最难对付的面试问题答案

最难对付的面试问题最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案 1744个读者个读者个读者个读者 译者: jasmin 04/02/2008 原文 引用 双语对照及眉批 这个博客上有很多关于如何面试的建议：讲好故事，问好问题，显得亲近些。但 是，有最重要的一点要记住：当讨论涉及你想要的薪酬水平，绝不要首先给出数 字。对这个问题的正确回答应该是“你们的工资范围是多少？”，这基本上算是“我 不告诉你”的另一种说法。 现说出薪水数字的人就预设了一个起点，但是如果是你，那你就输了。如果你想 要比对方给出的范围更高的薪水，那面试官会说你要的薪水太高，你就失去了钱。 如果你要的薪水低于对方给出的范围，那面试官什么都不会说，你也失去了钱。 因此，首先给出数字只会让你自己损失。你想面试官告诉你这个职位的薪水范围， 因为那样你就可以尽量得到这个范围最高的薪水。但假如你不知道这个最高点， 你就不能这么做了。 因此如果屋里有两个技巧高超的薪水谈判专家，那这场比赛就看谁先给出薪水的 数字。幸运的是，公司招聘的时候不会不提供一份薪水，所以这副牌就会对你有 利，只要你坚守自己的阵地。 这有一份关于面试官以各种方式问你想要多少钱的问题的回答。你越是能避开这 个问题，那你就越不可能成为第一个给出数字的人。即使你不处于优势并且你确 实需要这份工作，但这还是有用。 你期望的工资范围是多少？ “让我们先谈工作要求和期望吧，那我就能了解你需要什么。”这是温和提问的一 种温和回答。 上份工作你赚多少？ “这份工作和我上份工作不太一样。因此让我们讨论一下我在这儿的责任，然后再 决定这个工作公平的报酬。”像“公平”和“责任”这样的字眼没有什么可挑剔的—— 你这么说会赢得对方的尊重。 最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案 薪水方面你想要多少？ “我感兴趣的是找到一份适合我的工作。我敢肯定你们的薪水一定和市面上其他公 司基本一致。”换句话说，我很尊重自己，并且我认为我也可以尊重这家公司。 我想知道如果你得到这份工作你想要的薪水是多少。你能告诉我一个大体范围 吗？ “如果我得到这份工作无论你提供的薪水是多少我都很感激，并且我们可以从那个 水平开始。”这是十分直接的反应，因此用“感激”这样的词可以引出面试官更温和 亲切的一面而非顽固的一面。 你为什么不告诉我你想要多少薪水呢？ “我认为你知道对公司而言这个职位值多少钱，对我而言知道这点是很重要的信 息。” 过招够多了——这是最后一次迫使你先说出薪水数字。坚持底线，你就赢了。 你看到这个模式了，对吧？如果你认为不回答这个问题让你看起来既讨厌又赌气， 那想想不止一次问你这个问题他是什么感受。面试官在谈判中只是气势汹汹。如 果你屈服了，你就变成一个可怜的谈判者，并且面试官可能并不想要那样的人。 因此坚守你的阵地，要知道面试官跟你一样急切。研究明，如果你体现出面试 官要求的特点，你就更可能得到这份工作。当然，这通常要运用声音的语调、热 情程度和身体语言，但是让谁来说也要使用谈判策略。试一下，你会得到更丰厚 的薪水。 The answer to the toughest interview question 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. 最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案 The right answer to the question, “What’s your salary range?” is almost always some version of “I’m not telling you.” 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 money. If you request a salary lower than the range, the interviewer will say nothing, and you’ve just lost money. 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. 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. 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. 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. 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. 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. 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 最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案最难对付的面试问题答案 response, so using words like “appreciate” focuses on drawing out the interviewer’s better qualities instead of her tougher side. 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. 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. 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.