During a job search, candidates must adopt the skills of many professions. You analyze the job market like a researchscientist, craft a resume like a best-selling author and network like a seasoned politician.
在找工作的过程中，求职者必须采用多种专业的技巧。你要像科研人员似地分析就业市场，像畅销作家似地精心编撰简历，像老练的政客似地建立工作关系。
There's also an occupation to emulate at the crucial moment when salary is discussed: FBI Hostage Negotiator.
在讨论薪酬的关键时刻，还有一种职业要模仿──联邦调查局(Federal Bureau of Investigation, FBI)的人质谈判专家。
Imagine the HR director sitting across from you is a lunatic in a bank vault with 10 hostages. Instead of demanding millions and a private jet, he's guarding the spreadsheet containing the payroll budget.
想象一下坐在你对面的人事经理是一名在银行金库里劫持了十名人质的疯子，只不过他不是要几百万现金和一架私人飞机，而是把守着包含工资预算的电子制表软件。
The Federal Bureau of Investigation publication 'Crisis Intervention: Using Active Listening Skills in Negotiations,' outlines a few techniques to effectively" target="_blank" title="ad.有效地">effectively bring a positiveoutcome in such negotiations: Using minimal encouragement, paraphrasing, mirroring and pausing the conversation, among others.
联邦调查局公布的文章"危机调停：在谈判中运用倾听技巧"(Crisis Intervention: Using Active Listening Skills in Negotiations)，概述了在谈判中有效地带来积极成果的几项手法，其中有一条是：适当跟进，改述、反射对方所说的话，在谈话中留下停顿。
So let's say the HR person says, 'We think you're a great fit for the job, and we'd like to offer you a starting salary of $75,000.' Say something like: 'I see. So you're saying that the salary for this position would be $75,000.' Then be silent.
假如人事经理说："我们认为你特别适合这项工作，我们愿意出75,000美元的起薪。"你可以这么说："我明白了。您是说这个职位的薪水是75,000美元。"
In doing so, you've listened attentively, paraphrased what the interviewer has said, mirrored back the last few words, and left an effective pause in the conversation to allow the interviewer to fill the gap. Most people hate awkward silence in conversation, and will rush to fill it, and what can happen in this scenario is they fill it with a higher offer.
在这么做的时候，你倾听并改述了面试者所说的话，反射回他说的最后几个字，而且在谈话中留下有效的停顿，让面试你的人来填补谈话的间歇。多数人讨厌对话时出现难堪的沉默，会赶快补话，这种情形下有可能发生的是，他们会拿更高的开价补上谈话空当。
Here are three other ways to negotiate your salary using F.B.I. tactics:
以下是另外三种用联邦调查局的战术谈判薪酬的方法：
Gather information: Upon arriving at the scene, a good agent will immediately assess the situation. In your case, your preparation must take place long before the standoff. You'll need a firm understanding of exactly what your skills are worth for this position. You can do so by asking colleagues and contacts in your network and researching salary data on sites like payscale.com and glassdoor.com.
收集资料。抵达现场之后，一名好的干探会立即审时度势。至于你，则要在对峙局面发生以前早早做好准备。你需要切实了解你的技能对这个职位来说究竟值多少钱。你可以问你的同事及工作中接触过的人，也可以在payscale.com、glassdoor.com等网站上搜索薪酬数据。
Build trust: In order to have a favorablenegotiation, you need to be seen as a credible source. You do this by building rapport with the other person, actively listening to their proposal, understanding their position and being prepared with supporting data for your side of the argument. When both parties can review third party industry data, it creates less of a 'you vs. me' confrontation.
建立信任。为了让谈判进展顺利，你需要让对方把你视作可靠的人。你要与对方建立融洽的关系，聆听他们的建议，了解他们的立场，并且准备好支持自己论点的论据。当双方能够共同探讨第三方行业数据时，会制造较少的"你对我"的对峙氛围。
Stay calm: No matter how crazy the situation gets, a hostage negotiator always remains calm, upbeat and positive. The same goes for salary discussions. Even if you find out that your co-worker is getting paid $20,000 more for doing the same job (believe me, it happens), storming into your boss' office and demanding a raise or threatening to quit will rarely give you the desired outcome. Talking about money can be tense, stressful and emotional but remember, this is a business transaction.
保持冷静。不管局面有多么疯狂，一名人质谈判专家总是保持着冷静、乐观和积极的态度。薪酬谈判亦应如此。即使你发现同事跟你做同样的工作却比你多拿两万美元（相信我，这种事确有发生），冲进老板办公室要求加薪或者以辞职作要挟是很难得到你想要的结果的。谈钱的时候你也许会紧张、有压力、变得情绪化，但是记住，这是一场商业交易。
If you succeed in your role as the wily FBI negotiator, by end of the standoff, everyone is happy, no one gets shot, and you get your fair share of that budget.
如果你成功地学了一回足智多谋的联邦调查局谈判专家，当对峙结束时就是一个皆大欢喜的局面了，没有人挨枪，而你也得到了一份公平的薪酬。
Jim Hopkinson
- research [ri´sə:tʃ]
n.&vi.调查；探究；研究 (初中英语单词) - occupation [,ɔkju´peiʃən] a.职业的；军事占领的 (初中英语单词)
- bureau [´bjuərəu] n.局；编辑部；事务所 (初中英语单词)
- investigation [in,vesti´geiʃən] n.调查(研究) (初中英语单词)
- director [di´rektə] n.指导者；....长；导演 (初中英语单词)
- federal [´fedərəl] a.联邦的，联邦制的 (初中英语单词)
- effective [i´fektiv] a.有效的；有力的 (初中英语单词)
- preparation [,prepə´reiʃən] n.准备；预习(时间) (初中英语单词)
- favorable [´feivərəbəl] a.赞成的；顺利的 (初中英语单词)
- argument [´ɑ:gjumənt] n.辩论；争论；论证 (初中英语单词)
- review [ri´vju:] v.&n.复习；回顾；检查 (初中英语单词)
- rarely [´reəli] ad.难得；非凡地 (初中英语单词)
- emotional [i´məuʃənəl] a.易动感情的；情感的 (初中英语单词)
- everyone [´evriwʌn] pron.=everybody 每人 (初中英语单词)
- scientist [´saiəntist] n.(自然)科学家 (高中英语单词)
- publication [,pʌbli´keiʃən] n.发表；公布；发行 (高中英语单词)
- positive [´pɔzətiv] a.确定的 (高中英语单词)
- encouragement [in´kʌridʒmənt] n.鼓励；赞助；引诱 (高中英语单词)
- saying [´seiŋ, ´sei-iŋ] n.言语；言论；格言 (高中英语单词)
- awkward [´ɔ:kwəd] a.笨拙的；为难的 (高中英语单词)
- negotiation [ni,gəuʃi´eiʃən] n.谈判，协商，交涉 (高中英语单词)
- network [´netwə:k] n.网状物 vt.联播 (英语四级单词)
- outcome [´autkʌm] n.结果；后果；成果 (英语四级单词)
- negotiate [ni´gəuʃieit] v.谈判；解决；转让 (英语四级单词)
- actively [´æktivli] ad.活跃地，积极地 (英语四级单词)
- lunatic [´lu:nətik] a.精神错乱的 n.疯子 (英语六级单词)
- intervention [,intə´venʃən] n.干涉；调停；插入 (英语六级单词)
- effectively [i´fektivli] ad.有效地 (英语六级单词)
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