It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints (约束)influence wage increases. One thing, however, is certain: your chances of getting the raise you feel you deserve are less if you don't at least ask for it. Men tend to ask for more, and they get more, and this holds true with other resources, not just pay increases. Consider Beth's story:
I did not get what I wanted when I did not ask for it. We had cubicle (小隔间)offices and window offices. I sat in the cubicles with several male colleagues. One by one they were moved into window offices, while I remained in the cubicles. Several males who were hired after me also went to offices. One in particular told me he was next in line for an office and that it had been part of his negotiations for the job. I guess they thought me content to stay in the cubicles since I did not voice my opinion either way.
It would be nice if we all received automatic pay increases equal to our merit, but "nice" isn't a quality attributed to most organizations. If you feel you deserve a significant raise in pay, you'll probably have to ask for it.
Performance is your best bargaining chip(筹码)when you are seeking a raise. You must be able to demonstrate that you deserve a raise. Timing is also a good bargaining chip. If you can give your boss something he or she needs (a new client or a sizable contract, for example) just before merit pay decisions are being made, you are more likely to get the raise you want.
Use information as a bargaining chip too. Find out what you are worth on the open market. What will someone else pay for your services?
Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared to use communication style to guide the direction of the interaction.
1. According to the passage, before taking a job, a person should( ).
2. What can be inferred from Beth’s story?
3. We can learn from the passage that( ).
4. To get a pay raise, a person on should( ).
5. To be successful in negotiations, one must( ).
问题1选项
A.demonstrate his capability
B.give his boss a good impression
C.ask for as much money as he can
D.ask for the salary he hopes to get
问题2选项
A.Prejudice against women still exists in some organizations.
B.If people want what they deserve they have to ask for it.
C.People should not be content with what they have got.
D.People should be careful when negotiating for a job.
问题3选项
A.unfairness exists in salary increases
B.most people are overworked and underpaid
C.one should avoid overstating one’s performance
D.most organizations give their staff automatic pay raises
问题4选项
A.advertise himself on the job market
B.persuade his boss to sign a long-term contract
C.try to get inside information about the organization
D.do something to impress his boss just before merit pay decisions
问题5选项
A.meet his boss at the appropriate time
B.arrive at the negotiation table punctually
C.be good at influencing the outcome of the interaction
D.be familiar with what the boss likes and dislikes
第1题:C
第2题:B
第3题:A
第4题:D
第5题:C
1.判断推理题。根据题干关键词before taking a job 定位至第一句话: It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints influence wage increases (协商起薪更为容易,因为你一旦进入了公司,公司的制度限制就会影响工资增长)。也就是,若担心入职后工资增长受限,入职前则尽量要求多的薪水
2.判断推理题。第二段讲述了关于Beth的经历: I did not get what I wanted when I did not ask for it (当我没有要求时,我没有得到我想要的)。I guess they thought me content to stay in the cubicles since I did not voice my opinion either way (我认为,他们觉得我满意目前的状况,因为我没有说出我的意见)。由此可知,如果你想得到你本应得的薪酬和待遇,你就应当主动去争取或说出自己的想法。因此选B项“如果人们想要得到他们理应得到的,就必须提出要求”。
3.判断推理题。通过选项可以定位至第三段: It would be nice if we all received automatic pay increases equal to our merit, but "nice" isn't a quality attributed to most organizations. If you feel you deserve a significant raise in pay, you'll probably have to ask for it (如果我们都能够自动获得与价值相当的加薪,这将是多么美好的事,但是,美好对于多数公司来说并不是必备特质。如果你觉得应获大幅度的加薪,那么,你最好是提出来)。因此,A项“在工资增长问题上存在不公之处”正确。
4.判断推理题。第四段指出:表现是加薪的最好筹码,而且时机也很重要。并且加以举例说明:If you can give your boss something he or she needs (a new client or a sizable contract, for example) just before merit pay decisions are being made, you are more likely to get the raise you want (如果你能向老板提供他/她所需要的东西(比如一个新客户,或者是一个可观的合同),那么,你就更有可能得到想要的加薪)。因此D项“在绩效工资决定之前,做一些让老板留下深刻印象的事”正确。
5.判断推理题。最后一段指出: Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared to use communication style to guide the direction of the interaction (带上这个筹码,在合适的时机去谈判吧!并通过使用谈判技巧来引导相互作用的方向)。因此,此处是指谈判的合适时机,并未说具体的见面时间。因此排除A项和B项。D选项“熟悉老板的好恶”在文中并未提及。而且,C项“善于影响交流互动的结果”相当于“to guide the direction of the interaction”,故选C。