1. Negotiation 201: Military Kathy L. Ryan, PhD
Integrating the Life Sciences from Molecule to Organism
The American Physiological Society
Negotiation 201: Military
Kathy L. Ryan, PhD
Chief, Research Regulatory Compliance Division
US Army Institute of Surgical Research
Presented on April 4, 2016
At EB 2016
San Diego, CA April 2016

2. Negotiating for Success!
The American Physiological Society
This presentation is part of
2016 Mentoring Symposium on
Negotiating for Success!
Organized by the APS Women in Physiology Committee
For more information and to listen to other presentations:
the-aps.org/negotiating
© 2016 The American Physiological Society
Creative Commons License: Attribution Non-Commercial No Derivatives (

3. Negotiation 201: Military
Kathy L. Ryan, Ph.D.
U.S. Army Institute of Surgical Research
Negotiating for Success!
Women in Physiology Committee Mentoring Symposium
EB 2016, 4 April 2016

4. Disclaimer
The opinions or assertions contained herein are the private views of the author and are not to be construed as official or as reflecting the views of the Department of the Army or the Department of Defense.

5. “Types” of Employees/Workers
Active Duty Military*
Department of Defense Civilian*
Contractor
University
Private contracting company
Postdoctoral Fellow
National Research Council (NRC)
Oak Ridge Institute for Science and Education (ORISE)
* Must be US citizen

6. “Types” of Employees/Workers
Active Duty Military*
Department of Defense Civilian*
Contractor
University
Private contracting company
Postdoctoral Fellow
National Research Council (NRC)
Oak Ridge Institute for Science and Education (ORISE)
* Must be US citizen

7. Some Basic Info Where do you find postings for US government jobs?
Search capabilities
Research Physiologist (0413)
Location
Set up search alerts
Build resumes with supporting docs that can be used for multiple applications
US Army Medical Research and Materiel Command
Not traditional Civil Service (i.e., GS) plan
Laboratory Demonstration Plan
Occupational series (DB, Scientists and Engineers)
Pay Bands (e.g., DB-III encompasses GS-13 and GS-14)
Can move within the pay band without a promotion
Typical job posting: DB
Deciphered: Research Physiologist (0413), DB-III pay band

8. If Selected… NOW is the time to negotiate
Relocation costs (potentially, even if not included in posting)
Salary = Base Pay + Location Adjustment
Starting Salary
Current salary?
Minimum for pay band?
Lab Demo Plan is “pay for performance”
Based on your accomplishments, you receive a grade every year that determines merit raise
Current salary is part of the formula that determines merit raise
Little to no ability to negotiate additional raise
Starting salary has implications for years!
May also receive an annual Cost of Living Adjustment in addition to merit raise

9. If Selected… What you won’t have to negotiate at start
Start-up package for lab funding
Initial funding resources from Program Area (research team) to which you are assigned
If subsequent promotion to higher pay band, can negotiate
Typically, management positions
Minimum of 6% of base pay up to $10,000 maximum

10. Daily Negotiation Skills
Definition of a hierarchical environment
MUST respect rank (both military and civilian)
Pick your battles
What is important?
What do you want vs what do you need?
What can you control vs what is out of your control?
Scientists who succeed are team players!
Focus on getting the job done
Productive science → political capital
What is best for team?
What is best for the Institute?

11. Approaching Big Decisions
Who is the decision maker?
You may be more senior and have more experience, but may not have final say
Senior leaders want to hear all facts/opinions before making decision
State your case during decision-making process
Be thoughtful – try to see other perspectives
Organize your facts and arguments
Problem/concerns
Risk to Institute/command
Course(s) of Action (COA) with recommendations
Do not bring a problem to senior leaders without a potential solution!

12. If you don’t agree.. Ask yourself 2 questions: Is it legal?
Does s/he have the authority to make the decision?
If “Yes” to both, salute and move on!
MISSION is paramount!

13. Guidance

14. Kathy L. Ryan, PhD kathy.l.ryan.civ@mail.mil
The American Physiological Society
Kathy L. Ryan, PhD
After completing her graduate education and postdoctoral fellowship at the University of Texas Health Science Center at San Antonio, Dr. Ryan began working for the US military. She first studied bioeffects of radiofrequency radiation for the US Air Force as a contractor working for Trinity University. In 1999, she became a Department of the Army civilian at the US Army Institute of Surgical Research, San Antonio, TX. As a research physiologist, she worked in combat casualty care research for 13 years, seeking to understand cardiovascular responses to hemorrhage. Since 2012, she has served the Institute as the Chief of the Research Regulatory Compliance Division.

15. For more information, to listen to other presentations,
The American Physiological Society
For more information, to listen to other presentations,
and for the PowerPoints with active links
and/or other resources
the-aps.org/negotiating
For further information, contact APS Education Office