2. 外语
  3. It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints(约束) influence w

It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints(约束) influence w

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问题         It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints(约束) 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:
        I did not get what I wanted when I did not ask for it. We had cubicle(小隔间) 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.
        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.
        Performance is your best bargaining chip(筹码) 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 being made, you are more likely to get the raise you want.
        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?
        Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared to use communication style to guide the direction of the interaction.
To be successful in negotiations, one must___________.
选项 A、meet his boss at the appropriate time
B、arrive at the negotiation table punctually
C、be good at influencing the outcome of the interaction
D、be familiar with what the boss likes and dislikes
答案C
解析 细节题。根据文章最后一段“Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared to use communication style to guide the direction of the interaction.”可知，带着准备好的筹码去跟老板商谈加薪，并在合适的时候拿出来，而且要运用一定的交际手段引导谈判的发展方向能使谈判的胜算增加，故选C。注意其中place your chips on the table at the appropriate time“在适当的时候拿出筹码”不等于选项A中的meet his boss at the appropriate time。
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