250 Seek a Raise
250 要求加薪
It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints (约束) influence wage increases. One thing, however, is certain: your chances of getting the raise you feel you deserve are less if you don’t at least ask for it. Men tend to ask for more, and they get more, and this holds true with other resources, not just pay increases. Consider Beth’s story:
起初就洽谈工资待遇问题会相对容易一些，因为一旦进了公司，公司里的某些限制条件就会影响加薪。但有一点是肯定的，那就是如果你自己不要求的话，你自己觉得应得的加薪机会会小得多。男职员会更多地提出加薪要求，他们也确实得到了更多，对于其他资源来说也是如此，以贝思的经历为例：
I did not get what I wanted when I did not ask for it. We had cubicle offices and window offices. I sat in the cubicles with several male colleagues. One by one they were moved into window offices, while I remained in the cubicles, several males who were hired after me also went to offices. One in particular told me he was next in line for an office and that it had been part of his negotiations for the job. I guess they thought me content to stay in the cubicles since I did not voice my opinion either way.
如果我不去争取的话，我就得不到我想要的东西。我们有带隔间的办公室和带窗户的办公室。以前，我和其他几个男职员一起在带隔间的办公室里工作，后来，他们一个个都搬到了带窗户的办公室，而我仍然呆在原来的小隔间里，连几个比我晚进公司的男职员都搬到带窗户的办公室了。还有一个人特意告诉我．他被列在将要搬办公室的名单上了，这是他工作谈判的一部分。我猜他们一定觉得我呆在这个隔间里感到很满
足，因为我从来都没有提出任何异议。
It would be nice if we all received automatic pay increases equal to our merit, but “nice” isn’t a quality attributed to most organizations. If you feel you deserve a significant raise in pay, you’ll probably have to ask for it.
如果工资能根据职员的工作业绩自动调整就好了，但多数公司还做不到这一点。如果你觉得自己应该加薪了，你就非得去主动动要求。
Performance is your best bargaining chip when you are seeking a raise. You must be able to demonstrate that you deserve a raise. Timing is also a good bargaining chip. If you can give your boss something he or she needs (a new client or a sizable contract, for example) just before merit pay decisions are being made, you are more likely to get the raise you want.
个人表现是你要求加薪的最好筹码。你得向上司证明你配得上加薪。选择好的时机也是谈判的重要手段。如果你能在老板决定加薪之前给他想要的东西，比如，一个新客户或是一份生意上的合同。你就更有可能如愿以偿得到加薪。
Use information as a bargaining chip too. Find out what you are worth on the open market.
要善于在谈判时使用信息，了解在公开市场上你的薪酬标注是多少？
What will someone else pay for your services?
如果为别人工作，你能得到多少报酬呢？
Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared to use ommunication style to guide the direction of the interaction.
找一个适当的时机跟老板进行加薪谈判，向他陈述自己事先准备好的理由，并且利用沟通技能技巧来引导谈判的方向。