鍑犱箮鏈変竴鍗婄殑浜?49%)鍦ㄥ緱鍒扮涓€涓伐浣滄満浼氭椂娌℃湁杩涜璋堝垽銆?/p>

Oftentimes, it comes down to a lack of experience in negotiating, which can be a tricky step for most.

閫氬父鎯呭喌涓嬶紝杩欐牱鍋氭槸鐢变簬缂轰箯璋堝垽缁忛獙锛岃繖瀵瑰ぇ閮ㄥ垎浜烘潵璇撮兘鏄鎵嬬殑涓€姝ャ€?/p>

A new survey published at CareerBuilder found that the more work experience candidates gain, the more likely they are to negotiate that first offer.

鍙戣〃鍦ㄥ嚡涓氬繀杈剧綉绔欎竴椤规柊鐨勮皟鏌ュ彂鐜帮紝鐢ㄦ埛鐨勫伐浣滅粡楠岃秺澶氾紝浠栦滑鍦ㄥ伐浣滃綍鐢ㄦ満浼氬墠鏇存湁鍙兘杩涜璋堝垽銆?/p>

Participants in the study who were at least 35 were 55% likely to negotiate the first offer compared to 45% of workers between the ages 18 to 34. Furthermore, men (54%) tend to negotiate for higher salaries than women (49%).

鍦ㄥ弬涓庣爺绌剁殑鍙楄瘯鑰呬腑锛?5宀佷互涓婄殑鏈?5%鐨勪汉鍦ㄥ伐浣滃綍鐢ㄦ満浼氬墠杩涜璋堝垽锛岃€?8宀佸埌34宀佺殑浜轰腑杩欎釜姒傜巼鏄?5%銆傚彟澶栵紝鐢锋€?54%)姣斿コ鎬?49%)鏇村鏄撳氨钖按杩涜璋堝垽銆?/p>

But whether you have negotiating experience or not, pushing for what you want at the beginning of your career will have payoffs later on in your professional life.

鏃犺浣犳湁娌℃湁璋堝垽缁忛獙锛屽湪鑱屼笟鐢熸动涓€寮€濮嬪氨濂嬪姏浜夊彇浼氫负浣犱互鍚庣殑鑱屼笟鐢熸动甯︽潵鍥炴姤銆?/p>

Below, Deepak Malhotra, a professor at Harvard Business School, provides negotiation tips for his business students.

涓嬮潰鏄搱浣涘晢瀛﹂櫌鐨勬暀鎺堣开甯曞厠-椹皵闇嶇壒鎷変负浠栫殑瀛︾敓鎵€鎻愪緵鐨勮皥鍒ゆ妧宸с€?/p>

杞挱鍒拌吘璁井鍗?/div>

1. Make the other side believe that you deserve it.

1.璁╁埆浜虹浉淇¤繖鏄綘搴斿緱鐨勩€?/strong>

"It's not enough that you believe that you deserve it," says Malhotra. "It has to be believable and justifiable to them." Essentially, don't ever ask for something without giving a good explanation of why you deserve it and why it's a legitimate thing to ask for.

“鍏変綘鑷繁璁や负杩欐槸浣犲簲寰楃殑杩欒繕涓嶅锛?rdquo;椹皵闇嶇壒鎷夎銆?ldquo;瀵瑰埆浜烘潵璇达紝蹇呴』鏄彲淇＄殑銆佸悎鐞嗙殑銆?rdquo;浠庢湰璐ㄤ笂璁诧紝鍦ㄦ病鏈夌粰鍑哄悎鐞嗙殑鐞嗙敱璇存槑涓轰粈涔堣繖鏄綘搴斿緱鐨勪互鍙婁负浠€涔堜綘鎵€瑕佹眰鐨勬槸鍚堢悊鐨勪箣鍓嶏紝涓嶈鍘昏姹傘€?/p>

While it's important to fight for what you deserve, Malhotra also says to keep in mind that you still need them to like you at the end of the day. "They need to be able to want to do it for you," he says. Learn to walk the thin line between promoting your successes and coming off as arrogant.

铏界劧浜夊彇浣犲簲寰楃殑闈炲父閲嶈锛岄┈灏旈湇鐗规媺涔熻杩囷紝瑕佽浣忥紝浣犱粛鐒惰璁╀粬浠湪鑰冭檻杩囧悗浠嶇劧鍠滄浣犮€?ldquo;浣犻渶瑕佽浠栦滑鎯充负浣犺繖鏍峰仛锛?rdquo;浠栬銆傚浼氬湪淇冭繘鎴愬姛鍜屽幓闄ゅ偛鎱箣闂翠繚鎸佸钩琛°€?/p>

2. Help them justify it to their bosses.

2.鍛婅瘔鍒汉濡備綍甯姪鑷繁鍚戣€佹澘璇佹槑銆?/strong>

No matter how much someone wants to do something for you, they may not be able to due to internal constraints. Before the negotiation process, "you want to spend a lot of time figuring out where they're flexible, where they're not flexible," he tells Harvard business students.

鏃犺鏈変汉澶氫箞鎯充负浣犲仛浜涗簨鎯咃紝浣嗙敱浜庡唴閮ㄧ殑绾︽潫锛屽彲鑳介兘鏃犳硶瀹炵幇銆傚湪璋堝垽杩囩▼涔嬪墠锛?ldquo;浣犲緱鑺卞ぇ閲忕殑鏃堕棿寮勬竻浠栦滑鍝簺鍦版柟姣旇緝鐏垫椿锛屽摢浜涘湴鏂逛笉澶熺伒娲伙紝”椹皵闇嶇壒鎷夊憡璇夊搱浣涘晢瀛﹂櫌鐨勫鐢熴€?/p>

Basically, you need to understand what they can give. Keep in mind that they still need to sell the deal to their higher ups, so if the company is hiring 20 other people from your school, it might be difficult for them to explain why you deserve a higher salary.

鍏跺疄锛屼綘闇€瑕佺悊瑙ｄ粬浠兘缁欎簣浠€涔堛€傝浣忥紝浠栦滑浠嶇劧闇€瑕侀珮鍗栵紝鎵€浠ワ紝濡傛灉鍏徃浠庝綘鐨勫鏍￠泧浜?0浜猴紝閭ｅ浠栦滑鏉ヨ灏卞緢闅捐В閲婁负浠€涔堜綘鐨勮柂姘磋楂樹竴浜涖€?/p>

3. Let them believe that they can get you.

3.璁╁埆浜虹浉淇′粬浠兘澶熷緱鍒颁綘銆?/strong>

It might make them push harder and faster for you if they think someone else might scoop you up, but they also need to believe that they have a real chance at hiring you.

濡傛灉浠栦滑璁や负鍒汉鍙兘鎸栬蛋浣狅紝閭ｄ粬浠彲鑳戒細鏇村姫鍔涖€佹洿杩呴€熷湴璇存湇浣狅紝浣嗕粬浠篃闇€瑕佺浉淇′粬浠湡鏈夋満浼氳兘璁╀綘鎴愪负浠栦滑鐨勫憳宸ャ€?/p>

Says Malhotra: "Nobody is going to go fight for you, go to bat for you, expend political or social capital internally for you if they think at the end of the day you're going to say, 'Thanks, but no thanks.’"

椹皵闇嶇壒鎷夎锛?ldquo;濡傛灉浠栦滑璁や负鑰冭檻杩囧悗锛屼綘浼氳锛?lsquo;璋簡锛屼絾鎴戜笉鎰熷叴瓒ｃ€?rsquo;閭ｅ氨娌′汉鎰挎剰鍘讳簤鍙栦綘銆佸幓甯綘銆佷负浣犲湪鍐呴儴鑺辫垂鏀挎不鎴栫ぞ浜よ祫鏈€?rdquo;

4. Know the other party.

4.璁よ瘑鍙︿竴鏂广€?/strong>

People often think negotiating is all about persuading the other person to think the way you want them to, Malhotra says. And although that plays a part, "nothing is fundamentally more important than understanding the person on the other side of the table from you."

浜轰滑缁忓父璁や负璋堝垽灏辨槸鍔濊鍙︿竴浜哄幓浠ヤ綘鎯宠鐨勬柟寮忓幓鎬濊€冿紝椹皵闇嶇壒鎷夎銆傝櫧鐒惰繖鏄叾涓殑涓€閮ㄥ垎锛?ldquo;浣嗘病浠€涔堜簨鎯呮瘮浣犲幓鐞嗚В鍙︿竴鏂圭殑浜烘洿涓洪噸瑕併€?rdquo;

Who are they? What do they like? What are their interests? What are their constraints?

浠栦滑鏄皝锛熶粬浠枩娆粈涔堬紵浠栦滑鏈変粈涔堝叴瓒ｏ紵浠栦滑鍙椾粈涔堢害鏉燂紵

Malhotra says you need to learn as much as you can about a company to understand the bottom line and why they're interested in you. Then you can align your interests with theirs.

椹皵闇嶇壒鎷夎浣犻渶瑕佸敖鍙兘鍦板幓浜嗚В涓€涓叕鍙革紝鍘荤悊瑙ｄ粬浠殑搴曠嚎浠ュ強涓轰粈涔堜粬浠浣犳劅鍏磋叮銆傜劧鍚庝綘灏卞彲浠ュ拰浠栦滑鐨勫埄鐩婁繚鎸佷竴鑷淬€?/p>

5. Negotiate multiple interests simultaneously.

5.鍚屾椂瀵瑰绉嶅埄鐩婅繘琛岃皥鍒ゃ€?/strong>

If you get an offer and you have a few concerns, bring them up all at once. Don't list a few things, and then list a few more later in the process.

濡傛灉浣犳湁涓€涓伐浣滄満浼氬苟鏈変竴浜涙媴蹇э紝閭ｄ箞绔嬪埢鍏ㄩ儴鎻愬嚭鏉ャ€備笉瑕佸厛鍒楀嚭鍑犱釜锛岀劧鍚庡湪杩欎釜杩囩▼涓張鍒楀嚭鍑犱釜銆?/p>

"You can imagine why that's really annoying," Malhotra says. Hiring managers want to get all of your concerns upfront, so that they can go back to their bosses once and come up with a workable solution.

“浣犲彲浠ユ兂璞′负浠€涔堣繖鏍峰仛寰堢儲浜猴紝”椹皵闇嶇壒鎷夎銆傛嫑鑱樼粡鐞嗗湪鍓嶆湡鎯崇煡閬撲綘鐨勬墍鏈夐【铏戯紝杩欐牱浠栦滑鍙互鍥炲幓鍜岃€佹澘鍟嗛噺骞舵彁鍑哄彲琛岀殑瑙ｅ喅鏂规銆?/p>

It's also important to say what's most important to you. Otherwise, the employer may think that they've met you halfway, while you feel that they opted to change the least important details.

璇村嚭瀵逛綘鏉ヨ鏈€閲嶈鐨勪簨鎯呬篃鏄潪甯搁噸瑕佺殑銆傚惁鍒欙紝闆囦富鍙兘璁や负浠栦滑杩樻槸涓嶈兘瀹屽叏浜嗚В浣狅紝鑰屼綘瑙夊緱浠栦滑鍙€夋嫨鏀瑰彉鏈€涓嶉噸瑕佺殑缁嗚妭銆?/p>

6. Understand the meaning behind the questions.

6.鐞嗚В闂鑳屽悗鐨勫惈涔夈€?/strong>

There's always a reason the employer is asking you something. To answer adequately, you need to understand why the questions are asked.

闆囦富闂綘闂鎬绘槸鏈夊師鍥犵殑銆傝鎯虫伆褰撳湴鍥炵瓟锛屼綘闇€瑕佺悊瑙ｄ负浠€涔堜細闂繖浜涢棶棰樸€?/p>

"Don't get stuck on what they're asking you," he says. "Figure out why they're asking you." When a hiring manager asks if you're interviewing elsewhere, for example, they're really trying to figure out how fast they need to act to get you before another company moves in.

“涓嶈鍗″湪浠栦滑闂綘鐨勯棶棰樹笂锛?ldquo;浠栬銆?ldquo;寮勬竻妤氫粬浠负浠€涔堥棶浣犮€?rdquo;渚嬪锛屽綋鎷涜仒缁忕悊闂綘鏄惁鍦ㄥ埆澶勫弬鍔犱簡闈㈣瘯锛屼粬浠疄闄呬笂鏄兂寮勬竻鍦ㄥ叾浠栧叕鍙歌鍔ㄥ墠浠栦滑鐨勫姩浣滈渶瑕佹湁澶氬揩銆?/p>

7. Ignore ultimatums.

7.蹇借鏈€鍚庨€氱墥銆?/strong>

Malhotra says that sometimes things that sound like ultimatums will be said as an attempt to show "a position of strength," but it doesn't always mean that it's actually an ultimatum.

椹皵闇嶇壒鎷夎鏈夋椂鍊欏惉璧锋潵鍍忔渶鍚庨€氱墥鐨勪簨鎯呮槸鐢ㄦ潵鏄剧ず“寮哄娍鍦颁綅”锛屼絾鏄繖涔熶笉鎬绘槸鎰忓懗鐫€瀹冪湡鐨勬槸鏈€鍚庨€氱墥銆?/p>

If someone says "we never do this," the worst thing you can do is ask them to repeat it. If they find out that they are able to do it for you later, they will be embarrassed if you call them out on it. In short, let them make the ultimatum a big deal, but don't make it a big deal for them.

濡傛灉鏈変汉璇?ldquo;鎴戜滑浠庝笉杩欐牱鍋?rdquo;锛屼綘鍋氱殑鏈€绯熺硶鐨勪簨鎯呭氨鏄浠栦滑閲嶅璇翠竴娆°€傚鏋滀粬浠彂鐜颁粬浠互鍚庡彲浠ヤ负浣犺繖鏍峰仛锛屼絾浣犺鍑烘潵鐨勮瘽锛屼粬浠細鎰熷埌灏村艾鐨勩€傛€讳箣锛岃浠栦滑鎶婃渶鍚庨€氱墥寮勫緱鍍忓洖浜嬪効锛屼絾鏄笉瑕佽浠栦滑瑙夊緱鏄皬棰樺ぇ鍋氥€?/p>