想縮小你與男同事的薪酬差距？就用這四個談判策略
You’ve heard all about the gender pay gap in the US, and can probably recite the statistics in your sleep—particularly the 79 cents on the dollar that women earn compared to their male peers.
你一定聽過美國的性別收入差別，可能在閉着眼都能列舉出來，尤其是女性比男性同事少掙79美分的事。
We’re not about to try and solve the national pay gap. But what we can show you is how to narrow your personal pay gap. Here’s what you need to know, say, and do to earn more money.
我們不是想要解決國家的收入薪酬差距，但我們能告訴你如何縮小你個人的收入差距。爲了多掙一些錢，以下是你應該知道的，以及怎樣說和怎樣做。
What You Need to Know 你應該知道的
“The very first thing you need to know is how much you’re worth and how much a man in an equivalent position is worth,” says Alison Doyle, Job Search expert for The Balance.
“你應該知道的第一件事是你的價值以及和你處於相同崗位的男性的價值，”Alison Doyle說，她是The Balance的求職專家。
You can start by going to Glassdoor.com, Payscale.com, Indeed.com and other salary sites to get a sense of what salaries are like for jobs you are looking at. But know that those numbers—because they’re based on the average salaries of both men and women—are going to be low. You want to aim for the average of men, so take the numbers you find and increase them by a good 25 percent.
你可以從Classdoor.com、Payscale.com、Indeed.com以及其他薪資網站了解你想找的工作是什麼樣的薪資標準。但要知道這些數字會偏低一些，因爲這是男性和女性的平均水平。你想要知道男性的平均工資，就把你找到的數字提高25%。
Human resources and job boards may also be a good source of information, Doyle notes. “Ask: Is there a salary range for this position? Some of them list it right on the website.”
人事和工作板塊也是獲取信息的來源，Doyle提示道。“問：這個職位有薪酬範圍嗎？一些職位會在網站上列出來。”
If you’re negotiating for a raise rather than a new job, you also need to have a good handle on what you’ve contributed, says Dr. Ben Sorenson, Vice President for Optimum Associates. Rather than try to create a document that charts this looking back, start today and do it going forward. If you receive an email from your boss that pats you on the back for a big win, put it in the folder.
如果你更想提升薪資而不是找一份新工作，你同樣需要處理好自己奉獻的一切，最佳夥伴的副主席Ben Sorenson博士如是說。與其不斷回頭看過去，不如從現在開始向未來前進。如果你接到了一封老闆的郵件鼓勵你取得了成功，把它收在文件夾裏吧。
The same goes for the sales numbers in which you’ve played a role—particularly ones that show how your performance this year improved over last.
對於你的銷售業績也是同樣的道理，尤其是展示了你在今年有提升表現的方面。
What You Need to Say 你需要說的
When an offer hits the table, you’re tempted to do a little dance of joy. Do it in your head—but don’t let it hit your face. Say ‘thank you,’ of course (Doyle says being nice rather than contentious is key), then ask for time to consider.
當收到一份工作邀請，你很容易感到快樂。在腦中想想就行了，千萬別表現在臉上。當然要說“謝謝”（Doyle說表現的友善是關鍵），然後申請一些時間來考慮。
When you’re ready to respond, here’s one way to ask for more: “I’m really excited about the offer, but based on my research, it seems low.” Also, let the company know they’re not the only game in town: “I need to give the other companies I’m talking to the courtesy of telling them I have an offer. I would do the same for you.”
當你準備好回覆時，有一個方法可以讓你得到更多收入：“我很高興收到這份工作邀請，但基於我的研究，待遇有點低。”同時，讓公司知道他們不是你唯一的選擇。“出於禮貌，我需要回復其他公司我收到了工作邀請。當然如果我收到了其他公司的邀請，也會同樣告知你們。”
If instead, you’re asking for a raise, you need a different language. Again, it comes back to your performance. (“Think not of what your company does for you,” one of my early bosses advised me, riffing on JFK, “but of what you do for your company.”) Lay it on the table, then ask: “As a result of this performance, would it be possible to get a raise or increase in pay?” If the answer is no, follow up immediately with: “I’d like to get your feedback on increasing my pay to this level, based on where I stand in the organization and on my performance,” Sorenson advises.
如果你想要漲薪，則需要另一番說辭。又回到了你的表現。（“不是考慮公司能爲你做什麼，”我之前的一個老闆建議我，他就職於JFK，“而是你能爲公司做什麼。”）把這項考慮在內，然後問：“如果我能爲公司這樣做，有可能得到薪資提升嗎？”如果答案是否定的，立刻再追問一句，“綜合考慮我所在的組織以及我的表現，希望你可以把我的收入提升到這個等級，”Sorenson建議道。
What You Shouldn’t Say 你不應該說的
When applying to a new job, it’s common to be asked your salary history, or how much money you want to make. Don’t answer these questions, says Katie Donovan, founder of equalpaynegotiations.com.
當你找工作時，被問到工資歷史，或者你想要多少薪水都是很常見的。別回答這些問題，equalpaynegotiations.com網站的創始人Katie Donovan說。
“Answering either one of these questions is going to keep you underpaid,” she says, adding that if you’re filling out an online application, you should leave it blank.
“回答任何一個問題都會讓你得到低報酬，”她說。並且補充道，如果你在填寫一份線上申請，你應該跳過不填。
(“If it’s a required field put in 0.00,” she says. “For most systems that’ll be accepted; they’re just looking for a digit.”)
（“如果是必填項就寫0.00，”她說。“大多數系統都能接受，他們只是要一個數字而已。”）
And if you’re asked what you are currently making? “If you’re among the 60 percent of Americans working in the private sector, it’s actually confidential,” Donovan says. And Massachusetts just made it illegal to ask about salary history in a job interview, a trend that could go nationwide. So in many cases, you can honestly say you’re not allowed to reveal it.
如果你被問到目前是做什麼的？“如果你屬於60%從事個體工作的美國人之一，這是很機密的問題，”Donovan說。馬薩諸塞州剛剛把在面試中詢問工資歷史列爲違法，這種趨勢很可能全國普及。所以在大多數情況下，你可以誠實地說你不能透露。
Or you can find another way to dodge the question:
或者你可以找其他方式來推脫問題：
● “It’s not about me, it’s about the job. What is the job budgeted for?”
“不是針對我，而是針對這份工作。這份工作的的薪資預算是多少？”
● “I’m moving from a city where the cost of living is less expensive.”
“我剛從另一座城市來，那裏的生活成本沒有這麼高。”
● “I just got a graduate degree, so I’m not sure my past salary is relevant.”
“我剛獲得碩士學位，所以我過去的薪資可能不能作爲參考。”
If all else fails, Doyle says, you can throw out a range, but do it with a codicil about why you expect to be at the high end of that.
如果這些都失敗了，Doyle說，你可以扔出一個範圍，但要清晰闡述爲什麼你期望獲取最高的薪資。
How to Say It 如何說
I’ve always agreed with Julia Roberts in “Erin Brockovitch” and Meg Ryan in “You’ve Got Mail”: Work is personal. And for that reason, it can be emotional. But when you’re negotiating, you’ve got to leave that emotion at the door. That means the idea of fairness—and the fact that others at the company may earn more—should not enter the discussion.
我總是同意Julia Roberts關於“Erin Brockovitch”以及Meg Ryan關於“你收到了郵件”的看法：工作是個人的。出於這個原因，它可以很情緒化。但當你商議的時候，不要帶着情緒。這就是說可能會失敗的想法，以及公司裏其他人可能掙得更多的事實，不應該進入到討論中。
“You’re not negotiating for equal pay,” says Sorenson. “You’re negotiating for elevated pay.”
“你不是在商議平等工資，”Sorenson說。“你是在商議提高工資。”
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