面试技巧：如何与HR讨价还价

关于面试技巧：如何与HR讨价还价

　　面试技巧：如何与HR讨价还价

　　关于面试的黄金法则之一就是，不要问到报酬和节假日的问题。但一旦工作offer到手，还是有必要为自己的利益争取一下的。面对经验老道的HR，职场小菜鸟们要如何与之“斗智斗勇”呢？

　　One of the golden rules of job interviews is to avoid asking questions about pay and holidays. It places the focus on what you expect from the employer, rather than what you can offer them。

　　关于面试的黄金法则之一就是，不要问到报酬和节假日的问题。这会让面试官觉得你更关注能从公司得到什么，而不是带给公司什么效益。

　　However, once you have been offered the job, the question of negotiating the offer is an option. It is tempting, in the excitement of the moment, just to accept everything on their terms. Sometimes this could be the best thing to do, especially if the employer states the offer is non-negotiable or if the job is everything you ever wanted; after all you don’t want to risk losing the offer。

　　不过，一旦你得到了这份工作，就该商量一下你的所得了。在得到工作的这一刻，本能会促使你接受他们提出的所有条件。有时候应该这样，特别是当雇主强调这份工作不可协商，或者你只在意工作本身，毕竟没人会想冒风险让煮熟的鸭子飞走。有的时候，协商条件又是不可或缺的面试一部分。

　　The first thing you should do is evaluate the offer; there are seven things you should take into consideration. The most important of these is the actual job content; does it fit in with your long term career goals and personal plans. Next your boss; can I work with this person? In third place you can start to think about the salary and benefits. Don’t forget what are called “fringe benefits”， these are sometimes worth as much as 40% in addition to your actual salary; insurance, child benefits, retirement plans, tuition assistance, paid holidays and other bonuses. Find out when your salary is reviewed, usually once every 12 months, and your potential for salary growth. The other important factors in evaluating a job are your co-workers, the location of the company and how a typical working week is structured. Finally you should consider the flexibility of the organization you are thinking for working for; is it overly rigid and will it alter your lifestyle。

　　你需要做的第一件事是评估对方提出的条件，一共有7点需要考虑。其中最重要的是，实际的工作内容是否适合你的长期职业目标和个人计划。下一步是你的老板，问问自己是否可以与这个人相处？第三，你可以开始考虑关于薪水和福利的问题了。不要小看“福利”，这些有时高达实际工资的40%，其中有保险，儿童福利，退休计划，学费资助，有薪假期和其他奖金。每12个月评估一下你的薪水的增长潜力。在评估过程中其他重要因素是你的同事，公司的位置，以及工作是如何安排的。最后你应该考虑的是组织工作思维的灵活性，是过于僵化，还是契合你的生活。

　　Once you have evaluated your job offer, make a budget of your expenditures. After you have worked out your salary requirements, do some market research in order to find out how much your skills are worth. To decide if an offer is reasonable, you should know both your requirements and the salary ranges for your career field and position. Everything is negotiable but the more information you have, the more powerful your position will be。

　　一旦你评估你的工作，制作一份支出预算。制定薪水要求之后，做一些市场调查，以找出你的技能价值，从而决定合约是否合理，你应该知道你的需求和所得报酬在行业的定位。一切都是可以商谈的，你拥有的信息越丰富，你所处的地位就越有利。

　　When you are offered the job respond by saying “when do you need an answer?” rather than “fine, when shall I start?” This gives you time to consider and research their offer. Ask some questions about how your work will be evaluated and what opportunities there are for advancement. It is a good idea to get a copy of the initial offer in writing so as to have a clear basis for negotiation. Practice what you are going to say and be reasonable in your approach; the ideal outcome should be a win/win situation. You should aim for the top of your salary range, but be prepared to accept less. The more you are willing to be flexible, the more likely both of you will reach a mutually satisfactory result. Be prepared to barter; higher salary for fringe benefits or vice versa. Also although the employer may not be able to offer anything now, he or she might commit to changes in the future。

　　当你得到了这份工作回应说：“你什么时候需要一个答案？”而不是“好，我什么时候开始的？”这让你有时间来考虑和研究他们的提议。询问你的工作将如何进行评价和升迁有什么机会了一些问题。这是一个好主意，以书面形式有一个明确的基础上进行谈判的初始报价的副本。实践你所要说的话，并且在你的方法是合理的；理想的结果应该是一个双赢/双赢的局面。你的目标应该是你的工资范围的上限，但要准备接受较少。你越愿意采取灵活，更你们俩很可能会达成一个双方满意的结果。准备易货贸易；较高的福利，薪金，反之亦然。另外，虽然雇主可能无法提供任何现在，他或她可能会承诺在未来的变化。

　　When you reach the final offer, make sure you get it in writing. You too should write a formal acceptance letter. If at all possible, have someone, who is experienced with job contracts, check through everything, before you finally sign。

　　当你最终谈成协议的时候，确保落实在纸上。你也应该写一份正式的接受函。如果有可能的话，找一个在签工作协议方面有经验的人，检查一遍，然后你再最后签字

　　面试中如何回答“你善于团队合作吗”

　　Alternative and related questions:

　　相关问题：

　　Are you a team player?

　　你善于团队合作吗？

　　In what ways are you a team player?

　　你如何说明自己善于团队合作？

　　Do you prefer working on your own or as part of a team?

　　你倾向于单独工作还是团队合作？

　　How would you define teamwork?

　　你如何看待团队工作？

　　Can you tell me about a team you worked in and the role you played within that team?

　　你可以谈谈你的团队合作经历以及你在团队中扮演的角色吗？

　　What do you think makes a perfect team?

　　你认为好的团队应该具备什么？

　　The meaning behind the question:

　　问题背后的意义：

　　Teamwork is essential in almost any work environment. Questioning your ability to work in a team is therefore one of an interviewer’s favourites. They’ll be looking for evidence of a number of core abilities:

　　团队合作在任何工作环境中都是至关重要的。因此考察你的团队合作能力是面试官们的最爱。他们会考察你是否具有以下几个关键能力：

　　The ability to communicate effectively with others

　　和别人有效沟通的能力

　　The ability to recognise and understand the viewpoints of others

　　识别和理解他人观点的能力

　　The ability to appreciate the contribution you are expected to make

　　乐于接受交代任务的能力

　　Your answer:

　　你的回答：

　　This is a very important and very popular question which could be phrased in many different ways. As well as pre-preparing your answer to, “Are you a team player”, you should also draft answers to all the alternative questions I’ve listed above. There will be common ground between your answers but each will have a slightly different slant to it.

　　这是一个非常重要的问题，经常会被问到，提问的方式也有很多种。你不仅要事先想好“你善于团队合作吗”这个问题的答案，上面列出的其他相关问题也要事先准备。这些问题的答案具有共同点，但是每一个都要有不同的侧重点。

　　You could answer the question in the context of your current job but you’d be better off approaching it from the angle of the job for which you are applying. They’re asking you in what ways you are a team player but you need to be asking yourself in what ways will they want you to be a team player. Are they looking for a leader? Are they looking for someone who brings out the best in others? Are they looking for the person who generates the ideas or the person who is a dab hand at putting new ideas into practice?

　　你可以从现在的工作切入来回答这个问题，但是最好从你申请的工作这个角度入手。他们也许问的是你如何说明自己善于团队合作，但是你要问自己的是他们希望你成为怎样的团队合作者。他们找的是领导吗？或者他们找的是能在团队中带动别人的人？他们是要找出点子的人，还是要找能将想法付诸实现的能手？

　　Establish in your own mind what sort of a team player they want you to be and then deliver an answer which caters to that image.

　　在心中想好他们要找的是那种团队合作者，再据此做出相应回答。

　　Example:

　　例子：

　　I certainly very much enjoy working with others; I’m outgoing, I enjoy the team spirit and I’m understanding of the needs of others. I’m good at helping the team to see the bigger picture – to see the wood from the trees – helping them to focus on what really matters rather than getting bogged down in irrelevant detail. I’m also good at helping the team to spot flaws in our approach – and potential problems and pitfalls. I believe I have strong communication skills and, while I don’t yet have experience in a leadership role, I do have a talent for liaising between different team members and resolving any disputes which may arise. Conflict between different team members is rarely very productive and is normally best avoided.

　　我当然非常享受和别人合作的过程。我性格外向，欣赏团队精神，我也了解他人想要什么。我擅长帮助整个团队掌握大局——从树木中看到森林——帮助他们专注于最重要的事而不是纠结于不相关的小细节。我还很擅长帮助团队找到工作中的不足之处，发现潜在的问题，避免陷阱。我的沟通能力很强，虽然我没有在团队中担当过领导角色，但是我善于联络不同的团队成员，解决纠纷，因此团队成员发生的冲突很少会恶化并且能很好地解决。

　　面试问题回答技巧：你的同事如何评价你？

　　How would your friends or coworkers describe you?

　　你的朋友和同事都是如何评价你的呢？

　　Sample 1.

　　实例1.

　　Be prepared with a quote or two from co-workers. Either a specific statement or a paraphrase will work. Jill Clark, a co-worker at Smith Company, always said I was the hardest workers she had ever known. It is as powerful as Jill having said it at the interview herself.

　　准备好同事对自己一句或两句的评价。一句特殊的评论或转述会对面试非常有帮助。Jill Clark 是Smith公司的工作人员，总是说：“我的同事说我是她见过的工作最努力的人。”Jill在面试时转述这样的评论是会对面试非常有帮助的。

　　Sample 2

　　实例2.

　　My co-workers always admit that I am good team player by providing suitable advices at the right time. They also add that I have a balance between good stress and bad stress.

　　我的同事经常会说我是一个很有团队精神的人，会在适当的时候给出正确的建议。他们还评价我有很好的调节压力的能力。

　　Sample 3

　　实例3.

　　I am a highly respected professional amongst my co-workers and client group, a team player, humourous – can turn the worst scenario into a fun learning session, dedicated, organized and efficient and trusted individual.

　　同事和客户评价我具有很强专业工作能力，善于团队合作，还富有幽默感，总是可以把最坏的情况转变成一个有意思的学习历程。他们说我做事认真，效率很高而且有条理。是个值得信任的人。

　　Sample 4

　　实例4.

　　Both my friends and coworkers would say that I’m reliable, because of the fact that I’m the one that everyone calls. Whenever any of my friends have a problem I’m the friend they know will give them an honest answer, or be there to help them with whatever needs to be done.

　　我的朋友和同事都说我是个值得信任的'人，因为所有人有事情都会给我打电话。只要我的朋友遇上什么问题，我这个朋友就会给他们提供中肯的建议，或者待在他们身边力所能及的去帮助他们。

　　面试中如何回答"工作中什么最能激励你"

　　There isn't a right or wrong answer to interview questions about what motivates you. The interviewer is trying to understand the key to your being successful in the job he is interviewing for, and wants to make sure it's a good fit. Consider, in advance of interviewing, what actually does motivate you and come up with some specific examples to share during the interview.

　　面试时“什么能激励你工作”的问题没有标准答案。面试官想了解能激励你工作关键因素，以及确定公司能帮你办到。在面试前想想究竟什么事情能激励你，面试时和面试官分享具体的例子。

　　Your response will vary based on your background and experiences, but, you will want to share your enthusiasm and what you like(d) best about your job. Here are some examples:

　　你的回答会根据背景和经历的变化而变化，但是，你要告诉面试官你对工作的热情和这份工作最吸引你的地方。下面是一些例子：

　　I was responsible for several projects where I directed development teams and implemented repeatable processes. The teams achieved 100% on-time delivery of software products. I was motivated both by the challenge of finishing the projects ahead of schedule and by managing the teams that achieved our goals.

　　我曾经负责过几个项目，在这些项目里我带领研发团队，找出了重复性高的流程。我们团队的软件产品全都按时交付。激励我的既是要在规定时间里完成项目，也是能带领团队一起完成目标。

　　I've always been motivated by the desire to do a good job at whatever position I'm in. I want to excel and to be successful in my job, both for my own personal satisfaction and for my employer.

　　我希望自己不管做什么工作都能做的很好，我一直为此努力着。我想变得优秀，在工作上获得成功，既为了自己满意也为了老板。

　　I have always wanted to ensure that my company's clients get the best customer service I can provide. I've always felt that it's important, both to me personally, and for the company and the clients, to provide a positive customer experience.

　　我一直想要公司客户得到我能提供的最好的服务。不管是对我、对公司还是对客户，我觉得提供良好的客户体验非常重要。

　　I have spent my career in sales, typically in commission-based positions, and compensation has always been a strong factor in motivating me to be the top salesperson at my prior employers.

　　我做了很久销售，基本都是拿佣金的职位，提成一直是激励我在之前的公司成为顶尖销售人员的重要因素。

　　面试中如何回答"你的抗压性如何"

　　A typical interview question, asked to get a sense of how you handle on-the-job stress, is "How do you handle pressure?" Examples of good responses include:

　　面试官想了解你如何处理工作压力时，一般会这么问：你是如何应对压力的？比较好的回答包括：

　　1. Stress is very important to me. With stress, I do the best possible job. The appropriate way to deal with stress is to make sure I have the correct balance between good stress and bad stress. I need good stress to stay motivated and productive.

　　1. 压力对我来说很重要。压力能让我把工作做到最好。应对压力的正确方法是在正面压力和负面压力之间找到平衡。正压力让我积极工作而且有效率。

　　2. I react to situations, rather than to stress. That way, the situation is handled and doesn't become stressful.

　　2. 我应对的是情况而不是压力。这样，事情能被解决也不会给我负担。

　　3. I actually work better under pressure and I've found that I enjoy working in a challenging environment.

　　3. 其实我有压力时能把事情做的更好，我发现自己喜欢在有挑战性的环境里工作。

　　4. From a personal perspective, I manage stress by visiting the gym every evening. It's a great stress reducer.

　　4. 就个人而言，我每天晚上去健身房锻炼缓解压力。这个减压方法很有效。

　　5. Prioritizing my responsibilities so I have a clear idea of what needs to be done when, has helped me effectively manage pressure on the job.

　　5. 给事情排好优先次序，这样我清楚地知道什么时候做什么事，这种方法帮我在工作中有效的处理了压力。

　　6. If the people I am managing are contributing to my stress level, I discuss options for better handling difficult situations with them.

　　6. 如果我的下属导致我有压力，我会和他们讨论处理困境的更好方法。

　　7. I find that when I'm under the pressure of a deadline, I can do some of my most creative work.

　　7. 我发现自己都是在最后期限的压力下做出最创新的工作。

　　8. I'm not a person who has a difficult time with stress. When I'm under pressure, I focus, and get the job done.

　　8. 我不会有受不了压力的情况。我有压力时会专心致志的把工作做好。

　　9. I find a past pace to be invigorating, and thrive when the pressure is on.

　　9. 有压力时我会发现以前做事的节奏要提高和改进。

　　10. I've done some of my best work under tight deadlines, where the atmosphere was very stressful.

　　10. 在时间紧气氛紧张的时候，我完成过最出色的工作。

　　11. I'm the kind of person who stays calm under pressure, and handles stress fairly easily.

　　11. 在压力下我会很冷静，也能很好的应对。

　　It's a good idea to give examples of how you have handled stress to your interviewer. That way, they get a clear picture how well you can work in stressful situations.

　　跟面试官举例说明你处理压力的方法会好些，这样，他们可以清楚的了解你在压力下是怎么工作的。

　　面试中如何回答"你觉得自己成功吗"

　　Answer tips

　　回答技巧

　　You always answer: Yes. Then explain briefly the reason why. A perfect reason includes a long-term goal in 3 – 5 years that you have achieved.回答基本上都是：是的。然后简单解释下原因。你实现了自己定下的3-5年的长期目标是个不错的理由。

　　For example: I have strived to get excellent degree after graduate and to use majoring English fluently. Now I’ve achieved that goal.

　　比如：我希望自己毕业后能拿到更好的学位并且流利的说英语。现在我已经实现了这个目标。

　　Answer samples

　　示范回答

　　Sample 1:

　　回答一：

　　Yes! With the experience that I have gained and the knowledge and skills that I have learned I could say that I have been successful in terms of providing helpfulassistance and ideas to the people whom I owe my success and improvement both in my career and personal life.

　　是的！以我所获得的经验以及学到的知识和技能，我能说自己是成功的，我能给别人提供帮助和想法，我在职业生涯和个人生活中是成功的。

　　Sample 2:

　　回答二：

　　Yes, I’m a success person as you can say from my education background and working history. I manage myself well in my career path. As a job-oriented person, I always try my best to do my job whatever it is while committing to the highest performance as possible.

　　是的，我是个成功的人，你们能从我的教育背景和工作经历中看出来。我把自己的职业道路计划的很好。我是个重视工作的人，我总是尽最大的努力把工作做到最好。