There is Not Just One Way to Negotiate
1/26/2022 1:45 am
By Dr. Jenna Yentes, Dr. Pooneh Bagher, Dr. Adam Case
Some people love to negotiate. They see it as a challenge, a way to win. On the other hand, there are those that don’t want to bother. They have the philosophy of “Give me the same as the last hire so we are all on equal footing, and let’s move forward.” Unfortunately, the latter is rarely true, and a lack of negotiating skills can lead to a subpar offer. Below are the viewpoints from three faculty regarding their experiences and thoughts about negotiation from the point-of-view of faculty applying for a position.
Who taught you to negotiate or where do you credit honing these skills?
Pooneh: No one actively taught me negotiating skills. My negotiating skills have been honed through colleagues, trial and error, and learning from any missteps.
Adam: My postdoctoral mentor actively taught me how to negotiate. When I was applying for faculty positions, I would regularly discuss with him how to approach applications, interviews, and negotiations. He helped me formulate wish lists for equipment and personnel, as well as strategies on how to obtain what I needed to be successful as an independent scientist.
Jenna: I watched my PhD advisor but we never had active discussions about how and what to negotiate. I read books and attended workshops; however, during my first negotiation, I realized I was ill prepared. I then watched my partner successfully negotiate, and for my current position, I asked for their opinion and feedback. I learned a lot from gaining outside perspective while actively negotiating.
More Information from the American Association of University Women on:
What is your advice for an academic negotiating for their first faculty job?
Pooneh: Know your value and make sure you have what you need to succeed.
Adam: Leverage is the key to any successful negotiation. For example, at a used car lot when you want to get the best price on a car, your leverage is the ability to walk away and not purchase the car. In academia, it is much trickier because there are lines of people wanting a position, so you cannot just walk away! So, the three things that can be used for leverage are money (i.e., grants), other job offers (which demonstrates your value), or your networking (the more people you know, the better chance you have at getting an interview or an offer). This can be tough for your first job, so you need to be realistic about what you ask for. Make sure it is in line with other offers at that University and Department, but don’t undersell yourself. You need to ask for what you need to be successful, but you cannot go overboard. Remember, the goal is to get that first faculty position. It is way easier to get your next job than it is to get your first because it shows you are hirable and have value.
One additional point for students. When looking for a post-doctoral position, make sure you ask the mentor about grant writing. If their previous post-docs did not have their own projects and were not allowed to write their own grants, you probably don’t want to work with that person. You want to write your own grants and have money during negotiation for faculty positions.
Jenna: Practice negotiating with someone before you get to the point where you have to do it. Listen to their feedback and practice again. If you can, practice with someone that has been the negotiator before, meaning they are or were a department head.
Do you have any rules or guidelines you use during negotiation?
Pooneh: I think it is important to know the vision and goal of the individual you are negotiating with. Often times, what you know you need actually aligns with the vision and goals of the individual you are negotiating with. This is one of my negotiation tactics: to demonstrate to the person that I am negotiating with that what I need to succeed, and my success, aligns with their goals. If you clearly demonstrate this, both parties benefit, and the negotiation goes smoother.
Adam: Never take the first offer no matter what! Institutions always have a buffer built in for countering, and it can be quite significant. If you can, ask for their offer first before presenting yours. That does not always work, so if they want to see your “wish list” make sure you put on whatever you need to be successful and then tack on 50% more. Be creative on how you add the additional money (e.g., personnel costs, professional development, pilot project money, etc.). Something to also consider when you are putting together your offer is to make sure you understand how salary coverage, savings, and indirect costs are distributed at the University (if you do not know what these are, it is time to talk to your mentors!). These can all change how you change your negotiation strategy.
Jenna: When they offer you the job, thank them and tell them you’ll need 24 to 48 hours to think about it. Do not be too eager. Second, even if the first offer is more than what you expected, ask for a bit more. This doesn’t have to be money. For example, it can be protected time, summer salary, and/or an assistantship for a student. Do not take the first offer.
Lastly, what are common pitfalls or mistakes that people make when negotiating?
Pooneh: I think people give up on something (equipment, space, etc.) they know they need for the success of their career and/or their research program. I would caution people not to give up on the crucial components of their research program as this will negatively impact their career trajectory. Know your worth and stand up for yourself.
Adam: Don’t be too timid in your ask. Many applicants try to appease the negotiator too much. Instead, consider how they can appease you. If you have made it to the negotiation/offer stage, you have already passed all the tests… they want you! At that point, your job of trying to impress is over, and now it is on them to give you what you need and to impress you!
Jenna: People are nervous, they don’t push to get everything in writing or they assume verbal agreements will be remembered. Do not sign the offer if these verbal agreements are not written in the letter. If your offer letter cannot include all of the particulars, write another document that both you and the department head sign. If you get pushback on having these things in writing, you may want to consider what this tells you about the culture of the department.
Click here to listen to the podcast "The science of female negotation" by CUNY podcasts
Keep in mind that as you negotiate, there is more than salary and start-up to negotiate. Talk to as many people as you can and ask about what they negotiated. The best people to ask, those that have had their position for 3-5 years. They will tell you what they did right and what they would have changed. Here is a list of items to consider (this is not a comprehensive list):
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Protected time or teaching load
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Space
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Length or expiration of start-up funds
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Personnel for laboratory (lab techs, post-docs, grad students, and/or undergrads)
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Discretionary funds for research
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Travel for meetings or to pursue collaborations
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Percent coverage of your salary on grants that you must carry
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Moving expenses (note, you can include moving expenses for your students/staff in your start-up funds if you are bringing people with you)
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Specialty equipment
Click here to read "Julia Bear's tips for women to improve negotiating skills"
Negotiating can seem like a tremendous hurdle for some individuals, and may cause anxiety and stress. Keep in mind what Pooneh stated about not giving up something. A strategy to avoid being in this position is to pad your initial request so you have room to compromise, like Adam pointed out. Both Pooneh and Adam mentioned reframing your view of negotiation. Approach negotiation to present requests on how it will help them reach their goals, and understand that at this point, they want you and it is now their turn to impress you. Granted, every University, Department, negotiator, and situation will be different. Similar to learning a motor skill, have a qualified instructor, practice, and practice different contexts and situations (“repetition without repetition”).
Author: Dr. Jenna Yentes
Author: Dr. Pooneh Bagher
Author: Dr. Adam Case
