Just because you’re a recent college grad or a career changer doesn’t mean you can’t ask for a paybump.

　　仅仅因为你是一个刚毕业的大学生，或者刚换了个工作，但这并不意味着你不能要求加薪。

　　If there’s one thing that’s arguably more nerve-wracking than a job interview, it’s negotiating your salary. And if you’re a recent graduate or someone who wants to change careers, the stakes can feel even higher. How are you supposed to convince someone you’re worth more when you have next to no experience?

　　可以说如果有什么事比面试更伤脑筋，那一定是谈判薪水了。如果你是刚毕业的大学生，或者想转行的人，风险可能会更高。当你在这行几乎没有任何经验的时候，你该怎么说服别人你值得被支付更高的薪水呢?

　　When you’re just starting out you might feel like you have to accept the first offer, but if you do you’re doing yourself a massive financial disservice. As Fast Company‘s Lydia Dishman reports in a previous story, not negotiating your starting salary can set you back more than $500,000 by the time you reach 60. It’s also common practice for companies tolowball initial offers, because they expect that jobseekers will negotiate.

　　刚开始的时候，你可能会觉得必须接受对方第一次提出的薪资，但是如果你接受了，就会给自己带来巨大的经济损失。正如《快公司》的莉迪亚•迪斯曼在之前的一篇报道中所描述的那样，不谈判起薪会让你在60岁的时候损失50多万美元。对于公司来说，虚报低薪也是常见的做法，因为他们认为求职者会与他们进行谈判。

　　Jacqueline Twillie, negotiation trainer and author of Navigating The Career Jungle: A Guide For Young Professionals, recommends taking these steps below to put yourself in the stronger position possible:

　　《职业丛林指南:职场新人指南》一书的作者杰奎琳·特威利建议，采取以下步骤，能让你在薪酬协商中处于更有利的位置:

　　Talk to members of professional associations of your target industry

　　咨询目标行业的职业协会成员

　　Almost every article on salary negotiation will tell you that the first step of negotiating is to do your research, starting with finding out the market value of your position. Glassdoor and Google are great tools, but to be truly prepared, Twillie advises that jobseekers shouldn’t stop there.

　　几乎每一篇关于薪资谈判的文章都会告诉你，谈判的第一步是要做好调查，首先要找出你要应聘的职位的市场价值。Glassdoor和Google是很好的工具，但想要真正做好准备，特威利建议求职者不应该止步于此。

　　“I tell people to speak with someone in professional associations. Those folks normally have their ear to the ground,” she says. Instead of asking “how much do you make?,” however, Twillie suggests that jobseekers should frame their question in the following way: “I’m considering this position in this city, and I’m thinking my value is $86,500, what do you think?”

　　“我告诉人们要咨询职业协会的人。这些人通常能掌握着行业内的最新动向，”她说。不要直接问“您赚了多少钱?”，特威利建议求职者应该用下面的方式来描述他们的问题：“我正考虑在这个城市从事这个职位，我认为我的价值是86,500美元，您觉得怎么样?”

　　You can get a much more accurate picture this way. Noting the gender wage gap, Twillie also recommends that jobseekers speak with both men and women. “We know women get paid less than men,” so don’t just ask the women in the industry, she warns.

　　你还可以用下面这种方法更精确地了解薪资水平。注意到性别不同也会导致工资存在差距，特威利还建议求职者分别要与男性和女性职员交谈。她提醒说：“我们知道女性的薪水比男性低，”所以不要只了解行业里女性的工资水平。

　　Treat your interview like a fill-in-blank test

　　将面试作为填空试题一样对待

　　Twillie says she tells applicants that when they see a job description, “I tell them to look at it as if it’s a fill-in-the-blank for a test. A lot of the time, it’s not a full picture of what you’d be doing day to day.” She encourages applicants to “generate some questions” and “read between the lines.” For example, if a job description says that in your role, you will get special projects assigned from time to time, you’d want to ask, what kind of special projects? Who are the key partners involved? Depending on the answers you get, you might have some connections that who could be a potential partner on that project.

　　特威利说，她告诉应聘者，当他们看到工作描述的时候，“他们要把它看成是一个填空测试。”很多时候，这并不是你每天要做的事情的全貌。她鼓励申请者“提出一些问题”，注意“字里行间”的表达。例如，如果一份工作描述说你的工作岗位会时不时地分配到一些的特殊项目，你会想问，什么样的特殊项目?谁是关键的合作伙伴?根据你得到的答案，你可能会有一些线索，知道谁可能是这个项目的潜在合作伙伴。

　　A deep dive into specifics, says Twillie, allows you to have a range of leveraging options that might not immediately be obvious. This is especially useful if you don’t have a lot of industry experience. “Once you finish the interview process, you should have a clear idea of how you can add value to the organization.” She suggests that candidates start preparing by using this information and asking themselves, “how can I leverage my network or my skills?” Having clear answers to these questions will help you a great deal come negotiation time.

　　特威利说，深入研究细节，可以让你有一系列的选择，而这些选择可能不是显而易见的。如果你没有很多行业经验，这一点尤其有用。一旦你完成面试过程，你就应该清楚地知道如何为公司增加价值。她建议求职者要懂得开始利用这些信息，问问自己“我应该如何利用自己的人际网或技能?”对这些问题有明确的答案会对你在之后的薪资协商环节有很大的帮助。

　　Use the “STAR” method to highlight your experience

　　用“STAR”法则来突出你的经验

　　When talking about their experiences, Twillie is a big fan of the STAR method–situation or task, action, and result. Say the interviewer throws you a question about encountering conflicts in a team environment, and you wanted to use the example of working on a group project in your sophomore year of college. Describe the project and the circumstances that led to the conflict, the actions you took to resolve the conflicts and the result. This is a great formula to show that you do have experience that is relevant to the job, even if it doesn’t seem like it.

　　当应聘者要谈论他们的经历时，特威利推崇“STAR”方法即讲明情境或任务，行动，和结果。假设面试官向你提出了一个关于在团队中遇到冲突的问题，你想用大学二年级一个小组项目的例子。描述这个项目、导致冲突的环境、你采取的解决问题的行动以及最后的结果。这是一个很好的公式来表明你确实有与这份工作相关的经验，即使它听起来不太像。

　　For career changers and those who’ve held part-time jobs, Twillie also recommends mentioning numbers and tangible results–whether it’s sales figures, or a percentage value. Make sure to mention what you learned from your experience and how you might apply that learning to the position you’re interviewing for. That tells them that you “have a great track record of learning and growing,” Twillie says, and that you possess the foresight to apply real-life learnings in a real-world situations.

　　对于转行和那些从事过兼职工作的人来说，特威利还建议要提到数字和实际结果——无论是销售数额还是百分比。一定要提及你从你的经历中学到了什么，以及你会如何运用所学到的东西到你面试的职位上。特威利说，这会告诉面试官，你有“很好的学习和成长记录”，而且你也很有远见，能在现实情景中运用从现实生活中的学会的知识。

　　Show your knowledge of industry trends

　　展示你对行业趋势的了解

　　Even if you don’t have experience in the industry, you can show your value by illustrating your knowledge of the industry. Twillie says that jobseekers should be able to talk about the steps they took to excel working in the role they are interviewing for. One obvious way to show this is to illustrate that you can “speak” the industry. “Show that you’re already deeply immersed knowledge-wise, speak to what’s happening in the new trends,” Twillie urges.

　　即使你在这个行业没有经验，你也可以通过展示你对这个行业的了解来表明你的价值。特威利说，求职者应该能够一步步地谈论他们能够在面试的岗位上发挥的作用。一种相当明显的办法就是证明你可以“谈论”这个行业。特威利说:“表现出你已经深深地沉浸在知识的世界里，谈谈这个行业新趋势中正在发生的事情。”

　　Find a way to use your disadvantage to your advantage

　　想办法将你的缺点转变为另一种优势

　　Unfortunately, negotiations are fraught with biases, deception, and hidden agendas. If candidates can identify possible biases (whether conscious or unconscious) ahead of time, they can find a way to work around them. Yes, that includes working around inexperience. As Stephanie Vozza wrote in a previous story for Fast Company, it’s all about demonstrating your value to the company. Vozza wrote, “If you’re familiar with a new type of technology, for example, mention that the company will save time and resources because they won’t have to train you.”

　　很不幸，谈判过程中总是充满了偏见、欺骗和隐瞒。如果应聘者能够提前识别可能的偏见(不管是有意识的还是无意识的)，他们就能找到解决问题的方法。是的，这也包括如何应对缺乏经验的问题。正如斯蒂芬妮·沃扎在之前一期《快公司》中所写的那样，这一切都是为了向公司展示你的价值。沃扎写道：“例如，如果你熟悉一种新型的技术，你就可以提到公司能够节省时间和资源，因为他们不需要再对你进行培训。”

　　Practice a low-stakes situation

　　在低风险的情况下练习

　　If the thought of negotiation makes you drip with sweat, Twillie recommends doing a practice run in low-stakes situations. “For a person who’s uncomfortable negotiating, I advise them to call their recurring monthly bill.” Whether it’s your internet provider or your bank, ask the representatives, “am I getting the best possible rate?” Try to ask for a lower rate, or for additional services at your current rate.

　　如果谈判的想法会让你紧张流汗，特威利建议应聘者可以在低风险的一些情况下模拟练习。“对谈判感到不舒服的人，我建议他们打电话询问每月的账单。”无论是你的互联网供应商还是你的银行，问问他们的代表，“我能得到最好的利率吗?”试着要求更低的利率，或者以你目前的利率要求额外的服务。

　　Elicit feedback from friends who can give you a little bit of “tough love”

　　从朋友那里得到反馈，他们可以给你一点“严厉的爱”

　　Lastly, Twillie recommends role-playing with a friend–someone who can hit you with the hard questions, but not be afraid to tell you what you need to improve on. It’s also a great idea to practice with someone who is knowledgeable about the role that you’re applying for.

　　最后，特威利建议应聘者可以和朋友一起玩角色扮演，这个朋友能够向你抛出犀利的问题，也不害怕告诉你需要改进的地方。与那些对你申请的职位有充分了解的人一起练习也是一个很好的主意。

　　Twillie also stress the importance of saying your target number out loud. “If you’ve never said $94,000, your voice might crack. Being aware of how you sound is very important in practice. That can make a big difference in $10,000 or $20,000.” To go a step further, she recommends that candidates record their practice negotiations–even film it if they can, so they can get an idea of their body language.

　　特威利还强调大声说出目标薪酬的重要性。“如果你从未说过94000美元，你可能会破音。在实践中注意你的声音是非常重要的。这可能会带来薪资到底是1万美元还是2万美元的巨大差异。”为了更进一步，她建议候选人记录下他们的谈判练习，甚至可以拍成视频，这样他们就能更好的了解自己的肢体语言。

　　As an entry-level candidate or career changer with little obvious leverage, following these tips above will put you in a strong position to ask for a bigger salary. But at end of the day, Twillie says, “negotiation is like a muscle: The more you practice, the better you get.” And yes, sometimes those practice don’t yield successful results.

　　作为一个没有明显影响力的入门级或改行的应聘者，听从以上的这些建议会让你立于一个更坚定的位置去要求更高的薪水。但特威利补充说：“谈判就像一块肌肉，练习得越多，结果就越好。”不过当然，有时这些做法也不一定都会取得成功。

　　She tells candidates not to worry too much if they don’t get their desired outcome early on. “Continue to work hard and be diligent, but evaluate what you can do in that situation to continue to grow.” That way, when the next salary negotiation time rolls around, you’ll be armed with a whole lot more leverage than what you started with.

　　她告诉应聘者，如果他们起初还未得到他们想要的结果，不要太担心了。“继续努力工作，勤奋做人，仍然要评估在那种情况下你能做些什么才能继续成长。”这样的话，当下一次的薪水谈判到来时，你将会拥有比你开始时更多的筹码。