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。
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accept counter offer email 在 Lawrence Wong 王冠逸 Facebook 的精選貼文
this is terrible. please be careful if you are thinking of flying your pets. i moved coconut from Singapore to Beijing earlier this year and she was so stressed! upon arriving, i found blood on her two front paws. she must have been pawing her life out till it bleeds! it's really very stressful for the pets and the least the airline and airport could do is to make sure they are safe and comfortable.
PET DEATH IN CHANGI AT THE HANDS OF SINGAPORE AIRLINES
JUSTICE for CHARLIE and all other pets at the mercy of NEGLIGENT AIRLINES
Please be wary of transporting your pet by SINGAPORE AIRLINES
Their negligence killed our pet Charlie.
We had planned to take our pet by Singapore Airlines to Ho Chi Minh. On Sep 2nd our scheduled travel date we arrived early as at the PPS Counter to check in our luggage and Charlie.
Since pets are taken on as excess baggage we had bought close to 220 kgs of excess baggage in addition to our allowance including Charlie and his crate which weighed around 22 kgs in total. Charlie has been with us since he was 30 days old and had completed 4 hours and 7 months. We were anxious about the move but with respect to Charlie we were very confident that he was in safe hands with Singapore Airlines. That is where we made a terrible mistake.
Our flight to Vietnam was at 1:30 pm. Though we had bought excess baggage for Charlie earlier at the airport we were told that the policy had changed and we had to make a fresh payment towards pet handling charges for Charlie. After the payment was made all our bags were weighed and checked in .
Charlie's crate was secured with plastic tags. The pet handling staff were not willing to even put the tags. Charlie was barking and they were scared. All pets do get anxious when the owners leave them even for some time. I asked them if they wanted to keep the leash lest they needed to
open the crate in case of any issues.They said it was not required . I presumed that if there was any emergency they would have a leash on hand if they had to open the crate.We were so wrong about the blind faith that we placed in Singapore Airlines.
Charlie was wheeled away with his crate in a trolley around 11 am. We proceeded to have breakfast and then around 12:30 pm we went to the boarding gate. We told them at the boarding gate that we had a pet.They told us he was a bit anxious and had some mucus and if we wanted to see him.Please note this. Mucus or saliva is a very normal thing for a dog and we felt we should not make him more anxious just before boarding.We boarded the aircraft and while on board the Captain made an announcement that we had a pet on
board the aircraft. We knew Charlie had boarded from the announcement.In just an hour and a half we would land and then
maybe in another half an hour or so we would be able to take him after completing the airport formalities.Our agent in Vietnam would be there to handle that for us.We landed in HCMC . We were received and taken to a separate counter to complete the immigration formalities faster. We thought this was because we had a pet . We completed the immigration only to taken aside and told by the Singapore Airlines staff that Charlie had passed away. We broke down in complete shock. We wanted to see him. We were in for a bigger shock. Charlie died not on the flight but he was not on the plane as he died in Singapore. We were terribly shocked. We demanded to understand how it happened , why we were not called and informed that Charlie had an issue or if he was distressed and why we were allowed to board and no announcement made to let us know before the aircraft took off. We were told that the gates had closed and they did not want to delay the flight and that is why they felt they should not inform us . The staff in Vietnam said they had no details except that they received a telex about the death of Charlie and what we wanted to be done with his body. They kept saying we are stating the information they received. We demanded to speak to the Singapore staff but the Vietnam staff could not put anyone on the phone for us and no one from Singapore attempted to reach us. They got somebody on the line after I kept saying I need to know. We had informed that you that the dog had mucus and if you wanted to see him. They never told us that our dog was severely distressed .As per airline policies pets who are severely distressed are never allowed to fly and the owners are informed that they are not fit to fly. The captain of the flight on some airlines in our experience with Air India took a look at Charlie and only after he gave a go ahead Charlie was boarded in. We were allowed to be with Charlie until boarding after which the captain saw him and then we proceeded.
Charlie's death took us by complete shock. We questioned how the captain made the announcement about the pet on the aircraft when Charlie had not boarded. They said there was no time to inform him. He was dead when they brought him
to the plane and since they could put a dead dog on the plane they did not want the flight to be delayed because of this incident . They chose to inform us on arrival.
Singapore Airlines is responsible for our pet's death. He was a perfectly healthy dog. They were clearly trying to cover up negligence on their part. They were playing it safe. We checked when the next flight back to Singapore was and said we want to take that. The staff asked us to get back before 6pm for the 7:30 pm flight. We dropped off my daughter with a relative at the serviced apartment and reached the airport before 6 pm. We were met by the same staff who informed us about Charlie. They asked us where our tickets were. We said we had no tickets as it was only an onward journey to HCMC from Singapore. We had assumed that the airline would have the tickets ready as we were informed of his death in Singapore only on arrival in HCMC. They are an insensitive airline. They told us that they could not do the booking over the counter and there was no override option.My husband tried to login in using the roaming service . The connectivity was very slow and after a half an hour struggle we did the bookings.
Singapore Airlines is a dishonest airline and a completely insensitive airline. Their perceived image is not what they are. The staff at Vietnam did not do anything to help us in our situation. Charlie died at the hands of the airline but they clearly were not feeling responsible for what happened or even regretted what had happened. Charlie was a dog after all. I had questioned them if they would have proceeded to take off if someone had gone into labor or someone was having a heart attack . The flight would not take off if a human life was at stake. Human life is precious . A pet's life is worthless . Only people who have dogs understand that they are integral part of the family. In our case I did not see any difference between my 12 year daughter and 4.7 year old Charlie, an American cocker spaniel. I have had him since he was 30 days old.
My husband and myself could not control our tears on the flight. We could not stop crying from the time we heard Charlie had passed away. We landed around 10 pm
In Singapore. Three airline staff held a placard with my husband's name and took us to the lost and found area where Charlie's crate was placed on a trolley with a plastic sheet over the crate.Before we landed in Singapore from
Ho Chi Minh we had reached out to my husband's Cousin to check on what happened. He was told that Charlie had been taken away by AVA, the Agri and Animal government authority of Singapore.We were anxious on the flight whether we would be able to see him immediately on arriving.
Charlie lay motionless , his body was cold, he was stiff , his face was down. There was evidence of a big struggle due to distress. He had chewed up the entire wee pad made of cotton. I was always so gentle with him and here he was in this state due to negligent handling .
What were they doing when he was distressed and was trying to get out of the crate was chewing on the wee pad?
Why did the pet handling staff not break open the crate and release him
and offer some water and try to relieve him and alert us ? This was an SOS situation. What stopped them?
We were told that the pet handling staff are not actually trained people who can handle pets. They treat pets like baggage. Their job is to move them to the pet hold area.
How could he have become motionless suddenly? What happened prior to that.? Who was there with him? Why did that person not alert the staff to reach us? Was there anyone with him in the first place? The presence of another human being even not known to him would have given him hope and could have saved his life.
The passenger services station
manager ,a man in his late twenties told us he was the in charge on the current shift and he wasn't aware of exactly happened in the earlier shift.We could not take it any more.
What led to Charlie's death? He was insensitive to our questions. He was hoping we would take Charlie's body and walk out of the airport without asking any questions.
We knew we were not going to get any answers from SIA. One of the senior staff who works at the Changi Airport spoke to us. We asked her who was responsible for managing the pet while in the pet holding area.
Were the airport authorities accountable in any way or the airline staff solely responsible. She could understand us as she had a pet herself and she seemed to understand our agony.Since Singapore Airlines seemed to show no remorse or were not serious nor honest in the way they were handling the whole situation we checked if we could file a report with the police at the airport. We went to the Singapore Airport police force and explained our situation. The officer took down the details and registered our complaint. He asked us if we suspected any foul play on the part of the airlines.We told the officer that Charlie has had a big struggle which is evident . Either the pet handlers chose to ignore it or they were not around for the entire period of time he was in the pet hold area. He was a perfectly healthy dog. He was examined by a vet and the vet certificate endorsed by AVA prior to travel .The officer took pictures of how he was lying face down in the crate with just very little left of the wee pad left in the crate. All along the SIA officer was tight lipped divulging no information but constantly engaged on his phone we are sure he was providing updates on what was happening. We requested for the protocol observed while keeping the pet in holding area. SIA is all the time talking about protocol but they had nothing to share here. They wanted to play safe to ensure the truth does not come out.They did not want their image to be tarnished and were trying to shield their staff .They did not care that our pet died and they should own up for the lapse at their end.
We did not want to go for an autopsy as that would establish that the dog suffered a panic attack maybe but what ensued in the two hours after he was taken away and what the staff did about it would not come out from the autopsy.Because it was only a pet they were least bothered.
Singapore Airlines should be banned from transporting pets since they clearly have no pet safety protocols in place and by their own admission do not have staff who can handle pets and pets are treated only as baggage and the crate never opened unless there is an emergency. Emergency for them means ''until the dog is completely unresponsive ''...
I cannot forgive myself for entrusting my baby in the hands of this ruthless airline. Please do not trust this airline with your pet .They simply don't care.
This is the real ugly face of the airline and not what is projected by them.The passenger services station manager did not share his contact number and refused to give any commitment in terms when they would write to us or send us the details of any investigation which they would carry out internally.
Pets dying while on board is heard off.Never in the holding area. The owners are intimated if the pet is distressed. If they treat them as excess baggage then they should let us know that they will not be monitoring our pet. Pet owners treat their pets like children and will not risk their pets with such an airline. A pet is not a wild animal that someone could not have opened the crate and freed him and offered some water and called us to calm him down . We would have decided not to fly or fly another day maybe after sedating him or would have even chosen another airline where he would have been more comfortable.
After registering the complaint we called the dog undertakers who came to collect Charlie around 4:30 pm. It is only when they removed Charlie from the crate we were horrified to see that he had chewed off his paw partially there was blood on his paw and on the mouth . He has used his paws to break open the crate and in desperation had chewed up the wee pad. He appears to have suffered a heart attack from the stress . The passenger services station manager gave us the CEO 's email when we asked for his bosses email Id. We are not uneducated and he thought we were fools to believe him.This shows how they deal with such issues. We went to spend the night at our cousin's place with a heavy heart. We have not stopped crying since this happened. We are in shock and we are unable to believe this happened at the hands of a pro pet airline such as Singapore Airlines in a very pet friendly nation in their home base of Singapore.
The ashes were delivered to us around 2pm by the undertakers and we boarded the 5:30 pm flight back to Ho Chi Minh city.
Charley deserves justice. Another pet should not meet the same fate. SIA has no right to be flying pets given the negligence they showed in Charlie's case unless they come out with revisions in their pet handling policies.
As expected we never got email from SIA even on Sunday . This shows their indifference to what happened.
We boarded the return flight to HCMC at 5:30 pm after collecting Charlie's ashes.
One of the senior air hostesses noticed us crying and ask us if she could help us. When we told her what had happened she was shocked and wanted to help us since we had not received any sort of communication in writing from Singapore Airlines. She in turn appraised the flight manager on board who assured us that he would report this to the concerned people.
We got an email on 4th morning that they were looking into the incident clearly only after the staff on the return flight reported what had happened to us.
I looked out for Charlie all the time and had made so many adjustments and arrangements at home to ensure the environment was safe for Charlie.Charlie was the baby of our house and all of us loved him and cared for him deeply.Charlie was my daughter's sibling and our son.It is hard to replace him. It is very difficult to cope with his loss. In a new city without him life seems empty. Time can heal is what they say. Time can heal certain wounds but the loss of a loved one hurts a lot and takes many years to heal. It does not matter if the loved one is a pet or a human.
Pet lovers and owners will understand this.
PLEASE INFORM AS MANY PEOPLE AS YOU KNOW WHO HAVE PETS.SINGAPORE AIRLINES IS A NOT A SAFE AIRLINE FOR FLYING YOUR PET. THEY ARE NOT TREATED AS A LIVING BEING BUT AS JUST ANOTHER PIECE OF LUGGAGE.
WE TRUSTED CHARLIE WITH AN AIRLINE THAT IS DISHONEST AND NEGLIGENT AND PAID A VERY HEAVY PRICE.
Whichever Airline you choose please insist on being there in the pet holding area till the time they are transported to the aircraft or check on who is going to be with them in the pet holding area and how your pets are going to be handed if they become distressed. In the name of protocol they may not permit you to be around. Believe us they have no safety protocols that they observe and no one will be around watching with your pet. Please question and understand how your pets are going to be handled before choosing the airline. You must insist that they inform you if you pet is distressed.
Please do not use Singapore Airlines till the time they bring about changes in the policies with respect to pet handling. They intended to brush the whole incident under the carpet and did not accept responsibility.Please do not go by their perceived image and also by the fact that Singapore is a pet friendly nation.
ONE MORE INNOCENT LIFE MUST NOT BE LOST DUE TO NEGLIGENCE.PLEASE HELP GET JUSTICE FOR CHARLIE.
PLEASE SHARE THIS POST WITH ALL PET LOVERS.
I am sharing pictures of how I found Charlie. As much as it hurts and I don't want to remember Charlie like this I want the world to know what can happen to your pets if you choose to fly with such an airline.
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