與未來的老板進行積極有效的談判就好像是在玩撲克牌的游戲中勝出。兩者都要求你在玩牌的時候非常小心，不讓別人知道你的牌如何，不讓別人看出你的情緒，知道什么時候該跟牌，而什么時候該放棄。只是注意當你進入事業這個大賭場的時候，千萬不要把撲克——談判這個比喻太當真了。不幸的是，許多求職者恰恰就是那樣。薪金和談判版上的那些問題很明顯地反映出求職者把談判當作他們與我們之間的一種對抗性的游戲。最好的方法應該是充分考慮好合理的薪水期望值，這應該是建立在我們能展示的并且符合工作要求的經驗、能力、培訓和教育的基礎之上。你的最終目標應該是雙方達成一致，從而為發展良好的工作關系打下基礎。不過，你還是有辦法出一手好牌：應付好發牌者在撲克游戲當中發牌者就是決定這把牌該怎么玩的人。在薪金談判當中，未來的老板通常扮演的就是這個角色。在玩牌時，發牌者可能會要求玩家下一個或者更多的籌碼來繼續游戲。在薪金談判當中，老板可能會要求求職者給出他過去的薪水情況或者薪金要求。如果你想成為老板心目當中這份工作的人選之一，那就不得不把這些籌碼放在桌上。知道你的底牌是什么在撲克游戲中，底牌的價值在于最后的那幾張牌。最好的底牌叫做同花順，而最差的底牌當中連個對子也湊不上。在薪金談判當中，如果你有特殊的技能、經歷，經受過很好的訓練或者專業培訓，你的底牌可以被列入到同花順的范圍當中；又或者你沒有太多可以拿得出手的條件，但是你有努力學習和工作的決心。你應該知道在薪金談判的過程當中，自己的底牌是什么，而對于老板來說是否值得花這個價錢來雇用你。冒險加注在玩撲克牌的時候，當有的玩家手上的牌很爛，但是為了讓別人相信自己有一手好牌，會主動下注或者加注，從而逼迫那些手上牌很好的玩家放棄。像在撲克游戲當中一樣，主動加注在薪金談判當中同樣是一種危險的策略。比如說，為了讓未來的老板給你開出一個更高的薪水而虛報過去的薪水很有可能會讓你失去工作機會。在手中握有好牌的情況下加注在玩撲克牌的時候，玩家可以跟其他玩家下的注或者加注。玩家也可以選擇把自己的牌翻過來扔到桌上來放棄這一局。在薪金談判當中，求職者可以接受老板提供的薪水，也可以提出更高的薪金要求，還可以選擇放棄這個工作機會。這個時候求職者表現出的侵略性很大意義上取決于他需要或者渴望得到這份工作的程度，他現在是否已經有了一份工作以及他的條件資歷。現在已經有一份工作的求職者手上的牌比起那些正處于失業狀態的求職者來說要好得多。為自己的薪水下注在撲克游戲當中，當你知道自己的牌很好的時候，通常一個很好的策略就是留在游戲當中并且最后一個下注。如果其他玩家對他們自己的牌失去信心，他們可能會放棄，你就成為了贏家。在薪金談判當中，把你的薪金要求保持在你預定的范圍之內通常是個成功的策略，特別是當你和老板都知道你非常適合這份工作的時候。面對現實，適時地選擇放棄即使是最優秀的撲克玩家也不能夠每一把都贏。在薪金談判當中，如果你知道你的技術、能力、培訓、教育背景以及經驗都不是很符合這份工作的要求，或者有另外50個和你一樣優秀的求職者在和你競爭這份工作，或許你沒有太多的空間來商量薪金的問題，特別是在你非常需要這份工作的時候，那么在談判桌上接受這份薪水也許就是最好的賭注。

Know When to Hold 'Em

Negotiating effectively with a prospective employer is a little like winning at poker. Both necessitate you to play your cards close to the vest, maintain a poker face, know when to hold and know when to fold. Just don't take the poker/negotiating comparison too far when you enter the career casino. Unfortunately, many job seekers do just that. Questions asked on the Salary and Negotiation Board clearly indicate that job seekers view negotiating as an adversarial game of them versus us. The best approach is to be fully prepared with reasonable salary expectations based on demonstrable experience, ability, training and education that match the job's requirements. Your ultimate goal should be to reach mutually agreeable terms that set the stage for a positive working relationship. Nevertheless, there are steps you can take to play your cards right: Deal with the DealerThe dealer in poker is the player who gets to decide the rules of the hand being played. In salary negotiations, the prospective employer often inherits that role. In poker, the dealer may require the players to ante up one or more chips into the pot to play. In salary negotiations, the employer may require the job seeker to ante up his salary history or requirements. If you want to stay in consideration for the job, you may have to put these chips on the table. Know Your HandIn poker, a hand's value depends on the cards in it. The highest hand is called a royal flush, and the lowest hand has no two cards of the same value. In salary negotiations, if you have unique skills or experience, highly valued training or highly specialized education, you may be up in the royal flush range. Or you may have very little to offer, except the willingness to learn and work hard. You need to know what's in your salary-negotiating hand and what it will likely be worth to the employer. Bluff at Your Own RiskIn poker, bluffing occurs when a player raises a bet on a weak hand, forcing out players with stronger hands. As in poker, bluffing is a dangerous tactic in salary negotiation. For instance, lying about previous salary in an attempt to bluff the prospective employer into a higher offer may get you tossed from the table. Raise on a Strong HandWhen playing poker, a player may either call by matching the amount already bet or raise by adding extra chips. The player also has the option to fold by throwing his hand face down. In salary negotiations, the job seeker can call the job offer by accepting it, raise the bet by proposing a higher counteroffer or fold by opting not to further pursue the job prospect. How aggressively the job seeker plays at this point depends largely on how badly he needs or wants the job, whether or not he's currently employed and his qualifications. The job seeker who is currently employed has a much stronger hand to play than someone who's out of work. Call Your Salary RangeIn poker, it's often a good strategy to at least stay in the game and call the last bet when you know you have a solid hand. If the other players lose confidence in the strength of the hand they're holding, they may fold and you'll come out the winner. In salary negotiations, holding your salary requirements within the range you've established, especially if you and the prospective employer know you're a good match for the job, can often be a successful strategy. Fold in the Face of RealityEven the best poker players don't win every hand. In salary negotiations, if you know your skills, abilities, training, education or experience aren't an ideal match for the job or you're going after a job that 50 other equally qualified candidates are seeking, you may not have much room to negotiate salary, especially if you need a job. Simply accepting the offer on the table may be the best bet.

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