We all want to make more money.

大家都想多賺一點錢。

Yes, of course.

當然。

And I could tell looking at you, you're underpaid.

我看著你就知道，你工資不足。

Why?

怎麼說？

Because you would afford a much nicer shirt and trousers if you were making enough money.

如果你賺足夠的錢，就會買更好的上衣跟褲子。

Wow.

哇！

If you want to get a raise, and particularly if you're a woman who wants to get a raise, women don't ask for raises, I can tell you.

如果想要加薪，尤其是女性的話，女性都不要求加薪的，我跟你說。

I've employed thousands of women over my life.

我這一生雇用了無數女性。

They do not ask for raises unless they absolutely must, and men ask all the time.

女性除非逼不得已，從不要求加薪，而男性則是時時刻刻都想加薪。

And so, what the smartest thing to do is, first of all, make an appointment to ask for a raise, even if your expectation isn't that you're going to get it.

因此，最聰明的方式，就是呢，預約會談來要求加薪，就算沒有期望自己一定會得到。

At least ask for it because that sets you up for the next meeting where you'll likely get it.

至少要求看看，因為這可以為你下一次的會談製造加薪的機會。

And the smartest thing to do is to walk in with a list of your responsibilities when you started at the company, and then also the list of things you've taken on since you started.

另一件聰明的事，就是帶著你進公司以來所負責的事與完成過的任務進到會議室。

And simply make the boss aware that you have a lot more responsibility.

簡單來說，就是要讓老闆知道你現在有更多責任。

You're delighted to take it on, give me more, but I'd like to be compensated and to name a number you'd like.

讓他知道你很樂意接下這些責任，甚至更多責任，但你想要獲得更多報酬，並且講一個自己喜歡的數字。

Most women, when they work up to the point where they'll ask for a raise, they won't give a number.

大多數的女性，當她們要求加薪時，她們不會給一個數字。

"I'd like to get a raise."

「我想要加薪。」

Men will walk in and say, "I'd like to get a raise."

男性則會走進來說：「我想要加薪。」

"I'd like it to be around 10, 15 percent."

「我想要加薪個大約 10% 到 15%。」

No qualms.

沒有疑慮。

So, if you're a timid woman, I think the smart thing to do is ask, "What would a man do?" and walk in thinking like a man.

如果你是名膽小的女性，就問問自己「男人會怎麼做？」然後像個男人走進會議室。

If you don't get the raise, you have to ask, "What would merit a raise?"

如果你沒得到加薪，記得問「怎麼做才能獲得加薪？」

So that when you come back the next time, you could say, "Hey, this is what I've done, I'd like to get that raise."

如此，當你下一次回來時，你就能說：「我完成了這些事，我想要加薪。」

When someone has come to me and said they got another offer for a lot more money from somewhere else, and it's not followed up with, "So, goodbye," they're looking for something from me.

每當有人來跟我說別的公司提供更多錢挖角他去工作，而他沒有接著說「那，再見了」，這代表他們通常還想要要求些什麼。

I never try to buy their loyalty because I haven't earned their loyalty, obviously, and they're on their way out the door - I'm not gonna stop them with more money.

我從不會試著買員工的忠誠，因為我很明顯地還沒得到他們的忠心，他們已經前腳踏出門外了，我不會用更多錢請他們留下。

They're already off my list.

他們已經從我的名單上被剔除了。

I can't wait for them to go out that door.

我等不及看他們離開了。

It's perfectly acceptable to go to your boss and say, "You know, I'm a little surprised."

和老闆溝通最好且可接受的方式是說：「你知道嗎？我有點驚訝。」

"I got an offer for a lot more money, but I'm not taking it because I love this business."

「我得到一個高薪的機會，但我不打算接受，因為我喜歡這個地方。」

"But I'm really wondering, could you level with me as to my future prospects here?"

「但我想知道，可以請你坦白地說我在這裡有什麼未來嗎？」

That's a great opener.

這是個很好的開頭。

And it's not insulting, and it's not threatening.

不侮辱人，也沒有威脅感。

And guess what?

而且，知道嗎？

You'll get the best out of that boss.

老闆會對你印象很好。

Very, very different than saying, "You want to pay up?"

和「你要多付我一點錢嗎？」完全不一樣。

The tone is entirely different.

這兩種語氣完全不同。

One, the boss wants to measure up.

第一種，老闆會仔細思量。

The other style, the boss wants to boot you out that door.

另一種呢，老闆則會想把你踹出門外。

I think the piece you have to put in is, "I got a great offer, I love working here, and I plan to stay."

我認為面談時一定要提到的是：「有人提供我工作機會，但我喜歡在這裡工作，且我打算留著。」

"But it brings on the table my question, what do you think my prospects here in the future might be?"

「但這也讓我想到一個問題，你認為我在這裡的未來是什麼？」

That's pretty fair.

這很公平。

If I were a boss, I would go out of my way to think of how I could push you ahead, if I value you.

我是老闆的話，如果我重視你，我會思考如何帶你前進。

And if my response instead was, "Well I'm happy to hear about it, but you know, we pay you fairly, and you have good responsibilities and we're pretty happy, so do what you want."

但如果老闆的回應是「這個嘛，我很開心聽到你說這些話，但我們薪水給得很合理，你工作也做得很好，做你想做的吧！」

Or something like that, I would know I am not valued, and I would take the other job because the one thing you must be in any position you are, male, female, whatever level you are, is you must be valued and appreciated to be promoted.

或是其他類似的話，你就會知道自己並沒有被賞識，這時請接受另一份工作，因為不論你是男是女，或在什麼階層，你都應該被賞識。

It's a great way to go in and take a litmus test as to how you are valued in that boss' eyes.

就像用試金石在測試自己在老闆眼中究竟是否有價值。

And your boss has more to do with your future than the company you're working for, your responsibilities and everything else.

關於你未來的職責與其他事情，比起公司而言，老闆對你來說重要得多。

If they love you, they will push you ahead.

如果他們喜歡你，就會砥礪你前進。

I had so many people come and ask for raises over the years.

這些年來，許多人來要求我幫他們加薪。

Of course, mostly men.

大部分都是男性，當然。

My theory as a boss is, you get ahead of your valued employees and you raise them before they ever get to ask.

我作為老闆的哲理是，搶先你看重的員工，在他們要求加薪前就幫他們加薪。

Because employees will kill for you, if you can treat them with that kind of reverence and respect and prove it by paying them more.

如果你敬重與尊重員工，並用加薪的方式表現，他們會為你上刀山下油鍋。

They'll kill for you.

為你爬山過海。

They're loyal forever.

他們會對你永遠忠誠。

And I've always been very lucky to be surrounded by people that are enormously loyal, and it's no accident.

一直以來，我非常幸運，身邊都是十分忠誠的人們，而這並不意外。

Because I make sure I push money, recognition, whatever I have, opportunity, more valuable than raises.

因為我會用薪水、機會等確保他們得到該有的賞識，而不只是只有加薪。

Bonuses, whatever it takes to make them feel "I am loved."

或獎金等等，任何能讓他們覺得「我被重視」的事情。

That's what everybody wants.

大家都想被重視。