Negotiation Skills and Strategies: How To Get What You Want and Need

Negotiation Skills and Strategies:
How to get what you want and

need
Andrew Green
[email protected]
A couple of questions
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Your Questions
• Show results
Agenda
• Why you should negotiate
• What are you negotiating about?
• How to negotiate comfortably and successfully
• Timing
• Industry versus the Academy
• Common mistakes
When you think of negotiating,
what words come to mind?
If Everyone Hates It: Why Negotiate?
• Employer’s have limited resources
• Your terms of employment will significantly impact your level of

professional productivity and success
• They will also significantly impact your quality of life and that
of your family
• No one enjoys feeling the fool
• Ramifications will extend out decades

Do I have data?
Dear Dr. Green,
I'm emailing to thank you for your helpful workshop on negotiation for
Ph.D.s last week. I attended in preparation for signing an upcoming
limited term contract, and I was able to negotiate at 120% of their first
stipend offer.
career.berkeley.edu
Grad Students, PhDs & Postdocs
Want a copy of this presentation?
What are we negotiating about?
• Financial = Salary + Benefits +++
• Research Support
• Teaching & Service
• Quality of Life
• Tenure Clock
• Intellectual Property Rights
Financial = Salary + Benefits +++
• Salary
• Moving Expenses
• Sabbaticals/Vacation*
• Tuition Reimbursement (Partner and Children)
• Summer Research Stipends/Opportunities to Teach
Summer School
• Intellectual Property/Patent Rights
Research Support
• Start Up Package
• Size and Location of Office/Lab Space
• Computing/Software
• Research Assistants (how many/what level; included
in start up $?)
• Conference & Travel Funds*
• Intramural Research Funds
• Grant-Writing Support
• Journal Subscriptions/Books
• Maintenance Funds
We don’t have labs, but
• travel to archive including the plane fare, lodging,
meals, (may be able to justify two shorter trips during
school break, especially if the collection will have new
additions after the first trip)
• copying of documents in the archives (about 25 cents a
page, plus shipping)--or a quality digital camera to take
photos of the documents if not intending to have the
archive make copies
• payment of copy editor for book manuscript
• payment of person to index book
• purchase of access to data sets
Teaching & Service
• Teaching Load (preps vs. courses)
• What Courses
• Teaching Assistants/Readers/Graders
• Buying Out of Courses
• Starting in January
• Advising, Theses, and Committee Work
Quality of Life
• Work Schedule*
• Faculty Housing
• Employment Assistance for you Spouse/Partner
• On-Site Childcare
• Parking
Tenure Clock
• If You’re ABD
• If You Have Prior Full-Time Experience
• Unpaid Leaves if Externally Funded
• Maternity & Family Leave

Intellectual Property Rights
• Industry
• Academia
• Negotiating with your current PI

How – The Basics of Negotiation
• Negotiation is a process, rather than a point in time event.
• Preparation is key: the process starts before you get to the offer
• Enter the negotiation process with a clear sense of what you
want
• Negotiation is interactive, a dialogue, rather than a simple
exchange
• The successful negotiator has the ability to understand the
viewpoint of others
• The ability to listen is often underrated, as you may make
strategic decisions during the negotiation based upon what you
hear.
• Look for Win-Win scenarios - build upon points of agreement
3 Primary sources of leverage
• Information about your “Market Value” using salary surveys,
public databases, scholarly or professional associations,
informational interviews.
• Making your value visible
• Competing offers: in hand or potential
• Have a detailed start-up package list that over-represents your

assessment of your needs
Chronicle of Higher Education salaries
www.salary.com
Glassdoor.com
23
Sunshine Laws
24
25
Strategic Issues
• Not a zero-sum game
• Information is power
• The tools to do the job

Using a Win-Win Approach
• We both want the same thing
• You’ve made me an offer and I want to be able to accept it
• Make your value visible; what differentiates you from a

typical starting Asst Professor?
• How to respond to a high, spot on, and, especially low offer

Sources of Leverage
• Information
• Other offers both potential and in hand
• How your request will benefit them
• Remind them of your strengths

• Talk to your future colleagues
– What is negotiable?
• And, what I should be asking for (local knowledge)
Help them be creative
• If you are unable to get “A”, be prepared to move on to “B” and “C”
• Help the people you are negotiating with be creative in solving your
problems, e.g., I understand you can’t fund “X” but can you increase
the amount for “Y”?
• Focus on the substantive outcome not how they get there

I asked them to convert my moving expenses ($6k) into
a slightly smaller signing bonus ($5k) and to pay my
membership fees for the two professional
associations. For reasons of accounting/funding
they weren't able to convert my moving
expenses into a signing bonus, but they counter
offered with a reduction in moving expenses by
$3k and an equivalent salary increase provided I
pay my own dues ($250). I was not expecting that
type of counter offer, but it's a good deal! Thanks
again. I wouldn't have been so assertive in my
negotiations without your help, and I'm very
happy with the final offer.
How to deal with elements that can’t be
included in an official offer letter
• “I don’t remember offering you that lab space?!”
• Email the chair/dean with your summary of the

negotiations and what was agreed upon
• “Hi. It was great talking to you today…”

Timing - When to start negotiating
• Not until they make an offer – Why?
• What If they insist on an expected salary up front?*
• But be prepared with a list of start up needs at the

interview stage
• Who goes first?

Common Mistakes in Salary Negotiation
• Accepting an offer too quickly. Take at least 24 hours to
evaluate the offer before accepting.
• Understating or not clearly understanding how your skills will

benefit the organization. The ability to articulate how you
bring value to the organization will help in the negotiation
process.
• Declining an offer without factoring in the value of the benefits

package or “quality of life” benefits.
• Being unprepared to counter arguments that the organization

can’t afford to pay the salary you are asking, or to negotiate
for additional benefits.
Linda Babcock – CMU
Women Don’t Ask Study of MS degree
graduates
“Many women are so grateful to be offered a job that

they accept what they are offered and don't negotiate
their salaries, and often don't know the market value of
their work.”
• Men starting salary 7.6% ($4000) higher than women
•
• Only 7% of Women negotiated vs 57% of Men
• Students who negotiated increased their salary by 7.4%

or $4053
Negotiating + Gender
The final piece of advice is for would-be powerful female
leaders themselves: be aware that, at least until social
attitudes shift radically, you are not immune from these
effects.
That doesn’t mean not negotiating but, rather, being

strategic about it. “We’ve found that you need to offer an
explanation for your demands that gives a legitimate
reason that the other side finds persuasive,” Bowles
says. “You need to signal concern for the broader
organization: ‘It’s not just good for me; it’s good for you.’
Brief Review
• Research the salary ranges
• Gauge your relative status
• Rank order your priorities
• Call future colleagues
• If they can’t do A, be prepared to move on to B & C
• They will not simply “Pull the Offer”
• Get it in writing (FedEx) before withdrawing elsewhere
Negotiate Now
• You have leverage - they want you
• You’re asking them to provide you with the research

support you need to meet their expectations
• By Summer, the all the discretionary goodies will be

gone (along with your leverage)
• You will be reminded (and pissed off) every time you see
colleague X who isn’t as productive as you, but got a
better deal

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Negotiation Skills and Strategies:

How to get what you want and

Show results Show Results

• Employer’s have limited resources

• Your terms of employment will significantly impact your level of

• No one enjoys feeling the fool

• Ramifications will extend out decades

• Employment Assistance for you Spouse/Partner

• If You Have Prior Full-Time Experience

• Unpaid Leaves if Externally Funded

• Maternity & Family Leave

• Negotiating with your current PI

• Making your value visible

• Competing offers: in hand or potential

• Have a detailed start-up package list that over-represents your

• Not a zero-sum game

• The tools to do the job

• You’ve made me an offer and I want to be able to accept it

• Make your value visible; what differentiates you from a

• How to respond to a high, spot on, and, especially low offer

• Other offers both potential and in hand

• How your request will benefit them

• Remind them of your strengths

• Focus on the substantive outcome not how they get there

• Email the chair/dean with your summary of the

• “Hi. It was great talking to you today…”

• What If they insist on an expected salary up front?*

• But be prepared with a list of start up needs at the

• Who goes first?

• Understating or not clearly understanding how your skills will

• Declining an offer without factoring in the value of the benefits

• Being unprepared to counter arguments that the organization

“Many women are so grateful to be offered a job that

• Students who negotiated increased their salary by 7.4%

That doesn’t mean not negotiating but, rather, being

• You’re asking them to provide you with the research

• By Summer, the all the discretionary goodies will be

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