阿里薪资谈判技巧_如何像专业人士一样处理技术职业中的薪资谈判

阿里薪资谈判技巧

by Aline Lerner

通过艾琳·勒纳(Aline Lerner)

如何像专业人士一样处理技术职业中的薪资谈判 (How to handle salary negotiations in your tech career like a pro)

确切地谈薪水时要说些什么 (Know exactly what to say when negotiating your salary)

There are a lot of resources out there that talk about salary negotiation, but many tend to skew towards being more theoretical. In my experience, one of the hardest things about negotiating your salary is knowing what to say in tough, ambiguous situations with a power balance that’s not in your favor. What’s OK? What’s rude? What are the social norms? And so on.

有很多关于薪资谈判的资源，但是许多资源倾向于偏向理论化。 以我的经验，谈判薪水最困难的事情之一就是知道在艰难 ， 模棱两可的情况下该说些什么，而权衡却不利于您。 可以吗 什么粗鲁？ 有哪些社会规范？ 等等。

Before I started interviewing.io, I worked as a software engineer, an in-house recruiter, and an agency recruiter, so I’ve literally been on all sides of the negotiating table. For the last few years, I’ve been guest-lecturing MIT’s 6.UAT Oral Communication, a class about technical communication for computer science majors. Every semester, negotiation is one of the most-requested topics from students.

在开始采访io.io之前，我曾担任软件工程师，内部招聘人员和代理招聘人员的职位，因此，我实际上已经参与了谈判的各个方面。 在过去的几年中，我一直在为MIT的6.UAT口语交流授课，这是一门有关计算机科学专业的技术交流的课程。 每学期，谈判是学生最要求的话题之一。

In this post, I’ll be sharing some of the content of that lecture, which is targeted towards students, but has served seasoned industry folks just as well. You’re never too young or too old to advocate for yourself.

在这篇文章中，我将分享该讲座的一些内容，这些内容面向学生，但也为经验丰富的行业人士服务。 您永远不会太小或太老而无法为自己辩护。

If you don’t like reading and prefer long, rambly diatribes in front of an unsightly glass wall, I covered most of this material (and other stuff) in a webinar I did with the fine people at Udacity (where I used to run hiring) a few months ago. So, pick your poison.

如果您不喜欢阅读并且喜欢在难看的玻璃墙前摆放长而笨拙的杂物，那么我将在与Udacity(我曾经在那儿进行招聘)的优秀人员进行的网络研讨会中介绍了大部分此类材料(以及其他内容) ) 几个月前。 所以，选择你的毒药。

为什么要进行谈判，尤其是在我初中的时候？ (Why negotiate at all, especially if I’m junior?)

If you’re early in your career, you might say that negotiation isn’t worth the hassle. After all, junior roles have pretty narrow salary bands.

如果您的职业生涯还很早，您可能会说谈判不值得麻烦。 毕竟，初级职位的薪资范围很窄。

However, there are a few reasons that this view is short-sighted and wrong. For example, if you’re applying to a startup, there might come a magical day when your equity is worth something. ?

但是，出于某些原因，这种观点是短视的和错误的。 例如，如果您要申请创业公司，那么可能会有一个神奇的日子，那就是您的资产值得一些东西。 ？

This is especially true if you’re an early employee with a good exit. A delta of a few tenths of a percent might end up being worth a down payment on a home in San Francisco. ?

如果您是一名早期雇员，并且退出情况良好，则尤其如此。 十分之几十分之一的三角洲最终值得在旧金山的房屋上支付首付。 ？

But, let’s get real, your equity is likely worthless - except interviewing.io’s equity… that’s totes gonna be worth something. ?

但是，让我们成为现实，您的资产可能毫无价值-除了采访io的资产……这手提袋将是值得的。 ？

So let me give you a better, more immediate reason to learn to haggle early in your career, precisely because that’s when the stakes are low. Humans are surprisingly very adaptable creatures. Scared of public speaking? Give 3 talks. The first one will be gut-wrenchingly horrific, the stuff of nightmares. Your voice will crack, you’ll mumble, and the whole time, you’ll want to vomit. The next one will be nerve-wracking. The last one will mostly be OK. And after that, you’ll be just fine. Same thing applies to approaching anxiety, mathematical proofs, sex, and, you guessed it, salary negotiation!

因此，让我给您一个更好，更直接的理由，让您学会在职业生涯的早期阶段进行讨价还价，正是因为那时候风险很小。 人类是非常适应性强的生物。 害怕公开演讲？ 进行3个演讲。 第一个将是令人恶心的可怕噩梦。 您的声音会嘶哑，您会喃喃自语，而在整个过程中，您都想呕吐。 下一个将令人不安。 最后一个通常可以。 之后，您就可以了。 同样的事情也适用于焦虑，数学证明，性别，以及您猜对的薪资谈判！

So, make all the awkward, teeth-cringing mistakes now, while it doesn’t matter, and where failure will cost you $5K or $10K a year. Because the further along you get in your career, the bigger the upside and downside will be for not negotiating.

因此，现在就犯下所有尴尬而痛苦的错误，尽管这并不重要，而在哪里发生故障将使您每年损失5000美元或1万美元。 因为您的职业生涯越远，不进行谈判的好处和缺点就越大。

Not only will the salary bands be wider for senior roles, but as you get more senior, more of your compensation comes from equity, and equity has an even wider range for negotiating. Negotiating your stock well can make 6-figure differences and beyond. This is especially true if you apply some of these same skills to negotiating with investors over term sheets, should you ever happen to start your own company one day.

高级职位的薪资范围不仅会更广，而且随着您的职位越来越高，您的薪酬中有更多来自股权，而股权的谈判范围更广。 很好地协商您的股票可以使差异达到6位或更多。 如果您碰巧有一天要创办自己的公司，那么如果您将一些相同的技能运用到条款表上与投资者进行谈判，则尤其如此。

So, learn these skills (and fail) while you’re young, because the older you get, the harder it’s going to be to start when the stakes are higher.

因此，要在年轻时学习这些技能(并失败)，因为随着年龄的增长，赌注越高，开始的难度就越大。

In the rest of this article, as promised, I’ll give you a few archetypal, stress-inducing situations and what to say, word-for-word in each one. But first, let me address the elephant in the room… Will my job offer be revoked if I negotiate?

按照承诺，在本文的其余部分中，我将为您提供一些典型的，引起压力的情况，以及每个单词中逐字逐句的说法。 但是首先，让我向房间里的大象讲话……如果我进行谈判，我的工作机会会被撤销吗？

如果我尝试谈判，我的报价会被撤销吗？ (Will my offer be revoked if I try to negotiate?)

As I mentioned earlier, this blog post is coming out of a lecture I give at MIT. Every semester, I start the negotiation portion of the lecture with the unshakeable refrain that no one will ever take away your job offer for negotiating.

正如我之前提到的，这篇博客文章来自我在麻省理工学院的一次演讲。 每个学期，我都以坚定不移的态度开始演讲的谈判部分，即没有人会放弃您的工作机会进行谈判。

Last semester was different, though. I was just starting to feel my oats and get into my talk (the negotiation piece comes about halfway through) and smugly recited the bit about offers never being rescinded, followed by my usual caveat… “unless you act like a douche while negotiating”.

上学期不同。 我刚刚开始感到燕麦，开始发言(谈判部分进行到一半)，并自鸣得意地提到了要约永不撤销的要约，然后是我惯常的告诫……“除非您在谈判时表现得像个灌肠”。

Then, a hand shot up in the back of the room. Ah ha, I thought to myself, one of the non-believers. Ready to placate him, I called on the gentleman in the back. He said,

然后，一只手在房间的后面弹了起来。 啊哈，我自以为是非信徒之一。 准备安抚他，我拜访了后面的绅士。 他说，

My offer got rescinded for negotiation.

我的报价被取消谈判。

The class broke out into uproarious laughter. ?

全班同学大笑起来。 ？

I laughed too. It was kind of funny… but it was also unnerving, and I wanted to get to the bottom of it.

我也笑了 这有点可笑……但也令人不安，我想深入了解它。

Were you a giant jerk when you negotiated?

谈判时您是个大混蛋吗？

His reply was in the negative,

他的回答是负面的，

Nope.

不。

Shoot, OK, what else can I come up with…

射击，好吧，我还能提出什么...

Were you applying at a really small company with maybe one open role?

您是在一家可能只是一个公开职位的小公司里申请吗？

I asked, praying against hope that he’d say yes. And, so he did,

我问，为希望他答应而祈祷。 而且，他做到了，

Yes.

是。

I was relieved to hear that and thought to myself,

听到这个消息我很放心，心想，

Thank god.

感谢上帝。

So, there’s the one exception I’ve found so far to my blanket statement about job offers not being revoked.

因此，到目前为止，我在关于未撤销工作邀请的一揽子声明中发现了一个例外。

After working with hundreds and hundreds of candidates back when I was still a recruiter, I had never heard or seen an offer get rescinded (and none of my candidates acted like douches while negotiating, thank god), until then. So, if you’re talking to a super small company with one role that closes as soon as they find someone, yes, then they might rescind the offer.

当我还是一名招聘人员时，与数百名候选人合作之后，我再也没有听说过要约被撤销(而且我的所有候选人在谈判时都没有表现得像傻瓜，谢天谢地)，直到那时。 因此，如果您要与一家超级小型公司谈话，这种公司一旦找到某人便立即关闭，是的，那么他们可能会撤销报价。

But, to be honest, and I’m not just saying this because I was wrong in front of hundreds of bloodthirsty undergrads.

但是，老实说，我之所以说这不是因为在数百名嗜血的大学生面前错了。

An early startup punishing a prospective employee for being entrepreneurial is a huge red flag to me.

对于我来说，一家早期的初创公司因要成为企业家而惩罚一名准雇员是一个巨大的危险信号。

OK, so, now onto the fun bit of this article where I tell you exactly what to say. And by the way — if you’re interviewing at interviewing.io, USE THESE ON ME. IT’LL BE GREAT. And while you’re at it, use these on me as well.

好的，现在，让我们转到本文的有趣之处，在此我确切地告诉您说什么。 顺便说一句-如果您要在Visiting.io上进行采访，请在我身上使用这些内容。 太好了。 而当您使用它时，也请在我身上使用它们 。

当要求命名第一个数字时该怎么说？ (What to say when asked to name the first number ?)

There will come a time in every job search where a recruiter will ask you about your compensation expectations. This will most likely happen very early in the job search, maybe even during the first call you’ll ever have with the company.

每次找工作都会有一段时间，招聘人员会询问您有关您的薪酬期望。 这很可能会在求职初期很早就发生，甚至在您第一次与公司联系时也是如此。

I think this is a heinous, illaudable practice fraught with value asymmetry. Companies know their salary ranges and roughly what you’re worth to them before they ever talk to you (barring phenomenal performance in interviews which kicks you into a different band).

我认为这是一种充满价值不对称的令人发指的，难以理解的做法。 公司会在与您交谈之前就知道他们的薪水范围以及您对他们的价值(除非在面试中表现出色，否则会把您带入不同的领域)。

And they know what the cost of living is in your area. So they already have all the info they need about you, while you have none about them or the role or even your market value. Sure, there are some extenuating circumstances where you are too expensive. For example, you’re like an L6 level (Software Engineering Manager) at Google and are talking to an early stage startup that can only afford to pay you 100K a year in base. But, honestly even in that situation, if the job is cool enough and if you have the savings, you might take it anyway.

他们知道您所在地区的生活费用。 因此，他们已经拥有所需的所有关于您的信息，而您却没有任何关于它们的信息，角色甚至市场价值。 当然，在某些情况下您太贵了。 例如，您就像Google的L6级别 (软件工程经理)，并且正在与一家初期创业公司进行交谈，该初创公司每年只能支付10万美元的基础费用。 但是，老实说，即使在那种情况下，如果这项工作足够出色，并且您有积蓄，您还是可以选择这样做。

So, basically, telling them something will only hurt you and never help you. So don’t do it. Now, here’s exactly what to say when asked to name the first number.

因此，基本上，告诉他们一些事情只会伤害您，永远不会帮助您。 所以不要这样做。 现在，这正是当要求命名第一个数字时要说的内容。

At this point, I don’t feel equipped to throw out a number because I’d like to find out more about the opportunity first - right now, I simply don’t have the data to be able to say something concrete. If you end up making me an offer, I would be more than happy to iterate on it if needed and figure out something that works. I also promise not to accept other offers until I have a chance to discuss them with you.

在这一点上，我不愿意抛出一个数字，因为我想先了解更多有关机会的信息-现在，我只是没有数据能够说出具体的话。 如果您最终给我要价，我将很乐意在需要时对其进行迭代并找出可行的方法。 我也保证在我有机会与您讨论之前，不接受其他提议。

TADA!

TADA！

当您收到爆炸性报价时该怎么说？ (What to say when you’re handed an exploding offer ?)

Exploding offers, in my book, are the last bastion of the incompetent. The idea goes something like this… If we give a candidate an aggressive deadline, they’ll have less of a chance to talk to other companies. Game theory for the insipid.

在我的书中，爆炸性报价是无能的人的最后堡垒。 这个想法是这样的……如果我们给候选人一个积极的截止日期，那么他们与其他公司交谈的机会就会减少。 博弈论为平淡无奇。

Having been on the other side of the table, I know just how arbitrary offer deadlines often are. Deadlines make sense when there is a limited number of positions and applicants all come in at the same time (for example, internships). They do not make any sense in the current market, where companies are perpetually hiring all the time - therefore it’s an entirely artificial construct.

在表的另一边，我知道报价截止日期通常是多么随意。 当职位数量有限且申请人都同时进入(例如实习)时，最后期限才有意义。 在当前市场中，公司一直在不断招聘人才，这对他们毫无意义。因此，这完全是人为的。

Joel Spolsky, the creator of Trello and Stack Overflow, had something particularly biting to say on the matter of exploding offers many years ago (the full post, Exploding Offer Season, is really good):

Trello和Stack Overflow的创建者Joel Spolsky在很多年前就爆炸性报价问题特别有话要说(完整的文章Exploding Offer Season很不错)：

Here’s what you’re thinking. You’re thinking, well, that’s a good company, not my first choice, but still a good offer, and I’d hate to lose this opportunity. And you don’t know for sure if your number one choice would even hire you. So you accept the offer at your second-choice company and never go to any other interviews. And now, you lost out. You’re going to spend several years of your life in some cold dark cubicle with a crazy boss who couldn’t program a twenty out of an ATM, while some recruiter somewhere gets a $1000 bonus because she was better at negotiating than you were.

这就是您的想法。 您在想，那是一家不错的公司，不是我的第一选择，但仍然是一个不错的报价，我不想失去这个机会。 而且您不确定您的第一选择是否还会雇用您。 因此，您在第二选择的公司接受报价，而从不进行任何其他采访。 而现在，你输了。 您将在一个寒冷的黑暗隔间里度过一生的时光，一个疯狂的老板无法为ATM中的二十个程序编程，而某个地方的一些招聘人员会获得1000美元的奖金，因为她的谈判能力比您强。

Even in the case of internships, offer deadlines need not be as aggressive as they often are, and I’m happy to report that many college career centers have taken stands against exploding offers. Nevertheless, if you’re not a student or if your school hasn’t outlawed this vile practice, here’s exactly what to say if it ever happens to you.

即使在实习的情况下，录取通知书的最后期限也不必像通常那样具有挑战性，我很高兴地报告说，许多大学职业中心都对录取通知书表示反对。 但是，如果您不是学生，或者您的学校没有将这种卑鄙的行为定为违法行为，那么这就是发生在您身上的确切说法。

I would very much appreciate having a bit more time. I’m very excited about Company X. At the same time, choosing where I work is extremely important to me. Of course, I will not drag things out, and I will continue to keep you in the loop, but I hope you can understand my desire to make as informed of a decision as possible. How about I make a decision by…?

我非常感谢有更多的时间。 我对X公司感到非常兴奋。与此同时，选择工作地点对我来说非常重要。 当然，我不会拖拖拉拉，并且会继续让您保持联系，但是我希望您能理解我希望尽可能了解决策的愿望。 我如何决定……？

反向二手车推销员…或说什么总是可以获得更多？ (The reverse used car salesman… or what to say to always get more ?)

At the end of the day, the best way to get more money is to have other offers. I know, I know, interviewing sucks and is a giant gauntlet-slog, but in many cases, having just one other offer (so, I don’t know, spending a few extra days of your time spread over a few weeks) can get you at least $10K extra. It’s a pretty rational, clear-cut argument for biting the slog-bullet and doing a few more interviews.

归根结底，获得更多金钱的最好方法是获得其他优惠。 我知道，面试很糟糕，而且是一个巨大的挑战，但是在许多情况下，只有另一个报价(所以，我不知道，花几天的额外时间分散在几周内)可以让您至少多赚了$ 10K。 这是一个相当理性，明确的论据，它可以咬住子弹头并进行其他一些采访。

One anecdote I’ll share on the subject goes like this. A few years ago, a close friend of mine who’s notoriously bad at negotiation and hates it with a passion was interviewing at one of the big 4 companies. I was trying to talk him into getting out there just a little bit, for the love of god, and talk to at least one more company. I ended up introducing him to a mid-sized startup where he quickly got an onsite interview. Just mentioning that he had an onsite at this company to his recruiter from the big 4 got him an extra $5K in his signing bonus.

我要分享的一个轶事是这样的。 几年前，我的一位密友在谈判中臭名昭著，并恨之入骨，他正在四大公司之一中接受采访。 我试图说服他走一点，为了上帝的爱，并至少再与一个公司交谈。 我最终向他介绍了一家中型初创公司，在那里他Swift得到了现场采访。 刚才提到他在这家公司的招聘会上从四大巨头那里招募了一名招聘人员，这使他获得了额外的$ 5K签约奖金。

Offers are, of course, better than onsites, but in a pinch, even onsites will do… because every onsite increases your odds of not accepting the offer from the company you’re negotiating with. So, let’s say you do have some offers. Do you reveal the details?

当然，报价要比现场要好，但在紧要关头，甚至现场都可以做到……因为每个现场都增加了您不接受与您谈判的公司提供报价的几率。 因此，假设您确实有一些优惠。 你透露细节吗？

The answer is that “it depends”. If the cash parts of the offers you have are worth more than the one you have in hand, then you can reveal the details. If they’re worth more in total but less in cash, it’s a bit dicier because equity at smaller companies is kind of worthless… you can still use it as leverage if you tell the story that that equity is worth more to YOU, but that’s going to take a bit more finesse. So if you’ve never negotiated before, you might want to hold off.

答案是“取决于”。 如果您所提供的要约中的现金部分比手中的要有价值，那么您可以透露详细信息。 如果它们的总价值更高，但现金更少，这有点麻烦，因为较小公司的股权是毫无价值的……如果您说出股权对您而言价值更高，您仍然可以将其用作杠杆。将需要更多技巧。 因此，如果您从未进行过协商，则可能要推迟。

If the cash part of your equity is not worth more, it’s sufficient to say you have offers and when pressed, you can simply say that you’re not sharing the details (it’s ok not to share the details).

如果您的资产中的现金部分不值更多，那就说您有要约就足够了，当您按下按钮时，您可以简单地说您没有分享细节(可以不分享细节是可以的)。

But whether you reveal details or not, here’s the basic formula for getting more. See why I call it the reverse used car salesman?

但是，无论您是否透露细节，这都是获取更多信息的基本公式。 明白为什么我称它为二手车推销员吗？

I have the following onsites/offers, and I’m still interviewing at Company X and Company Y, but I’m really excited about this opportunity and will drop my other stuff and SIGN TODAY if…

我有以下现场/报价，并且我仍在X公司和Y公司进行面试，但是我对这个机会感到非常兴奋，如果...，我将放弃我的其他东西并今天签字 。

So, “if” what? I propose listing 3 things you want, which will typically be:

那么，“如果”呢？ 我建议列出您想要的3件事，通常是：

• Equity
  公平
• Salary
  薪水
• Signing/relocation bonus
  签约/搬迁奖金

The reason I list 3 things above isn’t because I expect you’ll be able to get all 3, but this way, you’re giving the person you’re negotiating with some options. In my experience, you’ll likely get 2 out of the 3.

我在上面列出3件事的原因并不是因为我希望您能够获得全部3件事，但是通过这种方式，您可以为要谈判的人提供一些选择。 根据我的经验，您可能会从3中获得2。

So, what amounts should you ask for when executing on the reverse used car salesman? It’s usually easier to get equity and bonuses than salary (taxed differently from the company’s perspective, signing bonus is a one-off rather than something that repeats every year).

那么，在反向二手车推销员处执行任务时，您需要多少金额？ 通常，获得股权和奖金要比工资容易(从公司的角度来看，征税方式不同，签约奖金是一次性的，而不是每年重复的事情)。

Therefore, it’s not crazy to ask for 1.5 - 2 X the equity and an extra 10 - 15% in salary. For the bonus portion, a lot depends on the size of the company, but if you’re talking to a company that’s beyond seed stage, you can safely ask for at least 20% of your base salary as a signing bonus. Some of the larger tech companies offer huge signing bonuses to new grads (~100K-ish). Clearly this advice is not for that situation.

因此，索要1.5-2倍的股本和额外的10-15％的薪水并不奇怪。 对于奖金部分，很大程度上取决于公司的规模，但是如果您与一家处于萌芽阶段的公司谈话，则可以放心地要求您至少支付基本工资的20％作为签约奖金。 一些较大的科技公司为新毕业生提供丰厚的签约奖金(约10万英镑)。 显然，此建议不适用于这种情况。

What if the company says no to all or most of these and is a big enough brand to where you don’t have much of a leg to stand on? You can still get creative. One of our users told me about a sweet deal he came up with - he said he’d sign today if he got to choose the team he could join and had a specific team in mind.

如果公司对所有这些或大多数问题都拒绝，又是一个足够大的品牌而又没有太多立足之地该怎么办？ 您仍然可以发挥创意。 我们的一位用户告诉我，他想出了一笔不错的交易-他说，如果他能选择可以加入的团队并考虑到特定的团队，他今天就签约。

其他资源 (Other resources)

As I mentioned at the beginning of this post, there are plenty of blog posts and resources on the internets about negotiation, so I’ll just mention two of my favorites.

正如我在本文开头所提到的，互联网上有很多关于谈判的博客文章和资源，因此，我只提及其中两个。

The first is a riveting, first-hand account of negotiation adventures from one of my favorite writers in this space, Haseeb Qureshi. In his post, Haseeb talks about how he negotiated for a 250K (total package) offer with Airbnb and what he learned along the way. It’s one of the most honest and thoughtful accounts of the negotiation process I’ve ever read.

第一个是我在这个领域中最喜欢的作家之一哈西卜·库雷希(Haseeb Qureshi)讲的关于谈判冒险的第一手资料 。 Haseeb在他的帖子中谈到了他如何与Airbnb协商250K(总价)的报价以及他在此过程中学到的知识。 这是我所读过的有关谈判过程中最诚实，最体贴的内容之一。

The second post I’ll recommend is a seminal work in salary negotiation by Patrick McKenzie (patio11 on Hacker News, in case that’s more recognizable). I read it back when I was still an engineer, and it was one of those things that indelibly changed how I looked at the world. I still madly link anyone and everyone who asks me about negotiation to this piece of writing, and it’s still bookmarked in my browser.

我推荐的第二篇文章是帕特里克·麦肯齐 ( Patrick McKenzie)撰写的关于薪金谈判的开创性著作 (如果更容易被人们认识，请参阅Hacker News的patio11)。 我还是工程师的时候就读了它，那是不可磨灭地改变了我对世界的看法的一件事。 我仍然疯狂地将任何人和要求我进行谈判的所有人链接到本文，并且仍将其标记在我的浏览器中。

结束语 (Closing notes)

If you’re an interviewing.io user and have a job offer or five that you’re weighing and want to know exactly what to say when negotiating in your own nuanced, unique situation, please email me. I’ll whisper sweet, fiscal nothings in your ear like a modern-day Cyrano de Bergerac wooing the sweet mistress that is capitalism.

如果您是一名访谈录(io)的用户，并且正在考虑一份或五份工作职位，并且想确切地知道在自己细微而独特的情况下进行谈判时该说些什么，请给我发电子邮件。 我会在耳边窃窃私语，就像现代的西拉诺·德·贝格拉克(Cyrano de Bergerac)一样，向着资本主义的甜蜜情妇求爱。

And just a note: an increasing number of our customers pay us on subscription, so we don’t get more money if you do.

请注意：越来越多的客户通过订阅向我们付款，因此如果您这样做，我们将无法获得更多的收益。

And for the ones who don’t, salary and recruiting fees typically come out of a different budget.

对于那些不这样做的人，工资和招聘费通常来自不同的预算。

In the early days of interviewing.io, we tried to charge a flat per-hire fee in lieu of a percentage of salary, precisely for this reason — we wanted to set ourselves up as an entirely impartial platform where lining up with our candidates’ best interests was codified into our incentive structure.

正是由于这个原因，在面试.io的初期，我们试图收取固定的每次租用费用来代替一定比例的薪水-我们希望将自己设置为一个完全公正的平台，与候选人的队伍保持一致。最佳利益被编入我们的激励结构。

Companies were pretty weirded out by the flat fee, so we went back to doing percentages, but these days we’re moving over as many of our customers to subscription as possible — it’s cheaper for them, better for candidates, and I won’t lie that I like to see that recurring revenue.

固定费用让公司感到很奇怪，所以我们回到了百分比上，但是如今，我们正在将尽可能多的客户转移到订阅中-对于他们来说便宜，对候选人更有利，我不会说谎，我喜欢看到经常性收入。

Want to become awesome at technical interviews and land your next job in the process? Join Interviewing.io!

想要在技术面试中变得很棒，并在此过程中找到下一份工作吗？ 加入Interviewing.io ！

翻译自: https://www.freecodecamp.org/news/how-to-handle-salary-negotiations-in-your-tech-career-like-a-pro-5ea87ddcca76/

阿里薪资谈判技巧