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面試得到 Offer 薪水如何談？ 三明治溝通法及最後簽約前的談判招式
我在 4 年前寫的 “被錄取了- 我該注意什麼，我可以談判要求多一點薪水、股票或假期嘛？”告訴大家得到 offer 後的談判注意事情。 基本上， 如果你完全沒有談判就接受 offer 的話， 幾乎可以確定你得到的 package 是 underpaid， 畢竟公司沒有一開始就給你最高的 offer 的誘因， 目前就業市場都會預期候選人談判， 你沒有談判的話， 公司就賺到用比較低的薪水請到你， 而你未來所有的加薪都是依據一開始的薪水， 所以幾年下來， 你少賺的累積起來會差距蠻大的。
上週寫了 “面試中談到錢怎麼辦？ 問到你期望薪水如何接招?”，介紹了在面試一開始，或是過程中遇到 recruiter 詢問你期待薪水應該如何應對。 在你最後過關斬將 onsite interview 後， recruiter 通知你他們想要給你一個 offer，在薪水及整個 salary package 中該如何應對呢？
複習一下上次篇最後的一個應對:
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Recruiter: Congrats, Brian. I got good news for you. The team really likes you and we want to give you an offer. Can you tell me your salary expectation now?
Me: Thanks. That's great news to hear. I also had a good time with the team. Since I don't know the position level, role's expectation, and the company budget for the person with my skills and experience, I think it will be better that you provide the offer number first.
如果拿到了 offer，還是要 recruiter 先說一個數字再來討論。 畢竟他/她才是知道職位的等級、職位責任內容、還有公司給這個職位的預算。
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Recruiter: Great news, Brian, after I discussed with the hiring manager, we would like to offer you the software engineer position based in our San Francisco HQ office. The base salary would be $90,000/year. 1000 unit of RSU vesting in 4 years, $5,000 sign on bonus, and 10% target bonus yearly.
Me: Thank you for the wonderful news and the offer details. I felt really excited when I interviewed with the team and can't wait to work on the project the team will focus on this year.
Recruiter 告訴你公司決定給你 offer 及薪水細節， 三明治溝通法首先要感謝他/她的好消息， 同時再次表達你很喜歡面試過程中和未來同事的交流， 並且期待和他們一起共事。
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Me: Based on the market data, to be compensated fairly with my skills, education level, and experience, I'm looking at the base salary range of $110,000 to $120,000/year and 2000 unit of RSU. I want to get to a number we can collaboratively agree on.
接下來要就 offer 內容來探討， 你需要先做一些功課來知道職缺職級、你的教育背景、技能、及目前市場大概在你所在的城市願意給出多少薪水。 以下幾個網站可以幫助你查詢你所在地區的職缺大致的薪水區間，大部分時候會願意在網上提供資料的都是薪水比較高的人，有倖存者偏差， 所以你可以參考，但是不用完全使用最高的資料點來做談判， 當然因為你預期公司會從它和你的數字之間找中間的值，所以你提出的數字可以稍微高於你的預期數字。
Glassdoor: 老牌的公司介紹及職缺薪水網站， 有各個職缺及城市的資料。
Paysa: 可以看到依職缺、公司、地點、畢業學校、軟體技能的薪水鐘型分部概況。
Levels.fyi: 可以比較不同科技公司不同級別的工程師應該如何對應 (ex: Facebook E4、Google L4、Apple ICT3、Amazon SDEII 是大概可以類比同等級)， 也有依據 base, bonus, stock 及全部薪水的資料。
H1B Salary Database: 利用 2019 年公司幫忙申請工作簽證的資料來知道美國公司請外國人職位及薪水概況。
一個很重要的談判溝通技巧是提到你想要 “to be compensated fairly”， 以及 “I want to get to a number we can collaboratively agree on”。一方面來說，期待公司可以給你一個符合市場行情的薪水， 同時也表達了我希望可以和公司一起合作談出一個雙方都可以接受的數字。 談判不是爭執， 需要兩方都願意一起為最終的結果來努力才有可能有好的結果
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Me: Thank you so much for your opportunity. I can't wait to get started. I look forward to working with you on this and to executing the top goals in the next six months.
講完你所期待的薪水之後， 記得再次強調感謝這個工作機會， 表達你期待開始工作並且執行公司的目標。
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如同我 4 年前文章提到的， 所有在合約裡的文字都是可以談判的， 你可以要多一點底薪，多一點股票、多一些 sign on bonus 、多一些假期 PTO、或是要公司在你一開始工作就幫你辦綠卡， 每個人的狀況及需求不同、公司的政策也都不一樣，談判完白字黑字寫下來後才能確保你的權益。
許多人會害怕如果談判就有失去 offer 的風險， 事實上發生機率很低， 畢竟公司花了很多成本面試那麼多人， 每一關篩選到最後才給你 offer ， 公司也不希望在這個階段因為你以上誠懇的談判的要求就不給你 offer。
如果公司真的因為你希望有一個公平符合市場水準、並且找到雙方可以同意的數字談判的要求就拒絕你，這樣的公司看不到你的價值，在你還沒加入就低估你， 加入後一定也不會重視你的貢獻，它拒絕你也是幫你一個忙，讓你不會未來才後悔。
最後如果你已經和你得到 offer 的公司談判了一輪， 每個都提升到符合你的期待後， 可能你還是有 2 個以上的公司彼此 match offer package， 讓你不知道最後如何選擇，這時候我還有一個最終談判的招式讓你可以最後讓公司再加碼吸引你簽下 offer:
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Hi XXX,
Thank you for providing me the updated written offer. After reviewing the written offer and the benefit plan, I have a few concerns that I wish to discuss with you.
I’m currently in the middle of my job search and would be forgoing some opportunities and offers I am excited about; For example, I'm about to have on-site interview at Facebook and Google soon and I have other offers at hands. I enjoyed the time speaking with the team at OOO, and really excited about the projects there. If OOO can increase the base salary by $10, 000 to a total of USD $XXX,XXX/Yr., I’d end my job search now and accept offer at OOO today.
Thanks. I am really excited for the chance of becoming part of the OOOO family. I look forward to hearing from you.
Brian
基本上這封 email 告訴 recruiter 我手上有其他公司的 offer 以及還沒有面試結果的公司， 因為其他的公司的機會也很吸引我，為了讓我可以放棄其他的好機會， 請這家公司再加把勁讓我可以狠下心拒絕其他機會並加入他們。
我的 email 是希望 increase the base salary by $10, 000， 你也可以改成 sign on bonus, RSU, relocation bonus 等等。很多公司為了怕最後候選人還是接受其他公司， 都願意最後再加一些籌碼讓你簽約。尤其是我強調 "end my job search now and accept offer today"， 都會讓公司知道你是認真想要加入他們， 如果沒有完全答應你提出的最後要求，可能也能提供給你接近你的數字的 counter offer。
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以上的三明治溝通法及最後 email 談判是我過去在美國幾年職場求職經驗心法總結。 華人文化比較不會談錢或是覺得談錢傷感情， 但在美國職場中很容易就讓自己的價值被低估了。談判並不是貪心，而是希望自己能得到公平的市場價值。
我用以上的心法及最後談判方式讓我自己、幾個朋友、還有最近親愛的老婆在 offer 談判有得到 4 位數至 5 位數不等的增加薪酬。 談判不僅是為了自己， 也讓公司及產業在未來要給和你類似背景的人更公平的待遇， 今天你的談判， 幫助的不僅是未來你每個月的薪水，還有未來的華人、女性、你的學校學弟妹等等未來在同公司獲得更好的 offer 的基礎。
如果你覺得我的技巧讓你有所體悟、未來談判幫助你得到更好的薪水，歡迎你打賞鼓勵我，贊助我買好書籍，讓我思維精進，寫更多更好的文章分享給你，或是贊助我買咖啡， 讓我在繁忙工作及照顧小孩之餘，有力氣寫作分享。目前贊助方式有 Patreon、信用卡付款贊助 (使用 Stripe 支付)、或是 Paypal，詳情請看我的贊助頁細節 。
歡迎關注我的粉絲專頁，了解更多矽谷經驗、矽谷人物專訪、及各式矽谷新奇事務。
https://www.facebook.com/PivotSoftwareEngineer/
https://brianhsublog.blogspot.com/2019/10/HowToNegotiateJobOffer.html
BUSINESS ENGLISH VOCABULARY
Writing Business Letters
Useful phrases and vocabulary for writing business letters.
Salutation
• Dear Mr. Brown
• Dear Ms. White
• Dear Sir
• Dear Madam
• Dear Sir or Madam
• Gentlemen
Starting
• We are writing
- to inform you that ...
- to confirm ...
- to request ...
- to enquire about ...
• I am contacting you for the following reason...
• I recently read/heard about ..... and would like to know ....
• Having seen your advertisement in ..., I would like to ...
• I would be interested in (obtaining / receiving) ...
• I received your address from ----- and would like to ...
Referring to previous
contact • Thank you for your letter of March 15.
• Thank you for contacting us.
• In reply to your request, ...
• Thank you for your letter regarding ...
• With reference to our telephone conversation yesterday...
• Further to our meeting last week ...
• It was a pleasure meeting you in London last month.
• I enjoyed having lunch with you last week in Tokyo.
• I would just like to confirm the main points we discussed
on Tuesday.
Making a request
• We would appreciate it if you would ...
• I would be grateful if you could ...
• Could you please send me ...
• Could you possibly tell us / let us have ...
• In addition, I would like to receive ...
• It would be helpful if you could send us ...
• I am interested in (obtaining / receiving) ...
• I would appreciate your immediate attention to this matter.
• Please let me know what action you propose to take.
Offering help
• Would you like us to ...?
• We would be happy to ...
• We are quite willing to ...
• Our company would be pleased to ...
Giving good news
• We are pleased to announce that ...
• I am delighted to inform you that ..
• You will be pleased to learn that ...
Giving bad news
• We regret to inform you that ...
• I'm afraid it would not be possible to ...
• Unfortunately we cannot / we are unable to ...
• After careful consideration we have decided (not) to ...
Complaining
• I am writing to express my dissatisfaction with ...
• I am writing to complain about ...
• Please note that the goods we ordered on ( date )
have not yet arrived.
• We regret to inform you that our order n° ----- is now
considerably overdue.
• I would like to query the transport charges which seem
unusually high.
Apologizing
We are sorry for the delay in replying to ...
I regret any inconvenience caused (by) ...
I would like to apologize for the (delay, inconvenience)...
Once again, please accept my apologies for ...
Orders
Thank you for your quotation of ...
We are pleased to place an order with your company for..
We would like to cancel our order n° .....
Please confirm receipt of our order.
I am pleased to acknowledge receipt of your order n° .....
Your order will be processed as quickly as possible.
It will take about (two/three) weeks to process your order.
We can guarantee you delivery before ...(date)
Unfortunately these articles are no longer available /
are out of stock.
Prices
Please send us your price list.
You will find enclosed our most recent catalogue and price list.
Please note that our prices are subject to change
without notice.
We have pleasure in enclosing a detailed quotation.
We can make you a firm offer of ...
Referring to payment
Our terms of payment are as follows ...
Our records show that we have not yet received
payment of ...
According to our records ...
Please send payment as soon as possible.
You will receive a credit note for the sum of ...
Enclosing documents
I am enclosing ...
Please find enclosed ...
You will find enclosed ...
Closing remarks
If we can be of any further assistance, please let us know.
If I can help in any way, please do not hesitate to
contact me.
If you require more information ...
For further details ...
Thank you for taking this into consideration.
Thank you for your help.
We hope you are happy with this arrangement.
We hope you can settle this matter to our satisfaction.
Referring to future business
We look forward to a successful working relationship in the future.
We would be (very) pleased to do business with your company.
I would be happy to have an opportunity to work with
your firm.
Referring to future contact
I look forward to seeing you next week.
Looking forward to hearing from you, ...
Looking forward to receiving your comments,
I look forward to meeting you on the (date).
I would appreciate a reply at your earliest convenience.
An early reply would be appreciated.
Ending business letters
◊ Sincerely, }
◊ Yours sincerely,} for all customers / clients
◊ Sincerely yours,}
◊ Yours faithfully, in more formal letters
◊ Regards, for those you already know and/or with whom
you have a working relationship
-st-
looking forward to hearing good news from you 在 I'm looking forward to hearing good news from you and shall ... 的推薦與評價
Apr 9, 2019 - I'm looking forward to hearing good news from you and shall be happy and appreciate to make mutual good and profitable business for both side. ... <看更多>