阿里薪資談判技巧

by Aline Lerner

通過艾琳·勒納(Aline Lerner)

如何像專業人士一樣處理技術職業中的薪資談判 (How to handle salary negotiations in your tech career like a pro)

確切地談薪水時要說些什么 (Know exactly what to say when negotiating your salary)

There are a lot of resources out there that talk about salary negotiation, but many tend to skew towards being more theoretical. In my experience, one of the hardest things about negotiating your salary is knowing what to say in tough, ambiguous situations with a power balance that’s not in your favor. What’s OK? What’s rude? What are the social norms? And so on.

有很多關于薪資談判的資源，但是許多資源傾向于偏向理論化。以我的經驗，談判薪水最困難的事情之一就是知道在艱難， 模棱兩可的情況下該說些什么，而權衡卻不利于您。可以嗎什么粗魯？有哪些社會規范？等等。

Before I started interviewing.io, I worked as a software engineer, an in-house recruiter, and an agency recruiter, so I’ve literally been on all sides of the negotiating table. For the last few years, I’ve been guest-lecturing MIT’s 6.UAT Oral Communication, a class about technical communication for computer science majors. Every semester, negotiation is one of the most-requested topics from students.

在開始采訪io.io之前，我曾擔任軟件工程師，內部招聘人員和代理招聘人員的職位，因此，我實際上已經參與了談判的各個方面。在過去的幾年中，我一直在為MIT的6.UAT口語交流授課，這是一門有關計算機科學專業的技術交流的課程。每學期，談判是學生最要求的話題之一。

In this post, I’ll be sharing some of the content of that lecture, which is targeted towards students, but has served seasoned industry folks just as well. You’re never too young or too old to advocate for yourself.

在這篇文章中，我將分享該講座的一些內容，這些內容面向學生，但也為經驗豐富的行業人士服務。您永遠不會太小或太老而無法為自己辯護。

If you don’t like reading and prefer long, rambly diatribes in front of an unsightly glass wall, I covered most of this material (and other stuff) in a webinar I did with the fine people at Udacity (where I used to run hiring) a few months ago. So, pick your poison.

如果您不喜歡閱讀并且喜歡在難看的玻璃墻前擺放長而笨拙的雜物，那么我將在與Udacity(我曾經在那兒進行招聘)的優秀人員進行的網絡研討會中介紹了大部分此類材料(以及其他內容) ) 幾個月前。所以，選擇你的毒藥。

為什么要進行談判，尤其是在我初中的時候？ (Why negotiate at all, especially if I’m junior?)

If you’re early in your career, you might say that negotiation isn’t worth the hassle. After all, junior roles have pretty narrow salary bands.

如果您的職業生涯還很早，您可能會說談判不值得麻煩。畢竟，初級職位的薪資范圍很窄。

However, there are a few reasons that this view is short-sighted and wrong. For example, if you’re applying to a startup, there might come a magical day when your equity is worth something. ?

但是，出于某些原因，這種觀點是短視的和錯誤的。例如，如果您要申請創業公司，那么可能會有一個神奇的日子，那就是您的資產值得一些東西。？

This is especially true if you’re an early employee with a good exit. A delta of a few tenths of a percent might end up being worth a down payment on a home in San Francisco. ?

如果您是一名早期雇員，并且退出情況良好，則尤其如此。十分之幾十分之一的三角洲最終值得在舊金山的房屋上支付首付。？

But, let’s get real, your equity is likely worthless - except interviewing.io’s equity… that’s totes gonna be worth something. ?

但是，讓我們成為現實，您的資產可能毫無價值-除了采訪io的資產……這手提袋將是值得的。？

So let me give you a better, more immediate reason to learn to haggle early in your career, precisely because that’s when the stakes are low. Humans are surprisingly very adaptable creatures. Scared of public speaking? Give 3 talks. The first one will be gut-wrenchingly horrific, the stuff of nightmares. Your voice will crack, you’ll mumble, and the whole time, you’ll want to vomit. The next one will be nerve-wracking. The last one will mostly be OK. And after that, you’ll be just fine. Same thing applies to approaching anxiety, mathematical proofs, sex, and, you guessed it, salary negotiation!

因此，讓我給您一個更好，更直接的理由，讓您學會在職業生涯的早期階段進行討價還價，正是因為那時候風險很小。人類是非常適應性強的生物。害怕公開演講？進行3個演講。第一個將是令人惡心的可怕噩夢。您的聲音會嘶啞，您會喃喃自語，而在整個過程中，您都想嘔吐。下一個將令人不安。最后一個通常可以。之后，您就可以了。同樣的事情也適用于焦慮，數學證明，性別，以及您猜對的薪資談判！

So, make all the awkward, teeth-cringing mistakes now, while it doesn’t matter, and where failure will cost you $5K or $10K a year. Because the further along you get in your career, the bigger the upside and downside will be for not negotiating.

因此，現在就犯下所有尷尬而痛苦的錯誤，盡管這并不重要，而在哪里發生故障將使您每年損失5000美元或1萬美元。因為您的職業生涯越遠，不進行談判的好處和缺點就越大。

Not only will the salary bands be wider for senior roles, but as you get more senior, more of your compensation comes from equity, and equity has an even wider range for negotiating. Negotiating your stock well can make 6-figure differences and beyond. This is especially true if you apply some of these same skills to negotiating with investors over term sheets, should you ever happen to start your own company one day.

高級職位的薪資范圍不僅會更廣，而且隨著您的職位越來越高，您的薪酬中有更多來自股權，而股權的談判范圍更廣。很好地協商您的股票可以使差異達到6位或更多。如果您碰巧有一天要創辦自己的公司，那么如果您將一些相同的技能運用到條款表上與投資者進行談判，則尤其如此。

So, learn these skills (and fail) while you’re young, because the older you get, the harder it’s going to be to start when the stakes are higher.

因此，要在年輕時學習這些技能(并失敗)，因為隨著年齡的增長，賭注越高，開始的難度就越大。

In the rest of this article, as promised, I’ll give you a few archetypal, stress-inducing situations and what to say, word-for-word in each one. But first, let me address the elephant in the room… Will my job offer be revoked if I negotiate?

按照承諾，在本文的其余部分中，我將為您提供一些典型的，引起壓力的情況，以及每個單詞中逐字逐句的說法。但是首先，讓我向房間里的大象講話……如果我進行談判，我的工作機會會被撤銷嗎？

如果我嘗試談判，我的報價會被撤銷嗎？ (Will my offer be revoked if I try to negotiate?)

As I mentioned earlier, this blog post is coming out of a lecture I give at MIT. Every semester, I start the negotiation portion of the lecture with the unshakeable refrain that no one will ever take away your job offer for negotiating.

正如我之前提到的，這篇博客文章來自我在麻省理工學院的一次演講。每個學期，我都以堅定不移的態度開始演講的談判部分，即沒有人會放棄您的工作機會進行談判。

Last semester was different, though. I was just starting to feel my oats and get into my talk (the negotiation piece comes about halfway through) and smugly recited the bit about offers never being rescinded, followed by my usual caveat… “unless you act like a douche while negotiating”.

上學期不同。我剛剛開始感到燕麥，開始發言(談判部分進行到一半)，并自鳴得意地提到了要約永不撤銷的要約，然后是我慣常的告誡……“除非您在談判時表現得像個灌腸”。

Then, a hand shot up in the back of the room. Ah ha, I thought to myself, one of the non-believers. Ready to placate him, I called on the gentleman in the back. He said,

然后，一只手在房間的后面彈了起來。啊哈，我自以為是非信徒之一。準備安撫他，我拜訪了后面的紳士。他說，

My offer got rescinded for negotiation.

我的報價被取消談判。

The class broke out into uproarious laughter. ?

全班同學大笑起來。？

I laughed too. It was kind of funny… but it was also unnerving, and I wanted to get to the bottom of it.

我也笑了這有點可笑……但也令人不安，我想深入了解它。

Were you a giant jerk when you negotiated?

談判時您是個大混蛋嗎？

His reply was in the negative,

他的回答是負面的，

Nope.

不。

Shoot, OK, what else can I come up with…

射擊，好吧，我還能提出什么...

Were you applying at a really small company with maybe one open role?

您是在一家可能只是一個公開職位的小公司里申請嗎？

I asked, praying against hope that he’d say yes. And, so he did,

我問，為希望他答應而祈禱。而且，他做到了，

Yes.

是。

I was relieved to hear that and thought to myself,

聽到這個消息我很放心，心想，

Thank god.

感謝上帝。

So, there’s the one exception I’ve found so far to my blanket statement about job offers not being revoked.

因此，到目前為止，我在關于未撤銷工作邀請的一攬子聲明中發現了一個例外。

After working with hundreds and hundreds of candidates back when I was still a recruiter, I had never heard or seen an offer get rescinded (and none of my candidates acted like douches while negotiating, thank god), until then. So, if you’re talking to a super small company with one role that closes as soon as they find someone, yes, then they might rescind the offer.

當我還是一名招聘人員時，與數百名候選人合作之后，我再也沒有聽說過要約被撤銷(而且我的所有候選人在談判時都沒有表現得像傻瓜，謝天謝地)，直到那時。因此，如果您要與一家超級小型公司談話，這種公司一旦找到某人便立即關閉，是的，那么他們可能會撤銷報價。

But, to be honest, and I’m not just saying this because I was wrong in front of hundreds of bloodthirsty undergrads.

但是，老實說，我之所以說這不是因為在數百名嗜血的大學生面前錯了。

An early startup punishing a prospective employee for being entrepreneurial is a huge red flag to me.

對于我來說，一家早期的初創公司因要成為企業家而懲罰一名準雇員是一個巨大的危險信號。

OK, so, now onto the fun bit of this article where I tell you exactly what to say. And by the way — if you’re interviewing at interviewing.io, USE THESE ON ME. IT’LL BE GREAT. And while you’re at it, use these on me as well.

好的，現在，讓我們轉到本文的有趣之處，在此我確切地告訴您說什么。順便說一句-如果您要在Visiting.io上進行采訪，請在我身上使用這些內容。太好了。而當您使用它時，也請在我身上使用它們。

當要求命名第一個數字時該怎么說？ (What to say when asked to name the first number ?)

There will come a time in every job search where a recruiter will ask you about your compensation expectations. This will most likely happen very early in the job search, maybe even during the first call you’ll ever have with the company.

每次找工作都會有一段時間，招聘人員會詢問您有關您的薪酬期望。這很可能會在求職初期很早就發生，甚至在您第一次與公司聯系時也是如此。

I think this is a heinous, illaudable practice fraught with value asymmetry. Companies know their salary ranges and roughly what you’re worth to them before they ever talk to you (barring phenomenal performance in interviews which kicks you into a different band).

我認為這是一種充滿價值不對稱的令人發指的，難以理解的做法。公司會在與您交談之前就知道他們的薪水范圍以及您對他們的價值(除非在面試中表現出色，否則會把您帶入不同的領域)。

And they know what the cost of living is in your area. So they already have all the info they need about you, while you have none about them or the role or even your market value. Sure, there are some extenuating circumstances where you are too expensive. For example, you’re like an L6 level (Software Engineering Manager) at Google and are talking to an early stage startup that can only afford to pay you 100K a year in base. But, honestly even in that situation, if the job is cool enough and if you have the savings, you might take it anyway.

他們知道您所在地區的生活費用。因此，他們已經擁有所需的所有關于您的信息，而您卻沒有任何關于它們的信息，角色甚至市場價值。當然，在某些情況下您太貴了。例如，您就像Google的L6級別 (軟件工程經理)，并且正在與一家初期創業公司進行交談，該初創公司每年只能支付10萬美元的基礎費用。但是，老實說，即使在那種情況下，如果這項工作足夠出色，并且您有積蓄，您還是可以選擇這樣做。

So, basically, telling them something will only hurt you and never help you. So don’t do it. Now, here’s exactly what to say when asked to name the first number.

因此，基本上，告訴他們一些事情只會傷害您，永遠不會幫助您。所以不要這樣做。現在，這正是當要求命名第一個數字時要說的內容。

At this point, I don’t feel equipped to throw out a number because I’d like to find out more about the opportunity first - right now, I simply don’t have the data to be able to say something concrete. If you end up making me an offer, I would be more than happy to iterate on it if needed and figure out something that works. I also promise not to accept other offers until I have a chance to discuss them with you.
在這一點上，我不愿意拋出一個數字，因為我想先了解更多有關機會的信息-現在，我只是沒有數據能夠說出具體的話。 如果您最終給我要價，我將很樂意在需要時對其進行迭代并找出可行的方法。 我也保證在我有機會與您討論之前，不接受其他提議。

TADA!

TADA！

當您收到爆炸性報價時該怎么說？ (What to say when you’re handed an exploding offer ?)

Exploding offers, in my book, are the last bastion of the incompetent. The idea goes something like this… If we give a candidate an aggressive deadline, they’ll have less of a chance to talk to other companies. Game theory for the insipid.

在我的書中，爆炸性報價是無能的人的最后堡壘。這個想法是這樣的……如果我們給候選人一個積極的截止日期，那么他們與其他公司交談的機會就會減少。博弈論為平淡無奇。

Having been on the other side of the table, I know just how arbitrary offer deadlines often are. Deadlines make sense when there is a limited number of positions and applicants all come in at the same time (for example, internships). They do not make any sense in the current market, where companies are perpetually hiring all the time - therefore it’s an entirely artificial construct.

在表的另一邊，我知道報價截止日期通常是多么隨意。當職位數量有限且申請人都同時進入(例如實習)時，最后期限才有意義。在當前市場中，公司一直在不斷招聘人才，這對他們毫無意義。因此，這完全是人為的。

Joel Spolsky, the creator of Trello and Stack Overflow, had something particularly biting to say on the matter of exploding offers many years ago (the full post, Exploding Offer Season, is really good):

Trello和Stack Overflow的創建者Joel Spolsky在很多年前就爆炸性報價問題特別有話要說(完整的文章Exploding Offer Season很不錯)：

Here’s what you’re thinking. You’re thinking, well, that’s a good company, not my first choice, but still a good offer, and I’d hate to lose this opportunity. And you don’t know for sure if your number one choice would even hire you. So you accept the offer at your second-choice company and never go to any other interviews. And now, you lost out. You’re going to spend several years of your life in some cold dark cubicle with a crazy boss who couldn’t program a twenty out of an ATM, while some recruiter somewhere gets a $1000 bonus because she was better at negotiating than you were.

這就是您的想法。您在想，那是一家不錯的公司，不是我的第一選擇，但仍然是一個不錯的報價，我不想失去這個機會。而且您不確定您的第一選擇是否還會雇用您。因此，您在第二選擇的公司接受報價，而從不進行任何其他采訪。而現在，你輸了。您將在一個寒冷的黑暗隔間里度過一生的時光，一個瘋狂的老板無法為ATM中的二十個程序編程，而某個地方的一些招聘人員會獲得1000美元的獎金，因為她的談判能力比您強。

Even in the case of internships, offer deadlines need not be as aggressive as they often are, and I’m happy to report that many college career centers have taken stands against exploding offers. Nevertheless, if you’re not a student or if your school hasn’t outlawed this vile practice, here’s exactly what to say if it ever happens to you.

即使在實習的情況下，錄取通知書的最后期限也不必像通常那樣具有挑戰性，我很高興地報告說，許多大學職業中心都對錄取通知書表示反對。但是，如果您不是學生，或者您的學校沒有將這種卑鄙的行為定為違法行為，那么這就是發生在您身上的確切說法。

I would very much appreciate having a bit more time. I’m very excited about Company X. At the same time, choosing where I work is extremely important to me. Of course, I will not drag things out, and I will continue to keep you in the loop, but I hope you can understand my desire to make as informed of a decision as possible. How about I make a decision by…?
我非常感謝有更多的時間。 我對X公司感到非常興奮。與此同時，選擇工作地點對我來說非常重要。 當然，我不會拖拖拉拉，并且會繼續讓您保持聯系，但是我希望您能理解我希望盡可能了解決策的愿望。 我如何決定……？

反向二手車推銷員…或說什么總是可以獲得更多？ (The reverse used car salesman… or what to say to always get more ?)

At the end of the day, the best way to get more money is to have other offers. I know, I know, interviewing sucks and is a giant gauntlet-slog, but in many cases, having just one other offer (so, I don’t know, spending a few extra days of your time spread over a few weeks) can get you at least $10K extra. It’s a pretty rational, clear-cut argument for biting the slog-bullet and doing a few more interviews.

歸根結底，獲得更多金錢的最好方法是獲得其他優惠。我知道，面試很糟糕，而且是一個巨大的挑戰，但是在許多情況下，只有另一個報價(所以，我不知道，花幾天的額外時間分散在幾周內)可以讓您至少多賺了$ 10K。這是一個相當理性，明確的論據，它可以咬住子彈頭并進行其他一些采訪。

One anecdote I’ll share on the subject goes like this. A few years ago, a close friend of mine who’s notoriously bad at negotiation and hates it with a passion was interviewing at one of the big 4 companies. I was trying to talk him into getting out there just a little bit, for the love of god, and talk to at least one more company. I ended up introducing him to a mid-sized startup where he quickly got an onsite interview. Just mentioning that he had an onsite at this company to his recruiter from the big 4 got him an extra $5K in his signing bonus.

我要分享的一個軼事是這樣的。幾年前，我的一位密友在談判中臭名昭著，并恨之入骨，他正在四大公司之一中接受采訪。我試圖說服他走一點，為了上帝的愛，并至少再與一個公司交談。我最終向他介紹了一家中型初創公司，在那里他Swift得到了現場采訪。剛才提到他在這家公司的招聘會上從四大巨頭那里招募了一名招聘人員，這使他獲得了額外的$ 5K簽約獎金。

Offers are, of course, better than onsites, but in a pinch, even onsites will do… because every onsite increases your odds of not accepting the offer from the company you’re negotiating with. So, let’s say you do have some offers. Do you reveal the details?

當然，報價要比現場要好，但在緊要關頭，甚至現場都可以做到……因為每個現場都增加了您不接受與您談判的公司提供報價的幾率。因此，假設您確實有一些優惠。你透露細節嗎？

The answer is that “it depends”. If the cash parts of the offers you have are worth more than the one you have in hand, then you can reveal the details. If they’re worth more in total but less in cash, it’s a bit dicier because equity at smaller companies is kind of worthless… you can still use it as leverage if you tell the story that that equity is worth more to YOU, but that’s going to take a bit more finesse. So if you’ve never negotiated before, you might want to hold off.

答案是“取決于”。如果您所提供的要約中的現金部分比手中的要有價值，那么您可以透露詳細信息。如果它們的總價值更高，但現金更少，這有點麻煩，因為較小公司的股權是毫無價值的……如果您說出股權對您而言價值更高，您仍然可以將其用作杠桿。將需要更多技巧。因此，如果您從未進行過協商，則可能要推遲。

If the cash part of your equity is not worth more, it’s sufficient to say you have offers and when pressed, you can simply say that you’re not sharing the details (it’s ok not to share the details).

如果您的資產中的現金部分不值更多，那就說您有要約就足夠了，當您按下按鈕時，您可以簡單地說您沒有分享細節(可以不分享細節是可以的)。

But whether you reveal details or not, here’s the basic formula for getting more. See why I call it the reverse used car salesman?

但是，無論您是否透露細節，這都是獲取更多信息的基本公式。明白為什么我稱它為二手車推銷員嗎？

I have the following onsites/offers, and I’m still interviewing at Company X and Company Y, but I’m really excited about this opportunity and will drop my other stuff and SIGN TODAY if…
我有以下現場/報價，并且我仍在X公司和Y公司進行面試，但是我對這個機會感到非常興奮，如果...，我將放棄我的其他東西并今天簽字 。

So, “if” what? I propose listing 3 things you want, which will typically be:

那么，“如果”呢？我建議列出您想要的3件事，通常是：

Equity
公平
Salary
薪水
Signing/relocation bonus
簽約/搬遷獎金

The reason I list 3 things above isn’t because I expect you’ll be able to get all 3, but this way, you’re giving the person you’re negotiating with some options. In my experience, you’ll likely get 2 out of the 3.

我在上面列出3件事的原因并不是因為我希望您能夠獲得全部3件事，但是通過這種方式，您可以為要談判的人提供一些選擇。根據我的經驗，您可能會從3中獲得2。

So, what amounts should you ask for when executing on the reverse used car salesman? It’s usually easier to get equity and bonuses than salary (taxed differently from the company’s perspective, signing bonus is a one-off rather than something that repeats every year).

那么，在反向二手車推銷員處執行任務時，您需要多少金額？通常，獲得股權和獎金要比工資容易(從公司的角度來看，征稅方式不同，簽約獎金是一次性的，而不是每年重復的事情)。

Therefore, it’s not crazy to ask for 1.5 - 2 X the equity and an extra 10 - 15% in salary. For the bonus portion, a lot depends on the size of the company, but if you’re talking to a company that’s beyond seed stage, you can safely ask for at least 20% of your base salary as a signing bonus. Some of the larger tech companies offer huge signing bonuses to new grads (~100K-ish). Clearly this advice is not for that situation.

因此，索要1.5-2倍的股本和額外的10-15％的薪水并不奇怪。對于獎金部分，很大程度上取決于公司的規模，但是如果您與一家處于萌芽階段的公司談話，則可以放心地要求您至少支付基本工資的20％作為簽約獎金。一些較大的科技公司為新畢業生提供豐厚的簽約獎金(約10萬英鎊)。顯然，此建議不適用于這種情況。

What if the company says no to all or most of these and is a big enough brand to where you don’t have much of a leg to stand on? You can still get creative. One of our users told me about a sweet deal he came up with - he said he’d sign today if he got to choose the team he could join and had a specific team in mind.

如果公司對所有這些或大多數問題都拒絕，又是一個足夠大的品牌而又沒有太多立足之地該怎么辦？您仍然可以發揮創意。我們的一位用戶告訴我，他想出了一筆不錯的交易-他說，如果他能選擇可以加入的團隊并考慮到特定的團隊，他今天就簽約。

其他資源 (Other resources)

As I mentioned at the beginning of this post, there are plenty of blog posts and resources on the internets about negotiation, so I’ll just mention two of my favorites.

正如我在本文開頭所提到的，互聯網上有很多關于談判的博客文章和資源，因此，我只提及其中兩個。

The first is a riveting, first-hand account of negotiation adventures from one of my favorite writers in this space, Haseeb Qureshi. In his post, Haseeb talks about how he negotiated for a 250K (total package) offer with Airbnb and what he learned along the way. It’s one of the most honest and thoughtful accounts of the negotiation process I’ve ever read.

第一個是我在這個領域中最喜歡的作家之一哈西卜·庫雷希(Haseeb Qureshi)講的關于談判冒險的第一手資料。 Haseeb在他的帖子中談到了他如何與Airbnb協商250K(總價)的報價以及他在此過程中學到的知識。這是我所讀過的有關談判過程中最誠實，最體貼的內容之一。

The second post I’ll recommend is a seminal work in salary negotiation by Patrick McKenzie (patio11 on Hacker News, in case that’s more recognizable). I read it back when I was still an engineer, and it was one of those things that indelibly changed how I looked at the world. I still madly link anyone and everyone who asks me about negotiation to this piece of writing, and it’s still bookmarked in my browser.

我推薦的第二篇文章是帕特里克·麥肯齊 ( Patrick McKenzie)撰寫的關于薪金談判的開創性著作 (如果更容易被人們認識，請參閱Hacker News的patio11)。我還是工程師的時候就讀了它，那是不可磨滅地改變了我對世界的看法的一件事。我仍然瘋狂地將任何人和要求我進行談判的所有人鏈接到本文，并且仍將其標記在我的瀏覽器中。

結束語 (Closing notes)

If you’re an interviewing.io user and have a job offer or five that you’re weighing and want to know exactly what to say when negotiating in your own nuanced, unique situation, please email me. I’ll whisper sweet, fiscal nothings in your ear like a modern-day Cyrano de Bergerac wooing the sweet mistress that is capitalism.

如果您是一名訪談錄(io)的用戶，并且正在考慮一份或五份工作職位，并且想確切地知道在自己細微而獨特的情況下進行談判時該說些什么，請給我發電子郵件。 我會在耳邊竊竊私語，就像現代的西拉諾·德·貝格拉克(Cyrano de Bergerac)一樣，向著資本主義的甜蜜情婦求愛。

And just a note: an increasing number of our customers pay us on subscription, so we don’t get more money if you do.

請注意：越來越多的客戶通過訂閱向我們付款，因此如果您這樣做，我們將無法獲得更多的收益。

And for the ones who don’t, salary and recruiting fees typically come out of a different budget.

對于那些不這樣做的人，工資和招聘費通常來自不同的預算。

In the early days of interviewing.io, we tried to charge a flat per-hire fee in lieu of a percentage of salary, precisely for this reason — we wanted to set ourselves up as an entirely impartial platform where lining up with our candidates’ best interests was codified into our incentive structure.

正是由于這個原因，在面試.io的初期，我們試圖收取固定的每次租用費用來代替一定比例的薪水-我們希望將自己設置為一個完全公正的平臺，與候選人的隊伍保持一致。最佳利益被編入我們的激勵結構。

Companies were pretty weirded out by the flat fee, so we went back to doing percentages, but these days we’re moving over as many of our customers to subscription as possible — it’s cheaper for them, better for candidates, and I won’t lie that I like to see that recurring revenue.

固定費用讓公司感到很奇怪，所以我們回到了百分比上，但是如今，我們正在將盡可能多的客戶轉移到訂閱中-對于他們來說便宜，對候選人更有利，我不會說謊，我喜歡看到經常性收入。

Want to become awesome at technical interviews and land your next job in the process? Join Interviewing.io!

想要在技術面試中變得很棒，并在此過程中找到下一份工作嗎？ 加入Interviewing.io ！