????PayScale的分析經(jīng)理凱蒂?巴達(dá)羅稱，職場(chǎng)人士同時(shí)還要謹(jǐn)記，每個(gè)職位都有自己獨(dú)特的成熟曲線，即達(dá)到績(jī)效目標(biāo)所能期望的薪酬增長(zhǎng)軌跡；PayScale是一家位于西雅圖的在線薪酬數(shù)據(jù)公司。如果對(duì)于雇主來(lái)說(shuō)，員工的價(jià)值主要來(lái)自教育背景或崗前培訓(xùn)，那么成熟曲線就會(huì)比較平緩；如果員工每年都能獲得寶貴的經(jīng)驗(yàn)，那么這條曲線的坡度就會(huì)更大。

????例如，一個(gè)初出茅廬的藥劑師就可以拿到100,000美元的年薪，但是整個(gè)職業(yè)生涯過(guò)程中，該職業(yè)的薪酬增長(zhǎng)幅度并不大，最后資深藥劑師的年薪也只有106,000美元。相形之下，軟件開(kāi)發(fā)人員和律師對(duì)雇主的價(jià)值會(huì)逐年增加。他們能在崗位上學(xué)習(xí)成長(zhǎng)，因此可能會(huì)有很大的薪酬漲幅，巴達(dá)羅稱。

????開(kāi)始薪酬談話之前，一定要了解雇主和行業(yè)整體的經(jīng)濟(jì)狀況。如果在公司處于困境之時(shí)要求加薪，就會(huì)顯得自己與公司脫節(jié)。

????“如果身處制造、建筑、零售和房地產(chǎn)等行業(yè)，那么形勢(shì)可能并不好……”巴達(dá)羅說(shuō)?！靶匠甏蠓鲩L(zhǎng)的行業(yè)一般是能源、石油勘探、工程、科研和生物技術(shù)等領(lǐng)域。”

????如果老板沒(méi)有給你加薪的預(yù)算，那么可以考慮要求一些其他的福利，比如增加休假時(shí)間，提高醫(yī)療補(bǔ)貼，教育或職業(yè)發(fā)展機(jī)會(huì)，健身房會(huì)員資格，或是車(chē)庫(kù)停車(chē)位等等。或者看看是否可能拿到獎(jiǎng)金或分紅。

????賈森?杰普森在上一份工作的薪酬談判中就采取了這種策略。杰普森今年37歲，是美國(guó)德克薩斯州奧斯汀市一位業(yè)務(wù)發(fā)展專員。上一份工作中，他的工作對(duì)象是企業(yè)客戶，后者每月支付2萬(wàn)美元至3萬(wàn)美元的聘請(qǐng)定金。雖然杰普森的東家此前從未從新客戶手中獲得過(guò)收入分成，但是杰普森僅用三個(gè)月，便成功說(shuō)服了一位新客戶與公司達(dá)成了分成協(xié)議，這樣，他的年薪就有了著落。

????“深入審視整個(gè)行業(yè)，看看自己在其中的位置和整體影響。以此為基礎(chǔ)，開(kāi)始談判，就能無(wú)往不利，”杰普森說(shuō)道?！爸灰軡q工資，人們就會(huì)更加賣(mài)力地工作?！?/p>

????譯者：qian

????It's also good to keep in mind that each job has a unique maturity curve, the trajectory of salary increases that you can expect for meeting performance goals, says Katie Bardaro, analytics manager at PayScale, an online compensation data company based in Seattle. The maturity curve will be flatter if most of your value to the employer is due to your education or pre-employment training; it will be steeper if you gain valuable experience every year.

????For instance, a starting pharmacist can expect to earn about $100,000 but not see much growth over the course of a career, with ending compensation only about $106,000. By contrast, a software developer or lawyer will become more valuable to the employer every year because of on-the-job learning, and can expect strong raises, Bardaro says.

????Be sure to understand the financial position of your employer and the overall industry before you begin a salary discussion. You'll appear out of touch if you ask for a raise when the company is in distress.

????"If you're in manufacturing, construction, retail, real estate, things are not looking good for you…." Bardaro says. "The industries that see huge increases in pay are energy, oil exploration, engineering, scientific research and biotechnology."

????If your manager doesn't have a budget for the raise you're seeking, consider asking for benefits such as extra vacation time, a bigger health care subsidy, educational or professional development opportunities, a gym membership, or a parking spot in the garage. Or, explore the potential for bonuses or profit sharing.

????That's what Jason Jepson, 37, a business development executive in Austin, Texas, negotiated at a previous job in which he targeted corporate clients who paid retainers of $20,000 to $30,000 a month. Although his employer had never previously shared revenue from new clients, Jepson successfully argued that in just three months with a new client, his annual salary would be covered.

????"Go in looking at the complete business, see how you fit in and your overall impact. Negotiate from there and you will win every time," Jepson says. "Everyone works a lot harder when they're working for more money."