二次报价谈判怎么谈

by Haseeb Qureshi

由Haseeb Qureshi

如何不破坏报价谈判 (How not to bomb your offer negotiation)

So you’ve maneuvered through the initial offer conversation. You’ve lined up counteroffers from other companies. Now it’s time to enter the actual negotiation.

因此，您已经完成了最初的报价对话。您已排队其他公司的还价。现在是时候进入实际的谈判了。

Naturally, this is the part where everything goes horribly wrong.

自然，这是所有错误都发生的部分。

But don’t worry. I’m going to turn you into a superhero negotiator. (Or at least an eccentric billionaire negotiator, which is sometimes better?)

但是不用担心。我要把你变成一个超级英雄谈判代表。 (或者至少是一个古怪的亿万富翁谈判者，有时会更好吗？)

Seriously though. In this article, we’re going to deep-dive into the negotiating process, and discuss my final 4 rules on how to negotiate a job offer.

认真地。在本文中，我们将深入探讨谈判过程，并讨论我关于如何谈判工作机会的最后4条规则。

If you didn’t read my first 6 rules, you can read them here (or you can just skip ’em and keep reading):

如果您没有阅读我的前6条规则，则可以在此处阅读(或者可以跳过'em并继续阅读)：

Ten Rules for Negotiating a Job OfferWhen the story of how I landed a job at Airbnb went viral, I was surprised at how infatuated people were with my…medium.freecodecamp.com

谈判工作 提议的 十条规则 当我在Airbnb找工作的故事广为流传时，令我惊讶的是，人们对我的痴迷是如此……

Right. Let’s start from the top.

对。让我们从头开始。

What does it take to be a good negotiator?

成为一名好的谈判员需要什么？

Most people think negotiating well is just looking the other person in the eye, appearing confident, and asking for tons of money. But being a good negotiator is a lot more subtle than that.

大多数人认为，进行良好的谈判只是在看着对方，显得自信，并索要大量金钱。但是，成为一名出色的谈判者要比这要微妙得多。

好的谈判代表听起来像什么 (What Good Negotiators Sound Like)

You probably have a friend or family member who’s infamous for refusing to take no for an answer. The kind of person who will march into a department store and bullheadedly argue with the management until they get a purchase refunded.

您可能有一个因拒绝回答而臭名昭著的朋友或家人。那种会进军百货商店并胆怯地与管理层争论直到退还购买款项的人。

This person seems like they often get what they want. They make you cringe, but perhaps you should try to be more like them.

这个人似乎经常得到他们想要的东西。它们会让您感到畏缩，但也许您应该尝试变得更像他们。

Rest assured, this person is actually a terrible negotiator. They’re good at being difficult and causing a scene, which can sometimes convince a waitress or shift manager to appease them. But this style of negotiating will get you nowhere when negotiating with a business partner (that is, an employer).

放心，这个人实际上是一个可怕的谈判者。他们善于面对困难并引起场面，这有时可以说服女服务员或值班经理安抚他们。但是，与商务伙伴(即雇主)进行谈判时，这种谈判方式将无济于事。

A good negotiator is empathetic and collaborative. They don’t try to control you or issue ultimatums. Rather, they try to think creatively about how to fulfill both your and their needs.

一个好的谈判者是善解人意和合作的。他们不会试图控制您或发出最后通s。相反，他们尝试创造性地思考如何满足您和他们的需求。

So when you think of negotiating a job offer, don’t imagine haggling over a used car. Think more like negotiating dinner plans with a group of friends, and you’ll fare much better.

因此，当您考虑就一份工作机会进行谈判时，不要以为讨价还价就二手车了。更像是与一群朋友商量晚餐计划，您的食宿会更好。

切蛋糕 (Slicing up the cake)

Another important difference between good and bad negotiators is that bad negotiators tend to think of a negotiation as a zero-sum game.

好的和坏的谈判者之间的另一个重要区别是，坏的谈判者倾向于将谈判视为零和博弈。

Imagine we’re negotiating over a cake. In a zero-sum negotiation if I get one more slice, you get one less. Any gain I make comes at your expense.

想象一下我们正在就一块蛋糕进行谈判。在零和谈判中，如果我再得到一个分片，您会少一分。我所获得的任何收益均由您承担。

This seems obviously true with cake, right? So what makes a job negotiation any different?

蛋糕显然很正确，对吧？那么，什么使工作谈判变得不同呢？

Ah, but it’s not actually true for cake. What if I hate corner pieces and you love them? What if I really like the cherries? What if I’m full and you’re starving, but you’ll agree to treat me to my favorite cake next time?

啊，但是蛋糕并不是真的。如果我讨厌角件而您也喜欢它们怎么办？如果我真的很喜欢樱桃怎么办？如果我吃饱了又饿死了，但是下次您同意我请我吃我最喜欢的蛋糕怎么办？

Of course, when I posed the question I didn’t mention anything about cherries or my feelings on corner pieces. It might seem like I just made stuff up.

当然，当我提出问题时，我没有提到樱桃或我对角落的感觉。看来我只是编造了东西。

But this is exactly what good negotiators do. They bend the rules. They question assumptions and ask unexpected questions. They dig to find the core what everyone values and look for creative ways to widen the terrain of negotiation.

但这正是优秀的谈判代表所做的。他们违反了规则。他们质疑假设并提出意想不到的问题。他们进行挖掘以找到每个人都重视的核心，并寻找创造性的方法来扩大谈判的范围。

While you were thinking about how to haggle over slices, I’m thinking about how to give both of us more than just half of a cake.

当您正在考虑如何讨价还价时，我正在考虑如何给我们两个人超过一半的蛋糕。

Different parties in a negotiation almost always have different value functions. We may value the same things — we both care about cake, after all. But we don’t value them in exactly the same way, so there’s probably a way to give each of us more of what we want.

谈判中的各方几乎总是具有不同的价值功能。我们可能会看重相同的事物-毕竟我们都在乎蛋糕。但是我们不会以完全相同的方式来评估它们，因此可能有一种方法可以给我们每个人更多我们想要的东西。

Most people go into a job negotiation thinking they need to stubbornly haggle over salary like slices of cake. They don’t ever stop to ask — hey, what do I actually value? Why do I value it? What does the company value? Why do they value that?

大多数人进入工作谈判，认为他们需要像蛋糕一样顽固地讨价还价。他们从未停止询问-嘿，我真正重视什么？我为什么重视它？公司的价值是什么？他们为什么重视这一点？

There are many dimensions to a job negotiation:

工作谈判有很多方面：

salary薪水
signing bonuses签约奖金
stock股票
year-end or performance bonuses年终奖金或绩效奖金
commuter benefits通勤福利
relocation expenses搬家费
equipment设备
an educational stipend教育津贴
a childcare stipend育儿津贴
extra vacation time额外的假期
a later start date以后的开始日期
getting a dedicated hour a day to work out or study or meditate or play solitaire.每天有专用的时间锻炼，学习，冥想或玩单人纸牌。

You could choose which team you’re assigned to, what your first project will be, what technologies you’ll be working with, and sometimes even choose your title.

您可以选择分配给哪个团队，第一个项目将是什么，将使用的技术是什么，有时甚至选择您的头衔。

Maybe you’re a frosting person, and the company is more into cherries. You never know if you don’t ask.

也许你是个结霜的人，而公司更喜欢樱桃。你永远不知道你是否不问。

Hold onto this mindset.

坚持这种思维方式。

Okay.

好的。

Let’s pick up the negotiation where we left off. All the offers are in, and recruiters are eagerly waiting for you to get the ball rolling.

让我们从中断的地方开始谈判。所有的报价都在，招聘人员热切地等待着您的到来。

Let’s start negotiating.

让我们开始谈判。

电话与电子邮件 (Phone VS Email)

Your first decision is whether you want to negotiate over the phone, or keep correspondence over e-mail.

您的第一个决定是要通过电话进行协商，还是通过电子邮件进行通信。

Talking on the phone not only signals confidence, but more importantly, it allows you to build a strong relationship with your recruiter.

通过电话交谈不仅可以表示信心，而且更重要的是，它可以使您与招聘人员建立牢固的关系。

Talking on the phone enables bantering, telling jokes, and building connection. You want your recruiter to like you, understand you, empathize with you. You want them to want you to succeed. Likewise, you want to care about your recruiter and understand what’s motivating them.

通过电话交谈可以开玩笑，讲笑话和建立联系。您希望招聘人员喜欢您，了解您，同情您。您希望他们希望您成功。同样，您想关心招聘人员并了解激励他们的原因。

The best deals get made between friends. It’s hard to make friends over e-mail.

朋友之间可以达成最好的交易。很难通过电子邮件结交朋友。

However, if you don’t have confidence in your negotiation skills, you should try to push the negotiation to e-mail. Written, asynchronous communication will give you more time to strategize and make it easier to say uncomfortable things without being pressured by a recruiter.

但是，如果您对协商技巧没有信心，则应尝试将协商推送到电子邮件。书面上，异步通信将使您有更多的时间进行战略制定，并使其更容易地说出不舒服的事情而不会受到招聘人员的压力。

That said, recruiters will always prefer to get you on the phone. It’s essentially their home turf. They’re also well aware that negotiating is easier over e-mail, and they have little interest in making it easier on you. They’ll often be vague about the offer over e-mail and only offer to discuss specific details on the phone.

就是说，招聘人员将始终希望通过电话与您联系。本质上是他们的家。他们也很清楚，通过电子邮件进行谈判比通过电子邮件更容易，并且他们对使您变得更轻松没有兴趣。他们通常会对通过电子邮件提供的报价含糊不清，而只希望在电话上讨论具体细节。

If you want to stick to email, you have to push back against this. There’s no secret to it: just be honest and ask for what you want.

如果您想坚持使用电子邮件，则必须对此予以反对。这没有什么秘密：说实话，问你想要什么。

Tell them:

告诉他们：

“Hi recruiter, I hope your day is treating you well!

“您的招聘人员，希望您今天过得愉快！

Re: your previous e-mail, I’d prefer to discuss the details of the offer over e-mail. I sometimes get nervous during important phone calls, so discussing the offer over e-mail helps me to keep a clear head and communicate more clearly. I hope this is okay with you. :)”

回复：您以前的电子邮件，我希望通过电子邮件讨论该优惠的详细信息。 在重要的电话通话中，有时我会感到紧张，因此通过电子邮件讨论要约有助于我保持头脑清醒并进行更清晰的沟通。 希望您还可以。 :)”

No BS, no huff-puffery. Just telling the truth and asking for what you want.

没有BS，没有吹牛。只是说实话，问你想要什么。

There’s tremendous power in honesty and directness. Take advantage of it.

诚实和直率具有巨大的力量。利用它。

(Also, note how I wrote “discuss the details of the offer” rather than “negotiate.” Never describe what you’re doing as negotiating — that sounds immediately adversarial and haggley. Describe it instead as a discussion, and they’re less likely to recoil.)

(另外，请注意我是如何写“讨论要约的细节”而不是“谈判”的。永远不要在谈判中描述您正在做的事情，这听起来像是在进行对抗和讨价还价。相反，将其描述为讨论，而它们却更少可能后坐。)

有其他选择 (Having Alternatives)

I mentioned before how essential it is to have multiple offers. I’ll reiterate again — it’s very, very valuable to have multiple offers.

我之前提到过拥有多个要约是多么重要。我会再次重申-拥有多个报价非常非常有价值。

With other offers on the table, if your negotiation doesn’t work out, they know you’ll just accept another offer. Your negotiating position suddenly becomes a lot more credible because they know you’re willing to walk away.

有了其他提议，如果您的谈判无法达成，他们就会知道您只会接受另一个提议。您的谈判位置突然变得更加可信，因为他们知道您愿意离开。

This effect is strengthened if you get an offer from a prestigious company. And the effect goes through the roof if you have an offer from a company’s primary competitor (now they’ll really want to poach you from the big bad competitor-corp).

如果您从著名的公司那里获得要约，则这种效果会得到增强。如果您从公司的主要竞争对手那里提出要约(现在他们真的想从规模大的竞争对手公司中挖来您)，那么这种影响就会荡然无存。

Some of this behavior is stupid tribalism. And some part of it is rational in trying to deprive competitors of talent. Either way, take advantage of it, and be tactical in which companies you aim for.

这种行为中有些是愚蠢的部落主义。试图剥夺竞争对手的才能是其中的一部分。无论哪种方式，都可以利用它，并在目标公司中采取战术。

But what if you don’t manage to get any other offers? Does all the negotiating just go out the window?

但是，如果您无法获得任何其他优惠怎么办？所有的谈判都只是窗外吗？

Not at all. What’s important here is not actually having other offers. More specifically, it’s in having strong alternatives. Which is why Rule #6 of negotiating is: have alternatives.

一点也不。这里重要的是实际上没有其他优惠。更具体地说，它具有强大的替代方案。这就是为什么谈判规则＃6是：有其他选择。

A negotiation needs stakes. If there were no risk and you knew for sure the other side would sign a contract, what incentive would you have to offer them anything more?

谈判需要赌注。如果没有风险，并且您确定对方会签署合同，那么您将提供什么诱因呢？

Your alternatives are what give a negotiation its stakes. By signaling your alternatives, you allow your interlocutor to develop a mental model of when and why you’ll walk away from the negotiation. Your alternatives also have an anchoring effect on how much the other side thinks you’re objectively worth.

您的替代选择是使谈判发挥作用的关键。通过提出替代方案，您可以让对话者建立心理模型，以了解何时以及为什么您会退出谈判。您的替代方案还会对另一方认为您客观上具有的价值产生影响。

In negotiation literature, your best alternative is often referred to as your BATNA (Best Alternative To a Negotiated Agreement). Basically, it’s what you’d do if you walked away.

在谈判文献中，您的最佳选择通常被称为BATNA(谈判协议的最佳选择)。基本上，这就是您走开时要做的事情。

I like the term BATNA a lot, mostly because it sounds like a gadget Batman would lob at bad guys.

我非常喜欢BATNA这个词，主要是因为它听起来像是蝙蝠侠的小玩意会把坏家伙游走。

So what’s your BATNA if you don’t have other offers? Do you even have one?

那么，如果您没有其他优惠，那么您的BATNA是什么？你甚至有一个吗？

Of course you do. Your best alternative might be “interview at more companies” or “go to grad school” or “stay at your current job” or “go on sabbatical in Morocco for a few months” (as it was for a friend of mine who was deliberating between joining a startup and gallivanting through North Africa).

当然可以最好的选择可能是“面试更多公司”或“去读研究生”或“留在目前的工作中”或“在摩洛哥休假几个月”(因为这是我的一个朋友在考虑的)加入新创公司和通过北非进行讨价还价之间)

The point is, you don’t need to have another offer to have a strong BATNA.

关键是，您不需要再提供一个强大的BATNA。

Your BATNA’s strength comes from:

您的BATNA的优势来自：

how strong the other side perceives it to be, and对方认为自己有多强大，以及
how strong you perceive it to be.您认为自己有多坚强。

If your recruiter thinks that going to grad school is an awesome thing to do, then they’ll see you as having a very strong alternative, and the stakes of the negotiation will be raised.

如果您的招聘人员认为去读研究生是一件很棒的事情，那么他们会认为您有一个非常有力的选择，这将增加谈判的风险。

But even if they think grad school is ridiculous — if you convince them that you’d be totally happy to go to grad school — then the burden is on them to make this deal more attractive to you than going to grad school.

但是，即使他们认为研究生院是荒谬的-如果您说服他们相信您会完全高兴地去读研究生院-那么，要使这笔交易对您来说比上研究生院更具吸引力，这是他们的负担。

Thus, you need to communicate your BATNA. This doesn’t need to be ham-fisted, but you need to make it a background to the negotiation. (Note: usually whenever you signal your BATNA, you should also re-emphasize your interest in reaching an agreement).

因此， 您需要传达BATNA信息 。这不需要脚，但您需要使其成为谈判的背景。 (注意：通常，每当您向BATNA发出信号时，您也应该再次强调您对达成协议的兴趣)。

Examples:

例子：

“I’ve received another offer from [OTHER CORP] that’s very compelling on salary, but I really love the mission of [YOUR COMPANY] and think that it would overall be a better fit for me.”

“我收到了来自[OTHER CORP]的另一份非常诱人的薪水报价，但我真的很喜欢[您的公司]的使命，并认为总体而言，它更适合我。”

“I’m also considering going back to grad school and getting a Master’s degree in Postmodern Haberdashery. I’m excited about [YOUR COMPANY] though and would love to join the team, but the package has to make sense if I’m going to forego a life of ironic hatmaking.”

“我还在考虑重返研究生院，并获得后现代小百货的硕士学位。 我对[您的公司]感到很兴奋，并且很乐意加入该团队，但是如果我要放弃讽刺性的帽子制作生活，这个方案就很有意义。”

Note: one of the biggest mistakes I see here is from people who are currently working. If you already have a job, staying where you are is often your BATNA.

注意：我在这里看到的最大错误之一是当前正在工作的人。如果您已经有工作，那么通常留在身旁的是BATNA。

This means if you tell your interlocutor that you hate your job, then they know your BATNA sucks, and have no incentive to negotiate with you (on top of potentially thinking that you’re a negative person). Always emphasize the pros of your current company, your seniority, your impact, and whatever else you like about where you currently work.

这意味着，如果您告诉对话者您讨厌您的工作，那么他们知道您的BATNA很糟糕，并且没有与您进行谈判的动力(除了可能认为您是消极的人之外)。始终强调您当前公司的优势，您的资历，影响力以及您喜欢的其他有关当前工作地点的信息。

You should make your decision seem like a genuinely difficult one — then it will appear to be a strong BATNA.

您应该使自己的决定看起来像是一个真正困难的决定-然后，这似乎是一个强大的BATNA。

谈判对雇主意味着什么 (What a Job Negotiation Means to an Employer)

I’ve kept saying that in order to be an effective negotiator, you need to understand the other side. So let’s take a look at what it’s like to negotiate as an employer. (I’m going to have to use the tech industry in my examples here, but the details will differ by industry.)

我一直在说，要成为一名有效的谈判者，您需要了解另一面。因此，让我们看看作为雇主进行谈判的感觉。 (在这里的示例中，我将不得不使用技术行业，但是具体情况因行业而异。)

First, we have to rewind and understand what brought us to this offer in the first place. What kind of resources have they spent so far in trying to fill this position?

首先，我们必须倒带并首先了解是什么促使我们提供此优惠。到目前为止，他们花了什么样的资源来填补这个职位？

Writing and posting a job description on all appropriate channels ($300)在所有适当的渠道上撰写和发布职位描述(300美元)
Reviewing ~100 or more resumes ($1,250)审查约100个或更多简历($ 1,250)
About 15% of those resumes need to be phone screened, so roughly 15 phone screens ($2,250)这些简历中大约有15％需要进行电话筛选，因此大约需要15个电话筛选(2,250美元)
Around 75% of those initial phone screens warrant a technical screen, so roughly 11 technical screens ($9,000)这些初始电话屏幕中约有75％需要技术屏幕，因此大约有11个技术屏幕(9,000美元)
About 30% pass through to an on-site, so roughly 3 onsites. These onsites require the coordination of 6–7 employees ($10,800)大约有30％的人通过现场，因此大约有3个现场。这些现场需要6-7名员工的协调(10,800美元)
Finally, they make one offer. The recruiter (and potentially the executive staff) need to spend time on the phone with the offeree convincing and negotiating. ($900)最后，他们提出一个要约。招聘人员(以及潜在的执行人员)需要花时间在电话上，要约人必须说服和谈判。 (900美元)

Numbers nabbed from here.

数字从这里开始。

All-in-all this process took about 45 days from start to finish.

从开始到结束，整个过程总共花费了大约45天。

Now say you end up turning down their offer. They’ve spent over $24,000 just extending this single offer to you (to say nothing of opportunity costs), and now they’ll essentially have to start over from scratch.

现在说您最终拒绝了他们的报价。他们仅花了24,000多美元就向您提供了这一优惠(更不用说机会成本了)，现在他们基本上必须从头开始。

This is what a company faces if you turn them down.

如果您拒绝他们，这就是公司面临的问题。

Realize what a gauntlet they’ve been through!

意识到他们经历了什么样的挑战！

Realize how important it is that you’re the one!

意识到自己就是其中的一员！

Out of the droves and droves who’ve shown up on their doorstep, you’re the one they want. They want to usher you into their tribe. They went through so much crap to get you here, and now they’ve found you.

在出现在他们家门口的人群中， 您就是他们想要的那种。他们想将您带入他们的部落。他们经历了那么多废话让您来到这里，现在他们找到了您。

And you’re worried that if you negotiate, they’ll take it away?

您担心如果您进行谈判，他们会把它拿走吗？

Further yet, understand that salary is only one part of the cost of employing you. An employer also has to pay for your benefits, your equipment, space, utilities, other random expenses, and employment taxes on top of all of that. All-in, your actual salary often comprises less than 50% of the total cost of employing you.

此外，请理解，工资只是雇用您成本的一部分。雇主还必须为您支付福利，设备，空间，水电，其他随机费用以及雇佣税。总的来说，您的实际工资通常不到雇用您总成本的50％。

Which means they expect that your value to the company — in terms of the revenue you’ll generate — to be more than 2x your salary. If they didn’t believe that, they wouldn’t be hiring you at all.

这意味着他们希望您对公司的价值(就您将产生的收入而言)超过薪水的2倍。如果他们不相信，那么他们根本就不会雇用您。

So, this is all to say: everything is stacked in your favor. It doesn’t feel that way, but it absolutely is.

因此，这就是说的一切：一切都对您有利。感觉并非如此，但绝对如此。

Realize that, while you are agonizing over whether to ask for another few thousand dollars, they’re just praying with bated breath that you’ll sign the offer.

意识到，虽然您在为是否再要几千美元而苦恼，但他们只是喘不过气来祈祷您将要约。

If you don’t sign the offer, they lose. Losing a good candidate sucks. No one wants to believe that their company isn’t worth working for.

如果您不签署要约，他们将输掉。失去一个好的候选人很糟糕。没有人愿意相信他们的公司不值得工作。

They want to win. They will pay to win.

他们想赢。他们将付出胜利。

And yet, you might worry: “but if end up negotiating more, won’t they have higher expectations? Won’t my boss end up hating me for negotiating?”

但是，您可能会担心：“但是如果最终进行更多的谈判，他们会不会有更高的期望？我的老板难道不会恨我进行谈判吗？”

No, and no.

不，不。

It’s your role that will determine your performance expectations, not how much you negotiated. Making 5k more or less in salary doesn’t matter at all. Your manager will literally just not care about this.

决定您的绩效期望的是您的角色，而不是您协商多少。赚取或多或少5k根本不重要。您的经理实际上不会在乎这一点。

Remember how expensive it is to even employ you in the first place! Nobody’s going to fire you because you’re performing 5K worse than they expected you to. The cost of firing you and hiring someone else is a lot more than 5K to begin with.

记住，首先雇用您是多么昂贵！没有人会解雇您，因为您的性能比他们预期的要差5K。首先，解雇您和雇用其他人的成本远远超过5K。

And no, your boss won’t hate you now. And in fact, at most big companies the person you’re negotiating with won’t even be your boss. Recruiting and management are totally separate departments, completely abstracted from one another. And even if you’re at a startup, trust me that your boss is used to negotiating with candidates and doesn’t place nearly as much significance on it as you do.

不，你的老板现在不会讨厌你。实际上，在大多数大公司中，与您进行谈判的人甚至都不是您的老板。招聘和管理是完全独立的部门，彼此完全抽象。即使您是一家初创企业，也请相信我，您的老板已经习惯于与候选人进行谈判，并且对您的重视程度不及您。

In short: negotiating is easier and more normal than you think. Companies are completely willing to negotiate with you. If your intuition tells you otherwise, trust that your mental model is wrong.

简而言之：谈判比您想象的更容易，更正常。公司完全愿意与您洽谈。如果您的直觉告诉您其他情况，请相信您的思维模式是错误的。

如何给出第一个数字 (How to Give the First Number)

In part 1, I mentioned how valuable it is not to have to give the first number. But there are times when you just can’t avoid it. In these situations, there are ways to give the first number without actually giving the first number.

在第1部分中，我提到不必给出第一个数字是多么有价值。但是有时候您就是无法避免的。在这些情况下，有一些方法可以给出第一个数字而不实际给出第一个数字。

If a company asks you “what are your salary expectations?” you might say:

如果一家公司问您“您的期望薪水是多少？” 您可能会说：

“I don’t have any particular numbers in mind. I’m more interested in learning whether this will be a good mutual fit. If it is, I’m open to exploring any offer so long as it’s competitive.”

“我没有特别的数字。我对了解这是否将是一个很好的相互适应更感兴趣。如果可以的话，只要有竞争力，我都愿意探索任何报价。”

Sounds good. But they push back, “I understand that, but we need to have a clear idea of what you think is competitive. I need to know whether it’s worth going through the interview process. We’re a young startup, so I need to make sure we’re on the same page as far as compensation.”

听起来不错。但是他们反驳说：“我理解这一点，但是我们需要对您认为具有竞争力的产品有一个清晰的认识。我需要知道在面试过程中是否值得。我们是一家年轻的初创公司，因此我需要确保我们在薪酬方面处于同一页面。”

That’s a strong push. But you can still push back.

这是一个强大的推动力。但是您仍然可以退后。

“I completely hear you, and I agree it’s important that we’re on the same page. I really have no particular numbers in my head. It all depends on the fit and the composition of the offer. Once we decide we want to work together, I think that’s the best time to figure out a compensation package that makes sense.”

“我完全听到您的声音，并且我同意我们在同一页面上很重要。我的头上确实没有特别的数字。这完全取决于报价的合适性和组成。一旦我们决定要共同努力，我认为这是找出有意义的薪酬方案的最佳时机。”

Most employers will relent here. But there’s a small chance they push further: “Okay, look, you’re being difficult. Let’s not waste each other’s time. What’s an offer that you’d be willing to take?”

大多数雇主都会在这里放松。但是他们继续前进的机会很小：“好吧，看，你很困难。让我们不要浪费彼此的时间。您愿意接受什么报价？”

This is a decision point. They’re trying to take away your negotiating power and pin you to a premature decision.

这是一个决定点。他们试图剥夺您的谈判能力，并将您锁定为过早的决定。

That said, you probably will have to say a number at this point, or risk damaging the trust in this relationship. (They are making a valid point that startups can’t offer the same kind of cash as large companies, nor should you expect them to. They might be sensing that you’re not aware of this.)

就是说，您此时可能不得不说一个数字，否则就有可能破坏对这种关系的信任。 (他们正在一个正确的观点是初创公司不能提供同样的现金的大公司，也不应该指望他们。他们可能会感应到你没有意识到这一点。)

But you can give a number here without actually giving a number.

但是您可以在此处给出数字而无需实际给出数字。

“Well, okay. I know that the average software engineer in Silicon Valley makes roughly 120K a year in salary. So I think that’s a good place to start.”

“哦，那好吧。我知道硅谷的普通软件工程师每年的薪水大约为12万。因此，我认为这是一个不错的起点。”

Notice what I did here. I didn’t actually answer the question “what’s an offer you’d be willing to take,” I merely anchored the conversation around the fulcrum of “the average software engineer salary.”

注意我在这里所做的。我实际上并没有回答“您愿意接受什么报价”这个问题，我只是围绕“软件工程师的平均工资”支点进行了对话。

So if you’re forced to give a number, do so by appealing to an objective metric, such as an industry average (or your current salary). And make it clear that you’re merely starting the negotiation there, not ending it.

因此，如果您被迫提供一个数字，可以通过诉诸客观指标(例如行业平均水平(或您当前的工资))来实现。并明确说明您只是在此处开始谈判，而不是结束谈判。

如何要求更多 (How to Ask for More)

An offer is out there, and now you want to improve it. As always, be direct and ask for what you want. Here are generally the steps you should take.

有一个报价，现在您要改进它。与往常一样，要直截了当并询问您想要什么。通常，这是您应该采取的步骤。

First, reiterate your interest in the company. This is as simple as “I’m really excited about the problems you guys are working on at Evil Corp…”

首先，重申您对公司的兴趣。这就像“我对Evil Corp正在研究的问题感到非常兴奋……”这样简单

Now frame why you’re asking for more. There are two choices here: you can say that you’re on the fence and that an improvement might convince you, or you can go stronger and say that you’re outright dissatisfied with the offer. Which approach you choose depends on how much leverage you have, how weak the offer is relative to your BATNA, and whether you have other offers (the weaker your negotiating position, generally the more tentative you should be).

现在说明为什么您要求更多。这里有两种选择：您可以说自己处于困境之中，而改进可以说服您，或者您可以变得更强壮，并说您完全不满意该提议。您选择哪种方法取决于您拥有多少杠杆作用，要约相对于BATNA的弱点以及您是否有其他要约(谈判地位越弱，一般而言，您就越应该尝试)。

Either way, be unfailingly polite.

无论哪种方式，都要保持礼貌。

If you’re dissatisfied with the offer, you might say something like “I appreciate the work you guys put into constructing this offer. But there were a couple things I was unsatisfied with.”

如果您对要约不满意，可以说“我很感谢你们在构建此要约时所做的工作。但是有两件事我不满意。”

If you want to be more reserved, you can say something like:

如果您想保留更多，可以说：

“The offer you guys extended was strong. Right now my decision is basically between you and [XYZ CORP]. It’s a genuinely difficult decision for me, but there are a couple of dimensions where if this offer improved, it would be much more compelling.”

“你们提供的报价很强劲。现在，我的决定基本上在您和[XYZ CORP]之间。对我来说，这确实是一个艰难的决定，但是如果有几个方面的改进，这一提议将更具吸引力。”

Don’t just say something like “Thanks for the offer. Here are some ways I think it could improve.” This makes you sound like an ass. Be polite, and if you want to strengthen the offer, tell them clearly how you feel about it. This builds trust and conveys seriousness.

不要只说“谢谢你的报价。我认为可以通过一些方法进行改进。” 这听起来像个屁股。保持礼貌，如果您想加强报价，请清楚地告诉他们您的感受。这建立了信任并传达了严肃性。

Let’s say you want to raise the salary. Now that you have a specific ask, it’s time to employ rule #7: proclaim reasons for everything.

假设您想提高薪水。现在您有一个特定的要求，是时候采用规则7：宣告所有事情的原因了。

We all implicitly know the catch-22 of negotiation: if you say you want more salary, you’ll sound greedy. And no one likes greedy people, right? So why would they want to give more money to a greedy person?

我们所有人都暗中知道谈判的22条要点：如果您说想要更多的薪水，就会听起来很贪婪。没有人喜欢贪婪的人，对吗？那么为什么他们要给贪婪的人更多的钱呢？

I suspect this is the primary reason why so many candidates recoil from negotiating. They don’t want to feel greedy. It goes against all of their social conditioning. And yet, there are some situations in which most people would be totally fine negotiating.

我怀疑这就是为什么这么多候选人退缩谈判的主要原因。他们不想感到贪婪。这违反了他们所有的社会条件。但是，在某些情况下，大多数人会进行很好的谈判。

Specifically, when they have to.

具体来说， 何时必须这样做。

If you had to raise your salary or you wouldn’t be able to afford rent, or if you had to negotiate health insurance to cover a medical condition, you’d negotiate without a twinge of regret. The difference? That you have a reason for what you’re requesting.

如果您必须提高薪水或无法负担房租，或者必须协商医疗保险以支付医疗费用，则无需后悔。区别？您有要求的理由。

It’s kind of a brain-hack, both for yourself and for your negotiating partner. Just stating a reason — any reason — makes your request feel human and important. It’s not you being greedy, it’s you trying to fulfill your goals.

对于您自己和您的谈判伙伴而言，这都是一种脑力激荡。仅说明原因-任何原因-都会使您的请求变得人性化和重要。不是您贪婪，而是您要实现自己的目标。

The more unobjectionable and sympathetic your reason, the better. If it’s medical expenses, or paying off student loans, or taking care of family, you’ll bring tears to their eyes. I told employers that I was earning-to-give, so since I was donating 33% of my income to charity, I had tonegotiate aggressively to leave myself enough to live off.

您的理由越无异议和同情，就越好。如果是医疗费用，还清学生贷款或照顾家庭，您会流泪的。我告诉雇主我是在赚钱，所以，由于我将收入的33％捐给了慈善机构，因此我积极地进行讨价还价，以使自己有足够的生活空间。

But honestly, even if your reason is inane and unimpressive, it will still carry this effect.

但老实说，即使您的理由愚蠢和令人印象深刻，它仍然会起到这种作用。

Just saying “can you improve the salary?” sounds like you’re boringly motivated by money. But if you say “I really want to buy a house within the next year; what can we do to improve the salary?” This suddenly seems a lot more legitimate.

只是说“你能提高工资吗？” 听起来您被金钱无聊地激励着。但是如果您说：“我真的想在明年内买房；我们该如何提高薪水？” 突然之间，这似乎更加合理。

If they turn down your request now, they’re implicitly telling you “No, Jennifer, you can’t buy your house. I guess you don’t deserve one.” No one wants to do that. They want to be the one who says, “All right Jennifer, I talked with the director and I made it happen. You’re getting that new house!”

如果他们现在拒绝了您的请求，那么他们在暗中告诉您“不，珍妮弗，您不能买房。我猜你不配一个。” 没有人愿意这样做。他们想成为这样说的人：“好吧，珍妮弗，我和导演谈过，我做到了。你要买那栋新房子！”

(Of course, it goes without saying that you want money so you can spend it on things. I know. It’s stupid. But it works.)

(当然，不用说你想要钱，所以你可以花钱买东西。我知道。这很愚蠢。但是它有效。)

Just go with it, state a reason for everything, and you’ll find recruiters more willing to become your advocate.

顺其自然，说明一切的理由，您会发现招聘人员更愿意成为您的拥护者。

主张您的价值 (Assert your Value)

One effective move you can make in a negotiation, especially after an ask, is to emphasize the unique value you’ll be bringing to the company. Example:

您可以在谈判中，尤其是在提出要求后进行的一项有效措施，就是强调您将为公司带来的独特价值。例：

“Blah blah blah, I want X, Y, and Z.

“等等等等，我想要X，Y和Z。

I know that you guys are looking for someone to build out your Android team. I believe I bring a lot of experience leading a team of Android developers and I’m confident that I’ll be able to bring your mobile offerings up to parity with your competitors.

我知道你们正在寻找可以组建您的Android团队的人。我相信我拥有领导Android开发人员团队的丰富经验，并且我相信我能够将您的移动产品提升到与竞争对手相当的水平。

Let me know your thoughts.”

让我知道你的想法。”

Be confident without boasting or trying to hold yourself to specific metrics (unless you’re supremely confident). Whatever you assert should be something you’ve touched on earlier in your discussions. But it’s okay to repeat it now as a gentle reminder. It reminds them of the carrot, and shows that you’re still excited to add value.

要自信，不要自吹自trying，也不要试图坚持特定的指标(除非您极度自信)。无论您断言的是什么，您都应该在讨论的早期阶段涉及到。但是现在可以重复此提示以提醒您。它使他们想起了胡萝卜，并表明您仍然为增加价值感到兴奋。

This is not appropriate in every negotiation, especially for very junior positions, where it’s harder to differentiate yourself. But later in your career (or for more specialized/consulting roles) this can be a really valuable nudge.

这并不适合每次谈判，尤其是对于那些很难与众不同的初级职位。但是，在您职业生涯的后期(或者对于更专业/咨询的职位)，这可能是一个非常有价值的推动力。

要求什么 (What to Ask For)

This brings me to rule #8: be motivated by more than just money.

这使我想到了规则8：不仅要有金钱，还要有动机。

Note, this is not code for “if you seem like you’re motivated by more than just money, you’ll get more money.”

请注意，这并不是“如果您似乎不仅受到金钱的激励，那么您将获得更多的金钱。”

There is no bigger turn-off to a company than somebody who only cares about money. This is something you’re not going to be able to fake.

没有一家公司比只在乎钱的人更大。这是您将无法伪造的东西。

Actually be motivated by other things. You should be motivated by money, too, of course, but it should be one among many dimensions you’re optimizing for. How much training you get, what your first project will be, which team you join, or even who your mentor will be — these are all things you can and should negotiate.

实际上是受其他事物激励的。 当然，您也应该受到金钱的激励，但这应该是您要优化的众多维度之一。您将获得多少培训，您的第一个项目将是什么，加入的团队是什至是您的导师，这些都是您可以并且应该协商的事情。

Among these factors, salary is perhaps the least important.

在这些因素中，薪水可能是最不重要的。

What do you really value? Be creative. Don’t try to haggle over slices of cake when there’s so much more on the table.

您真正看重什么？要有创造力。当桌子上还有更多东西时，不要试图讨价还价。

Of course, to negotiate well you need to understand the other side’s preferences. You want to make the deal better for both of you. That’s why rule #9 is: understand what the company values.

当然，要进行良好的谈判，您需要了解对方的偏好。您想为双方达成更好的交易。这就是规则9的原因：了解公司的价值。

How do you figure this out? Well, there are a few good rules of thumb.

您如何解决？好吧，这里有一些好的经验法则。

First, salary is almost always the hardest thing to give, for a few reasons:

首先，由于以下几个原因，薪水几乎总是最难的事情：

It must be paid year after year, so it becomes part of a company’s long-term burn rate.它必须年复一年地支付，因此它成为公司长期燃烧率的一部分。
It is almost always the thing that people gossip about, so paying someone significantly more salary can cause unrest.人们几乎总是在闲聊，所以给某人多得多的薪水可能会引起骚动。
It tends to be the most tightly constrained by pay bands, especially at large companies.它往往受到薪资范围的最严格限制，尤其是在大型公司中。

So if you want more financial compensation, you should think about structuring as much of it as possible outside of salary. A signing bonus, for example, is easier to give than salary. A signing bonus has the advantage of only needing to be paid once. It gets the candidate excited about joining (because everyone likes wads of cash), and it’s generally not as public.

因此，如果您想获得更多的经济补偿，则应考虑在薪金以外尽可能多地安排补偿。例如，签约奖金比工资更容易发放。签约奖金的优点是只需要支付一次即可。它使候选人对加入感到兴奋(因为每个人都喜欢成堆的现金)，而且通常不公开。

Remember that you can always get salary raises as you continue to work at the company, but there’s only one point at which you can get a signing bonus.

请记住，当您继续在公司工作时，总能获得加薪，但是只有一点可以得到签约奖金。

The easiest thing for a company to give though is stock (if the company offers stock). Companies like giving stock because it invests you in the company and aligns interests. It also shifts some of the risk from the company over to you and burns less cash.

对于公司而言，最容易给予的是股票(如果公司提供股票)。公司喜欢提供股票，因为它可以使您在公司中投资并调整利益。这也将部分风险从公司转移给您，并减少了现金消耗。

If you are genuinely risk-neutral or early in your career, then you should generally try to assume as much stock as possible. If you aggressively trade cash for stock, you can end up with a higher expected value offer (albeit with higher risk).

如果您确实是风险中性的或职业生涯的早期，那么通常应该尝试假设尽可能多的库存。如果您用现金大量交易股票，最终可能会获得更高的期望值报价(尽管风险更高)。

股权简介 (A Brief Primer on Equity)

You can skip this section if you’re already pretty familiar with how equity works. I’m going to speaking to the totally uninitiated here, because too many people get swindled when it comes to valuing stock.

如果您已经很熟悉公平的工作原理，则可以跳过本节。我将在这里与完全不熟悉的人谈谈，因为在评估股票价值时，太多的人被骗了。

First, understand there are two completely different classes of companies: public companies and private companies.

首先，要了解有两种完全不同的公司类别：上市公司和私人公司。

If the company is public (i.e., it has IPO’d and is listed on the stock market), then its stock is as good as cash.

如果公司是公开的(即它已经进行了IPO并在股票市场上市)，那么它的股票就和现金一样好。

You will usually be granted RSUs (Restricted Stock Units), which are just shares like you can purchase on the stock market. Once these shares vest (that is, are released to you), you can turn around and sell them on the stock market. This is how they turn into money.

通常，您会被授予RSU(限制性股票单位)，这就是您可以在股票市场上购买的股票。一旦这些股票归属(即释放给您)，您就可以掉头在股市上出售它们。他们就是这样变成金钱的。

If the company is private, then things get a lot more complicated.

如果公司是私有的，那么事情就变得复杂得多。

For private companies, most of the time they will not actually issue you stock grants. Usually, they will issue you stock options. An option is a pre-agreed right to purchase shares of stock at a frozen price.

对于私营公司，大多数时候它们实际上不会向您发行股票赠款。通常，他们会向您发行股票期权。期权是一种预先约定的权利，可以以冻结价格购买股票。

It’s important to note that when you want to leave a company, if you have options, your life becomes really complicated. You may have to pay a bunch of money to actually exercise your option (that is, buy your pre-agreed upon stock at the previous frozen price, or risk losing it), with no way to actually sell it yet. The only way to truly liquidate your options is when the company IPOs or is acquired. And many companies don’t ever do this.

重要的是要注意，当您想离开公司时，如果有选择权，您的生活就会变得非常复杂。您可能不得不花大笔钱才能实际行使您的选择权(即以先前的冻结价格购买预先约定的股票，否则可能会失去价值)，而实际上还没有办法出售。真正清算期权的唯一方法是在公司IPO或被收购时。许多公司从来没有这样做。

Thus, options are very risky. It’s easier to get screwed by options, especially on tax implications. For a lot more information, see this post by Scott Kupor of a16z.

因此，选择风险很大。更容易被各种选择所困扰，尤其是在税收方面。对于更多的信息，请参阅这篇文章由a16z的斯科特Kupor。

股权申尼根 (Equity Shenanigans)

Many companies will try to play mind games with you when it comes to equity. Several companies pulled these on me.

在股权方面，许多公司会尝试与您进行心理游戏。几家公司把这些拉在我身上。

A common one is presenting the total value of the stock grant rather than the annualized value, despite the stock not vesting evenly, or vesting over 5 years instead of the standard 4.

尽管股票未平均归属或归属超过5年而不是标准4，但常见的一种方法是提供股票赠款的总价值而不是年度价值。

But the most egregious thing that companies will do is tell you absurd stories about the value of their stock. They’ll say: “okay, we’re worth this much now, but at the rate we’re growing, we’re going to be worth 10X that in a year. So really, the value of your options is many millions of dollars!”

但是，公司要做的最糟糕的事情就是告诉您有关股票价值的荒唐故事。他们会说：“好吧，我们现在值这么多钱，但以我们不断增长的速度，我们将在一年内将其价值提高10倍。因此，您的选择的价值实际上是数百万美元！”

To not mince words: this is cynically dishonest BS. Don’t buy it even for a second. I got this a few times, and the only reason I didn’t walk away from the offer immediately was because it was always a recruiter pulling this crap. If it was a manager I would’ve turned down the offer outright.

不要轻声细语：这是愤世嫉俗的BS。即使一秒钟也不要买。我得到了几次，而我之所以没有立即放弃报价，唯一的原因是因为它总是招募人员。如果是经理，我将彻底拒绝该提议。

Here’s why this is infuriatingly stupid: a company’s valuation is determined by investors. These investors see the financials and the growth rate of the company, and invest at a price that reflects the current growth rate of the company.

这就是为什么这太愚蠢了：公司的估值是由投资者决定的。这些投资者了解公司的财务状况和增长率，并以反映公司当前增长率的价格进行投资。

In other words, they invested at a valuation that already took their 10x growth rate into account. Investors are not idiots. And unless you (or your recruiter) think you have privileged information or insight that the company’s investors don’t, you should probably take the investors’ word for it.

换句话说，他们以已经考虑了10倍增长率的估值进行投资。投资者不是白痴。并且，除非您(或您的招聘人员)认为您拥有公司投资者没有的特权信息或洞察力，否则您应该相信投资者的话。

Also, a company’s nominal valuation is almost always inflated due to preferred shares, debt, and survivorship bias. But let’s ignore that for now.

此外，由于优先股，债务和生存倾向，公司的名义估值几乎总是虚高。但是现在让我们忽略它。

So if a company gives you this hock of crap, fire back and tell them thank you, but you’ll be considering the stock at the same valuation their investors valued it at.

因此，如果一家公司给了您这些废话，请回击并告诉他们谢谢您，但是您将考虑以其投资者对它的相同估值来评估该股票。

I mean, be nice. But don’t let them try to strong-arm you into accepting this garbage.

我的意思是，很好。但是，不要让他们试图让您接受这些垃圾。

A job is not a suicide pact. Choose a company that is judicious and transparent, and you’ll be much more likely to find yourself respected and taken care of.

工作不是自杀协议。选择一家明智且透明的公司，您很可能会发现自己受到尊重和照顾。

您可以要求的其他东西 (Other things you can ask for)

Because I’d be remiss if I didn’t point out a few other things.

因为如果我不指出其他一些事情的话，我将会被解雇。

Relocation expenses often come out of separate budgets at big companies, so this is generally very easy to get.

搬迁费用通常来自大公司的单独预算，因此通常很容易获得。

Look for creative benefits that would be particularly valuable to you. Maybe it’s covering your commuter expenses, asking for dedicated volunteer or learning time, getting sponsored for conferences, or even charity donation matching.

寻找对您特别有价值的创意收益。也许这可以支付您的通勤费用，要求专门的志愿者或学习时间，获得赞助以召开会议，甚至进行慈善捐赠匹配。

Don’t assume anything’s off the table until you’ve tried bringing it up.

在尝试提起任何东西之前，不要以为一切都摆在桌面上。

That said, don’t throw the entire kitchen sink at them. A negotiation can quickly become cumbersome for an employer if you bring up a litany of changes. Keep the changeset as pithy as you can.

就是说，不要将整个厨房的水槽扔在他们身上。如果您提出一系列变更，则谈判对于雇主而言可能很快变得很麻烦。尽量保持变更集的简洁。

谈判柔术 (Negotiating Jiu Jitsu)

Recruiters love trying to trick you into ending the negotiation early. They’re going to do this relentlessly. Don’t fault them for it — I suspect they can’t help themselves.

招聘人员喜欢尝试欺骗您尽早结束谈判。他们将不懈地这样做。不要为此而责备他们-我怀疑他们不能自助。

Just keep breaking out of their shenanigans. Don’t let yourself be pressured into ending a negotiation until you’re actually ready to make a final decision.

只是继续摆脱他们的恶作剧。在真正准备好做出最终决定之前，不要让自己承受结束谈判的压力。

This is especially grave if you have multiple offers, and you let one company pressure you into canceling the others. Companies succeed in doing this all the time, so I want to equip you with the skills to jiu jitsu out of these techniques.

如果您有多个要约，并且让一家公司向您施加压力以取消其他要约，这尤其严重。公司一直都在成功做到这一点，因此我想为您提供使用这些技巧来柔术的技能。

Here are two situations you can break out of. These are both real situations that happened to me during my negotiations, though the numbers and details are invented.

您可以打破两种情况。这些都是我在谈判中遇到的真实情况，尽管数字和细节都是虚构的。

Situation 1:

情况1：

I ask for a 10K increase in signing bonus. The company gets back to me and says, “That’s really tough for us to do. I’m going to try. I think you’re worth it. But I can’t really go to my boss and fight for you unless she knows you’re going to sign. Are you going to sign if I get you that 10K?”

我要求增加10K的签约奖金。该公司回复我说：“这对我们来说真的很难。我要尝试。我认为你值得。但除非她知道您要签约，否则我不能真正去找老板为您争取。如果我拿到那10K，你要签吗？”

You should be thinking: ah, this person is trying to force me to a decision point and take away my negotiating power.

您应该在想：啊，这个人正试图迫使我做出决定，并剥夺我的谈判能力。

I respond, “Okay, so what I’m hearing is that you’ll have to expend some personal reputation to get me a 10K bonus. If you end up going to bat for me, are you confident you’ll be able to get that 10K?”

我回答：“好的，所以我听到的是，您必须花费一些个人声誉才能获得10K奖金。如果您最终为我而战，您是否有信心获得那10K？”

“I think I can, it just comes down to you Haseeb. If you’re serious about joining us, then I’ll go fight for you. But I need to know for sure you’ll sign.”

“我想我可以，这取决于您Haseeb。如果您真的想加入我们，那么我会为您而战。但我必须确定您会签署。”

Great. Time to jiu jitsu.

大。时间到柔术。

“That makes sense. Unfortunately I can’t commit to signing yet; I’m not yet at the stage where I can make a final decision. Like I told you before, this weekend I’m going to sit down with my family and talk things over with them. Choosing the company I’m going to spend the next few years at is a commitment I take really seriously. So I want to be sure I’m making a well-considered decision.

“这就说得通了。不幸的是我还不能承诺签字。我还没有做出最终决定的阶段。就像我以前告诉过你的一样，这个周末我要和家人坐下来，和他们谈谈。选择我今后几年将要工作的公司是我非常认真的承诺。因此，我想确定自己做出的决定是经过深思熟虑的。

“But since you’re confident that you can get an extra 10K, let’s do this instead: in my mind, I’ll pretend this offer is [X + 10K] and as I’m considering my final decision, that’s where I’ll value it. I know it’s tough for you to go and get that from your boss, so I don’t want you to do that until I’m certain I’m going to sign.”

“但是，既然您有信心可以额外获得10K，那么我们就去做吧：在我看来，我假装这个提议是[X + 10K]，而当我考虑自己的最终决定时，这就是我我会珍惜它。我知道您很难从老板那里得到，所以我不希望您这样做，直到我确定我要签字为止。”

They then vaguely recant and promptly get approval for the 10K bonus.

Situation 2:

I ask for a 20% increase in stock package. The hiring manager, knowing that I’m negotiating with other companies, then fires back: “I want to get this stock package for you. And I know I can, we’ve got the budget. But before I do that, I need your word on something.”

I ask for a 20% increase in stock package. The hiring manager, knowing that I'm negotiating with other companies, then fires back: “I want to get this stock package for you. And I know I can, we've got the budget. But before I do that, I need your word on something.”

“What’s that?”

“What's that?”

“I need you to give me your word that if I improve your offer, you’re not going to just turn around and take our counter-offer to [COMPETITOR_COMPANY] to improve your offer with them.”

“I need you to give me your word that if I improve your offer, you're not going to just turn around and take our counter-offer to [COMPETITOR_COMPANY] to improve your offer with them.”

You should be thinking: so basically they’re asking me not to negotiate.

You should be thinking: so basically they're asking me not to negotiate.

“Let me see if I understand what you’re saying. You are willing to improve my offer, but only if I agree that I won’t tell [COMPETITOR] what you’re offering me. Is that correct?”

“Let me see if I understand what you're saying. You are willing to improve my offer, but only if I agree that I won't tell [COMPETITOR] what you're offering me. 那是对的吗？”

“Well no, I can’t legally do that. What I mean is… what I mean is, look. I like you. But if I improve your offer and you just take our offer to [COMPETITOR], you’ll be violating my trust.”

“Well no, I can't legally do that. What I mean is… what I mean is, look. 我喜欢你。 But if I improve your offer and you just take our offer to [COMPETITOR], you'll be violating my trust.”

“Okay, let me be sure I understand you here. If you give me this offer and I tell [COMPETITOR], I will be violating the trust under which you’re granting me this improved offer. Is that correct?”

“Okay, let me be sure I understand you here. If you give me this offer and I tell [COMPETITOR], I will be violating the trust under which you're granting me this improved offer. 那是对的吗？”

“Uhh… Look. How about this. In my mind, I’m going to go get you this stock package okay? And in my head, I’m going to do it with the assumption that you’re the kind of person I think you are, and you’re going to consider our offer in its own right and not just shop it around. Fair enough?”

“Uhh… Look. 这个怎么样。 In my mind, I'm going to go get you this stock package okay? And in my head, I'm going to do it with the assumption that you're the kind of person I think you are, and you're going to consider our offer in its own right and not just shop it around. 很公平？”

I nod. He gets the improved offer. I continue to negotiate. Antics averted.

我点头 He gets the improved offer. I continue to negotiate. Antics averted.

(In case you’re wondering, if he had said “yes,” I would have turned down the proposal.)

(In case you're wondering, if he had said “yes,” I would have turned down the proposal.)

The Path to Signing (The Path to Signing)

It’s not enough to just continually ask for stuff. Companies need to sense that you’re actually moving toward a final decision, and not just playing games with them.

It's not enough to just continually ask for stuff. Companies need to sense that you're actually moving toward a final decision, and not just playing games with them.

Your goal in a negotiation is not to be difficult or elusive. True, you should assert your value and carefully consider your options, but you can do so in a way that’s respectful and considerate toward the companies you’re talking to.

Your goal in a negotiation is not to be difficult or elusive. True, you should assert your value and carefully consider your options, but you can do so in a way that's respectful and considerate toward the companies you're talking to.

Don’t go dark on people. Be open and communicative. I keep saying be honest and I mean it — be honest.

Don't go dark on people. Be open and communicative. I keep saying be honest and I mean it — be honest.

Aside: I keep talking about honesty, and you might protest that this is antithetical to my earlier rule of “protect information.” It’s not. True, you should protect information that might weaken your negotiating position, but you should be as communicative as possible about everything else (which is most things).

Aside: I keep talking about honesty, and you might protest that this is antithetical to my earlier rule of “protect information.” 不是。 True, you should protect information that might weaken your negotiating position, but you should be as communicative as possible about everything else (which is most things).

Negotiating is all about relationship, and communication is the bedrock of any relationship.

This brings me to the final rule, Rule #10: be winnable. This is more than just giving the company the impression that you like them (which you continually should). But more so that you must give any company you’re talking to a clear path on how to win you. Don’t BS them or play stupid games. Be clear and unequivocal with your preferences and timeline.

This brings me to the final rule, Rule #10: be winnable. This is more than just giving the company the impression that you like them (which you continually should). But more so that you must give any company you're talking to a clear path on how to win you. Don't BS them or play stupid games. Be clear and unequivocal with your preferences and timeline.

If there is nothing that a company could do to sign you, or you don’t actually want to work for them, then don’t negotiate with them. Period.

If there is nothing that a company could do to sign you, or you don't actually want to work for them, then don't negotiate with them. 期。

Don’t waste their time or play games for your own purposes. Even if the company isn’t your dream company, you must be able to imagine at least some package they could offer you that would make you sign. If not, politely turn them down.

Don't waste their time or play games for your own purposes. Even if the company isn't your dream company, you must be able to imagine at least some package they could offer you that would make you sign. If not, politely turn them down.

It costs each company money to interview you and to negotiate with you. I didn’t negotiate with every company I received an offer from, but if there was one key mistake I made in my job search, it was that I still negotiated with too many (in large part because I didn’t think my job search would be successful).

It costs each company money to interview you and to negotiate with you. I didn't negotiate with every company I received an offer from, but if there was one key mistake I made in my job search, it was that I still negotiated with too many (in large part because I didn't think my job search would be successful).

Making the Final Decision (Making the Final Decision)

Okay, it’s decision time.

Okay, it's decision time.

(Yes, you do have to make one.)

Three things to keep in mind here:

be clear about your deadlinebe clear about your deadline
assert your deadline continuallyassert your deadline continually
use your final decision as your trump carduse your final decision as your trump card

When you start negotiating, you don’t have to be clear about your timeline because you probably don’t have one yet. But once you get into intermediary stages, you should set for yourself a deadline on which you’ll sign. It can be for an arbitrary reason (or no reason at all), but just pre-committing to a deadline will allow you to negotiate more clearly and powerfully.

When you start negotiating, you don't have to be clear about your timeline because you probably don't have one yet. But once you get into intermediary stages, you should set for yourself a deadline on which you'll sign. It can be for an arbitrary reason (or no reason at all), but just pre-committing to a deadline will allow you to negotiate more clearly and powerfully.

“A weekend with the family” I found works nicely, as it has the added benefit of roping other decision makers in. Then when companies push you to end negotiations early, you can re-assert this deadline.

Companies should all be totally aware of when you’re going to make your decision. This will raise the stakes and galvanize negotiations as the deadline approaches.

Companies should all be totally aware of when you're going to make your decision. This will raise the stakes and galvanize negotiations as the deadline approaches.

This deadline also lets you defer your decision while still improving offers. Your narrative should basically be “I want to see the strongest offer your company can muster. Then I will go into my cave, meditate for 10 days, and when I emerge I will have decided in my heart which company to join.” This gives you enormous power to avoid any on-the-spot decision points or premature promises.

Eventually, deadline day will come. Try to make this a business day (say, a Friday or a Monday) so that you can communicate with recruiters during this day. If a hail mary is going to happen, it’ll happen here.

Even if there’s only one company in the running, you should always always wait until the last day to sign your offer. Yes, even if you’re certain you’re going to sign and even if it’s your dream job. I’ve seen many scenarios in which offers spontaneously improved as deadlines approached, or a fallen player gets up and presents you the holy grail in the 11th hour. Either way, there’s no harm.

Even if there's only one company in the running, you should always always wait until the last day to sign your offer. Yes, even if you're certain you're going to sign and even if it's your dream job. I've seen many scenarios in which offers spontaneously improved as deadlines approached, or a fallen player gets up and presents you the holy grail in the 11th hour. Either way, there's no harm.

Finally, your trump card. Save this for the very end. Your trump card is these words:

“If you can do X, I will sign.”

Note, this is NOT “If you give me X, the offer will be more compelling blah blah blah.” We’re past that. It’s time to make a promise.

Note, this is NOT “If you give me X, the offer will be more compelling blah blah blah.” We're past that. It's time to make a promise.

Every company that’s still on the table, let them know what it would take to sign you (unless there’s nothing they could do). And when you make the final ask, don’t forget reason-giving, even if it’s the same reason as before!

Every company that's still on the table, let them know what it would take to sign you (unless there's nothing they could do). And when you make the final ask, don't forget reason-giving, even if it's the same reason as before!

“Hi Joel, I’ve been thinking it over and it’s genuinely a really tough decision for me. I loved everyone at [COMPANY] but the one thing that makes it hard for me is the salary. As you know I’m trying to pay off my student loans so salary is really important to me right now. If you can improve the salary by 10K a year, then I’ll be totally ready to sign.”

“Hi Joel, I've been thinking it over and it's genuinely a really tough decision for me. I loved everyone at [COMPANY] but the one thing that makes it hard for me is the salary. As you know I'm trying to pay off my student loans so salary is really important to me right now. If you can improve the salary by 10K a year, then I'll be totally ready to sign.”

With luck, they meet you half-way. Or, with a little more luck, they’ll meet all of it.

With luck, they meet you half-way. Or, with a little more luck, they'll meet all of it.

And just because I know someone will ask — yes, once say you’re going to sign, you should always sign. Never go back on your word. It’s a small world. People talk. These kind of things will come back to haunt you. (More importantly, never go back on your word because you’re the kind of person who never goes back on their word.)

And just because I know someone will ask — yes, once say you're going to sign, you should always sign. Never go back on your word. It's a small world. People talk. These kind of things will come back to haunt you. (More importantly, never go back on your word because you're the kind of person who never goes back on their word.)

Tell all of the other parties that you’ve made your final decision. Thank them for the negotiation. If you did it well, they’ll usually thank you back, tell you to keep in touch, and to reach out again in a couple years next time you’re on the market.

Tell all of the other parties that you've made your final decision. Thank them for the negotiation. If you did it well, they'll usually thank you back, tell you to keep in touch, and to reach out again in a couple years next time you're on the market.

And that’s it. You did it! Congratulations! You’re still alive, right?

就是这样。 You did it! 恭喜你！ You're still alive, right?

… You’re not moving.

… You're not moving.

Well, that’s fine. It’s time to celebrate your new job, you beautiful fool! (Drinks are on you.)

Well, that's fine. It's time to celebrate your new job, you beautiful fool! (Drinks are on you.)

If you got some value out of this article, share it with a friend who’d benefit from it. Or better yet, follow me on Twitter and I can be your friend.

If you got some value out of this article, share it with a friend who'd benefit from it. Or better yet, follow me on Twitter and I can be your friend .

There’s a lot more in the works.

There's a lot more in the works.

Until next time,

—Haseeb

—哈西卜

翻译自: https://www.freecodecamp.org/news/how-not-to-bomb-your-offer-negotiation-c46bb9bc7dea/