Question

It is easier to negotiate（谈判）first salary requirement because once you are insider, the organizational constraints influence wage increases. One thing, however, is certain: your chances of getting the raise you feel you deserve are less if you don’t at least ask for it. Men tend to ask for more, and they get more, and this holds true with other resources, not just pay increases. Consider Beth’s story.

I did not get what I wanted when I did not ask for it. We had cubicle（小隔间）offices and window offices. I sat in the cubicles with several male colleagues. One by one they were moved into window offices, while I remained in the cubicles, several males who were hired after me also went to offices. One in particular told me he was next in line for an office and that it had been part of his negotiations for the job. I guess they thought me content to stay in the cubicles since I did not voice my opinion either way.

It would be nice if we all received automatic pay increases equal to our merit （价值）, but “nice” isn’t a quality shared by most organizations. If you feel you deserve a good raise in pay, you’ll probably have to ask for it.

Performance is your best bargaining chip（筹码）when you are seeking a raise. You must be able to prove that you deserve a raise. Timing is also a good bargaining chip. If you can give your boss something he or she needs（a new client or a sizable contract, for example）just before merit pay decisions are being made, you are more likely to get the raise you want.

Use information as a bargaining chip coo. Find out what you are worth on the open market. What will someone else pay for your services?

Go into the negotiations prepared to place your chips on the table at the appropriate time and prepared to use communication style to guide the direction of the interaction.

1.According to the passage, before taking a job, a person should        .

A. prove his ability    B. give his boss a good impression

C. ask for as much money as he can    D. ask for the salary he hopes to get

2.What can be inferred from Beth’s story?

A. Prejudice against women still exists in some organizations.

B. If people want what they deserve, they have to ask for it.

C. People should not be content with what they have got.

D. People should be careful when negotiating for a job.

3.We can learn from the passage that        .

A. unfairness exists in salary increases

B. most people are overworked and underpaid

C. one should avoid overstating one’s performance

D. most organizations give their staff automatic pay raises

4.To get a pay raise, a person should        .

A. advertise himself on the job market

B. persuade his boss to sign a long-term contract

C. try to get inside information about the organization

D. do something to impress his boss just before merit pay decisions

Answer

1.D

2.B

3.A

4.D

【解析】这是一篇社会现象类说明文。文中介绍了人们在工作面试时一定要提出工资要求；在工作期间也要适时提出涨工资的要求，但要有与之相匹配的业绩。

1.细节理解题。根据第一段中It is easier to negotiate（谈判）first salary requirement because once you are insider, the organizational constraints influence wage increases.可知，在接手工作之前应该先谈工资要求，因为一旦入职后，公司的各种规章制度影响工资的上涨。故选D。

2.推理判断题。比Beth入职晚的员工一个个地从小隔间搬到带窗的办公室，而Beth任然留在原地，再根据第二段首句，故可推断出：如果人们想要得到他们应得的（权利，职位等），必须先提出要求。故选B。

3.推理判断题。根据第三段中的It would be nice if we all received automatic pay increases equal to our merit （价值）, but “nice” isn’t a quality shared by most organizations.得到与劳动相等的工资的上涨固然是好事，但是大部分公司并不是这样（对公司的贡献）来分配工资。故可推断出在工资提升方面存在着不公平现象。故选A。

4.细节理解题。根据第五段首句Performance is your best bargaining chip（筹码）when you are seeking a raise.可知，在提出涨工资时必须要有业绩或performance（表现）作为筹码。故D项“在薪酬被决定之前要做一些事情来打动老板”正确。