????Jay Bazzinotti給出的答案

????無(wú)論在什么情況下，你都有三個(gè)選擇——接受現(xiàn)實(shí)、做出改變或者一走了之?，F(xiàn)在你的情況是，對(duì)現(xiàn)狀不滿，希望通過(guò)加薪來(lái)改變。如果公司拒絕給你漲工資，你打算一走了之嗎？如果沒(méi)有這種打算，那么你就得接受現(xiàn)實(shí)，盡管這有點(diǎn)難。

????這個(gè)世界的真相是：除了走出校門后的第一份工作，你的薪水永遠(yuǎn)是偏低的。少付你些薪水能給公司帶來(lái)好處，所以他們當(dāng)然會(huì)這么做。關(guān)于這一點(diǎn)，公司心里很清楚，現(xiàn)在你也明白了。從另一個(gè)角度來(lái)說(shuō)，你在入職時(shí)商定的工資水平就偏低，這也怨不得別人（別去抱怨當(dāng)初招聘你的人，那只是為自己的錯(cuò)誤找借口）。他們給你設(shè)定的工資水平當(dāng)時(shí)是經(jīng)過(guò)你認(rèn)可的。即便后來(lái)發(fā)現(xiàn)別人的工資比你高，這也怪不到他們頭上。就算你知道了自己薪水偏低，你對(duì)工作的認(rèn)真程度也不應(yīng)該受到影響。

????入職后再協(xié)商工資總是很難。你唯一的談判砝碼是：如果他們不給你漲工資，你就辭職。如果你是公司的骨干，對(duì)公司有價(jià)值，并且是公司不愿意失去的未來(lái)資產(chǎn)，那么這個(gè)砝碼會(huì)很管用。或許你會(huì)列舉自己的過(guò)往業(yè)績(jī)，但是，會(huì)不會(huì)給你加薪或升職并不完全取決于你過(guò)往的表現(xiàn)，而是取決于他們對(duì)你未來(lái)表現(xiàn)的預(yù)期。因此，對(duì)于你來(lái)說(shuō)，最好的談判切入點(diǎn)是向他們展示，你將在公司未來(lái)發(fā)展中能發(fā)揮怎樣的價(jià)值，讓他們認(rèn)為給你加薪是值得的。

????下次要記得，在入職前先談好薪資。關(guān)于薪資談判你還需要知道的是：他們會(huì)等著你提出來(lái)，如果你沒(méi)提，他們反而會(huì)看扁你。什么都可以拿來(lái)談——工資、獎(jiǎng)金、額外福利、休假、辦公場(chǎng)地的面積，甚至于停車場(chǎng)地。你開(kāi)出的待遇一定要大大超出你認(rèn)為自己應(yīng)得的部分。很多時(shí)候，他們會(huì)毫不猶豫地滿足你的要求，我自己就經(jīng)歷過(guò)這種情況，因?yàn)樗麄儗?duì)你的價(jià)值判斷與你想的不同，通常會(huì)更高。即使他們不能滿足你的某些荒唐要求（比如在辦公室配備女按摩師），他們也會(huì)提供一些仍然超出你預(yù)期的補(bǔ)償。另外，要公司加薪往往很難，但是，即使給不了別的，他們一般都會(huì)同意給你更多的休假時(shí)間。協(xié)商結(jié)果要形成白紙黑字。如果只是握握手，或者說(shuō)些“只有我和你知道”之類的話，那么之后就會(huì)仿佛什么也沒(méi)有發(fā)生，你的要求肯定會(huì)落空。一定要他們?cè)诎准埡谧稚虾炞之?huà)押。

????扯遠(yuǎn)了。所以你應(yīng)該直接去老板那里告訴他真相：通過(guò)種種途徑（不用說(shuō)太具體），你發(fā)現(xiàn)你和同事做著一樣的工作，拿的工資卻比他們低得多。你希望至少將工資漲到和他們一樣的水平。記得避開(kāi)薪酬審核周期，以免影響你未來(lái)的加薪。

????Answer by Jay Bazzinotti

????There are three things you can do in any given situation – accept it, change it, or leave it. What you are saying is that you are unwilling to accept it and now want to change it by getting a raise. If they refuse to give you the raise, are you willing to leave the company? If not, then you will have to accept it, though it will be difficult.

????Here’s the thing: with the exception of your first job out of college or technical school, you are ALWAYS being underpaid. It’s to the advantage of the company to always underpay you and so they do. They know it and now you do too. On the other hand, it’s not their fault that you (don’t talk about your recruiter, that’s just an excuse for your failure) negotiated poorly at hiring time. The money they offered you was acceptable to you at the time. The fact that you somehow found out that others get more is not their fault. You owe them the exact same loyalty and effort now as you provided before you learned about the pay disparity.

????It’s always difficult to negotiate in retrospect. The only real lever you have is that if they don’t pay you what you are asking, you will leave. This is most effective if you have become a key player, add positive value and are seen as a future asset that they don’t want to lose. Making a list of great stuff you have done in the past is OK, but you won’t get a raise or promotion based on what you did yesterday — you get it based on what they expect you to do tomorrow. Therefore, your best bargaining position is to show them how you will assist them in their abilities to be successful in the future and how therefore it is worth their while to increase your pay.

????In the future, negotiate at the beginning before you accept the job. Here’s another thing to remember when you negotiate: they expect you to negotiate, and if you don’t they lose respect for you. Everything is negotiable. Everything — from pay to bonus to perks to vacation time to office size to parking spaces and more. You should always ask for something that is way more than you think you are worth. Lots of times, and I have seen this myself, they will give you what you want without even blinking because their perception of your value is different than your own and usually higher. Even if they don’t give you the ridiculous things you ask for, such as an in-office masseuse, they might counter with something that is still more than you expected. It’s often difficult for companies to give more money – but they will almost always agree to give you more vacation time, if nothing else. And get it all in writing. If it’s just a handshake, or just a little “secret between you and me,” then it never happened and you will never get it. Get them to write it down and sign it.

????But I digress. So you are going to go to your boss and tell him the truth — through a confluence of events that you won’t discuss, you discovered that you are making significantly less than your co-workers for essentially the same work and that you would like to be brought up at least to par with them and out of the review cycle and you don’t want it to effect your future raises when the review cycle comes around.