Itiseasiertonegotiateinitialsalaryrequirementbecauseonceyouareinside,theorganizationalconstraints(约束)influencewageincreases.Onething,however,iscertain:yourchancesofgettingtheraiseyoufeelyoudeservearelessifyoudon’tatleastaskforit.Mentendtoaskformore,andtheygetmore,andthisholdstruewithotherresources,notjustpayincreases.ConsiderBeth’sstory:
IdidnotgetwhatIwantedwhenIdidnotaskforit.Wehadcubicle(小隔间)officesandwindowoffices.Isatinthecubicleswithseveralmalecolleagues.Onebyonetheyweremovedintowindowoffices,whileIremainedinthecubicles,severalmaleswhowerehiredaftermealsowenttooffices.Oneinparticulartoldmehewasnextinlineforanofficeandthatithadbeenpartofhisnegotiationsforthejob.IguesstheythoughtmecontenttostayinthecubiclessinceIdidnotvoicemyopinioneitherway.
Itwouldbeniceifweallreceivedautomaticpayincreasesequaltoourmerit,but“nice”isn’taqualityattributedtomostorganizations.Ifyoufeelyoudeserveasignificantraiseinpay,you’llprobablyhavetoaskforit.
Performanceisyourbestbargainingchip(筹码)whenyouareseekingaraise.Youmustbeabletodemonstratethatyoudeservearaise.Timingisalsoagoodbargainingchip.Ifyoucangiveyourbosssomethingheorsheneeds(anewclientorasizablecontract,forexample)justbeforemeritpaydecisionsarebeingmade,youaremorelikelytogettheraiseyouwant.
Useinformationasabargainingchiptoo.Findoutwhatyouareworthontheopenmarket.Whatwillsomeoneelsepayforyourservices?
Gointothenegotiationspreparedtoplaceyourchipsonthetableattheappropriatetimeandpreparedtousecommunicationstyletoguidethedirectionoftheinteraction.
练习题：
Choosecorrectanswerstothequestion:
1.Accordingtothepassage,beforetakingajob,apersonshould________.
A.demonstratehiscapability
B.givehisbossagoodimpression
C.askforasmuchmoneyashecan
D.askforthesalaryhehopestoget
2.WhatcanbeinferredfromBeth’sstory?
A.Prejudiceagainstwomenstillexistsinsomeorganizations.
B.Ifpeoplewantwhattheydeserve,theyhavetoaskforit.
C.Peopleshouldnotbecontentwithwhattheyhavegot.
D.Peopleshouldbecarefulwhennegotiatingforajob.
3.Wecanlearnfromthepassagethat________.
A.unfairnessexistsinsalaryincreases
B.mostpeopleareoverworkedandunderpaid
C.oneshouldavoidoverstatingone’sperformance
D.mostorganizationsgivetheirstaffautomaticpayraises
4.Togetapayraise,apersonshould________.
A.advertisehimselfonthejobmarket
B.persuadehisbosstosignalong-termcontract
C)trytogetinsideinformationabouttheorganization
D)dosomethingtoimpresshisbossjustbeforemeritpaydecisions
5.Tobesuccessfulinnegotiations,onemust________.
A.meethisbossattheappropriatetime
B.arriveatthenegotiationtablepunctually
C.begoodatinfluencingtheoutcomeoftheinteraction
D.befamiliarwithwhatthebosslikesanddislikes
