人力資源之 工資和福利　Salary and Benefits

人力資源之 工資和福利　Salary and Benefits

多方求職終于有了結果，你將獲得一份向往已久的工作。但是等等……你不能匆忙答應他們的薪酬條件，從而浪費（ruin your chances）一個為自己爭取更多報酬的機會。如果雇主對你的學歷、經驗或資歷確實有興趣，那你就應當更有信心，通過一些技巧和策略，為自己在工資和福利上多爭取一些。

讓雇主先出價（let your employer bring it up）

延遲（postpone）討論工資待遇，直到你確認會得到那個職位（receive an offer）。在面試過程中首先提“錢”的一方在討價還價中將會很被動。

⊙What are your salary expectations?你對薪水的期望值是多少？

⊙What kind of salary are you prepared to offer with this position?在這個職位上你打算給出什么樣的薪水？

⊙We'd like to offer you a salary of$70，000 per year.我們愿意給你每年7萬美元的薪酬。

⊙We offer a complete benefits package.我們提供全面的一攬子福利。

⊙We are prepared to offer you……

我們打算給你的條件是……

⊙Our standard benefits package includes……

我們的標準福利套餐包含……

⊙The compensation received by our employees is very competitive in the industry.

我們員工的待遇在行業(yè)內都是非常有競爭力的。

⊙We offer salaries in competitive ranges and a very nice benefits package.我們給出很有競爭力的工資和非常好的福利套餐。

表明“我超所值”

事先想好你對工資的期望值，并為證明其合理（justify it）準備充分理由。你的要價應當略高于行業(yè)平均水準。你應聘的職位越是重要，要價的空間就越大（more room you have）。一般情況下，雇主對于不高于出價25%的要價都會酌情考慮。即便雇主提出的條件相對令人滿意，你仍然可以通過各種“我超所值”的理由為自己多爭取10%～20%。

⊙Considering my experience and qualification, I expect to receive a salary of between 80 and 90 thousand per year.

考慮到我的經驗和資歷，我希望得到8萬～9萬的年薪。

⊙Thank you for your offer.To consider your offer seriously, I would have to receive at least……

感謝你的提議。出于認真考慮你的出價，我至少愿意得到……

⊙In my last position, I received a salary of$95，000 per year.I could not accept anything lower than my previous salary.

我的上一個職位每年薪水是9.5萬美元。我沒辦法接受比先前更低的工資。

⊙I would not be able to consider anything that doesn't provide insurance and other benefits.

我不會考慮沒有保險和福利的待遇。

⊙My salary requirements are……

我的工資要求是……

使用“范圍”

在薪酬的討價還價中，經常使用一定“范圍（ranges）”而不是一個精準的數字，即便是被問到了最低期望值，也應當以業(yè)內行情標準為依據。

⊙To consider your offer in more detail, I would like to know what range of salary I could expect.

為了能夠更深入地考慮你的提議，我想知道我的工資大致處于什么范圍。

⊙Thank you for your offer.Based on the current industry standard, I could accept somewhere between the range of$50，000～55，000.

感謝你的出價?；诋斍皹I(yè)內標準，我能接受的薪水是在5萬到5萬5千美元之間。

⊙I am willing to negotiate, but I expect somewhere between$65，000 and $70，000，depending on the benefits offered.

我愿意協(xié)商，但我希望能在6萬5千到7萬美元之間，取決于福利怎樣。

⊙In my last position I earned$70，000 a year.I expect at least$70，000～80，000in any new position.

我在上一個職位上掙7萬美元一年，新職位上我希望在7萬到8萬美元之間。

花時間來考慮

不要對第一次的出價急于表態(tài)?？梢愿嬷獙Ψ侥愫苡信d趣，但是需要一點時間來斟酌（review and evaluate）。

A：We are prepared to offer you a position at our company with compensation of$45，000 per year plus benefits.

B：Thank you for your offer. Can I take some time to think about it?

A：我們準備為你提供4萬5千美元的職位年薪，再加上福利。

B：感謝你的提議。能否給些時間讓我考慮一下？

A：Our budget for this position is$60，000 per year.

B：I appreciate your offer. I would like to take time to consider it carefully, if that's alright.

A：我們對于這個職位的預算是每年6萬美元。

B：我很感激你提的條件，如果合適的話，我想利用一點時間仔細考慮一下。

抉擇

經過權衡，最終要決定的是該公司提供的待遇是否對你有吸引力、是否還有爭取的可能性。如果與你的期望值相差無幾，在綜合考慮的基礎上可以做適當范圍內的調整。不要倉促做決定。如果你考慮的結果是接受，那就要求公司把所有條件都反映在文字上（put it in writing），之后才可以簽字。

⊙Thank you for your consideration.While I appreciate the opportunity to join your company, I'm afraid I will have to decline your offer at this time.

感謝你的酌情考慮。我很重視能有加入貴公司的這個機會，但我恐怕這次得拒絕你的出價。

⊙Unfortunately, I am unable to accept the terms of your offer.I appreciate your time and consideration.

很遺憾，我不能接受你提的條件。我很感謝你的時間和為此事所作的考慮。

⊙I am pleased to accept your offer and would like to formalize it in writing， if possible.

我很高興接受你的出價，如果可能，希望能將所提條件形成文字形式。

總結

作為公司當然希望“馬兒跑且少吃草”，但作為職員自然希望多多益善。爭取過程中需要認真地準備，包括業(yè)內標準參考、自身期望、崗位評估等。此外還需要一些策略，例如等候出價、引用旁證、使用“范圍”給足空間等。最后要留出思考時間做抉擇，因為一旦決定，在近期內調整就非常困難了。

Words　單詞表

401 k 401計劃（一種養(yǎng)老保險制度）

benefit福利

available可獲得的，有空的

compensation補償，賠償

competitive競爭的，有競爭力的

complete完整的，完成

consider考慮

contributions貢獻

insurance保險

negotiate談判，協(xié)商

position狀況，態(tài)度，看法，地位

provide提供

qualification資格，資歷，合格

range種類，范圍

requirement要求

firm公司

Phrases　短語表

agree（to do sth）同意（做某事）

benefits package一攬子福利，福利套餐

consider sth seriously認真考慮某事

fast-paced快節(jié)奏的

depend on依據，取決于

have in mind腦中所想

finish up完成

industry standard行業(yè)標準，業(yè)內標準

in detail詳細地

paid vacation帶薪休假

medical and dental coverage醫(yī)療和牙科保險

salary expectation期望薪水

standard salary標準工資

sick leave病假

up and coming精力旺盛的，生氣勃勃的

take time（to do sth）花時間（做某事）

實景對話1

A：We are pleased to inform you that we would like to offer you a position in our company as director of sales.

B：Thank you very much for your offer. I would like to know what range of salary I could expect.

A：What kind of salary requirements did you have in mind?

B：I am willing to negotiate, but I expect somewhere between$95，000 and $100，000，depending on the benefits offered.

A：Oh, I see. Well, considering that we are a smaller firm, we may not be able to offer such a large amount……

B：In my last position, I received a salary of$90，000 per year. I could not accept anything lower than my previous salary. Considering my experience and qualification, I expect to receive a salary of at least between 90 and 95 thousand per year.

A：We'd like to offer you a salary of$70，000 per year. Even though we are a smaller firm, we offer salaries in competitive ranges and a very nice benefits package.

B：I appreciate your offer. I would like to take time to consider it carefully, if that's alright.

A：Please, take your time.

（Next Day）

B：Thank you for your offer. After much thought, I would have to receive a salary of at least$80，000.

A：I appreciate your honesty. Yesterday after our conversation, I discussed our offer with the Board of Directors. Our budget for this position is$70，000 per year.They have agreed to increase this amount to$75，000.

B：Thank you for your consideration. Unfortunately, I am unable to accept the terms of your offer. I appreciate your time and consideration.

A：我們很高興地告知你，我們愿意為你在公司提供一個銷售主管的職位。

B：非常感謝你的提議，我想知道我的工資大致處于什么范圍。

A：你期望的工資要求是多少？

B：我愿意協(xié)商，但我希望是在9萬5千到10萬美元之間，取決于福利怎樣。

A：哦，我了解了?？紤]到我們是家較小的公司，我們可能沒辦法提供那么大的一個數額……

B：我的上一個職位每年薪水是9萬美元。我沒辦法接受比先前更低的工資。

考慮到我的經驗和資歷，我希望得到每年至少9萬到9萬5千美元之間的薪水。

A：我們愿意提供的薪水是每年7萬美元。盡管我們是家小企業(yè)，但是我們的薪水水平還是很具競爭力的，還有非常好的福利套餐。

B：我很感激你的提議。如果能行的話，我希望用些時間仔細考慮一下。

A：當然，不著急。

（第二天）

B：感謝你的提議，經過深思熟慮，我愿意接受至少8萬美元的薪水。

A：感謝你的坦誠。昨天我們的會面結束后，我和董事會討論了我們的條件。我們對于這個職位的預算是每年7萬美元，但他們已經同意增加到7萬5千美元。

B：感謝你的考慮。但遺憾的是我沒辦法接受你的條件。感謝你的時間和為此做出的考慮。

實景對話2

A：Well, one last question before we finish up here. What are your salary expectations?

B：What kind of salary is available with this position?

A：The compensation received by our employees is very competitive in the industry. Our standard salary for this position is between$45，000 to 60，000 depending on qualifications and experience.

B：I see……Based on the current industry standard, I could accept somewhere between the range of$50，000～55，000.However, I would not be able to consider anything that doesn't provide insurance and other benefits.

A：That's understandable. You'll be happy to hear that we offer a complete benefits package. Our standard benefits package includes medical and dental coverage，401 K contributions, and paid vacation and sick leave.

B：I am pleased to hear about that. It is one of the important requirements I have.

A：We are prepared to offer you a position at our company with compensation of$45，000 per year plus benefits.

B：Thank you for your offer. Can I take some time to think about it?

A：好的，我們會面結束前的最后一個問題。你對工資的期望值是多少？

B：這個職位的相應工資是多少？

A：我們的員工薪酬在行業(yè)內是非常具有競爭力的。我們對于這個職位的工資標準依據經驗和資歷而定，在4萬5千美元到6萬美元不等。

B：明白了……根據目前的行業(yè)標準，我所能接受的范圍是5萬美元到5萬5千美元。如果沒有保險和別的福利，我也不會考慮。

A：可以理解。你一定會很高興聽到我們提供的一攬子全面福利。我們的標準福利套餐包含醫(yī)療和牙科保險、401K貢獻基金、帶薪休假以及病假。

B：我很高興聽到這些，這也是我看重的要求之一。

A：我們準備為你提供每年4萬5千美元的職位薪酬，再加上福利。

B：感謝你的提議。能否給些時間讓我考慮一下？