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Salary Negotiation

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在找工作面试的时候, 最微妙的一刻是谈论到你的工资的时候, RecruitIreland.com有篇文章谈到了如何准备这个问题, 一些背后的技巧.

Salary negotiation is one of the most delicate parts of the whole job search process, and it is at this stage that many candidates inadvertently disqualify themselves. At some point in the interview process, you will be asked, “How much do you want?” What they are, in effect, asking you is, “What do you think you are WORTH?” Or, put another way, “Do you have delusions of grandeur (or no self-confidence), are you going to be impossible to control, or are you a total wimp that I can micro-manage into an early grave?”

1ST LAW OF NEGOTIATION
TRY NOT TO STATE YOUR OPENING POSITION. IF AT ALL POSSIBLE, MAKE THEM SAY A NUMBER FIRST.

CURRENT PACKAGE
In many instances, the interviewer(s) will not directly ask you what your expectations are, they will just inquire as to the level of your current salary / package.

WHEN TO TALK ABOUT MONEY
As a general rule of thumb, you shouldn’t raise the subject of remuneration first.

2ND LAW OF NEGOTIATION
DON’T BACK YOURSELF INTO A CORNER. NEVER SAY A HARD, “NO.”

3RD LAW OF NEGOTIATION
IF YOU DO HAVE TO SAY, “NO,” BE PREPARED TO WALK AWAY.

REMUNERATION DOES NOT EQUAL JUST A SALARY
Another common mistake made is to restrict the discussion to salary alone. Do not fall into this trap. Include:
Bonuses, Working hours, Health Insurance …….

HAVE A CLEAR OBJECTIVE
As in any negotiation, you should also have a very clear picture of your objectives; in this case your minimum figure.

DON’T NEGOTIATE WITH UNDERLINGS – NEGOTIATE WITH THE PERSON WHO HAS THE ULTIMATE POWER TO SAY “YES” OR “NO”.

“WE COULDN’T POSSIBLY …”
Irrespective of the level of the player, a stock line used by negotiators from the employer side to keep your entry package low is, “Oh, we couldn’t possibly do that. It wouldn’t be fair on the other staff OR Everyone would want that if we gave it to you.”

GOOD COP / BAD COP
Another common tactic used by employers is a ‘Good Cop / Bad Cop’ routine.

THE WRITTEN WORD
If you really want to join a new organisation and they are promising you the sun, moon and stars if you do join, get them to put it in writing.

“Never let us negotiate out of fear but never let us fear to negotiate.” — John F Kennedy in his inaugural address

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