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面試時(shí)問(wèn)薪水怎么回答
求職面試時(shí)你最怕被問(wèn)什么問(wèn)題？相信“你上一份工作的薪水是多少？”絕對(duì)有機(jī)會(huì)入選面試最恐怖問(wèn)題。關(guān)于這點(diǎn)，知名人力資源顧問(wèn)瑞恩給出了答案：
1.迂回政策
2.拒絕回答。
It's the question we alldread.
這是一個(gè)我們所有人都不敢直視的問(wèn)題。
Sometimes it comes up in the first interview, and sometimes hiring managers hold it until the very end. But it always comes. "What were you earning at your last job?"
有時(shí)一面的時(shí)候就會(huì)被提出來(lái)，有時(shí)招聘主管會(huì)在終面的時(shí)候才提出來(lái)——“你上一份工作的薪水是多少？”
For job seekers, this question should keep you up at night, since it has the potential to negatively affect your income for your entire career.
對(duì)求職者而言，這個(gè)問(wèn)題會(huì)讓你夜不能寐，因?yàn)樗阋詫?duì)你整個(gè)職業(yè)生涯的收入帶來(lái)消極影響。
That means if you accepted too little or didn'tnegotiateearly on, one bad salary move follows you to each next job.
也就是說(shuō)，如果你的目標(biāo)薪酬過(guò)低或沒(méi)有早早和公司協(xié)商好，一份低收入會(huì)隨著你影響下一份工作的收入。
"How are you ever going to increase your earnings if every time you change jobs, you get a tiny raise over what they paid you at the last place?" writes Liz Ryan, founder of one consulting firm.
某咨詢公司創(chuàng)始人瑞恩女士寫道：“如果每次你換工作都只是在上一份工作的基礎(chǔ)上漲那么一點(diǎn)兒，你怎么提高收入呢？”
“We’ve gotten used to the idea that the question ‘What were you earning before?’ from a prospective employer is perfectly reasonable. It's not, of course. Your personal finances are your business.”
“我們都覺(jué)得面試官問(wèn)‘你以前掙多少？’太正常了，也習(xí)慣于去回答這個(gè)問(wèn)題。但這個(gè)問(wèn)題當(dāng)然不是非答不可的。你的個(gè)人財(cái)務(wù)狀況關(guān)他們什么事�！�
So how do you avoid the fateful question without hurting your chances of landing the job?
所以你怎樣才能既確保得到這份工作又完美地回答這個(gè)關(guān)于薪水的問(wèn)題呢？
Ryan advises answering it indirectly by giving your target salary range instead.
瑞恩建議可以給出一個(gè)目標(biāo)收入?yún)^(qū)間，避免直接回答。
If the interviewer asks for your previous salary a second time, Ryan says you can simply respond that you'd prefer not to give it.
如果面試官追問(wèn)你之前的薪水，瑞恩認(rèn)為你可以直接說(shuō)“不”。
It will likely be uncomfortable the first few times you do it, but remember that most services are not valued by what another customer previously paid for them.
可能你一開(kāi)始會(huì)不習(xí)慣這么做，但是請(qǐng)記住絕大部分的服務(wù)都不是靠之前的某位顧客定價(jià)的。
As Ryan writes, "When we call theplumberbecause our tub drain is clogged, we don't ask, ‘What did you charge the guy down the block to unclog his drain last week?' If we do, the plumber is going to say, ‘My rate is $95 an hour. Do you want me to come over or not?'"
瑞恩寫道：“我們下水道堵了會(huì)叫水管工，但我們從來(lái)不會(huì)問(wèn)‘上個(gè)禮拜你給我們小區(qū)的某某通下水道收多少錢？’。如果我們真的問(wèn)了，這個(gè)水管工只會(huì)這樣回答,‘我收費(fèi)95美元一小時(shí)，到底要不要我來(lái)？’”
Setting and sticking to a reasonable rate for your services will actually make you a more appealing job candidate, and in the long run, you'll make more money.
對(duì)你所能承擔(dān)的工作定一個(gè)合理的價(jià)格并堅(jiān)持，這會(huì)讓你更吸引公司的注意。長(zhǎng)遠(yuǎn)來(lái)看，你也會(huì)掙得更多。
面試時(shí)問(wèn)薪水怎么回答
最近的一份研究發(fā)現(xiàn)，求職面試的時(shí)候，如果應(yīng)聘者能夠以詼諧的方式告訴考官：“我想要一百萬(wàn)�！边@個(gè)敢于獅子大開(kāi)口的人最終拿到手的工資確實(shí)可能會(huì)提高10%。這種現(xiàn)象其實(shí)有心理學(xué)的依據(jù)。
每一次成功的求職面試，肯定都會(huì)談到工資問(wèn)題。長(zhǎng)久以來(lái)，求職者們得到的標(biāo)準(zhǔn)建議一直都是：談工資要委婉含蓄點(diǎn)。
再就業(yè)服務(wù)機(jī)構(gòu)Challenger, Gray, and Christmas的CEO約翰·查林格建議，求職者們應(yīng)該“讓雇主現(xiàn)報(bào)出一個(gè)數(shù)目——這個(gè)數(shù)目可能會(huì)超出你的預(yù)期�！甭殬I(yè)和生活博客網(wǎng)站Brazen Careerist的佩內(nèi)洛普·特倫克建議，“‘你的工資范圍是多少？’對(duì)這樣的問(wèn)題，最好的答案，就是想盡辦法，‘我不告訴你�！�
這通常會(huì)導(dǎo)致令人不舒服的、甚至敵對(duì)的懦夫博弈。如果你一直擔(dān)心這類對(duì)話，這里有一個(gè)好消息：我們可以給出更漂亮的回答。
愛(ài)達(dá)荷大學(xué)（University of Idaho）近期的一份調(diào)查發(fā)現(xiàn)，以開(kāi)玩笑的口氣提出百萬(wàn)美元薪酬，實(shí)際上能讓之后公司開(kāi)出的實(shí)際工資增加10%。研究測(cè)試情景中假設(shè)的求職者，是一位行政助理應(yīng)試者，她上一份工作的工資是29,000美元。當(dāng)被問(wèn)及對(duì)新工作薪酬的期望時(shí)，她會(huì)以一種半是猶豫半是自嘲的口氣答道：“我當(dāng)然想要百萬(wàn)年薪，不過(guò)，我只希望能得到公平的待遇�！�
在這位求職者拒絕說(shuō)出具體數(shù)字的情況中，雇主最終給出的平均工資約為32,500美元。但當(dāng)這位求職者開(kāi)玩笑地說(shuō)出一百萬(wàn)美元時(shí)，雇主給出的平均工資則約為36，200美元。
在上述案例中，工資的增加其實(shí)是一種名為“錨定”的心理效應(yīng)在起作用。愛(ài)達(dá)荷大學(xué)心理學(xué)教授、同時(shí)也是該項(xiàng)研究的負(fù)責(zé)人托德·索爾斯坦森說(shuō)：“我們聽(tīng)到一個(gè)數(shù)字時(shí)，不論是否與主題相關(guān)，我們都會(huì)固定在這個(gè)數(shù)字上，進(jìn)而影響到我們的判斷�！�
但在開(kāi)出具體條件之前，求職者應(yīng)該考慮到可能出現(xiàn)的反彈。德州大學(xué)達(dá)拉斯分校（University of Texas at Dallas）經(jīng)濟(jì)學(xué)教授、校談判中心主任雷切爾·科洛森警告說(shuō)：“實(shí)際上，如果談判伙伴開(kāi)出一個(gè)過(guò)于極端的條件，對(duì)方最常見(jiàn)的反應(yīng)是停止談判�！�
在索爾斯坦森研究中有一個(gè)預(yù)設(shè)條件，即參與者們無(wú)權(quán)拒絕求職者，而是可以告訴求職者他們能提供多少工資。
那么，求職者們到底應(yīng)不應(yīng)該拿高薪開(kāi)玩笑，以期自己的實(shí)際工資能有所提高？科洛森稱，除非你能坦然接受可能失去工作機(jī)會(huì)的風(fēng)險(xiǎn)，否則別這么干。在推薦策略之前，她希望進(jìn)行一項(xiàng)后續(xù)研究，量化相關(guān)的風(fēng)險(xiǎn)級(jí)別，例如，“有多少面試官會(huì)因?yàn)榍舐氄叩耐嫘Ω械絽拹�，進(jìn)而雇傭別人？”
不過(guò)，率先說(shuō)出確切的數(shù)字還是能帶來(lái)回報(bào)。規(guī)避這個(gè)問(wèn)題的標(biāo)準(zhǔn)建議是，忽略錨定的實(shí)際效果。
科洛森說(shuō)，信息才是關(guān)鍵�？坡迳瓰楸究粕BA和高管教授談判策略已有18年之久。如果求職者了解到一個(gè)特定職位的工資范圍，并能給出一個(gè)雇主愿意支付的最高金額，那么，率先說(shuō)出自己期望的具體工資額，肯定會(huì)對(duì)求職者自身有利。
查林格依然建議謹(jǐn)慎行事。他說(shuō)：“雇主千差萬(wàn)別。根據(jù)雇主的工資結(jié)構(gòu)，相同職位的工資水平有可能上下浮動(dòng)20%�！�
There comes a point in every successful job interview when it's time to talk money. The standard advice to job applicants has long been to play it coy.
John Challenger, CEO of outplacement firm Challenger, Gray, and Christmas, urges applicants to "let the employer name a salary first -- it may be higher than you expect." Penelope Trunk, founder of Brazen Careerist, advises that "the right answer to the question, 'What's your salary range?' is almost always some version of 'I'm not telling you.'"
This often leads to an uncomfortable, even adversarial, game of chicken. If that's the sort of conversation you dread, here's good news: there are better alternatives.
A recent study out of the University of Idaho found that ma-ki-ng a joke about a million-dollar salary actually increased subsequent offer amounts by more than 10%.
The hypothetical applicant in the study's test scenario was an administrative assistant candidate who had listed her last salary as $29, 000. When asked what salary she wanted in the new job, she either demurred or quipped, "Well I'd like a million dollars, but really I just want what's fair."
In the cases where the applicant declined to name any number, the average salary offer was about $32, 500. When she joked about a million bucks, the average offer rose to almost $36, 200.
The increase is a function of a psychological effect known as "anchoring." "When we encounter a number -- even an irrelevant number -- we fixate on it, and it influences our judgment, " says Todd Thorsteinson, a psychology professor at the University of Idaho and the study's author.
But before you start throwing numbers around, you should consider the potential for backlash. "In practice, if one's negotiating partner opens with an offer that is too extreme, the most common response is to disengage from the negotiation, " warns Rachel Croson, professor of economics at the University of Texas at Dallas and director of the school's Negotiations Center.
Participants in Thorsteinson's study were not given the option to decline to hire the candidate, but were merely asked how much they would offer to pay her.
So should job applicants make a high-salary joke in hopes of increasing compensation?
Only if you're comfortable with the possibility that you might lose the job offer altogether, says Croson. Before recommending the strategy in general, she'd want to see a follow-up study that quantifies the level of risk involved -- for example, "what percentage of interviewers would be turned off by the joke and choose to find a different employee."
Being the first to talk numbers can still pay off, though. The standard advice -- to dodge the question -- ignores the very real effects of anchoring.
The key is information, says Croson, who has taught negotiation strategies to undergraduates, MBAs, and executives for 18 years. If an applicant knows the salary range for a given position and can name a number at or near the top of what a company is willing to pay, being the first to throw out a dollar figure is always to her advantage.
Challenger still prefers to play it safe. "Companies are all over the map, " he says. "The same position may pay 20% more or less, depending upon that company's specific salary structure.
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