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  3. It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints (约束) influence

It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints (约束) influence

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问题     It is easier to negotiate initial salary requirement because once you are inside, the organizational constraints (约束) 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, but "nice" isn’t a quality attributed to most organizations. If you feel you deserve a significant 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 demonstrate 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 too. 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. (345 words)
To get a pay raise, a person should______.
选项 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
答案D
解析 本题属于细节题。本题题干中的“to get a pay raise”将本题的答案信息圈定在本文第四段尾句，因为该句含有“to get the pay raise you want”。该句的含义是：在老板决定提高工资之前，如果你能给老板提供其所需之物(例如：一个新客户或者一个大订单)，你就有可能得到工资提升。故选项D是正确选项。
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