聽說你獲得了一個工作機會。恭喜！
接下來就該談判了。假設你想要這份工作，就各種需求與雇主進行一場磋商在所難免。一些談判規則是通用的，但還有一些是技術領域獨有的規則。【根據我們上一次查詢的結果，沃爾瑪公司(Wal-Mart)一般不提供像針灸這樣的免費福利。】
希望以下這四點談判技巧能夠幫助你獲得理想的薪酬方案。
1. 宣布最終目標。從一開始就告訴雇主你的要求，但務必注意你的措辭，一定要讓雇主感到你真的想要這份工作，并且信奉該公司的使命。你在談判中最有分量的表述.要達到這樣的效果：“如果我們能就此取得共識——我認為這很公平——那么我就將接受這份工作”。科爾集團(The Cole Group）聯合創始人杰米•蒂洛塔•格林如是說道。這家總部位于舊金山的高科技獵頭公司已經為Kabam、Trulia和Supercell等公司物色了理想的員工。使用像“公平”和“我們”這樣的關鍵詞可以向雇主發出一個強烈信號：你渴望加入團隊，想要一份互惠互利的聘用合同。
2. 理解股權的價值。如果你的工作機會來自一家初創公司，沒準你們最后會談到股票。公司越年輕，新員工有可能獲得的股票就越多。（相較于一家剛剛募集到種子資金的初創公司，一位員工能夠從一家準備在1年后啟動IPO的公司獲得的股票數量可能會少得多。）問題是，大多數人要求并獲得一定比例的公司股權時并不知道它的價值。在協商時，你完全可以詢問雇主，“你認為這些股票在2年后能值多少錢？4年后呢？”公司往往會預測其股權的價值。所以，他們如何回應這一問題或許有助于你預估該公司在短期至中期內的增長前景。“如果他們并沒有從經營和財務的角度顯示公司有可能企及的高度，那么這實際上就是向求職者發出一個危險信號，”招聘網站玻璃門(Glassdoor)職業生涯趨勢分析師斯科特•杜布洛斯基說。
3.不要瘋狂地要求福利，開誠布公。諸如Facebook和谷歌(Google)這類科技公司提供種種慷慨福利（比如免費班車接送，食品，甚至還有按摩和舞蹈課程）已不是什么新鮮事。但這并不意味著你應該帶著一籮筐要求跟雇主談判，你也不應該指望你的雇主會樂意提供各種福利。相反，你應該認真考慮對你真正重要的福利是什么，并且開誠布公地說出理由。最近，格林經過一輪輪復雜的協商，滿足了一位高管的特殊福利要求。這位高管有三個孩子，是一位非常稱職的母親，她希望公司每天下午派車把孩子從學校接回家。作為交換，她同意傍晚以后再工作一段時間。把這種要求之所以重要的前因后果講明，是獲得公司首肯的關鍵所在。哪些要求聽起來不太合理呢？格林說，至少有一個客戶曾經提出過毫不相干的待遇，比如免費家政服務。不用說，這種要求被拒絕了。
4. 不要僅僅為談判而談判。談判是常見的做法，但不要僅僅為了看看你能夠從未來雇主那里壓榨出多少油水而提出更多的待遇要求。如果一個人不斷地提要求，就連那些慷慨大度的上市科技公司也很快會厭煩。一旦公司提出第一個報價，你完全可以討價還價，但你需要讓這些會談盡可能短暫親切。“如果前行的道路上有太多顛簸，每個人都會反思自己最初的決定，”Wahl & Case公司總裁尼爾•沃爾利希特說。迄今為止，這家總部位于日本，在舊金山設有辦事處的專業招聘公司已經為亞馬遜(Amazon)、Hulu和Uber等科技公司招募了不少員工。更糟糕的是，如果談判過程令人筋疲力盡，哪怕你最終接受了這份工作，你也有可能留下一個非常不好的第一印象。沃爾利希特補充道：“人們可能會開始懷疑你從事這份工作的動機。”（財富中文網）
譯者：葉寒
| | | So you have a job offer. Congrats.
Your next step is to negotiate. Assuming you want the job, a productive back-and-forth with the employer over your requirements is to be expected in any hiring process. Some negotiating rules are universal, but others remain unique to technology field. (Last we checked, Wal-Mart didn't generally offer free perks like acupuncture.)
Here are four tips for negotiating your new compensation package.
1. Announce an end goal. Tell the employer from the get-go what your requirements are, but couch them in a way that indicates you really want the job and believe in the company's mission. Saying something to the effect of, "If we can get to this point, which I think is really fair, I'll take the job," is the most powerful thing you can say in a negotiation, says Jamie Tilotta Green, co-founder of The Cole Group, a San Francisco-based tech executive search firm that has placed people at businesses including Kabam, Trulia, and Supercell. Using keywords like "fair" and "us" sends a strong signal to the employer that you're on the same team and want to arrive at a mutually-beneficial arrangement.
2. Understand the value of that equity. If the job offer is from a startup, chances are company stock will eventually become a topic. The younger the company, the more stock a new hire is likely to receive. (An employee will probably receive significantly less stock from a company that's one year away from an IPO versus a startup that has just raised seed funding.) Problem is, most folks request and receive a percentage of the company without understanding its value. During discussions, it's perfectly valid to ask, "How much do you see these shares being worth in two years? What about four years?" Companies often have forecasts or projections about equity, and how they respond may offer insight into potential company growth during the short-to-medium term. "If they don't have an indication of where they'd like to be from a business and finance perspective, then that can actually be a red flag for the job seeker," says Scott Dobroski, a career trends analyst for the jobs site Glassdoor.
3. Don't go crazy over perks, and be transparent. Stories of tech companies such as Facebook (FB) and Google (GOOG) offering generous perks -- free shuttle transportation, food, or even massages and dance classes -- are nothing new. But it doesn't mean you should go into talks with a laundry list of requests, nor should you expect your employer to be perk-heavy. Instead, consider what's really important to you and be transparent about why. Recently, Green wrapped up some complex negotiations for an executive. A devoted mother of three, the executive wanted transportation each afternoon to pick up her kids from school. As a tradeoff, she agreed to be available to work again later in the evening. Contextualizing the importance of that request was important to the company granting it. Less reasonable? Asking for less relevant services, such as free housecleaning, says Green, which at least one other client asked for. Needless to say, the request was denied.
4. Don't negotiate just to negotiate. Negotiations are common practice, but don't ask for more just to see how much you can squeeze out of your potential future employer. Even generous, publicly-traded tech companies will soon tire of someone who keeps pushing for more. Once a company makes a first offer, go ahead and counter, but keep talks as short and as sweet as possible. "If there are too many bumps in the road, everyone will second-guess themselves," says Neil Warlicht, President of Wahl & Case, a Japan-based boutique recruiting firm with a San Francisco office. To date, it has placed people at tech companies, such as Amazon (AMZN), Hulu and Uber. Worse still, if the negotiations are exhaustive, and if you take the job, you could leave a bad first impression. Adds Warlicht: "People may start wondering why you're doing this."
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