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????你應該詢問，要想獲得比總體2.5%更大幅度的加薪，公司都有哪些標準。戴蒙德說：“找到他們所采用的標準。”如果沒有這方面的信息，“關注公司未來的需求，同時提問：‘未來，我能做些什么才能符合我所要求的薪資水平？’這個問題會讓你的老板給出一個答案，也就是變相承諾一個標準，同時讓你可以明確努力的目標。”這也完全有可能是績效獎金的依據。 ????2.對事不對人。“不要說：‘我值得公司為我提供2.5%以上的加薪’，而是應該談論工作的價值——例如，你所在部門給公司貢獻了多少收入和利潤。”戴蒙德認為：“談話應該以工作為中心，而不是以你個人為中心。盡量不要把問題私人化，這樣你的上司便越容易找到正當理由，向高層申請更大幅度的加薪。” ????3. 做好步步為營的準備。你不太可能一次獲得20%的加薪。“因此，你可以每次嘗試要求較小幅度的加薪，”戴蒙德建議。“最出色的談判者從來不會抱著“本壘打”的心態。他們會爭取一個個小的勝利。在棒球賽里，短打和一壘安打才是制勝的根本。” ????4. 考慮無形報酬。假設你現在獲得的工資很低，可以考慮其他的一些可能性。“準備要求除了錢之外對你非常重要的其他事情，”戴蒙德說。比如額外的休假時間、一間獨立的辦公室、一家健身俱樂部的會員資格，或者每周兩天在家遠程辦公的機會——任何能夠幫助縮小收入差距，而且相對更容易獲得上司批準的要求都可以提。 ????如果嘗試了以上建議，仍然無法得到批準，（除了辭職，）你還能做什么？戴蒙德建議：“開始記錄自己的成就清單——日期、時間與任務——每周至少寫下兩三個項目。尤其是要保證其中包括為公司節省了開支的項目。”這樣一來，六個月或一年之后，當你再次提出加薪要求時，“你就有了一份詳細的紀錄，可以展示自己為公司所做的貢獻。如此一來，你的上司肯定很難再拒絕你的加薪要求了。”他補充說：“這是獲得加薪批準最保險的方式，只是很少有人會這么做。” ????祝你好運。 ????反饋：如果你最近要求過加薪，還獲得了批準，你認為是哪些因素發揮了作用？歡迎評論。（財富中文網） ????譯者：劉進龍/汪皓 |
????You should also ask what the company's criteria are for giving bigger raises than the across-the-board 2.5%. "Seek out the standards they use," says Diamond. If that information isn't forthcoming, "focus on the company's needs in the future. Ask, 'What can I do for you going forward that would be worth the kind of raise I'm requesting?' The answer commits your boss to a standard and gives you something to shoot for." It might also be the basis for a performance bonus down the line. ????2. Don't make it personal. "Instead of saying, 'I'm worth more than a 2.5% raise,' talk about what the job is worth" -- for example, how much your department contributes to revenues and profits. Says Diamond, "The conversation should center on the work, not on you. The less personal you make it, the easier it will be for your boss to justify a bigger raise to the people upstairs." ????3. Be prepared to think incrementally. It's unlikely you'll get a 20% raise all at once. "So try for a smaller amount now and more later on," Diamond suggests. "The best negotiators don't have a home-run mentality. They go for lots of little wins. Bunts and singles are what win ball games." ????4. Consider intangibles. Assuming the pay hike you're offered (for now) is a small one, have a few other possibilities in mind. "Be ready to ask for something else besides money that matters to you," Diamond says. Maybe it's extra vacation time, a window office, a health club membership, or the chance to telecommute a couple of days a week -- whatever would help close the pay gap, in your mind, and that would be a relatively easy "yes" for your boss. ????What can you do (besides quit) if you still hear "no"? "Start keeping a list of specific accomplishments -- date, time, and task -- and write down at least two or three items a week," Diamond suggests. "In particular, be sure to include anything that saves the company money." This way, when you ask again in six months or a year, "you'll have a detailed record of your contributions, which is hard for any boss to say 'no' to." He adds: "This is one of the surest ways to hear 'yes,' yet very few people do it." ????Good luck. ????Talkback: If you've asked for a raise recently and gotten it, what worked for you? Leave a comment below. |
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