新一年到來，如何開口提出加薪需求？

Wouldn’t it be nice to kick off 2018 with a raise?

要是能夠以加薪爲2018年開年，這種感覺會不會很爽？

We asked employment experts and coaches for some tips on how to ask for, negotiate, and actually get yourself a nice fat addition to your paycheck.

我們詢問了許多招聘專家和教練的建議，究竟員工應該如何向老闆開口和談判，最終真的幫助自己獲得一份豐厚的加薪。

1. Keep your expectations realistic, and do some research first

1.以現實爲基礎設定期待值，首先做好調查

Most annual raises are between 1 percent and 5 percent of your salary. A survey by human resources consultancy Aon Hewitt found that many companies plan to set annual raises at 3 percent of base salaries in 2018, according to The Washington Post, giving low performers a smaller bump and star performers more of a hike.

大多數的年薪增長介乎於你的薪水的1%到5%。一份來自人力資源顧問公司Aon Hewitt的調查顯示，有許多公司計劃把2018年的年薪增幅設定在基本工資的3%，根據《華盛頓郵報》的報道。這就給予了工作表現欠佳的員工一個較小的增幅，而出色員工則獲得更大的提高。

2. Remember that raises are about retention, not reward

2. 請謹記，加薪是根據你的年資而加的，而不是獎賞

No one is going to give you a raise because you want, need or even “deserve” one, said Day Merrill of 2BDetermined, a career coaching company. A salary increase may acknowledge an employee’s contributions from the past several months, but its most important function is to retain talent the organization needs in the coming year.

沒有人會因爲你想要、需要或甚至“值得”加薪而給你加薪，職業培訓公司2BDetermined的人力資源顧問Day Merrill說道。加薪也許爲了認可一名員工在過去幾個月的貢獻，但是這個舉措的最重要作用在於爲公司機構的來年保留需要的人才。

Truth is, your bargaining power peaks in the narrow window after a job offer is made and before you accept it, Merrill said. That’s when the company has tested the waters and is convinced you’re the best candidate for the job. It probably doesn’t want to reopen the job search process, so it may be more flexible.

現實的是，你討價還價的優勢在你的工作條件已定、而你仍未接受的時候已經被限定在一個小小的空間了，Merrill解釋道。那就是當公司已經測試完所有求職者的水平，也認爲你是最適合的人選的時候就已經確定了。也許公司不希望再次開放職位申請，所以這中間可能會有很多靈活的地方。

3. Show your value with hard numbers, not platitudes

3. 用數據證明你的價值，而不是陳詞濫調

If you want to show your accomplishments, speak in specifics. Haefner said you need to share examples of projects you completed and how your efforts positively affected the company or helped your team meet goals.

如果你想要展示你的成就，那就用細節來說話。Haefner表示，你需要分享你所完成項目的例子，以及你的努力是如何積極地幫助公司或幫助團隊完成目標的。

When you say you “increased traffic,” include by how much and the tracking source. If you “raised sales,” put a dollar sign or percentage on it.

當你說你“增加了訪客流量”，那就附上流量數據和瀏覽痕跡。如果你“增加了銷售量”，那就用數字加單位或百分比的形式展示。

4. Practice in the mirror

4. 在鏡子前練習

Ted Leonhardt, a negotiations counselor and coach, recommended making the following pledge to yourself: “I will recognize that negotiations make me anxious. That negotiations make all but the most practiced negotiator anxious. I will remember that I am not a coward, that I’m not inept. I will recognize that I am a person with feelings.”

Ted Leonhardt是談判顧問和教練，他建議人們對自己作出以下的承諾：“我會承認，薪資談判會使我感到焦慮。我會承認，即使是最老練的談判專家也會在薪資談判的時候感到焦慮。我會記住，我不是一個膽小鬼，我並非無能。我會承認我是一個擁有各種感情的人。”

Once you’ve boosted your self-confidence and are in control of your body, he said, you should “prepare for your next negotiation by making a list of your accomplishments just before you enter the encounter.”

當你激發了自己的自信心，能夠控制自己的肢體，他表示，你就應該“在你走進這個談判場景之前列出你所做過的貢獻，做好下一步準備。”

It’s not just about the ask, it’s also about showing what you are worth.

這不僅僅在於提出需求的動作，同時也在於展示你的價值。

5. Timing is everything

5. 時間就是一切

If the desks on either side of you belonged to people who were let go last month, it may not be the best time to ask for a raise. Similarly, walking into your boss’ office the day after the release of a dismal quarterly report makes you look out of touch, according to Salary.com.

如果坐在你對面的那個人的位置屬於上個月被解僱的人，那麼也許這不是一個提出加薪的合適時機。同樣的，如果你前一天做了一個糟糕的季度彙報，第二天你就走進老闆的辦公室的加薪，這會讓你看起來很不通情達理，引用自Salary.com的帖子。

6. While you’re at it, try for a bonus

6. 既然已經做了這件事，那就試着爭取額外獎勵吧

Raises are permanent salary hikes that get compounded over time. This year’s 2 percent hike will grow next year’s 3 percent raise. Bonuses, on the other hand, are one-time lump sums that are not renewable.

加薪是長期的加薪，隨着時間的推移會變得更加複雜。這一年的2%增幅，在下一年就會增長到3%。另一方面，獎金是一次性的總金額，是不可再生的。

Sometimes employers don’t want to raise an employee’s base salary but might be willing to pay a one-time bonus either in cash or stock.

有時候僱主們不想提高員工的基本工資，但也許願意支付一次性的獎金，以現金或股份的形式。

7. Practice interest-based negotiations

7. 練習基於利益的談判

In a traditional negotiation, each side does what it can to maximize its gains or minimize its losses. It’s pretty much the “my way or the highway” approach.

傳統的薪資談判，談判雙方都會盡自己所能將自己的收益最大化或把損失降到最低。這種形式很有“不聽我的就滾蛋”的感覺。

Interest-based negotiation is different, and makes asking for a raise as much about keeping the boss happy as it is about you and your accomplishments.

以利益爲基礎的談判卻是不一樣的，這種類型的談判使得提出加薪這件事讓老闆高興，也能讓你爲自己和成就而感到高興。

8. Use a bully boss to your advantage

8. 好好利用你的惡霸老闆

If you have a difficult boss, it may encourage you to learn that Pynchon’s favorite kind of boss is the bully boss. They make it easier to engage in an interest-based negotiation.

如果你有一個難搞的老闆，也許會讓你深刻認識到托馬斯?品欽最喜歡的老闆就是惡霸型老闆。他們的存在使你更容易開展以利益爲基礎的薪資談判。

“You wouldn’t mention your needs or say you ‘deserve’ anything,” she said. “You don’t use words like ‘fairness’ or ‘justice’ because that causes bully bosses to just dig their heels in.”

“你不必提到你的需求，或表達你‘值得’任何東西，”她說道。“你不必使用‘公平’或‘公正’的措辭，因爲那會讓惡霸型老闆更加堅持自己的立場。”

Instead, cater your pitch to your boss and make it about how you can deliver what he or she really wants.

相反，你應該根據老闆的風格調節自己的節奏，然後把你如何實現他/她的真實所想。

聲明：本雙語文章的中文翻譯系滬江英語原創內容，轉載請註明出處。中文翻譯僅代表譯者個人觀點，僅供參考。如有不妥之處，歡迎指正。