關於 target market education level ，我們在網路上蒐集到這些相關的討論、資訊與評價

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 。


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https://brianhsublog.blogspot.com/2019/10/HowToNegotiateJobOffer.html

New Renaissance can reform global nations peacefully and digitally

Your esteemed institution will dominate think tank industry with my 4 plans that surely will attract more donation and create New Renaissance to reform China, North Korea and global nations peacefully and create $30 trillion dollars new revenue annual. 4 plans and the new management science will speed global development with prosperity, peace and health for new civilization.

I would like to introduce new management science and technology before the 4 plans that everyone will have equal opportunity to contribute in community and play a role in decision making with direct democracy in order to regulate perceived disequilibrium in human civilization. New management science of direct democracy will not put cat and fish together that is the only way we can keep financial discipline and transparency. Direct democracy is not campaign in every 4 years. It is new life in ICT century. The new management system can sell itself due to the benefit is huge that will create New Renaissance for peace, health and prosperity.

We are so blessed and so lucky to live in ICT era that systematically reform is a matter of finger tips. Human thought and information can transfer so fast and so massive that can perform direct democracy easily with ICT platform. It can start with housing and facility management industry that global residents in housing communities can perform direct democracy to form a global trend of new politics and new management science. We can create equal opportunity in different agendas with ICT platform that will liberate global productivity and lift efficiency to create new revenue $30 trillion dollars in New Renaissance.

Most communities, cities and nations will enjoy the new infrastructure of cloud conference in ICT platform for new management system that can stop human ordeals in politics, finance, education, ecology and economy. New generation will live in prosperity, peace and health with new management science. China reformed in 1980’s with global synergy platform to lift economy tremendously. New Renaissance with new management science will reform global nations in economy, education, politics, ecology and other different agendas that we can cross barrier of time and space to explore new worlds. If we adopt the new management system of direct democracy, we shall live peacefully in New Renaissance that people will not snipe at police any more.

Your institution can lead global think tanks, communities, governments, and enterprises in New Renaissance. It not only will reform management system but also will increase 40% productivity globally that equal to lift $30 trillion dollars revenue annual plus to save resources wasted in mismanagement. Direct democracy is green management for global sustainable development.

ICT sponsors will donate $30 million dollars to the institution annual that can promote New Renaissance and create $3 trillion dollars revenue annual for ICT industry. ICT can fabricate new platform of cloud conference for direct democracy that can apply in housing and facility management industry globally before it can lift to city level, national level and UN level eventually.

A housing community is a small nation. Nation will change when communities change. Residents in housing communities will enjoy surfing new management system to solve unrest and create pleasant environment. New Renaissance will start in housing communities and lift to higher levels accordingly. It will be a project that sells itself and build 200 ICT platforms globally. Each platform will be at the size of Facebook.

Since we can trade stocks directly in NASDAQ, why can’t we use civil power directly in cloud government and cloud conference? Initially we can operate both cloud conference and reality conference synchronously like Dow Jones operating both cloud trading and floor trading. NASDAQ has never operated floor trading since establishment. Literally politics is like the stock exchange. We can trade without brokers in stock exchange as well as in politics.

Everyone has access to information that information can spread massively and quickly without limit of time and space. Global development is the task of how to apply with synergy ICT platform for human activities especially for the public affairs that can lift efficiency, productivity and revenue with new management system to achieve prosperity, peace and health globally.

I am glad to learn we pursue the same goal and we might choose the same approach when we find polluted air in China and India can spread to Japan, America and Europe at the speed of hundreds miles per hour along jet stream in 6 miles height. Particles in polluted air can damage human health as well as catalyze extreme weather globally. We can benefit or hurt consequently with all events happening on the Earth.

What if African will pollute air and water seriously like China and India have done? How soon the Earth will become uninhabitable? Our knowledge and experience convince us the global is a holistic life body. Development should prevent from damaging the holistic life body. We had to protect the holistic life body by all means with new ethics and new code of conduct for sustainable development. The best way to achieve the goal is to operate new management system on ICT platform globally that all people can contribute and play a role in decision making. Everyone can watch, report and maintain the health of the holistic life body in every corner of the Earth without limit of time and space.

New management system and ICT platforms rely on consistent electric power supply. We need to develop green energy as electric power industry is major factor of pollution and global warming. Most energy in nuclear power plant has been applied to heat up sea water and vaporize into the sky that can rise up temperature seriously. Green energy and green management undoubtedly are strong pillars to support sustainable development for the holistic life body.

With continuous high growth rate, Africa has become new engine to pull global economy. Walmart is landing in Lagos. Major manufacturing facilities moved to Africa like Japan Panasonic. Chinese companies have operated in Nigeria since 1980’s. I met chiefs of CCECC in 1982 when they started water bore hole contracts in Lagos and looked for railroads contracts.

Plan 1 is to construct river flow power plants combining irrigation canals in Nigeria with water flushing out of existing hydro generators to rotate river mills for additional 30,000 MW that equals to 20 nuclear power plants. It can irrigate farms for 30 million tons rice annual to improve food shortage and inconsistent power supply not mentioning to create huge employment. Plan 1 is a project of one stone for many birds.

A river generator can be installed in every 7 meters along irrigation canal with minimum water flow at 5 tons per second. 1 KM canal with slight slope at 0.3% can install 140 units of river flow generators at 15 KVA through 150 KVA each depending on water flow. 1 KM canal can equip 2 MW through 20 MW that 1,000 KM canal can install 2,000 MW through 20,000 MW.

In 1920’s Japanese engineer Yoichi Hatta built Wusanto Reservoir in Taiwan with irrigation canal 7,400 Km for rice farm of 145,000 hectares that could reap 3 times annual. Land, water and good weather are available in Nigeria that can develop farms of millions hectares with irrigation canals and river power plants. One hectare farm will produce rice 18 tons for 3 reaps annual.

Plan 1 can change Nigeria and Africa and benefit the global ecologically. USA and China compete in Nigeria and Africa very hard. China promoted railroads construction with loan at $6 billion dollars. IMF offered direct loan to governors at $3.2 billion dollars. I heard GE tried to involve in the railroads construction. Japan plans to invest $30 billion dollars in Africa. Employment, sufficient food and consistent power supply can support Nigeria to lead Africa nations to join the New Renaissance for global peace and sustainable development.

Dangote is an aggressive entrepreneur who might join us for Plan 1. He ranks 25 richest people and is nephew of my friend, Alh. Abdul Dantata. When I was in Nigeria, Abdul gave me his driver Alh. Uba who used to buy ice bars for young Aliko Dangote. Dongote cement can benefit since Plan 1 will need huge cement for river power plants and irrigation canal.

Dangote will donate generously if we can initiate Plan 1 with him and Nigeria president Buhari who is lack of convincing economy policy that a hot pot of food on fire becomes popular target of thieves. Buhari can use Nigerian agric bond to attract investors and complete Plan 1 if he can apply leverage properly. Global donors will support green energy industry in Nigeria if Buhari can show his determination. Good plan, advanced management and talent people will create hope and confidence for a nation and the world.

Plan 1 will attract $1 billion dollars donation and create annual revenue $10 trillion dollars in Africa. The core value of Plan 1 is by all means to prevent Africa from pollution and global warming like China and India. Eventually Plan 1 will attract investors to build river flow power plants with 700,000 MW globally that equal to 400 nuclear power plants. Irrigation canal will boom agric and housing communities synchronously that can develop new cities to attract investors and migrants for new economy in Nigeria and Africa.

European nations will collaborate to construct river power plants with irrigation canal for agric in Africa and in the Middle East to improve economy, ecology and peace. It can reduce refugees flooding into Europe like fleeces. Hopefully it will stop casualty drowned in the Mediterranean Sea.

Big waves attract great surfers. Great surfers can't attract big waves. Good leader can see the trend and keep right direction for delicate surf. I can see 4 trends are going to surge into big waves where we can approach for delicate surfs. New Renaissance will surge with ICT that can promote new platforms for communities, governments and public companies globally. The institution will rank as the 1st think tank in the world if leaders can find new trends of big waves and lead all teams to surf delicately.

Plan 2 is to reform China peacefully with 2 tactics that will turn China into a positive power for regional peace as well as free market for global enterprises. China market is still inaccessible to Facebook, media industry and many other sectors who are looking for tickets to China. They might join us if they learn our plan can benefit them hugely. Apple and Google have been tumbling in China from time to time. Donors from ICT industry and different sectors will donate $3 billion dollars for Plan 2 that will create $10 trillion dollars revenue annual.

Plan 2-1 is to reform China peacefully with platform of cloud conference in housing community management with direct democracy. It will support liberal leadership to emerge in China and open gate wider for global enterprises duly. How can we reform China into democracy when there is only one communist party? No matter one party or no party, residents in housing communities can use cloud conference to perform direct democracy that will create internal climate for liberal leadership.

Plan 2-2 is to mobilize people in global nations to carry out judiciary project in local courts and subvert the apex policy of China i.e. to occupy Taiwan. China has been lying that Taiwan is part of China and there is only one China. Most nations have tolerated Chinese lies for some benefit but lies can’t last forever when global people feel it is enough. Lie can’t never become the truth.

There are extreme groups against China in most nations. They can have suits in courts to win the verdict that Taiwan is not part of China and there are two China in the world. There is nothing wrong to have two China since there are two Congo and two Korea in UN. Nigeria is the only nation considers two China and accept Taiwan to register in the name of the Republic of China in Nigeria. The verdict surely will discredit leadership in Beijing and bring stronger impact than the South China Sea Arbitration has done. It will split leadership in Beijing and support emergence of liberal leadership.

Justice of speech is as important as freedom of speech. It is new trend in ICT century that human can solve global conflicts with judiciary power and public opinions instead of wars. Verdict of Plan 2-2 will become huge external power to shake dictatorship in Beijing that can collaborate with internal pressure from direct democracy in housing communities of Plan 2-1. Plan 2 will catalyze emergence of liberal leadership and lead China to join New Renaissance.

Plan 2 will reform China and North Korea with direct democracy and judiciary power peacefully that will attract $3 billion donation and create $10 trillion dollars revenue annual. Taiwan people can donate $1 billion dollars referring to Taiwan people donated $252 million dollars in 2011 for Japan tsunami.