谈判舞步（中/英）

　　
　　前一步，后一步，上一步，退一步。
　　要跳谈判舞步，你必须具备很强的平衡感。知道自己的价值可以帮助你在谈判过程中保持步调的时候觉得更加自信。雇主领步，你跟着，要符合节拍。在这个过程中你们一起移动，注意不要踩对方的脚。这个舞蹈不是对立的，也不是苛刻的，而是流畅的、和谐的。
　　第一步经常是通过打电话开始的。面试官会询问你的薪金要求或是当前收入。
　　当音乐响起时
　　你退后一步，试图将这个问题推迟到你掌握更多信息之后：“您能告诉我这个职位的预算范围吗？”或是，“你们通常给我这种背景和经历的人支付多少？”
　　推迟关于工资的讨论对你来说是最明智的，至少要推迟到你掌握了所需要的信息。通过事先调查，你对自己的价值会有信心。当预算范围或是你的期望值在某一点可能被透露时，你最好还是等着面试官采取主动、先告诉你信息。
　　如果雇主觉得你适合该工作，他会采取主动，发出要约。现在轮到你把这个舞带到下一个阶段了，但是你首先要进行一下评估。下面这些是必须要考虑的：
　　5.基本工资：总是最重要的。
　　6.可选择报酬：奖金、佣金、股权、分红等。
　　7.福利：保险费、带薪假期、401k、工作条件等。
　　8.其他额外补贴：汽车、教育费、培训、笔记本电脑、台式机等。
　　开始跳舞
　　你打电话给招聘经理，说明自己能够得到这个机会有多么的高兴，但是你有一些问题和考虑。事先想好要说的话可以使你在直接谈论自己想要什么的时候充满信心。
　　“根据我在这个行业中八年的经验、我的MBA学位、以及我的经过证实的筹集资金和组建团队的能力，我觉得基本工资偏低。这里可以调整一下吗？”你可以这么问。
　　伴随着你的大步幅，招聘经理问你的预期是多少。由于你已经做了准备，知道自己的价值，你能够根据自己将来所带给公司的东西来推销自己。
　　“根据我所做的调查，我觉得具备我这样经历和背景的人应该处在我们所讨论范围内的上等部分。”
　　保持你的姿势并数到十。沉默在谈判中是很有力的工具。招聘经理沉默之后答应稍后再联系你。他与你的行动同步。你很好地处理了你的情况。
　　最后几步
　　无论你是在就更多的报酬还是其他额外补贴进行谈判，规则都是一样的。让雇主领步，并保持自己的平衡感。通过事先准备和调查，你会觉得在这个过程中更有能动性，就象是舞蹈中的一方。谈判的节奏应该是流畅地进入最后的阶段：接受和协议。

The Negotiation Dance
One step forward; one step back; step together, and back again.
To perform the negotiation dance, you must have a good sense of balance. Knowing your value will help you feel more confident about staying in step during the negotiation process. The employer takes the lead and you follow, staying with the rhythm. You move together through the process, taking care not to step on each other. The dance is never confrontational or harsh, but smooth and in harmony.
Often, the first step takes place on the phone. The interviewer asks for your salary requirement or the salary you're currently making.
First the Music Starts
You take a step back and try to postpone this discussion until you have more information: "Could you tell me the range budgeted for this position?" Or, "What would you typically pay someone with my background and experience?"
Postponing the salary discussion is the best step for you, at least until you have the information needed. By doing research ahead of time, you will feel confident knowing your worth. There is a point when the range, or your expectations, will be revealed, but it is better to wait for the interviewer to lead and give out the information first.
If the employer determines that you are right for the job, he will take the lead and make an offer. It is now your turn to move the dance to the next stage. But first you must evaluate the package. The following must be taken into consideration:
1.Base rate: Always the top priority.
2.Alternative compensation: Bonuses, commissions, stock options, profit sharing, etc.
3.Benefits: Premiums for insurance, paid time off, matching 401k, working conditions, etc.
4.Other perks: Car, education reimbursement, training, laptop computer and the like.
Let the Dance Begin
You call the hiring manager and say how delighted you are to receive the offer, but you have some questions and concerns. Scripting your dialogue ahead of time will give you confidence to be direct about what you want.
"Based on my eight years' experience in this industry, my MBA degree and my proven ability to raise funds and build teams, I feel the base rate offered is low. Is there any flexibility here?" you ask.
In stride with you, the hiring manager asks what you have in mind. And because you have done your homework and know your value and worth, you are able to sell yourself based on what you will bring to the company.
"Based on the research I have done, I feel someone with my experience and background should be in the upper level of the range we have been discussing."
Hold your position and count to 10. Silence is a strong tool in negotiations. The hiring manager waits through the silence and then promises to get back to you. He is in sync with your movements. You've presented your case well.
The Final Steps
Whether you are negotiating for more money or some other perks, the rules remain the same. Let the employer lead, and maintain your own sense of balance. By preparing and researching ahead of time, you can feel more empowered in this process, as a partner in a dance. The rhythm of the negotiation should be smooth, moving toward the final step: acceptance and agreement.
　　编辑：高文轲