听说你获得了一个工作机会。恭喜！

 

 

 

    接下来就该谈判了。假设你想要这份工作，就各种需求与雇主进行一场磋商在所难免。一些谈判规则是通用的，但还有一些是技术领域独有的规则。【根据我们上一次查询的结果，沃尔玛公司(Wal-Mart)一般不提供像针灸这样的免费福利。】

 

 

 

    希望以下这四点谈判技巧能够帮助你获得理想的薪酬方案。

 

 

 

    1. 宣布最终目标。从一开始就告诉雇主你的要求，但务必注意你的措辞，一定要让雇主感到你真的想要这份工作，并且信奉该公司的使命。你在谈判中最有分量的表述.要达到这样的效果：“如果我们能就此取得共识——我认为这很公平——那么我就将接受这份工作”。科尔集团(The Cole Group）联合创始人杰米?蒂洛塔?格林如是说道。这家总部位于旧金山的高科技猎头公司已经为Kabam、Trulia和Supercell等公司物色了理想的员工。使用像“公平”和“我们”这样的关键词可以向雇主发出一个强烈信号：你渴望加入团队，想要一份互惠互利的聘用合同。

 

 

 

 

    2. 理解股权的价值。如果你的工作机会来自一家初创公司，没准你们最后会谈到股票。公司越年轻，新员工有可能获得的股票就越多。（相较于一家刚刚募集到种子资金的初创公司，一位员工能够从一家准备在1年后启动IPO的公司获得的股票数量可能会少得多。）问题是，大多数人要求并获得一定比例的公司股权时并不知道它的价值。在协商时，你完全可以询问雇主，“你认为这些股票在2年后能值多少钱？4年后呢？”公司往往会预测其股权的价值。所以，他们如何回应这一问题或许有助于你预估该公司在短期至中期内的增长前景。“如果他们并没有从经营和财务的角度显示公司有可能企及的高度，那么这实际上就是向求职者发出一个危险信号，”招聘网站玻璃门(Glassdoor)职业生涯趋势分析师斯科特?杜布洛斯基说。

 

 

 

    3.不要疯狂地要求福利，开诚布公。诸如Facebook和谷歌(Google)这类科技公司提供种种慷慨福利（比如免费班车接送，食品，甚至还有按摩和舞蹈课程）已不是什么新鲜事。但这并不意味着你应该带着一箩筐要求跟雇主谈判，你也不应该指望你的雇主会乐意提供各种福利。相反，你应该认真考虑对你真正重要的福利是什么，并且开诚布公地说出理由。最近，格林经过一轮轮复杂的协商，满足了一位高管的特殊福利要求。这位高管有三个孩子，是一位非常称职的母亲，她希望公司每天下午派车把孩子从学校接回家。作为交换，她同意傍晚以后再工作一段时间。把这种要求之所以重要的前因后果讲明，是获得公司首肯的关键所在。哪些要求听起来不太合理呢？格林说，至少有一个客户曾经提出过毫不相干的待遇，比如免费家政服务。不用说，这种要求被拒绝了。

 

 

 

    4. 不要仅仅为谈判而谈判。谈判是常见的做法，但不要仅仅为了看看你能够从未来雇主那里压榨出多少油水而提出更多的待遇要求。如果一个人不断地提要求，就连那些慷慨大度的上市科技公司也很快会厌烦。一旦公司提出第一个报价，你完全可以讨价还价，但你需要让这些会谈尽可能短暂亲切。“如果前行的道路上有太多颠簸，每个人都会反思自己最初的决定，”Wahl & Case公司总裁尼尔?沃尔利希特说。迄今为止，这家总部位于日本，在旧金山设有办事处的专业招聘公司已经为亚马逊(Amazon)、Hulu和Uber等科技公司招募了不少员工。更糟糕的是，如果谈判过程令人筋疲力尽，哪怕你最终接受了这份工作，你也有可能留下一个非常不好的第一印象。沃尔利希特补充道：“人们可能会开始怀疑你从事这份工作的动机。”（财富中文网）

 

    译者：叶寒

    

    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 betransparent. 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."