Self Efficacy and Negotiation Workshop Negotiation in Academia Dr. Janice Krumm Associate Professor of Biology Widener University, Chester, PA Dr. Frances Weaver Professor of Biology Widener University, Chester, PA

Should I Ask? Loss of Opportunities Salary Inequities Accumulation of Disadvantage Perceived Value

How do you perceive the world? “ You can’t get blood from a turnip.” or “The world is your oyster.”

How I learned to negotiate - badly

Negotiating as Problem Solving Avoid a win/lose approach o Distributive negotiation with fixed pie Look for agreements that make all parties better o Integrative negotiation; win-win Is there a solution that can benefit both you and me?

Women are effective negotiators Integrative (win-win) negotiation Negotiating for others How can we integrate our negotiating strengths with our professional asks?

“Negotiation is about attaining resources to support your vision. It is about supporting communities you care about. It is about leaving a legacy.” –Dr. Gabrielle Forman

What is your vision? What are your core professional values? How does your vision express your core professional values? What are your challenges? What kinds of resources could lessen these challenges?

Negotiating in an Academic Setting This is not a one time interaction (like buying a car) You are building a long term relationship to create mutual gain

The “communal” approach Women are more successful negotiators when the proposal is framed in terms of benefits to your counterparts, team, or organization

Connecting your vision with your institution How does your vision overlap with the institution’s vision? The college’s vision? The department’s vision? How will your request advance the visions of these units?

Connecting your vision with your institution People will want to support you if o You support their vision o They are convinced you will advance the team o You are building beyond yourself

Before you ask Prepare your “ask” package Know what you are prepared to offer, to lose, and how you can compromise Be familiar with your institution’s vision statement and strategic plan

Prepare your “ask” package Package issues and solutions Do not negotiate issue-by-issue Start with the benefits to your counterparts, team, or organization If possible, have something concrete to offer Use “if/then” statements

Ground Rules Get everything in writing Pitch everything in relation to “What’s in it for them?” If you haven’t heard a “no”, you haven’t asked for enough (use with caution)

Strategies Stay calm Be positive Address issues, not personalities Validate the other’s point of view Be sure of your facts Justify all requests

Strategies Avoid exaggeration State your needs Strive for a resolution where everyone gains something Ask diagnostic questions o If “no”, ask why?

Dealing with what could go wrong Always be polite Find your venting friends s circulate Never lie Get everything in writing!!!

Closing the deal Follow up Hi Jennifer, It was great meeting with you today. I just wanted to follow up and summarize everything we discussed…

Closing the deal End on a positive note “I really enjoyed talking with you…seems like we work well together. I’m glad we reached an agreement that benefits us both.”

Thank You