It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints influence wage increases. One thing, however, is certain: your chances of getting the raise you feel you deserve are less if you don’t at least ask for it. Men tend to ask for more, and they get more, and this holds true with other resources, not just pay increases. Consider Beth’s story:
谈判最初的工资要求更容易，因为一旦你进入公司，组织的约束就会影响工资的增长。然而，有一点是肯定的：如果你不要求加薪，你得到加薪的机会就会减少。男人往往要的更多，他们得到的也更多，不仅是加薪，其他资源中也是如此。想想贝丝的故事：
I did not get what I wanted when I did not ask for it. We had cubicle offices and window offices.I sat in the cubicles with several male colleagues. One by one they were moved into window offices, while I remained in the cubicles, several males who were hired after me also went to offices. One in particular told me he was next in line for an office and that it had been part of his negotiations for the job. I guess they thought me content to stay in the cubicles since I did not voice my opinion either way.
当我没有要求的时候，我没有得到我想要的。我们有隔间办公室和靠窗办公室。我和几个男同事坐在隔间里。他们一个接一个地被搬进了靠窗办公室，而我留在隔间里，在我之后被雇佣的几个男性也去了办公室。其中一人特别告诉我，他是下一个职位的人选，这是他为这份工作进行谈判的一部分。我想他们认为我满足于呆在隔间里，因为我没有以任何方式表达我的意见。
It would be nice if we all received automatic pay increases equal to our merit, but “nice” isn’t a quality attributed to most organizations. If you feel you deserve a significant raise in pay, you’ll probably have to ask for it.
如果我们都能自动加薪，那就太好了，但“好”并不是大多数组织的品质。如果你觉得你应该大幅加薪，你可能得要求加薪。
Performance is your best bargaining chip when you are seeking a raise. You must be able to demonstrate that you deserve a raise. Timing is also a good bargaining chip. If you can give your boss something he or she needs (a new client or a sizable contract, for example) just before merit pay decisions are beingmade, you are more likely to get the raise you want.
当你寻求加薪时，业绩是你最好的筹码。你必须能够证明你应该得到加薪。时机也是一个很好的讨价还价的筹码。如果你能在做出绩效工资决定之前给老板一些他或她需要的东西（例如，一个新客户或一份可观的合同），你就更有可能得到你想要的加薪。
Use information as a bargaining chip too. Find out what you are worth on the open market. What will someone else pay for your services?
也可以用信息作为讨价还价的筹码。了解你在公开市场上的价值，其他人会为你的服务支付什么费用？
Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared touse communication style to guide the direction of the interaction.
准备好在适当的时候把筹码放在谈判桌上，并准备好我们的沟通风格来指导互动的方向。
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