【翻譯練習】今天你要「加」給我：創造好薪情
Talk About Pay Today, or Suffer Tomorrow
日期：May 21, 2011
作者：PHYLLIS KORKKI
來源：http://www.nytimes.com/2011/05/22/jobs/22search.html?_r=0
Many job seekers would be thrilled to be offered a job at all. How ungrateful and even risky, they may feel, to haggle over salary when the unemployment rate is so high.
在這失業率居高不下的時代，求職者一旦得知自己蒙獲錄取，必是欣喜若狂。不過，當與雇主談到薪資，卻不免令人戰戰兢兢，誠惶誠恐。
And research shows that even when economic conditions are good, women tend to be more reluctant than men to negotiate for a salary higher than the one initially offered.
一項研究也指出，即使景氣大好，女性比起男性更避免向雇主談到較高起薪。
But failing to negotiate can be a mistake that reverberates for years, says Linda C. Babcock, an economics professor at Carnegie Mellon University who specializes in negotiation. Because most raises are based on percentage increases, she notes, all of your future raises — along with contributions to your retirement account — are likely to be lower than if you had negotiated a higher salary at the start.
然而，任職於卡內基美隆大學的諮商專家琳達‧巴布科克(Linda C. Babcock)，語重心長地表示，薪資談不妥的話，可會帶來不小的損失，影響深遠。巴布科克說，由於多數公司的採取百分比等級方式來調薪，若無法在一開始就把起薪談高，恐將連帶拉低今後的薪資調幅，甚至影響退休基金的多寡。
Some people fear that a job offer will be rescinded if they dare ask for higher pay, and that the employer will move on to the next applicant, says Barbara Safani, owner of Career Solvers, a career management firm in New York. But she says that is very unlikely if you negotiate reasonably.
在此也訪問了另外一位專家，芭芭拉‧沙法尼(Barbara Safani)，她擔任紐約一家職涯管理公司的負責人。她說，有人不免擔心，如果起薪喊太高，是否會連工作機會也不保，使得雇主考慮錄取其他求職者。但事實上，真正情況要看雙方協商薪資的方式而定。合理溝通之下，起薪或許就大不同。
Still, it’s easy to understand why the thought of salary negotiation induces fear. That’s because the employer holds almost all the cards in this game, and may ask you to give up the few you hold by requesting that you reveal prematurely your past salary and your pay expectations.
至於為什麼大家總是談「薪」色變，也是有跡可循的。在求職路上，雇主可說是掌控生殺大權，就算你還有些籌碼，雇主可能會藉由探聽你以往的薪資水平、及對於此份新工作的薪資期望值，迫使你丟出手中僅有的王牌。
Generally, if employers try to broach the salary issue early in the interview process, you should do everything possible to defer this discussion, and, if pressured to give numbers, be as vague as you can, Ms. Safani says.
沙法尼認為，還是盡可能避免在面談剛開始就觸到這話題，如果不得不給個數字，那麼就不要給得太明確。
And once you get an offer, don’t accept it on the spot, she suggests. It is perfectly acceptable to say that while you are excited about the job, you need a few days to think about it.
沙法尼建議求職者，即使在面談時雇主已確定錄取你，也先別馬上就答應任職。你可以委婉地向雇主表明，自己十分開心能夠得到此份工作，但希望雇主能多給幾天時間讓自己好好思考此事。
Use that time to clarify your priorities, Ms. Safani says. Is making a certain salary most important to you? Or is it the vacation time, the hours, the responsibilities or something else?
在這段時間，你可以好好釐清對於工作及生活之間的優先順序。你覺得能夠領一份固定的薪水就很滿意呢？還是更重視假期、時間、責任感呢？
Gather as much salary intelligence as you can about the position, before the first interview and after the offer. Web sites like Salary.com, Glassdoor.com and PayScale.com list salary ranges within an industry, company and geographic location. Don’t rely on these sources completely, as they may depend on self-reporting, some of it anonymous. But they can give you a benchmark.
在初次面談之前、及確認錄取之後，都要多方蒐集此職位的薪資情報。現下有許多網站提供各產業、公司、地理位置等的有關資訊，雖然資訊來源取自網友，僅供參考，不需全然採信，卻仍可從中看出一些端倪。
And talk to any people you know within that company, or other ones like it. You don’t have to ask them flat-out what their salaries are, Professor Babcock says. Instead, you might ask, “What do you think a good salary for this job would be?”
尚有一種薪資情報來源，便是可詢問現正在該公司任職者、或其他對此工作亦感興趣者。不過別單刀直入地問他們現在薪資條上的數字多少，不妨嘗試問問看他們認為該職位的理想薪資水平落在何處。
This research will help determine your true value in the marketplace and can provide the basis for deciding how hard you should negotiate — even if you are now unemployed.
相信這些調查，能夠幫助你更明瞭自己的職場身價，並在與雇主談到薪資時，確立自己的立場。
In general, when you are ready to negotiate, “don’t ask for what you want, ask for more than you want,” Professor Babcock says. “You could typically ask for at least 10 percent more than they offer you.”
巴布科克教授說道，基本上，當你與雇主上了談判桌，「開價就是要高、高、高。一般來說，至少也要比他們能給的薪資數字更高個10%。」
Once you have your number on the table, the employer might say, “Oh, we can’t possibly do that.” In many cases, that does not mean the negotiation is over, Professor Babcock stresses. “You say: ‘How close can you come to that figure?’ ”
此時，雇主不免對於你所開出的高價有些微詞，表示實在難以辦到。但巴布科克教授強調，這並非表示沒戲唱了，你必須繼續追擊：「那麼，對於我所開的薪資，不知您能夠給到多少呢？」
If the company is reluctant to come closer, she says, you should consider asking, “Can we meet in the middle?” That’s often effective, she adds, “because it just seems fair.”
要是雇主仍不依你的高價起薪，可再嘗試詢問雇主能否取折衷值。巴布科克教授說，這招還蠻有效的，因為「似乎讓人覺得比較公平」。
Sometimes, though, employers have a salary limit they cannot exceed, notes Rusty Rueff, a career and workplace expert for Glassdoor.com. Yet there may be ways to work around that so you still come out ahead. Suppose you’re offered $100,000, but you wanted $110,000 and the employer says no. You could seek a bonus at the end of the first year if you meet performance goals, he says, or, depending on the industry, try to arrange for an equity stake in the company.
不過，Glassdoor(美國人力銀行網站)的職場專家拉斯提．瑞夫(Rusty Rueff)說，雇主還是有其所能給出的薪資極限，無論如何就是無法達到你期望的高起薪。幸好，仍有其他補救方法，舉例來說，假使你應徵的工作是年薪10萬美金，但你希望這個數字能夠是11萬美金，而雇主拒絕了；那麼你可試著要求雇主，如自己有在任期第一年結束前達成績效，可否給予紅利或獎金；若是該公司有發放股份的話，也要積極爭取。
You may also be able to negotiate a signing bonus, additional time off (paid or unpaid), parking privileges, expanded benefits, relocation expenses, work hours or job title and responsibilities.
其他補償方式諸如：簽約金、更多休假(給薪或無薪)、停車優惠、廣泛福利、調職補助、工時、頭銜、工作內容等。
Do not bluff by saying you won’t accept a certain salary when you actually will. But if you state honestly and politely that the pay isn’t enough, that may be a catalyst for the employer to offer more. Just be absolutely sure of where your “walk away” threshold lies.
切勿以「沒高薪、就不幹」的方式來唬弄雇主，小心偷雞不著蝕把米。試著換個誠懇的語氣來向雇主表示薪資未達期望；彬彬有禮的態度，說不定就是雇主幫你加薪的催化劑。但自身一定要明瞭雇主所能夠接受的薪資底線。
Done correctly, negotiation can strengthen the relationship between applicant and employer. But too often, women are unwilling to try it at all. Men are much more likely to negotiate pay than women, Professor Babcock says.
採取正當的協商方式，有助增強雇主與員工之間的聯繫。只是絕大多數女性員工對於薪水方面噤口不語。巴布科克教授說，男性比女性更主動與雇主協商。
That’s because of the way many girls are brought up, she says — resulting in the feeling that “there might be backlash against me if I negotiate in a very assertive way.”
“Women often think, ‘Well, this is my personality.’ No, it’s something that our society has done to you,” she says.
教授說，因為多數女生在成長過程中，被灌輸一個觀念：如果我在溝通時採取堅決態度，可能會帶來反效果。女性或許以為這是她們自身個性使然。其實並非如此，是這個社會、這個環境所教育女性的結果。
In encouraging negotiation, she reminds people that they don’t have to adopt an aggressive, confrontational style that is unnatural to them. In short, she says, you can still be yourself and win a higher salary.
教授提醒我們，薪資協商值得一試，只不過進行時不需橫衝直撞、顯出一副不成功便成仁的赴義情操。保持自己原有的作風，合理溝通，相信高薪指日可待。
日期：May 21, 2011
作者：PHYLLIS KORKKI
來源：http://www.nytimes.com/2011/05/22/jobs/22search.html?_r=0
Many job seekers would be thrilled to be offered a job at all. How ungrateful and even risky, they may feel, to haggle over salary when the unemployment rate is so high.
在這失業率居高不下的時代，求職者一旦得知自己蒙獲錄取，必是欣喜若狂。不過，當與雇主談到薪資，卻不免令人戰戰兢兢，誠惶誠恐。
And research shows that even when economic conditions are good, women tend to be more reluctant than men to negotiate for a salary higher than the one initially offered.
一項研究也指出，即使景氣大好，女性比起男性更避免向雇主談到較高起薪。
But failing to negotiate can be a mistake that reverberates for years, says Linda C. Babcock, an economics professor at Carnegie Mellon University who specializes in negotiation. Because most raises are based on percentage increases, she notes, all of your future raises — along with contributions to your retirement account — are likely to be lower than if you had negotiated a higher salary at the start.
然而，任職於卡內基美隆大學的諮商專家琳達‧巴布科克(Linda C. Babcock)，語重心長地表示，薪資談不妥的話，可會帶來不小的損失，影響深遠。巴布科克說，由於多數公司的採取百分比等級方式來調薪，若無法在一開始就把起薪談高，恐將連帶拉低今後的薪資調幅，甚至影響退休基金的多寡。
Some people fear that a job offer will be rescinded if they dare ask for higher pay, and that the employer will move on to the next applicant, says Barbara Safani, owner of Career Solvers, a career management firm in New York. But she says that is very unlikely if you negotiate reasonably.
在此也訪問了另外一位專家，芭芭拉‧沙法尼(Barbara Safani)，她擔任紐約一家職涯管理公司的負責人。她說，有人不免擔心，如果起薪喊太高，是否會連工作機會也不保，使得雇主考慮錄取其他求職者。但事實上，真正情況要看雙方協商薪資的方式而定。合理溝通之下，起薪或許就大不同。
Still, it’s easy to understand why the thought of salary negotiation induces fear. That’s because the employer holds almost all the cards in this game, and may ask you to give up the few you hold by requesting that you reveal prematurely your past salary and your pay expectations.
至於為什麼大家總是談「薪」色變，也是有跡可循的。在求職路上，雇主可說是掌控生殺大權，就算你還有些籌碼，雇主可能會藉由探聽你以往的薪資水平、及對於此份新工作的薪資期望值，迫使你丟出手中僅有的王牌。
Generally, if employers try to broach the salary issue early in the interview process, you should do everything possible to defer this discussion, and, if pressured to give numbers, be as vague as you can, Ms. Safani says.
沙法尼認為，還是盡可能避免在面談剛開始就觸到這話題，如果不得不給個數字，那麼就不要給得太明確。
And once you get an offer, don’t accept it on the spot, she suggests. It is perfectly acceptable to say that while you are excited about the job, you need a few days to think about it.
沙法尼建議求職者，即使在面談時雇主已確定錄取你，也先別馬上就答應任職。你可以委婉地向雇主表明，自己十分開心能夠得到此份工作，但希望雇主能多給幾天時間讓自己好好思考此事。
Use that time to clarify your priorities, Ms. Safani says. Is making a certain salary most important to you? Or is it the vacation time, the hours, the responsibilities or something else?
在這段時間，你可以好好釐清對於工作及生活之間的優先順序。你覺得能夠領一份固定的薪水就很滿意呢？還是更重視假期、時間、責任感呢？
Gather as much salary intelligence as you can about the position, before the first interview and after the offer. Web sites like Salary.com, Glassdoor.com and PayScale.com list salary ranges within an industry, company and geographic location. Don’t rely on these sources completely, as they may depend on self-reporting, some of it anonymous. But they can give you a benchmark.
在初次面談之前、及確認錄取之後，都要多方蒐集此職位的薪資情報。現下有許多網站提供各產業、公司、地理位置等的有關資訊，雖然資訊來源取自網友，僅供參考，不需全然採信，卻仍可從中看出一些端倪。
And talk to any people you know within that company, or other ones like it. You don’t have to ask them flat-out what their salaries are, Professor Babcock says. Instead, you might ask, “What do you think a good salary for this job would be?”
尚有一種薪資情報來源，便是可詢問現正在該公司任職者、或其他對此工作亦感興趣者。不過別單刀直入地問他們現在薪資條上的數字多少，不妨嘗試問問看他們認為該職位的理想薪資水平落在何處。
This research will help determine your true value in the marketplace and can provide the basis for deciding how hard you should negotiate — even if you are now unemployed.
相信這些調查，能夠幫助你更明瞭自己的職場身價，並在與雇主談到薪資時，確立自己的立場。
In general, when you are ready to negotiate, “don’t ask for what you want, ask for more than you want,” Professor Babcock says. “You could typically ask for at least 10 percent more than they offer you.”
巴布科克教授說道，基本上，當你與雇主上了談判桌，「開價就是要高、高、高。一般來說，至少也要比他們能給的薪資數字更高個10%。」
Once you have your number on the table, the employer might say, “Oh, we can’t possibly do that.” In many cases, that does not mean the negotiation is over, Professor Babcock stresses. “You say: ‘How close can you come to that figure?’ ”
此時，雇主不免對於你所開出的高價有些微詞，表示實在難以辦到。但巴布科克教授強調，這並非表示沒戲唱了，你必須繼續追擊：「那麼，對於我所開的薪資，不知您能夠給到多少呢？」
If the company is reluctant to come closer, she says, you should consider asking, “Can we meet in the middle?” That’s often effective, she adds, “because it just seems fair.”
要是雇主仍不依你的高價起薪，可再嘗試詢問雇主能否取折衷值。巴布科克教授說，這招還蠻有效的，因為「似乎讓人覺得比較公平」。
Sometimes, though, employers have a salary limit they cannot exceed, notes Rusty Rueff, a career and workplace expert for Glassdoor.com. Yet there may be ways to work around that so you still come out ahead. Suppose you’re offered $100,000, but you wanted $110,000 and the employer says no. You could seek a bonus at the end of the first year if you meet performance goals, he says, or, depending on the industry, try to arrange for an equity stake in the company.
不過，Glassdoor(美國人力銀行網站)的職場專家拉斯提．瑞夫(Rusty Rueff)說，雇主還是有其所能給出的薪資極限，無論如何就是無法達到你期望的高起薪。幸好，仍有其他補救方法，舉例來說，假使你應徵的工作是年薪10萬美金，但你希望這個數字能夠是11萬美金，而雇主拒絕了；那麼你可試著要求雇主，如自己有在任期第一年結束前達成績效，可否給予紅利或獎金；若是該公司有發放股份的話，也要積極爭取。
You may also be able to negotiate a signing bonus, additional time off (paid or unpaid), parking privileges, expanded benefits, relocation expenses, work hours or job title and responsibilities.
其他補償方式諸如：簽約金、更多休假(給薪或無薪)、停車優惠、廣泛福利、調職補助、工時、頭銜、工作內容等。
Do not bluff by saying you won’t accept a certain salary when you actually will. But if you state honestly and politely that the pay isn’t enough, that may be a catalyst for the employer to offer more. Just be absolutely sure of where your “walk away” threshold lies.
切勿以「沒高薪、就不幹」的方式來唬弄雇主，小心偷雞不著蝕把米。試著換個誠懇的語氣來向雇主表示薪資未達期望；彬彬有禮的態度，說不定就是雇主幫你加薪的催化劑。但自身一定要明瞭雇主所能夠接受的薪資底線。
Done correctly, negotiation can strengthen the relationship between applicant and employer. But too often, women are unwilling to try it at all. Men are much more likely to negotiate pay than women, Professor Babcock says.
採取正當的協商方式，有助增強雇主與員工之間的聯繫。只是絕大多數女性員工對於薪水方面噤口不語。巴布科克教授說，男性比女性更主動與雇主協商。
That’s because of the way many girls are brought up, she says — resulting in the feeling that “there might be backlash against me if I negotiate in a very assertive way.”
“Women often think, ‘Well, this is my personality.’ No, it’s something that our society has done to you,” she says.
教授說，因為多數女生在成長過程中，被灌輸一個觀念：如果我在溝通時採取堅決態度，可能會帶來反效果。女性或許以為這是她們自身個性使然。其實並非如此，是這個社會、這個環境所教育女性的結果。
In encouraging negotiation, she reminds people that they don’t have to adopt an aggressive, confrontational style that is unnatural to them. In short, she says, you can still be yourself and win a higher salary.
教授提醒我們，薪資協商值得一試，只不過進行時不需橫衝直撞、顯出一副不成功便成仁的赴義情操。保持自己原有的作風，合理溝通，相信高薪指日可待。