Negotiatiating on the job marked: Why, What, When, How Viorica Marian Northwestern University

Why, What, When, How Gender salary gap can not be accounted for by controlling for education, experience, and work commitment (O ’ Neill, 2003) “ Women Don ’ t Ask ” by Linda Babcock –Don ’ t ask as often, don ’ t ask for as much, are willing to settle for less –Even small differences in starting salary translate into large gap over the years

WHAT Asking for the right things can drastically increase your ability to do your job better and be more successful both professionally and personally Think about what exactly are the things that will most likely improve your productivity and make your work better.

1. Think about what exactly are the things that will most likely improve your productivity and make your work better. Research: Lab space (size, configuration, renovations)? Equipment? Grant writing assistance? Start up funds? Research assistants? Graduate students? Travel budget? Leaves and sabbaticals? Teaching: Number of courses? Topic? Graduate/undergraduate? Buy-outs? Advising? Other: Service on committees, promotions (what are the expectations and timing), staff support, mentorship programs, regular reviews.

2. Think about what exactly are the things that will most likely improve your quality of life and how some of those things can translate into negotiable items. Salary (base, summer, when on leave, raises, graduated/in stages) Technology (computer & upgrades, software, printer) Child care (on-site or off? fee assistance? guaranteed space? maternity/paternity leaves for childbearing/childrearing?) Job opportunities in the area for significant other Benefits (include same-sex partners?) Housing assistance (realtor, loan broker?) College tuition for dependents benefits For senior hires -- named chairs, retirement packages, bonuses Relocation assistance/Moving costs

WHEN New Position: –After you receive the offer, but before accepting –The advantages of multiple offers Existing Position: –When have another offer/counter-offer –When asked to take on additional responsibilities (e.g., department chair, program head) – Recognizing opportunities Get It In Writing!

HOW Four Tips: 1.Be prepared: –Do your research ahead of time (e.g., salary tables) –Consult with trusted mentor/colleague/friend 2.Negotiate at the package level. –Negotiate multiple issues at once, in as small buckets as possible. –Room to concede on some, while winning on others. –Not an all-or-nothing approach. –Hardball tactics don ’ t work as well in repeated scenarios/long-term settings.

HOW 3.Who should name the first number? –New offers: may not have that option. –“ Anchoring ” effect, people make estimates by starting from an initial anchor value and adjusting from there to yield a final answer - however, they generally do not make sufficient adjustments. –Know who you are negotiating with. 4.Know when to hold ‘ em, know when to fold ‘ em. –On silence & conceding too fast. –Ok to say ‘ I need to think about it. ’ –What can and can not compromise on.

Where to find more… “ Why So Slow: The Advancement of Women ” by Virginia Vallian “ Women Don ’ t Ask: Negotiation and the Gender Divide ” by Linda Babcock and Sara Laschevier “ Ms. Mentor ’ s Impeccable Advice for Women in Academia ” by Emily Toth “ Ms. Mentor ’ s New and Ever More Impeccable Advice for Women and Men in Academia ” by Emily Toth “ Athena Unbound: The Advancement of Women in Science and Technology ” by Henry Etkowitz, Carol Kemelgor, & Brian Uzzi “ The Academic Job Search Handbook ” by Mary Morris Heiberger & Julia Miller Vick “ At the Helm: A Laboratory Navigator ” by Kathy Barker “ A PhD Is Not Enough: A Guide to Survival in Science ” by Peter Feibelman “ Lifting a Ton of Feathers: A Woman ’ s Guide to Surviving in the Academic World ” by Paula Caplan