面試技巧：巧妙避開(kāi)薪水問(wèn)題

First things first: anyone who tells you that you can always dodge the salary history question is probably trying to sell you something.

重要的事情說(shuō)在前面：任何一個(gè)告訴你可以躲開(kāi)薪水歷史問(wèn)題的人很有可能在給你推銷(xiāo)某件東西。

The reality of the situation is that sometimes, you just can't wriggle out of answering this question —not if you want to stay a viable candidate for the job.

而實(shí)際情況是，有時(shí)候你就是對(duì)這個(gè)問(wèn)題扭扭捏捏——也就是你想保持求職優(yōu)勢(shì)的時(shí)候。

But, that doesn't mean that you should name your price right away.

但是，這不意味著你就要把薪水定價(jià)直接說(shuō)出來(lái)。

You might be able to get the hiring manager to focus on the future, not the past, and that's what you're hoping for.

你可以嘗試把招聘主管的注意力轉(zhuǎn)移到將來(lái)的發(fā)展，而不是過(guò)去的狀況上，而這就是你所希望的。

If you've ever participated in an interview process, you know why it's a bad idea to name your salary history or potential salary range right off the bat. It hems you in, either pricing you out of contention or costing you money that you didn't know you could get.

如果你參與過(guò)面試，就會(huì)了解為何不該當(dāng)場(chǎng)把薪資歷史和潛在薪資范圍都告訴對(duì)方了。這樣會(huì)限制你的空間，要么給一個(gè)讓你退出競(jìng)選的價(jià)位，要么損失你所不知道可能獲得的報(bào)酬。

Over time, these missteps can add up. If you miss out on $5,000 a year every time you negotiate salary, it could add up to hundreds of thousands of dollars over the course of a lifetime.

久而久之，這些過(guò)失就會(huì)累積起來(lái)。假設(shè)在每次工資談判，你所損失的薪水幅度是每年5千美元，那么一輩子就可能累積損失成千上萬(wàn)了。

Here are a few ways to conduct your salary negotiation so that you avoid directly answering the salary history question:

下面有幾個(gè)應(yīng)對(duì)薪資談判的方法，以此讓你避免直接回答薪資歷史的問(wèn)題：

1.Be willing to enter a blank.

1.甘愿留白

You don't even need to set foot in the interview room to confront the salary history question; many companies put it right up front, in their online application process. To get around this, leave the current salary/requirements box blank. If the field is mandatory, enter a dash or 0.

你甚至還不用踏進(jìn)面試室應(yīng)付關(guān)于薪資歷史的問(wèn)題，因?yàn)樵S多公司就把它放在前面，也就是網(wǎng)上求職的階段。若想逃避回答這個(gè)問(wèn)題，那就把當(dāng)前收入/收入需求這一欄保留空白。如果這是必填項(xiàng)，那就輸入一個(gè)“-”或“0”。

It's a bit of a gamble, but a small one. If your qualifications are good, most recruiters will at least give you a phone call to determine if your expectations are in range with their budget. Then, even if you're eventually forced to name your price, you'll at least have a chance to find out more about the job first.

這有點(diǎn)像下賭注，但額度很小。如果你資歷豐富，大多數(shù)招聘者最低限度都會(huì)來(lái)電確定你的收入期望是否在公司的預(yù)算范圍內(nèi)。然后，即使你最后不得不被迫說(shuō)出價(jià)格，至少仍有一個(gè)深入了解這個(gè)職位的機(jī)會(huì)。

If not answering that question on an online form knocks you out of contention, you have to ask yourself if you'd really be happy working for a company that insists on putting you at such a disadvantage, without even giving you the chance to gather enough information to name a more appropriate salary range.

如果因?yàn)闆](méi)有填寫(xiě)表格的這一欄而把你拒之門(mén)外，那就得問(wèn)問(wèn)自己，你是否還樂(lè)意為這么一家公司賣(mài)命：讓你陷于劣勢(shì)之中，還不給你機(jī)會(huì)收集信息以便報(bào)出更合適的薪資范圍。

2.Turn the question back on the recruiter.

2.把問(wèn)題丟回給招聘經(jīng)理

There's a budget for the position for which you're interviewing —count on it. If the hiring manager or recruiter asks you for your salary history, ask for their range instead.

你正準(zhǔn)備面試的職位有其相應(yīng)的薪資預(yù)算——所有放心好了。如果招聘經(jīng)理詢(xún)問(wèn)你的薪資歷史，那就先問(wèn)問(wèn)他們預(yù)算是多少吧。

In PayScale's Salary Negotiation Guide, negotiation expert Katie Donovan suggests a potential script:

談判專(zhuān)家Katie Donovan在PayScale所出版的《薪資談判指南》中預(yù)設(shè)了一個(gè)這樣的場(chǎng)景：

You may hear the classic, "Well, I don't want to waste your time. Knowing your pay helps me determine if we are in the same compensation ballpark." As I learned on day one while working at a staffing firm, no job is truly open without approval and a budget. Your response should be, "Oh, well I assume this job has been approved and budgeted. What's the budget for the job and I can let you know if we are in the ballpark?" Many recruiters answer this question and you can move on to your qualifications for the job.

你很可能會(huì)聽(tīng)到這么經(jīng)典的對(duì)話：“恩，我不想浪費(fèi)你的時(shí)間。了解你的薪水幅度能讓我確定我們是否在薪資問(wèn)題上達(dá)成一致。”正如我在人力資源公司工作的第一天所了解的，每一份工作都需要進(jìn)行審批和資金預(yù)算。那么你的回答應(yīng)該是這樣的：“恩，我想這個(gè)職位已通過(guò)審批并經(jīng)過(guò)資金預(yù)算了。那么請(qǐng)問(wèn)本職位的資金預(yù)算是多少，以便告知我們是否達(dá)成一致了?”許多招聘經(jīng)理都會(huì)回答這個(gè)問(wèn)題，那么你就可以繼續(xù)談?wù)撟约旱臈l件優(yōu)勢(shì)了。

3.Come prepared with questions about the job description.

3.面試前準(zhǔn)備好關(guān)于職位描述的提問(wèn)

Even though you're hoping not to blink first, you should come prepared with a salary range in mind —but more importantly, you should come with questions about the job and its duties.

雖然你不希望這么快就閃爍其詞，那你就應(yīng)該在面試前預(yù)設(shè)好薪水范圍，但更重要的是，你還要準(zhǔn)備好關(guān)于職位和職責(zé)的問(wèn)題。

Why? Because you can't go by job title alone, or even necessarily the job description in the listing, to help you figure out what you'll be doing all day if you get the job. Job titles vary considerably from company to company. One company's social media guru is another's marketing intern. To figure out an accurate range, you need to know what will be expected of you in the role.

為什么?因?yàn)槟悴荒転榱伺宄@得工作后該做些什么，而只關(guān)注職位頭銜或甚至認(rèn)為清單里的職位描述很重要。不同公司的職位頭銜都不一樣。這家公司的職位名為社交媒體專(zhuān)家，那么就是另一家公司的市場(chǎng)推廣部實(shí)習(xí)生。想要了解更精確的范圍，你還得清楚你在這個(gè)職位應(yīng)該承擔(dān)哪些職責(zé)。

4.Bring a range that focuses on the job, not on your history.

4.范圍圍繞工作，而不是薪水。

Once you know what the job entails, you'll be able to include that information in your research, and come up with a more appropriate range. Remember: it doesn't matter what you've earned in the past. It matters what you can do for this employer, and how much that's worth now and in the future.

當(dāng)你了解了這份工作的職位要求，你就能夠把這些信息運(yùn)用到資料收集當(dāng)中，并推算一個(gè)更合適的薪水幅度。請(qǐng)記?。耗氵^(guò)去賺了多少真的不重要。重要的是你能為雇主做什么事情，以及于當(dāng)前、于將來(lái)的價(jià)值是多少。

5.Reframe the question.

5.重新組織問(wèn)題。

"The best thing you can do when an interviewer asks about your salary history is to reframe the question into what salary range you're seeking," writes Alison Green of Ask a Manager atU.S. News. "After all, this is the more pertinent question! For instance: "I'm looking for a range of $45,000 to $55,000." In some cases, this answer will be accepted and the conversation will move on."

“當(dāng)面試官提問(wèn)你薪資歷史的時(shí)候，你最應(yīng)該做的就是把問(wèn)題重新組織，成為你所期待的薪資范圍，”Alison Green，在《美國(guó)新聞與世界報(bào)道》的Ask a Manager博客中寫(xiě)道。“畢竟，這個(gè)問(wèn)題更貼切!比如，‘我正期望達(dá)到$45,000與$55,000之間的薪資水平。’在某些情況下，雇主們都能接受這個(gè)回答，那么對(duì)話就可以繼續(xù)了。”

If that doesn't work, Green suggests saying that you keep that information confidential. One thing you should never do, she says, is lie. Hiring managers have only to ask for your W-2s to find out whether you're telling the truth.

如果這也不奏效，Green建議你回答：這是一個(gè)私密的問(wèn)題。她表示，唯一決不能做的就是說(shuō)謊。招聘經(jīng)理只需要問(wèn)你兩個(gè)關(guān)鍵問(wèn)題就能發(fā)現(xiàn)你在說(shuō)真話還是撒謊了。