爱思英语编者按：大部分人要么不敢开口提这个需要，要么不善于跟老板谈判。事实上，在向老板需要涨薪时，有不少办法可以助你提升成功率。

Dear Annie: The article that appeared on your site about Gen Y women closing the pay gap resonated with me, because I am a 26-year-old female e-commerce manager making about 20% less than Im worth on the open market -- at least, according to all the research Ive done . What happened was, I accepted this job at a low salary in 2009 because I had only about a year of experience at that point and because, in the worst of the recession, I felt lucky to be working at all.
亲爱的安妮：你网站上的一篇名为《Y一代女人正在缩小收入差距》的文章，引起了我的共鸣。我是一名26岁的女人电商经理，我的收入比我在自由市场的价值低了约20%至少，依据我做的所有调查（与我交流过的两名招聘职员）来看是如此。事情是如此的，2009年的时候，我只有一年的工作经验，而且在经济危机最为紧急的时期，我觉得能有份工作就非常幸运了，所以我以非常低的薪水同意了目前的这份工作。

Since then, Ive expanded our business significantly, hired and trained some real stars, and made other important contributions, but Ive still gotten just the standard 2.5% annual raise everybody here gets, and I think I deserve more. I love working here and would rather not leave, but my negotiation skills are not so great, and budgets are still tight. Can you recommend any specific things to say to my boss, or not say? -- Just Jill
之后，我大幅扩展了公司业务，招聘和培训了很多真的的明星职员，还在其他方面为公司做出了要紧的贡献。然而，虽然这样，我却只能与其他所有人一样，每年获得标准的2.5%的涨薪。我喜欢在这里工作，并不想离开，但我对谈判方法不够精通，而且公司预算也很紧张。我该怎么样对我的老板说呢？或者我是不是应该打消这个念头？你有哪些建议？J.J.

Dear J.J.: Youre not the only one whos not great at negotiating. Regardless of their position, 36% of men say they always ask for more money when they feel theyve earned it, says a recent poll by Salary.com -- which is more than the 26% of women who say they do, but still hardly a majority.
亲爱的J.J.：你并非唯一一位不太善于谈判的人。薪资调查网站Salary.com近期的一份调查显示，不论身处何种职位，都有36%的男士表示，只须他们觉得自己应该得到涨薪，他们常常会提出需要而女人则仅有26%，但这根本算不上大部分。

Moreover, it seems that tech professionals leave $4,300 or more per year on the table by accepting the first offer a hiring manager makes, according to a new report from tech job site Dice.com. National average pay for techies is $85,619, and, says this poll of 838 hiring managers, most candidates would get at least 5% more if they just asked for it. only 18% of the managers surveyed said their initial offer is set in stone.
除此之外，据科技求职网站Dice.com的一份最新报告显示，科技行业从业者（包含电商经理）假如同意招聘经理刚开始提出的薪资，他们每年好像要少赚4，300USD。美国科技行业从业者的平均薪资为85,619USD，而同意调查的838名招聘经理表示，假如职员敢于提出需要，大部分职员都能获得至少5%（4,300USD）的涨薪。只有18%同意调查的招聘经理表示，他们当初提出的薪资是不可更改的。

The only explanation for the lack of haggling is fear, observes Tom Silver, a Dice.com senior vice president. He suggests that people calm their nerves by keeping in mind that a negotiation is simply a discussion aimed at reaching an agreement, which both sides want.
Dice.com高级副总裁汤姆席尔瓦觉得：对于缺少讨价还价的尝试，唯一的讲解是担心。他建议，大家应该平心静气，牢记谈判只不过一次讨论，目的是达成双方都能认同的协议。

Thats especially true since, from your description, you sound like someone your company would prefer to keep around. But attitude is key, says Stuart Diamond, who teaches a popular course on negotiating at The Wharton School and wrote a book called Getting More: How You Can Negotiate to Succeed in Work and Life. Going in as the injured party and being negative will not work. You have to be positive and upbeat.
的确这样，由于依据你的描述，听起来你应该是公司期望留住的人才。但态度是重要，斯图尔特戴蒙德说。戴蒙德为沃顿学院（Wharton School）教授谈判方法，还曾写过一本书，名为《获得更多：工作和日常的谈判艺术》（Getting More: How You Can Negotiate to Succeed in Work and Life.）。抱着受害方的身心态，一直携带负面的情绪进行谈判，根本于事无补。你需要要积极向上。

You also have to be collaborative, he adds. Be ready to acknowledge, at some point in the conversation, that budgets are tight. Say something like, I know it must be tough for you with so many people wanting more money. The last thing you want is to make your boss uncomfortable. A little empathy can go a long way.
你还需要掌握配合，他补充道。在谈话的某个时刻，筹备好承认预算很紧张。譬如，你可以说：我了解，目前很多人需要涨薪，你一定很难办。你一定不想让老板感觉不舒服。一点点同情可以带来非常大帮助。

Then, Diamond recommends these four tactics:
下面是戴蒙德建议的四种方案：

1. Ask the right questions. First, ask your boss to tell you her perception of your work, Diamond says. Then ask whether she thinks youre worth more than youre making.
1. 提出正确的问题。戴蒙德说：第一，需要老板对你说她对你工作的怎么看。然后问她是不是觉得你值得增加报酬。

Explain that you know youre underpaid relative to the market outside the company, but are you also making less than other people of similar rank inside the company?
向她讲解，你了解我们的薪资低于市场平均水平，但你的薪资是不是也低于公司内部同级别的别的人？

You should also ask what the companys criteria are for giving bigger raises than the across-the-board 2.5%. Seek out the standards they use, says Diamond. If that information isnt forthcoming, focus on the companys needs in the future. Ask, What can I do for you going forward that would be worth the kind of raise Im requesting? The answer commits your boss to a standard and gives you something to shoot for. It might also be the basis for a performance bonus down the line.
你应该询问，要想获得比总体2.5%更大幅度的涨薪，公司都有什么标准。戴蒙德说：找到他们所使用的规范。假如没这方面的信息，关注公司将来的需要，同时提问：将来，我能做些什么才能符合我所需要的薪酬水平？这个问题会叫你的老板给出一个答案，也就是变相承诺一个标准，同时叫你可以明确努力的目的。这也完全大概是绩效奖金的依据。

2. Dont make it personal. Instead of saying, Im worth more than a 2.5% raise, talk about what the job is worth -- for example, how much your department contributes to revenues and profits. Says Diamond, The conversation should center on the work, not on you. The less personal you make it, the easier it will be for your boss to justify a bigger raise to the people upstairs.
2.对事不对人。别说：我值得公司为我提供2.5%以上的涨薪，而是应该谈论工作的价值比如，你所在部门给公司贡献了多少收入和收益。戴蒙德觉得：谈话应该以工作为中心，而不是以你个人为中心。尽可能不要把问题私人化，如此你的上司便越容易找到正当理由，向高层申请更大幅度的涨薪。

3. Be prepared to think incrementally. Its unlikely youll get a 20% raise all at once. So try for a smaller amount now and more later on, Diamond suggests. The best negotiators dont have a home-run mentality. They go for lots of little wins. Bunts and singles are what win ball games.
3. 做好步步为营的筹备。你不太可能一次获得20%的涨薪。因此，你可以每次尝试需要较小幅度的涨薪，戴蒙德建议。最出色的谈判者永远不会抱着本垒打的心态。他们会争取一个个小的胜利。在棒球赛里，短打和一垒安打才是获胜的根本。

4. Consider intangibles. Assuming the pay hike youre offered is a small one, have a few other possibilities in mind. Be ready to ask for something else besides money that matters to you, Diamond says. Maybe its extra vacation time, a window office, a health club membership, or the chance to telecommute a couple of days a week -- whatever would help close the pay gap, in your mind, and that would be a relatively easy yes for your boss.
4. 考虑无形报酬。假设你目前获得的薪资非常低，可以考虑其他的一些可能性。筹备需要除去钱以外对你尤为重要的其他事情，戴蒙德说。譬如额外的休假时间、一间独立的办公室、一家健身会所的会员资格，或者每周两天在家远程办公的机会任何可以帮助缩小收入差距，而且相对更容易获得上司批准的需要都可以提。

What can you do if you still hear no? Start keeping a list of specific accomplishments -- date, time, and task -- and write down at least two or three items a week, Diamond suggests. In particular, be sure to include anything that saves the company money. This way, when you ask again in six months or a year, youll have a detailed record of your contributions, which is hard for any boss to say no to. He adds: This is one of the surest ways to hear yes, yet very few people do it.
假如尝试了以上建议，仍然没办法得到批准，（除去离职，）你还能干什么？戴蒙德建议：开始记录我们的收获清单日期、时间与任务每周至少写下两三个项目。特别是要保证其中包含为公司节省了开支的项目。如此一来，六个月或一年之后，当你第三提出涨薪需要时，你就有了一份详细的纪录，可以展示自己为公司所做的贡献。这样一来，你的上司一定非常难再拒绝你的涨薪需要了。他补充说：这是获得涨薪批准最保险的方法，只不过极少有人会这么做。

Good luck.
祝你好运。

Talkback: If youve asked for a raise recently and gotten it, what worked for you? Leave a comment below.
反馈：假如你近期需要过涨薪，还获得了批准，你觉得是什么原因发挥了用途？欢迎评论。