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<p>　　為石油產(chǎn)業(yè)鏈提供職業(yè)發(fā)展機(jī)會(huì)的YJBYS小編近期開展了一項(xiàng)調(diào)查，研究談判桌上多少人選擇談工資。統(tǒng)計(jì)結(jié)果顯示，竟有49%的求職者從未還過(guò)價(jià)。</p> <p><strong>　　為什么呢?</strong></p> <p>　　逛跳蚤市場(chǎng)，為一件廉價(jià)貨的價(jià)格爭(zhēng)個(gè)面紅耳赤，這似乎是人類的第二天性了。一旦把陣地轉(zhuǎn)移到面試場(chǎng)合，要為自己最為寶貴的資產(chǎn)，即自己的勞動(dòng)力、專業(yè)知識(shí)、人脈關(guān)系、創(chuàng)造力與個(gè)人技能定個(gè)價(jià)，萬(wàn)事但求穩(wěn)的求職者卻避之惟恐不及。</p> <p>　　用馬克思和哈羅德的話說(shuō)，這些求職者認(rèn)為談判過(guò)程“可能會(huì)破壞雙方關(guān)系，導(dǎo)致社交機(jī)制的不穩(wěn)定性。”他們的終極恐懼是，哪怕只是開口談判都會(huì)丟掉飯碗。</p> <p>　　CareerBuilder人力資源副總裁露絲瑪麗·哈伊弗納(Rosemary Haefner)對(duì)這些膽小求職者的評(píng)價(jià)只有一句，“這是他們的損失。”她進(jìn)一步解釋說(shuō)，“近來(lái)，越來(lái)越多的雇主表示愿意協(xié)商薪資，一半以上還做過(guò)市場(chǎng)調(diào)查，甚至做好討價(jià)還價(jià)的準(zhǔn)備，可惜求職者卻連問(wèn)也不問(wèn)。”</p> <p>　　哈伊弗納認(rèn)為，這種經(jīng)濟(jì)上自毀的特性要?dú)w咎于兩點(diǎn)：害怕冒險(xiǎn)與缺乏hr369.com談判技巧。她警告求職者，“愛(ài)談才會(huì)贏。”并提供了以下策略，幫助膽小者克服談判恐懼癥。</p> <p>　<strong>　做好準(zhǔn)備</strong></p> <p>　　“想想你的要求和理由。打好底稿，預(yù)測(cè)未來(lái)東家的反應(yīng)。預(yù)測(cè)你的反應(yīng)。和朋友家人演練一番。熟能生巧，信心自然倍增，無(wú)論對(duì)話走向如何，你都能從容應(yīng)對(duì)。”</p> <p>　　<strong>撇開情緒</strong></p> <p>　　“談判常常夾雜著嚴(yán)重的情緒因素。有時(shí)，有些人會(huì)慌張。有時(shí)會(huì)把事情過(guò)分復(fù)雜化。關(guān)鍵在于抽離主觀情緒，把自身技能換算為客觀數(shù)據(jù)。擺出事實(shí)即可。‘這是我過(guò)去的成就，都寫在簡(jiǎn)歷里了。我們面試?yán)镎勥^(guò)了，這就是我的價(jià)值所在。’”</p> <p>　　<strong>講個(gè)故事</strong></p> <p>　　“與其空口爭(zhēng)辯，‘你們就開這么個(gè)價(jià)嗎?我可不只值這點(diǎn)錢。’你必須詳細(xì)闡述原因。全面看待問(wèn)題，確切來(lái)講，你有多少價(jià)值?你做過(guò)什么?你能為公司直接和間接帶來(lái)什么價(jià)值?要能說(shuō)出：‘我將能夠完成以下一二三四件事，所以我要求提薪。’此法同樣適用于公司內(nèi)升職或調(diào)崗談判。”</p> <p><strong>　　換個(gè)要求</strong></p> <p>　　“如果薪酬沒(méi)有商量的余地，那就換個(gè)可以談判的要求。你可以說(shuō)。‘好吧，既然不能加薪，那能增加工作彈性嗎?這對(duì)我意義也很大。’我們?cè)谡{(diào)查中發(fā)現(xiàn)，33%的雇主愿意協(xié)商靈活工時(shí)，19%愿意協(xié)商增加休假時(shí)間。約有15%愿意承擔(dān)員工的手機(jī)費(fèi)用，或者每周至少一次遠(yuǎn)程辦公。除了漲工資，還有很多東西可以商量。”</p> <p>　<strong>　適可而止</strong></p> <p>　　“逛樓市買房時(shí)，你先報(bào)出自己的價(jià)格。也許對(duì)方會(huì)討價(jià)，你便可還價(jià)。一來(lái)二往，差不多敲定價(jià)格。面試也是如此，討價(jià)還價(jià)的回合必須有個(gè)底線。當(dāng)給出報(bào)價(jià)的人拒絕再談，你就可以收手了。如果已經(jīng)沒(méi)有回旋余地，你還死咬不放，咄咄逼人，沒(méi)準(zhǔn)談判就告吹了。”</p> <p>　　<strong>埋下伏筆</strong></p> <p>　　“假如對(duì)方一口回絕，或許你的自尊心會(huì)受傷，但至少你知道自己努力過(guò)了。如果真心想要這份工作，對(duì)話的最后，你應(yīng)該說(shuō)，‘好的，我明白。我尊重您的決定。好的，我愿意接受您的條件。’但為了未雨綢繆，打好基礎(chǔ)，你可以補(bǔ)充一句，‘第一年我需要付出什么，才能證明我值得加薪?’在職業(yè)生涯早期做好談判工作，就是為將來(lái)的成功鋪路。”</p><script>s("content_relate");</script><p>【面試時(shí)如何談?wù)撔剿肯嚓P(guān)文章：</p><p><a target="_blank" href="http://m.aokangli.com/qiuzhizhinan/show-187357.html" title="面試時(shí),如何合理報(bào)薪水">面試時(shí),如何合理報(bào)薪水</a><span>11-11</span></p><p><a target="_blank" href="http://m.aokangli.com/qiuzhizhinan/show-16410.html" title="如何談薪水">如何談薪水</a><span>11-11</span></p><p><a target="_blank" href="http://m.aokangli.com/qiuzhizhinan/show-215016.html" title="資深HR解讀：求職面試時(shí)如何談薪水">資深HR解讀：求職面試時(shí)如何談薪水</a><span>11-23</span></p><p><a 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