面試技巧：如何與HR討價還價

關於面試的黃金法則之一就是，不要問到報酬和節假日的問題。但一旦工作offer到手，還是有必要爲自己的利益爭取一下的。面對經驗老道的HR，職場小菜鳥們要如何與之“鬥智鬥勇”呢？

One of the golden rules of job interviews is to avoid asking questions about pay and holidays. It places the focus on what you expect from the employer, rather than what you can offer them。

關於面試的黃金法則之一就是，不要問到報酬和節假日的問題。這會讓面試官覺得你更關注能從公司得到什麼，而不是帶給公司什麼效益。

However, once you have been offered the job, the question of negotiating the offer is an option. It is tempting, in the excitement of the moment, just to accept everything on their terms. Sometimes this could be the best thing to do, especiAlly if the employer states the offer is non-negotiable or if the job is everything you ever wanted; after all you don’t want to risk losing the offer。

不過，一旦你得到了這份工作，就該商量一下你的所得了。在得到工作的這一刻，本能會促使你接受他們提出的所有條件。有時候應該這樣，特別是當僱主強調這份工作不可協商，或者你只在意工作本身，畢竟沒人會想冒風險讓煮熟的鴨子飛走。有的時候，協商條件又是不可或缺的面試一部分。

The first thing you should do is evaluate the offer; there are seven things you should take into consideration. The most important of these is the actual job content; does it fit in with your long term career goals and personal plans. Next your boss; can I work with this person? In third place you can start to think about the salary and benefits. Don’t forget what are called “fringe benefits”， these are sometimes worth as much as 40% in addition to your actual salary; insurance, child benefits, retirement plans, tuition assistance, paid holidays and other bonuses. Find out when your salary is reviewed, usually once every 12 months, and your potential for salary growth. The other important factors in evaluating a job are your co-workers, the location of the company and how a typical working week is structured. Finally you should consider the flexibility of the organization you are thinking for working for; is it overly rigid and will it alter your lifestyle。

你需要做的第一件事是評估對方提出的條件，一共有7點需要考慮。其中最重要的是，實際的工作內容是否適合你的長期職業目標和個人計劃。下一步是你的老闆，問問自己是否可以與這個人相處？第三，你可以開始考慮關於薪水和福利的問題了。不要小看“福利”，這些有時高達實際工資的40%，其中有保險，兒童福利，退休計劃，學費資助，有薪假期和其他獎金。每12個月評估一下你的薪水的增長潛力。在評估過程中其他重要因素是你的同事，公司的位置，以及工作是如何安排的。最後你應該考慮的是組織工作思維的靈活性，是過於僵化，還是契合你的生活。

Once you have evaluated your job offer, make a budget of your expenditures. After you have worked out your salary requirements, do some market research in order to find out how much your skills are worth. To decide if an offer is reasonable, you should know both your requirements and the salary ranges for your career field and position. Everything is negotiable but the more information you have, the more powerful your position will be。

一旦你評估你的工作，製作一份支出預算。制定薪水要求之後，做一些市場調查，以找出你的技能價值，從而決定合約是否合理，你應該知道你的需求和所得報酬在行業的定位。一切都是可以商談的，你擁有的信息越豐富，你所處的地位就越有利。

When you are offered the job respond by saying “when do you need an answer?” rather than “fine, when shall I start?” This gives you time to consider and research their offer. Ask some questions about how your work will be evaluated and what opportunities there are for advancement. It is a good idea to get a copy of the initial offer in writing so as to have a clear basis for negotiation. Practice what you are going to say and be reasonable in your approach; the ideal outcome should be a win/win situation. You should aim for the top of your salary range, but be prepared to accept less. The more you are willing to be flexible, the more likely both of you will reach a mutually satisfactory result. Be prepared to barter; higher salary for fringe benefits or vice versa. Also although the employer may not be able to offer anything now, he or she might commit to changes in the future。

當你得到了這份工作迴應說：“你什麼時候需要一個答案？”而不是“好，我什麼時候開始的？”這讓你有時間來考慮和研究他們的提議。詢問你的工作將如何進行評價和升遷有什麼機會了一些問題。這是一個好主意，以書面形式有一個明確的基礎上進行談判的初始報價的副本。實踐你所要說的話，並且在你的方法是合理的；理想的結果應該是一個雙贏/雙贏的局面。你的目標應該是你的工資範圍的上限，但要準備接受較少。你越願意採取靈活，更你們倆很可能會達成一個雙方滿意的結果。準備易貨貿易；較高的福利，薪金，反之亦然。另外，雖然僱主可能無法提供任何現在，他或她可能會承諾在未來的變化。

When you reach the final offer, make sure you get it in writing. You too should write a formal acceptance letter. If at all possible, have someone, who is experienced with job contracts, check through everything, before you finally sign。

當你最終談成協議的時候，確保落實在紙上。你也應該寫一份正式的接受函。如果有可能的話，找一個在籤工作協議方面有經驗的人，檢查一遍，然後你再最後簽字