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七种方法用薪水调查数据谈加薪
the right salary survey data, used in the right way at the right time, can help you prove you deserve a pay raise. try these seven tips for collecting and using salary information in your next salary negotiation.
在合适的时候，应用合适的方式，使用合理的薪水调查数据，能够帮你证明你值得加薪。试试在下次谈薪水的时候使用以下七种调查薪水信息的方法。
1. don’t try to manipulate the salary data you collect
when you’re gathering salary information to bolster your negotiation, be honest about your role, degrees and certifications.
“if you’re an intermediate accountant, look at salary for intermediate accountants -- not senior accountants and not cfos,” says mark szypko, managing director for salary.com, which powers monster’s salary wizard. “use the data for the job you’re actually doing, not the work you’d like to be doing or think you should be doing.”
if you have a qualification you aren’t using in your current job, don’t use it in your salary research either. “i may have a phd in nuclear physics, but if i work as an accountant, the phd won’t affect my salary,” szypko says.
do consider geography when checking salary guide data. “an employee doing a job in boston will be paid more than someone doing the same job in brush cut, wyoming,” szypko says.
1、不要篡改你收集到的薪水数据
当你收集到一些薪水数据的时候，一定要对你的角色保持诚实、有分寸和让人信任。“如果你是中级会计师，就寻找中级会计师的薪水数据，不要找高级或者总监的数据。”salary.com的总经理马克·司博科(mark szypko)说，他同时还掌握着monster’s salary wizard，“使用你所从事的工作的数据，而不是你喜欢的或者你应该做的工作的数据。”
如果你有证书但没有应用到目前的工作上，那也不要放进你的薪水调查数据中。“我有营养学博士的证书，但如果我在从事会计的工作，那么这个博士学位并不会影响我的薪水。”，马克说。
在调查薪水数据时，一定要将地理因素考虑进去。“一个在波士顿工作的人，一定会比在其他一些偏远地区比如怀俄明州工作的人拿到的薪水更多。”马克说。
2. consider the source of salary survey data
the gold standard for compensation data is a salary survey completed by your company’s direct competitors. the next best salary surveys are created with salary information collected from employers in the same industry then scrubbed by compensation pros, says szypko, who admits to being biased since this is how salary.com generates its data.
trade association salary surveys, especially those created with data self-reported by members, won’t be taken as seriously by those in the know. “when you’re looking at trade association salary data, with all due respect they have an opinion, an objective and an agenda -- to build up the profession,” szypko says.
don’t rely on any salary survey that doesn’t tell you what companies participated, how many responses were counted and how the data was chosen, says monster’s negotiation expert paul barada on the salary & negotiation tips forum.
“depending upon who’s doing the survey and how they do it, it can be off by 25 percent to 35 percent -- and usually that’s over, not under,” he says. “also make sure you know whether the numbers are the average, mean, median or mode. median is the most reliable. it’s where half made more and half made less.”
2、考虑薪水调查数据的来源
最好的薪水调查数据来源是你们公司的直接竞争者。调查薪水数据时候的第二选择，是从同行业的雇主中去了解，而不要擦洗去关于酬劳的优点。马克也承认，自从salary.com自从开始收集数据以来，就一直收到偏爱。
贸易联盟的薪水调查，尤其是那些联盟成员自己说的薪水，都不会被人们特别重视。“当你查看这些薪水数据，它们都是拥有一些自己的倾向性的，或者有目的，或者有别的安排，比如为了建立他们看似专业的名声。”马克说。
不要相信那些没有告诉你有多少员工参与了统计，有多少受访者被记录或者有多少数据被选择而得出的数据。monster的薪水谈判联盟的专家保尔·巴拉达(paul barada)说。
“数据的准确性取决于谁在做这些数据以及他们是怎么调查到的，准确性可能从低于25%到35%不等。”保尔说，“你也要知道这些数据的平均值、中位数、众数等。众数相对来说比较可靠，一部分人比这个低，一部分人比这个数据高。”
3. don’t use the info the day it comes out
the right time to ask for a pay raise may or may not be when the salary surveys come out. “this is where candidates struggle,” says corey edmonds, regional managing director for the mergis group, a fort lauderdale, florida, professional placement firm.
the best time to use salary information to request a raise is at review time -- assuming your review is going to be positive. that’s when your boss is focused on your results and your impact on the organization.
most bosses need time to prepare for salary negotiations and to find the budget to cover the cost of raises, so just dropping into your manager’s office to ask for a pay raise because a salary survey came out last week likely won’t work.
when you see relevant salary data, note any trends and tuck them away until your review. “if salaries are growing 12 percent a year and the data is three months old, you can adjust the numbers up 3 percent,” edmonds says.
3、不要在数据一公布就使用它
要求加薪的合适时候不是薪水调查数据一出来的时候。“这时候候选者还在挣扎。”弗罗里大专业数据分析公司the mergis group的区域总监科里·爱德曼(corey edmonds)说。
最合适的时候是在回顾的时间——如果你的回顾是积极的话。这时候，你的老板会关注你的结果以及你对这个组织的影响。
大部分老板都要为加薪谈判做准备，去了解开支预算等，因此如果你在薪水调查数据出来后就直接闯进老板的办公室要求加薪，可能会不大奏效。
当你看到相关薪水数据后，留心趋势，并追踪他们的变化一直到你的回顾之前。“如果薪水的涨幅是一年12%，数据到时候又已经是三个月前的了，那么你可以在回顾之前将数据增加3%。”爱德曼说。
4. don’t expect data alone to get you the raise
you’re not worth more simply because someone else gets paid more to do the same job. before presenting salary survey data, explain why you deserve a raise. outline soft and hard skills you bring to your organization and how you contribute to the mission or the bottom line, edmonds says.
then, use your salary information as an added point -- not the main point -- of your salary negotiation.
4、不要以为仅凭薪水数据就能让你加薪
你不会仅仅因为做同样工作的人拿得多你就被加薪。在展示薪水调查数据前，你需要合理解释为什么你值得加薪。勾勒出你为公司带来的软件和硬件贡献，你如何为公司做贡献的，如何为完成任务尽全力的。爱德曼建议说，在此之后，再将加薪作为一个附加的要求提出，而不是主要的要求，这是比较合适的。
5. mind what you say
if you were a manager, which of these phrases would you rather hear?
“this data shows you’re underpaying me by $10,000 a year, so if you don’t give me this raise, i’m going to go look for another job.”
“based on some conversations i’ve had with individuals in my role elsewhere -- and data from this survey -- i understand that folks delivering the same quality and quantity of work have a more attractive compensation structure.”
you picked the second statement, right? the first creates a hostage situation where your salary increase is the ransom demand. the second is a professional request to have your paycheck reflect an industry-wide salary range, edmonds says.
5、注意你说的话
如果你是经理，下面的哪段话你比较愿意听到?
“这些数据证明你每年少给我一万美金，如果你不给我加薪，那我就要去寻找新的工作了。
“根据我和一些从事同行业工作人聊天的内容，还有一些调查数据，我发现那些和我拥有类似能力，从事类似工作的人，拥有一份更有吸引力的薪水。”
你会选择第二种陈述方式对吗?第一种陈述方式似乎你在下赌注谈判，气势汹汹，而第二种方式你显得更职业，用行业的薪水标准来衡量你的薪资待遇。
6. follow up your demand by talking about why you love the job
after requesting the raise, express your passion for your current job, edmonds says.
try this line: “i feel i’m successful in this role, and i enjoy working here. in the past six months, i’ve successfully done a, b and c and have brought d, e and f to the team. and in the next six months i plan to do g, h and i.”
6、根据你有多热爱这份工作来提要求
当你提出加薪后，表达你对目前工作的热情。
试试看这样的说法：“我在目前的工作上觉得非常有成就感，我享受在贵公司工作。在过去的六个月，我成功的做了……，同时还为团队增加了……。在未来的六个月内，我还机会做……，希望能为公司做的更多。”
7. expect your boss to push back
most larger organizations participate in salary surveys where participants get the results. your boss may come back with a salary survey based on data collected from your company’s direct competitors showing that the salary you're asking for is high. if that happens, respond with the other reasons you already outlined for deserving a raise -- what you contribute to the team and the company.
7、做好准备可能你的老板会反驳回来
大部分参与薪水调查的大公司员工都会得到数据结果。你的老板可能自己就收到了同行业竞争对手的薪水报告，显示你所要的薪水可能有点过高。如果是这样，你必须用一个你准备好的你值得加薪的理由给予回应，比如你如何为你的公司和团队做出了不可替代的贡献的。
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