It is easier to negotiate initial salary requirement because once you are inside, 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 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 and office and it had been part of his negotiations for the job. I guess they thought me content to stay in cubicles since I did not voice my opinions 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 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 you 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.

（10分）
(1)According to the passage, before taking a job, a person should ____________.（2分）
Ademonstrate his capability
Bgive his boss a good impression
Cask for as much money as he can
Dask for the salary he hopes to get
正确答案D您的答案是 D回答正确展开
(2)What can be inferred from Beth’s story?（2分）
APrejudice against women still exists in some organizations.
BIf people want what they deserve, they have to ask for it.
CPeople should not be content with what they have got.
DPeople should be careful when negotiating for a job.
正确答案B您的答案是 B回答正确展开
(3)We can learn from the passage that ___________.（2分）
AUnfairness exists in salary increases.
BMost people are overworked and underpaid.
COne should avoid overstating one’s performance.
DMost organizations give their staff automatic pay raises.
正确答案A您的答案是 A回答正确展开
(4)To get a pay raise, a person should ____________.（2分）
Aadvertise himself on the job market
Bpersuade his boss to sign a long-term contract
Ctry to get inside information about the organization
Ddo something to impress his boss just before merit pay decisions
正确答案D您的答案是 D回答正确展开
(5)To be successful in negotiations, one must ___________.（2分）
Ameet his boss at the appropriate time
Barrive at the negotiation table punctually
Cbe good at influencing the outcome of the interaction
Dbe familiar with what the boss likes and dislikes

---