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

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

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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. (345 words)
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 本题属于细节题。本题题干中的“negotiations”将本题的答案信息圈定在全文的尾段。尾段只有一句话，阐述人们在进入(提高工资的)谈判协商时应做好的两个准备：其一是准备在适宜的时间把筹码摆到桌面上，其二是准备使用交流方式来引导(谈判协商的)互动方向。显然，原文中的第二个“prepared”的内容决定了选项C是正确答案。选项A是干扰项，文中并没有提到在适宜的时间见老板，而是在适宜的时间拿出自己的筹码。选项B“按时到达谈判桌”和选项D“熟悉老板的好恶”在文中均未涉及。
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