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????親愛(ài)的安妮：看了你寫(xiě)的關(guān)于按績(jī)效加薪的帖子，我很感興趣,。近來(lái)我自己就遇到了幾樁薪資談判,，不過(guò)不是為了加薪,，而是為了跳槽,。

????在近來(lái)的幾個(gè)面試中，招聘經(jīng)理在與我談話之初便問(wèn)我現(xiàn)在掙多少,，這讓我有點(diǎn)兒尷尬,。一方面，我不想顯得不太配合,；另一方面,，難道我們不應(yīng)該先討論一下工作的具體要求以及為什么我很適合這份工作，然后再談錢(qián)的問(wèn)題嗎,？

????問(wèn)題癥結(jié)并不在于我目前工資不夠高，我想換工作其實(shí)另有原因,，但如果我和盤(pán)托出，不就會(huì)限制面試官愿意開(kāi)出的薪資待遇,？您還有您的讀者們能否給些建議,，我該如何應(yīng)對(duì)這個(gè)問(wèn)題呢,？

????——沉默是金的人

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????親愛(ài)的“沉默是金”：這個(gè)問(wèn)題問(wèn)得好。這些日子以來(lái)讓事情變得糾結(jié)的一個(gè)因素是：很多人已經(jīng)失業(yè)很久了,。這意味著和你一起競(jìng)爭(zhēng)某些空缺崗位的對(duì)手“哪怕工資比應(yīng)得的要低,，也甘愿接受這份工作”,，一家位于美國(guó)華盛頓市的招聘咨詢(xún)機(jī)構(gòu)亨伯特集團(tuán)（Humbert Group）的負(fù)責(zé)人比爾.亨伯特如是說(shuō)道,?！坝谑?，老板們覺(jué)得開(kāi)低薪水也照樣能請(qǐng)到人?！?/p>

????即便如此,，他又說(shuō)，“然而事實(shí)是,，想得到這個(gè)工作又想得到期望的薪資,，還是可以找到兩全之策的?！焙嗖卦谶^(guò)去的三十多年里曾與來(lái)自通訊衛(wèi)星實(shí)驗(yàn)室（Comsat Labs）,，USF&G保險(xiǎn)公司,，美國(guó)政府雇員保險(xiǎn)公司（GEICO）,，CSX科技公司及其它公司的3,000多名招聘經(jīng)理共事過(guò),。

????他傳授了應(yīng)聘者在薪資談判中占據(jù)主動(dòng)的五大秘訣：

????1. 不要在發(fā)送的簡(jiǎn)歷中說(shuō)明薪資要求,。

????“如果一家公司要求在發(fā)送的簡(jiǎn)歷中說(shuō)明薪資要求，這其實(shí)有可能日后對(duì)應(yīng)聘者不利,，”亨伯特說(shuō)道,。他推薦,，其實(shí)只要寫(xiě)上你的期望薪酬是“開(kāi)放的”或“可商討的”即可,。他說(shuō),，“如果你的簡(jiǎn)歷符合崗位的要求,，招聘經(jīng)理會(huì)給你打電話的,?！?/p>

????2. 不要在求職信中寫(xiě)歷任工作的薪資情況。

????關(guān)于筆試題目里如果問(wèn)到過(guò)去的薪資情況,，亨伯特說(shuō)：“寫(xiě)上‘愿意在面試中合適的時(shí)機(jī)討論這個(gè)問(wèn)題’并且將那些數(shù)字欄留空,，這種做法完全可以接受。寫(xiě)下太具體的數(shù)字會(huì)把你歸到三六九等,，同時(shí)削弱你在談工資時(shí)的優(yōu)勢(shì),。”

????3. 在對(duì)所應(yīng)聘工作了解清楚之后再談薪資,。

????如果面試官在第一輪面試便希望和你談?wù)勫X(qián)的問(wèn)題,，亨伯特建議：應(yīng)聘者可以調(diào)轉(zhuǎn)話鋒，反過(guò)來(lái)問(wèn)所應(yīng)聘崗位的薪資范圍,。他說(shuō),，“看看有多少面試官會(huì)告訴你這一點(diǎn)，你會(huì)很驚訝,?！?/p>

????亨伯特說(shuō)，事實(shí)上,，過(guò)快地談及薪資問(wèn)題是不切實(shí)際的,，因?yàn)椤霸谀愦_切地知道這份工作所涉及內(nèi)容以及五年里的提升空間有多大之前，你其實(shí)并不知道應(yīng)該開(kāi)多高的價(jià)錢(qián),?！?/p>

????同樣，對(duì)于用人單位所能提供的福利待遇有個(gè)初步的概念也很重要,。比如,，如果對(duì)方提出的薪資范圍比你之前希望的低一點(diǎn)，但有其他福利,，諸如額外帶薪假期,，配公車(chē)，還慷慨繳納與個(gè)人繳費(fèi)金額相等的401(k)養(yǎng)老金,，這些其實(shí)等于彌補(bǔ)了兩者間的差額,。

????4. 著重說(shuō)明你能為公司做些什么。

????亨伯特說(shuō),，一旦你了解清楚這份工作的細(xì)節(jié)情況以及薪資福利待遇之后，便是時(shí)候?qū)⒃掝}轉(zhuǎn)移到你的“影響力”上了，也就是說(shuō),，你應(yīng)聘的這個(gè)職位對(duì)公司盈利和收入有什么直接作用,。

????他建議，“重點(diǎn)談你能給公司帶來(lái)的價(jià)值,，然后在面試最后,，只需說(shuō)你對(duì)這個(gè)職位很感興趣并且你會(huì)認(rèn)真考慮他們發(fā)出的聘約即可?！?/p>

????5. 請(qǐng)記?。簩?duì)方報(bào)出的薪資未必是“一口價(jià)”。

????亨伯特指出,，問(wèn)一句“這個(gè)聘約還可以商量嗎,？”或許就能談成更好的待遇。他說(shuō),，“這樣問(wèn)的話,，更可能得到的回答是類(lèi)似‘增加一周的帶薪休假或簽約獎(jiǎng)金’，期待工資大漲不大現(xiàn)實(shí),?！?/p>

????亨伯特還說(shuō)，“討價(jià)還價(jià)與其說(shuō)是技術(shù),，不如說(shuō)是藝術(shù),。當(dāng)然有些公司制定的一些政策需要你稍微調(diào)整一下應(yīng)對(duì)策略，此時(shí)關(guān)鍵是要記?。耗悴恍枰谡勁兄醣憬o出期望薪資范圍,，這會(huì)影響你的收入提升空間；另外,，在多數(shù)情況下,，你沒(méi)有必要一口就答應(yīng)他們給你的第一個(gè)薪資待遇?！?/p>

????反饋：如果您最近剛經(jīng)歷了一次薪資談判,，上述幾點(diǎn)哪些對(duì)您能有所幫助？如果您是一名招聘經(jīng)理,，您在向應(yīng)聘者第一次報(bào)價(jià)的時(shí)候預(yù)留了（如果有的話）多少商談空間,？請(qǐng)?jiān)谙旅孢M(jìn)行評(píng)論。

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????Dear Annie: I read your post about merit raises with interest, because I've been involved in some pay negotiations myself lately -- not as an employee, but as a job hunter.

????In a couple of interviews, the hiring manager has asked what I'm making now very early in the conversation, which puts me in an awkward position. On the one hand, I don't want to seem uncooperative, but on the other hand, shouldn't we discuss exactly what the job entails and why I'm a good fit for it before we move on to the subject of money?

????There's nothing wrong with my current salary (I'm interested in changing jobs for other reasons), but if I reveal it right off the bat, doesn't that put a cap on what employers might be willing to offer? How would you and your readers suggest I handle this? —Mum's the Word

????Dear Mum: Good question. One factor that complicates matters these days is that many people have been out of work a long time, which means that some of your rivals for any job opening "are so happy just to get a job offer that they will accept a lower salary than they have to," says Bill Humbert, who runs D.C.-based recruiting firm Humbert Group. "So employers feel they can get away with lowball offers."

????Even so, he says, "the truth is, there are ways to get the job and still get the compensation you want." Humbert has worked with more than 3,000 hiring managers at Comsat Labs, USF&G Insurance, GEICO, CSX Technology, and many other companies over the past 30 years.

????He offers the following five tips for coming out on top in pay negotiations:

????1. Don't send salary requirements with your resume.

????"When a company asks you to include pay requirements with your resume, it can be used against you," Humbert says. Instead, he recommends simply saying that your expectations are "open" or "negotiable." "If your qualifications are on target, they'll call you."

????2. Don't write down your pay history on an application.

????In answer to a written question about salary history, "it's perfectly acceptable to fill in 'willing to discuss at appropriate time during the interview process' and leave those numbers blank," Humbert says. "Writing down specific figures pigeonholes you, and reduces your negotiation power."

????3. Delay salary discussions until you have a clear understanding of the job.

????When an interviewer wants to talk money early on in your first meeting, Humbert advises turning the tables and asking about the salary range for the position you're seeking. "You'd be surprised at how many interviewers will tell you," he says.

????In fact, Humbert says, addressing the pay question too soon is impractical because "you really don't know what you'd require until you're sure you know what the job involves and what the potential for advancement would be over the next five years."

????Having an idea of the benefits package the employer is offering is important, too. If, for instance, the salary range for the job is somewhat lower than you had hoped, other perks such as extra vacation time, a company car, or generous 401(k) matching may make up for the shortfall.

????4. Emphasize what you'll be bringing to the table.

????Once you've gleaned as many details as you can get about the job and the total compensation attached to it, Humbert says, it's time to steer the conversation back to what he calls your "impacts," meaning those aspects of the position that have a direct impact on the company's revenues and profits.

????"Focus on the value you believe you can add," he advises. "Then, at the end of that discussion, simply say that you're very interested in the job, and that you'd seriously consider any offer they'd like to make."

????5. Keep in mind that an offer is not always the last word.

????Asking "Is there any flexibility in this offer?" may lead to a juicier deal, Humbert notes. If so, he says, it's more realistic to expect something like "an extra week of paid vacation or a signing bonus" than a big boost in base pay.

????"Any negotiation is more art than science, and some companies may have policies that would require you to adjust the script a little," Humbert says. "The key thing to remember is that you don't have to state a salary range up front that would jeopardize your earning potential -- and, most of the time, you don't have to accept their first offer."

????Talkback: If you've negotiated a pay package recently, what worked for you? If you're a hiring manager, how much (if any) wiggle room is there in your first offer? Leave a comment below.