狀況密切相關，而不是僅由你個人價值的陳述來決定的。
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