Answer by Jay Bazzinotti
Jay Bazzinotti給出的答案
There are three things you can do in any given situation – accept it, change it, or leave it. What you are saying is that you are unwilling to accept it and now want to change it by getting a raise. If they refuse to give you the raise, are you willing to leave the company? If not, then you will have to accept it, though it will be difficult.
無論在什么情況下，你都有三個選擇——接受現實、做出改變或者一走了之。現在你的情況是，對現狀不滿，希望通過加薪來改變。如果公司拒絕給你漲工資，你打算一走了之嗎?如果沒有這種打算，那么你就得接受現實，盡管這有點難。
Here’s the thing: with the exception of your first job out of college or technical school, you are ALWAYS being underpaid. It’s to the advantage of the company to always underpay you and so they do. They know it and now you do too. On the other hand, it’s not their fault that you (don’t talk about your recruiter, that’s just an excuse for your failure) negotiated poorly at hiring time. The money they offered you was acceptable to you at the time. The fact that you somehow found out that others get more is not their fault. You owe them the exact same loyalty and effort now as you provided before you learned about the pay disparity.
這個世界的真相是：除了走出校門后的第一份工作，你的薪水永遠是偏低的。少付你些薪水能給公司帶來好處，所以他們當然會這么做。關于這一點，公司心里很清楚，現在你也明白了。從另一個角度來說，你在入職時商定的工資水平就偏低，這也怨不得別人(別去抱怨當初招聘你的人，那只是為自己的錯誤找借口)。他們給你設定的工資水平當時是經過你認可的。即便后來發現別人的工資比你高，這也怪不到他們頭上。就算你知道了自己薪水偏低，你對工作的認真程度也不應該受到影響。
It’s always difficult to negotiate in retrospect. The only real lever you have is that if they don’t pay you what you are asking, you will leave. This is most effective if you have become a key player, add positive value and are seen as a future asset that they don’t want to lose. Making a list of great stuff you have done in the past is OK, but you won’t get a raise or promotion based on what you did yesterday — you get it based on what they expect you to do tomorrow. Therefore, your best bargaining position is to show them how you will assist them in their abilities to be successful in the future and how therefore it is worth their while to increase your pay.
入職后再協商工資總是很難。你唯一的談判砝碼是：如果他們不給你漲工資，你就辭職。如果你是公司的骨干，對公司有價值，并且是公司不愿意失去的未來資產，那么這個砝碼會很管用。或許你會列舉自己的過往業績，但是，會不會給你加薪或升職并不完全取決于你過往的表現，而是取決于他們對你未來表現的預期。因此，對于你來說，最好的談判切入點是向他們展示，你將在公司未來發展中能發揮怎樣的價值，讓他們認為給你加薪是值得的。
In the future, negotiate at the beginning before you accept the job. Here’s another thing to remember when you negotiate: they expect you to negotiate, and if you don’t they lose respect for you. Everything is negotiable. Everything — from pay to bonus to perks to vacation time to office size to parking spaces and more. You should always ask for something that is way more than you think you are worth. Lots of times, and I have seen this myself, they will give you what you want without even blinking because their perception of your value is different than your own and usually higher. Even if they don’t give you the ridiculous things you ask for, such as an in-office masseuse, they might counter with something that is still more than you expected. It’s often difficult for companies to give more money – but they will almost always agree to give you more vacation time, if nothing else. And get it all in writing. If it’s just a handshake, or just a little “secret between you and me,” then it never happened and you will never get it. Get them to write it down and sign it.
下次要記得，在入職前先談好薪資。關于薪資談判你還需要知道的是：他們會等著你提出來，如果你沒提，他們反而會看扁你。什么都可以拿來談——工資、獎金、額外福利、休假、辦公場地的面積，甚至于停車場地。你開出的待遇一定要大大超出你認為自己應得的部分。很多時候，他們會毫不猶豫地滿足你的要求，我自己就經歷過這種情況，因為他們對你的價值判斷與你想的不同，通常會更高。即使他們不能滿足你的某些荒唐要求(比如在辦公室配備女按摩師)，他們也會提供一些仍然超出你預期的補償。另外，要公司加薪往往很難，但是，即使給不了別的，他們一般都會同意給你更多的休假時間。協商結果要形成白紙黑字。如果只是握握手，或者說些“只有我和你知道”之類的話，那么之后就會仿佛什么也沒有發生，你的要求肯定會落空。一定要他們在白紙黑字上簽字畫押。
But I digress. So you are going to go to your boss and tell him the truth — through a confluence of events that you won’t discuss, you discovered that you are making significantly less than your co-workers for essentially the same work and that you would like to be brought up at least to par with them and out of the review cycle and you don’t want it to effect your future raises when the review cycle comes around.
扯遠了。所以你應該直接去老板那里告訴他真相：通過種種途徑(不用說太具體)，你發現你和同事做著一樣的工作，拿的工資卻比他們低得多。你希望至少將工資漲到和他們一樣的水平。記得避開薪酬審核周期，以免影響你未來的加薪。
As I said, it’s harder for you to negotiate after the fact — the only implicit threat you have is that you will leave the company. The unspoken threat is that you will stay and make everyone miserable. Unless you are some guru they don’t really care if you leave (they’ll replace you quickly), but they will care if your attitude deteriorates from your pay situation and brings down productivity by spreading poison throughout the office. Charlie Spork, the President of National Semiconductor, once said to me, “It’s bad when good employees quit and leave, but it’s worse when they quit and stay.” That is the real threat you have looming over them.
我說過，入職后要求加薪更難，你手里唯一的籌碼就是辭職。不過還有另一個隱藏籌碼，那就是你留下，讓大家日子都不好過。除非你是某方面的專家，否則他們不會在乎你是否辭職(反正你很快就會被新人取代)，但是他們會在乎你因為不滿薪酬而變差的態度，因為你可能在辦公室制造糟糕的氛圍而降低大家的工作效率。美國國家半導體公司(National Semiconductor)總裁查理•斯波克曾經對我說，“我們當然不希望優秀的員工辭職離開，但如果他們辭職后卻沒有離開，那更糟糕。”這才是你手里真正的砝碼。
However, I urge you to avoid this path at all costs. Suppose you approach your manager and explain your situation and the desired outcome and he refuses. Your choices are to quit and leave, quit and stay or stay and apply yourself so that they cannot ignore you in the future. Only you can decide what you will do, but I urge you to avoid any bitter action, negative outpouring, sabotage, property theft, time chiseling and so on. Once you are on that road then they will be forced to make the choice, and that will be to fire you. That sort of thing follows you.
不過，我奉勸你盡可能避免出現這種局面。假如你找到經理，向他說明你的情況和想要的結果，而被他拒絕了，那么你可以選擇辭職并離開，或者辭職并暫時留下，又或者留下，努力讓自己發揮更大的價值，讓他們未來無法再忽視你。只有你自己可以決定自己要做什么，但我奉勸你不要有任何仇恨行為、流露出消極的情緒、怠工、盜竊財物、磨洋工等等。一旦你走上那條路，這將迫使他們做出選擇——炒掉你。就是這樣的下場。
If your choice is to quit, then work diligently while you seek another position elsewhere. Give notice and leave on good terms. People have long memories and you never want to be remembered as a bitter, negative employee but as a positive contributor. Blind references are like sleeper cells that can either make or break your career, decades into the future. I have seen it happen more than once. Companies hire you because they seek solutions to business problems. Don’t become a problem yourself that needs to be solved.
如果你選擇辭職，那么在尋找新工作期間也要努力工作。提前通知公司，好聚好散。人的記憶力很好，你絕對不希望給人留下尖酸、消極的形象，而是要成為一個積極的貢獻者。口碑的有效期很長，未來數十年它既可能成就你，也可能毀了你的職業生涯。這樣的例子我見過不止一次。公司聘請你是為了解決業務上的問題。不要讓自己成為需要解決的問題。
I will close with a quote by writer Elbert Hubbard I have memorized through the years:
多年來我一直牢記著名作家阿爾伯特•哈伯德的一句話，我想用它作為結束語：
“If you work for a man, in heaven’s name, work for him. If he pays you wages which supply your bread and butter, speak well of him; stand by him and the institution he represents. If put to a pinch, an ounce of loyalty is worth a pound of cleverness. If you must vilify, condemn and eternally disparage – resign your position and when you are outside, damn to your heart’s content. But as long as you are part of the institution, do not condemn it. If you do that, you are loosening the tendrils that are holding you to the institution, and by the first high wind that comes along, you will be uprooted and blown away, and probably will never know the reason why.”
“如果你為某個人工作，那就好好工作。如果他付給你工資，讓你養活自己，那就贊美他、堅定地支持他和他所代表的組織。如果遇到困境，一分忠誠勝過十分聰明。如果你一定要辱罵、譴責和不停咒罵才能平息心中的怒火，那就辭職，并且離開后在心里默默譴責。但是只要你還是組織的一份子，就不要去譴責。如果你這么做，就會松動你和組織聯系的根須，當第一次大風來臨時，你就會被連根拔起，被風吹走，并且可能永遠也不知道為什么。”
But the fact is — he owns you. Even if you quit and leave, you must never say bad things about the company. This kind of poison will hurt you in the future.
事實是，你和老板榮辱一體。即使你辭職離開，也千萬不要說公司的壞話。因為你搬起的這塊石頭，將來可能會砸在自己的腳上。
