[每周翻译]如何回答最难的面试问题

原文:The answer to the toughest interview question

作者:Penelope Trunk

翻译:OneLeo

译者的话:

这是一篇很棒的关于面试的文章,Penelope Trunk 在我们职业生涯设计中总是能够给我们提供很多不错的建议。

面试时,在谈到薪水这个问题时,总是令人很不放心的。如果我们说高了的话,怕别人不敢要我们,可是开低了的话,又觉得自己很委屈,那么这么棘手的一个问题,不如交给对方吧。让对方最先给一个数字,这样你便可以根据面试官的这个数字,给自己设定一个近乎合理的工资水平。

原文:

There’s a lot of advice on this blog about how to interview: Tell good stories, ask good questions, be a closer. But here’s only one most important thing to remember: when it comes to discussing your potential salary, never give the number first.

我的博客上有很多教你们如何参加面试的文章,例如:讲一个关于自己的好故事是令人难忘的,面试时如何问有水平的问题,做一个有心人把面试变成工作。但是,这里最重要的一件事情便莫过于:当在面试时讨论到将来有可能的薪水时,永远不要第一个先给出具体数字。

The right answer to the question, “What’s your salary range?” is almost always some version of “I’m not telling you.”

最恰当的答案便是,“请问贵公司的薪水范畴是多少呢?”这个回答类似于告诉对方:我不会告诉你我的具体数字。

The person who gives the first number sets the starting point. But if that’s you, you lose. If you request a salary higher than the range for the job, the interviewer will tell you you’re high, and you’ve just lost work (money). If you request a salary lower than the range, the interviewer will say nothing, and you’ve just lost money.

第一个给出数字的那个人设置了一个起点。但是,如果这个人是你,那么你必定输掉了。如果你要求的薪水高于你所要从事的这份工作的薪水范围,那么面试官会告诉你这个数字太高了,那么你就要丢掉这份工作的机会。如果你提出了一个比较低的薪水,那么这个面试官虽然不再说什么了,但是你自己却丢掉了本来应得的更多的钱。

So you can only hurt yourself by giving the first number. You want the interviewer to tell you the range for the position, because then you can focus on getting to the high end of that range. But you can’t work to the high point if you don’t know it.

所以,如果你第一个给出这个数字的话,那么无论如何你都会伤害到你自己。你希望面试官能够告诉你这个职位的薪水范围,因为那样的话,你倒可以给自己设定一个薪水的最高上限。但是,如果面试官不会告诉你,那么你便无从知道公司的薪水范围了。

So if there are two good salary negotiators in the room, it will be a game to see who has to give the first number. Fortunately, the company cannot make you an offer without also offering a salary, so the cards are stacked in your favor, as long as you hold your ground.

因此,房间里有两个都擅长讨论薪水的谈判家,那么这个游戏便是要看看到底是谁最先给出了一个数字。幸运的是,公司不可能在给你Offfer的时候却没有提到薪水,所以这张牌又落到你的手里你仍具有主动权,只要你能够坚守住自己的观点。

So here’s a list of responses for all the ways the interviewer will ask you how much money you expect to make. The more times you can fend off the question, the less likely you will have to be the one to give the first number. This works, even if you don’t have the upper hand and you really need the job.

那么当面试官问你期待的薪水如何时,这里有一系列示范答案。你越是避而不谈这个问题,那么你就越不可能第一个给出数字。即使这份工作你并不占有优势,但你仍需要这份工作。

What salary range are you looking for?
“Let’s talk about the job requirements and expectations first, so I can get a sense of what you need.” That’s a soft answer to a soft way to ask the question.

你所期待的薪水范围是多少?

“那让我们还是先来谈谈工作要求和对我的期待值吧,只有那样我才能知道你们到底需要怎样的人。”这是一个以一种委婉的回答。

What did you make at your last job?
“This position is not exactly the same as my last job. So let’s discuss what my responsibilities would be here and then determine a fair salary for this job.” It’s hard to argue with words like “fair” and “responsibilities”—you’re earning respect with this one.

你在上一个工作里拿多少钱?

“这个位置和我前面工作的岗位完全不一样。因此还是讨论一下在贵公司里我的职责吧,然后再决定一个合理的公平的薪水。”你很难去争论“公平的”和“职责”这样的字眼.

What are you expecting to make in terms of salary?
“I am interested in finding a job that is a good fit for me. I’m sure whatever salary you’re paying is consistent with the rest of the market.” In other words, I respect myself and I want to think I can respect this company.

你对薪水的期望是多少?

“我一直乐此不疲地在寻找一个适合我的工作。我相信无论你们支付我多少薪水,它都会与市场上的大部分薪水差不多。”换句话说,我很尊重自己并且认为我同样也能够得到公司的认可。

I need to know what salary you want in order to make you an offer. Can you tell me a range?
“I’d appreciate it if you could make me an offer based on whatever you have budgeted for this position and we can go from there.” This is a pretty direct response, so using words like “appreciate” focuses on drawing out the interviewer’s better qualities instead of her tougher side.

如果我要给你Offer,我需要知道你对这份工作薪水的期望值,你能告诉我你的期望范围么?

“如果您能够基于您对这个职位的工作薪水的预算,而给我这个工作机会的话,我将感激不尽”这是一个非常漂亮的正面回复,所以用“感激”这样的词会让面试官一种好的感觉而不是让她感觉到一个尴尬的境地。

Why don’t you want to give your salary requirements?
“I think you have a good idea of what this position is worth to your company, and that’s important information for me to know.” Enough dancing–this is one last attempt to force you to give the number first. Hold your line here and you win.

“你为什么不想提你的薪水要求呢?”

“我认为您肯定有一个很好的注意,关于这个职位对你们公司来说到底值多少钱,当然这正是我所需要知道的。”一定要坚持住你的底线,那样你就胜利了。

You can see the pattern, right? If you think you sound obnoxious or obstinate by not answering the question, think of how he feels asking the question more than once. The interviewer is just trying to get a leg up on you in negotiations. If you give in, you look like a poor negotiator, and the interviewer is probably not looking for someone like that.

你已经看见了这些问题的形式了,对吧!如果你认为自己不回答这样的问题会让人感觉很倔强或者不愉快的,那么想想对方再问一次这种问题会是什么感觉呢?如果你放弃了,那么你看起来就是一个失败的谈判家,而面试官可也并不想要寻找像你这样的人。

So stand your ground, and understand that the interviewer is being as insistent as you are. And it might encourage you to know that research shows that if you mirror the behavior of the interviewer, you are more likely to get the job. Sure, this usually applies to tone of voice, level of enthusiasm, and body language, but who’s to say it doesn’t apply to negotiation tactics, too? Try it. You could come away lots richer.

因此,坚守你的阵地并且明白,面试官也是像你一样坚持。这样的研究有利于鼓励你,越是与面试官坚持着,你越是有可能得到这份工作。当然,这也与很多因素有关,例如说话的声调,激情和肢体语言等等,但是谁又敢说这个与谈判技巧没有关系呢?所以,试试看,你肯定可以变得更加富有。



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