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我们公司做猎头这一行已有二十余年，与很多候选人打过交道，其中有一些人总是盯着短期福利和收益，但对职业发展考虑甚少，也不知道要从长远角度取得成功，什么因素最为重要。实际上，这个市场具有机会主义本质，很多公司多年来在招聘时不遗余力，也难怪很多人会这样思考问题。

 更重视长期发展

然而，我们也发现越来越多的候选人会更深入、更全面的衡量一个机会、一个平台的方方面面。我们看到他们所做的决定更加成熟，先考虑这个机会或某个平台能带给他们的价值，后考虑短期加薪等因素。例如，有越来越多人转换工作，却不在乎极少的加薪，或薪水持平，有些人甚至愿意减薪跳槽！

当然，没有人会主动要求薪水持平或减薪。但是，他们在考虑是否跳槽时，考虑的主要因素是他们即将要加入的环境能否极大地促进职业发展，帮助他们实现职业目标。这些候选人不想投机取巧，不去追求短期利益，而是追求能让他们增强技能，积累成就的机会，在新的平台上证明自己有承担更大责任的能力。其实，这样的平台才能创造更大价值，为其实现长期职业目标带来补益。

 表现出色，机会自然多

市场上这两种对待新机会的不同态度在我们公司合作的两位候选人身上体现得淋漓尽致。第一位候选人要求客户给她提薪30%。客户很欣赏这位候选人，但只能帮她提高15%的薪水，客户认为这也已经非常大方了。

双方商谈陷入僵局，总经理决定不再争取这位候选人，也明确说出了他的立场。“实际上，我愿意出到她要求的薪水，”他强调说，“但这样的薪水只能给一位能用既有成就证明自己有能力胜任我们岗位的人。这位候选人还没做到这一点。我们希望给她机会，让她参与一些充满挑战的高端项目，以证明她的能力。如果她表现优异，真的像她说的一样非常出色，那我们很愿意在那之后重新和她谈谈待遇。”

 如今的选择能帮你抓住未来怎样的机遇呢？

有一次，一位候选人竟拒绝了双倍工资。但他表示，做这个决定并不难。30岁出头的他正担任中层管理职务，目标职位是总经理，因此想找一份职责更广，更切实的工作。他回绝的这份工作只是高端职员而已，这在很大程度上与他的现任职务相重合。因此，尽管这份工作的经济条件非常诱人，但他不认为这份工作能帮助他习得更多技能，也不能积累更大成就，不能帮助他实现成为总经理的目标。

最后，他接受了一份工资水平一般的一份工作，这份工作包含的职责更能满足他的要求。“我推掉的工作，来自一家非常著名的大公司，”他形容道。“我也知道如果接受的话，近几年里工资待遇一定很好。但几年后呢？几年后我还会处是今天的位置。我加入的那家公司虽然小，但成长很快，它的管理团队非常出色，拥有一流的客户。最重要的是，我现在的职位能让我在成为总经理所需关注的领域得到锻炼。等我将来实现了目标，那时候的经济回报将大大超出眼前的经济诱惑。”

 价值是高薪机会的核心

想要挣得高薪，获得较好的待遇合情合理。但如果在你职业发展过程中，挣钱是你的主要目标，那你的目标机会应该能帮你增强挣钱能力、提高市场认可度，这将成为你的价值。长期来看，你能为雇主带来的价值和取得的成就，可以让你获得较高的待遇。换言之，如果人们认为你配得上这些钱，那你就会拿到高薪。

什么样的机会能帮你培养这样的价值呢？这样的平台应该能让你接触高端环境和机会，增强你承担更大职责，入主更高职位的能力。中国的就业市场不乏诱人的机会。在职业发展中，站到更强大的平台上，你就能获得更好的机会，让自己的背景出类拔萃，从而抓住机会，入主高薪职位。

Pursue Career Choices That Build Your Long-Term Value

From our 20+ years of doing recruitment in this market, my company has worked with many candidates who are highly oriented around short-term benefits and gains, while having little sense about their career development and what’s important to achieving their long-term success.  Actually, given the opportunistic nature of this market and aggressive approach to hiring that many companies have had for many years, it’s not surprising that so many people here are oriented in this way.

Greater Emphasis On Long-Term Development

However, a growing trend that we see is the approach that many candidates are taking to looking deeper and more thoroughly into all aspects of an opportunity and platform they’re considering.  We see them making more mature career choices that prioritize the value that a platform and opportunity can bring to them over situations that may just pay better in the short-term.  For instance, we see more candidates make career moves for little or no salary increase, with some even willing to take a pay cut!

Of course, nobody actively seeks situations that offer the same or less money than what they’re currently earning.  But the main reason they pursue such opportunities is to join a situation that they believe will significantly benefit their development and help them reach their career objectives.  Rather than pursuing opportunistic, short-lived situations, these candidates seek out ones that will allow them to build broader skill sets, accumulate impressive achievements, and demonstrate their ability to handle greater responsibilities.  Essentially, these are platforms that can create greater value and upside for their long-term career prospects.

You’ll Get More If You Can Show Your Performance

The contrasting views among people in this market towards new opportunities can be highlighted through two candidates that my company worked with.  In the first case, the candidate asked our client for a 30% increase over her current salary.  The client liked the candidate a lot, but would only offer a 15% increase, which they felt was already quite generous.

As the negotiations came to an impasse, the GM ended their effort to pursue the candidate and stated his position clearly.  “Actually, I’m willing to pay what this person is asking for,” he emphasized.  “But only for someone who has a demonstrated track record in what we need them to do.  This person hasn’t got that.  Instead, we’re willing to give her the chance to take on some challenging, high profile projects to show her capabilities.  If she’s as good as she says she is and can show her performance then I’m more than happy to revisit the topic of compensation with her later on.”

What Opportunities Will A Situation Today Help You Capture Later On?

In another case, a candidate turned down a position that offered to double his salary.  According to him, it wasn’t even a difficult decision to make.  This person was in his early 30s and at a middle management stage in his career.  What he sought most was a broader role and more direct responsibilities that could help him reach his goal of becoming a general manager someday.  The position he rejected was a high-level individual contributor one that for the most part repeated a role he had already done before.  So although financially attractive, he felt the position would add few new capabilities and achievements that would get him closer to his general manager objective.

Instead, he took a position that offered a much more modest salary increase, but gave him the kind of responsibilities he was looking for.  “For the opportunity I turned down, the company was established and well-known,” he describes.  ”And I know I could have been paid well there over the next couple of years.  But then what after that?  I’d still be in the same situation I’m in today.  The company I’m with now is smaller, but fast growing.  It has a top-notch management team and a top-tier client base.  As importantly, my role lets me grow in the areas that a GM needs to handle.  By attaining that level in the future, the financial benefits I’ll see then will far exceed whatever amount of money I may be passing up today.”

Value Is The Key To Well-Paid Opportunities   

It’s reasonable to want to earn a high salary or to be paid well for what you do.  But if making a lot of money over the course of your career is a main objective of yours then you should target career choices and situations that can add the type of value that significantly increases your earning power and marketability.  Over the long run, you’ll be compensated well based on the value you’re able to offer and deliver to top employers.  In other words, you’ll earn more money if people feel you’re worth it.

What will help you develop that value are platforms that offer you exposure to quality situations and opportunities for you to build your ability to handle bigger and better roles.  In China’s employment market, many attractive opportunities are available.  By placing yourself onto strong platforms throughout your career, you improve the chances that your background will be outstanding enough to capture the type of roles people get compensated very well for.

（责任编辑：职场达人）