發(fā)布時(shí)間：2010-10-22 09:21:37
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與未來(lái)的老板進(jìn)行積極有效的談判就好像是在玩撲克牌的游戲中勝出。兩者都要求你在玩牌的時(shí)候非常小心，不讓別人知道你的牌如何，不讓別人看出你的情緒，知道什么時(shí)候該跟牌，而什么時(shí)候該放棄。只是注意當(dāng)你進(jìn)入事業(yè)這個(gè)大賭場(chǎng)的時(shí)候，千萬(wàn)不要把撲克——談判這個(gè)比喻太當(dāng)真了。
不幸的是，許多求職者恰恰就是那樣。薪金和談判版上的那些問(wèn)題很明顯地反映出求職者把談判當(dāng)作他們與我們之間的一種對(duì)抗性的游戲。最好的方法應(yīng)該是充分考慮好合理的薪水期望值，這應(yīng)該是建立在我們能展示的并且符合工作要求的經(jīng)驗(yàn)、能力、培訓(xùn)和教育的基礎(chǔ)之上。你的最終目標(biāo)應(yīng)該是雙方達(dá)成一致，從而為發(fā)展良好的工作關(guān)系打下基礎(chǔ)。
不過(guò)，你還是有辦法出一手好牌：
應(yīng)付好發(fā)牌者
在撲克游戲當(dāng)中發(fā)牌者就是決定這把牌該怎么玩的人。在薪金談判當(dāng)中，未來(lái)的老板通常扮演的就是這個(gè)角色。在玩牌時(shí)，發(fā)牌者可能會(huì)要求玩家下一個(gè)或者更多的籌碼來(lái)繼續(xù)游戲。在薪金談判當(dāng)中，老板可能會(huì)要求求職者給出他過(guò)去的薪水情況或者薪金要求。如果你想成為老板心目當(dāng)中這份工作的人選之一，那就不得不把這些籌碼放在桌上。
知道你的底牌是什么
在撲克游戲中，底牌的價(jià)值在于最后的那幾張牌。最好的底牌叫做同花順，而最差的底牌當(dāng)中連個(gè)對(duì)子也湊不上。在薪金談判當(dāng)中，如果你有特殊的技能、經(jīng)歷，經(jīng)受過(guò)很好的訓(xùn)練或者專(zhuān)業(yè)培訓(xùn)，你的底牌可以被列入到同花順的范圍當(dāng)中；又或者你沒(méi)有太多可以拿得出手的條件，但是你有努力學(xué)習(xí)和工作的決心。你應(yīng)該知道在薪金談判的過(guò)程當(dāng)中，自己的底牌是什么，而對(duì)于老板來(lái)說(shuō)是否值得花這個(gè)價(jià)錢(qián)來(lái)雇用你。
冒險(xiǎn)加注
在玩撲克牌的時(shí)候，當(dāng)有的玩家手上的牌很爛，但是為了讓別人相信自己有一手好牌，會(huì)主動(dòng)下注或者加注，從而逼迫那些手上牌很好的玩家放棄。像在撲克游戲當(dāng)中一樣，主動(dòng)加注在薪金談判當(dāng)中同樣是一種危險(xiǎn)的策略。比如說(shuō)，為了讓未來(lái)的老板給你開(kāi)出一個(gè)更高的薪水而虛報(bào)過(guò)去的薪水很有可能會(huì)讓你失去工作機(jī)會(huì)。
在手中握有好牌的情況下加注
在玩撲克牌的時(shí)候，玩家可以跟其他玩家下的注或者加注。玩家也可以選擇把自己的牌翻過(guò)來(lái)扔到桌上來(lái)放棄這一局。在薪金談判當(dāng)中，求職者可以接受老板提供的薪水，也可以提出更高的薪金要求，還可以選擇放棄這個(gè)工作機(jī)會(huì)。這個(gè)時(shí)候求職者表現(xiàn)出的侵略性很大意義上取決于他需要或者渴望得到這份工作的程度，他現(xiàn)在是否已經(jīng)有了一份工作以及他的條件資歷�，F(xiàn)在已經(jīng)有一份工作的求職者手上的牌比起那些正處于失業(yè)狀態(tài)的求職者來(lái)說(shuō)要好得多。
為自己的薪水下注
在撲克游戲當(dāng)中，當(dāng)你知道自己的牌很好的時(shí)候，通常一個(gè)很好的策略就是留在游戲當(dāng)中并且最后一個(gè)下注。如果其他玩家對(duì)他們自己的牌失去信心，他們可能會(huì)放棄，你就成為了贏家。在薪金談判當(dāng)中，把你的薪金要求保持在你預(yù)定的范圍之內(nèi)通常是個(gè)成功的策略，特別是當(dāng)你和老板都知道你非常適合這份工作的時(shí)候。
面對(duì)現(xiàn)實(shí)，適時(shí)地選擇放棄
即使是最優(yōu)秀的撲克玩家也不能夠每一把都贏。在薪金談判當(dāng)中，如果你知道你的技術(shù)、能力、培訓(xùn)、教育背景以及經(jīng)驗(yàn)都不是很符合這份工作的要求，或者有另外50個(gè)和你一樣優(yōu)秀的求職者在和你競(jìng)爭(zhēng)這份工作，或許你沒(méi)有太多的空間來(lái)商量薪金的問(wèn)題，特別是在你非常需要這份工作的時(shí)候，那么在談判桌上接受這份薪水也許就是最好的賭注。
Know When to Hold 'Em
Negotiating effectively with a prospective employer is a little like winning at poker. Both necessitate you to play your cards close to the vest, maintain a poker face, know when to hold and know when to fold. Just don't take the poker/negotiating comparison too far when you enter the career casino.
Unfortunately, many job seekers do just that. Questions asked on the Salary and Negotiation Board clearly indicate that job seekers view negotiating as an adversarial game of them versus us. The best approach is to be fully prepared with reasonable salary expectations based on demonstrable experience, ability, training and education that match the job's requirements. Your ultimate goal should be to reach mutually agreeable terms that set the stage for a positive working relationship.
Nevertheless, there are steps you can take to play your cards right:
Deal with the Dealer
The dealer in poker is the player who gets to decide the rules of the hand being played. In salary negotiations, the prospective employer often inherits that role. In poker, the dealer may require the players to ante up one or more chips into the pot to play. In salary negotiations, the employer may require the job seeker to ante up his salary history or requirements. If you want to stay in consideration for the job, you may have to put these chips on the table.
Know Your Hand
In poker, a hand's value depends on the cards in it. The highest hand is called a royal flush, and the lowest hand has no two cards of the same value. In salary negotiations, if you have unique skills or experience, highly valued training or highly specialized education, you may be up in the royal flush range. Or you may have very little to offer, except the willingness to learn and work hard. You need to know what's in your salary-negotiating hand and what it will likely be worth to the employer.
Bluff at Your Own Risk
In poker, bluffing occurs when a player raises a bet on a weak hand, forcing out players with stronger hands. As in poker, bluffing is a dangerous tactic in salary negotiation. For instance, lying about previous salary in an attempt to bluff the prospective employer into a higher offer may get you tossed from the table.
Raise on a Strong Hand
When playing poker, a player may either call by matching the amount already bet or raise by adding extra chips. The player also has the option to fold by throwing his hand face down. In salary negotiations, the job seeker can call the job offer by accepting it, raise the bet by proposing a higher counteroffer or fold by opting not to further pursue the job prospect. How aggressively the job seeker plays at this point depends largely on how badly he needs or wants the job, whether or not he's currently employed and his qualifications. The job seeker who is currently employed has a much stronger hand to play than someone who's out of work.
Call Your Salary Range
In poker, it's often a good strategy to at least stay in the game and call the last bet when you know you have a solid hand. If the other players lose confidence in the strength of the hand they're holding, they may fold and you'll come out the winner. In salary negotiations, holding your salary requirements within the range you've established, especially if you and the prospective employer know you're a good match for the job, can often be a successful strategy.
Fold in the Face of Reality
Even the best poker players don't win every hand. In salary negotiations, if you know your skills, abilities, training, education or experience aren't an ideal match for the job or you're going after a job that 50 other equally qualified candidates are seeking, you may not have much room to negotiate salary, especially if you need a job. Simply accepting the offer on the table may be the best bet.