Mastering the Art of Negotiation: Essential Tips and Tricks for Women Academics
Negotiation is a crucial skill for any academic, but it can be essential for women's academics. Studies have shown that women are often less likely to negotiate than men. When they do negotiate, they may be penalized more severely for it. However, negotiating is essential for advancing your career, securing the needed resources, and ensuring you receive the compensation you need and want.
So how can women academics develop their negotiation skills and become effective negotiators?
Here are some tips and tricks to help you master the art of negotiation:
Know your worth: Before entering into any negotiation, it's essential to know your market value. Research comparable salaries and benefits for your position, and be clear on the value you bring to your institution. Don’t assume that the highest-paid person is your salary CAP! (This can cost you a lot of money. I will talk about this more in another post). Instead, understanding your worth will help you negotiate from a place of strength and confidence.
Prepare and practice: Successful negotiation requires preparation and practice. Make a list of your goals and priorities, and develop a strategy for achieving them. Consider role-playing with a friend or colleague to practice different scenarios and hone your negotiation skills. Get a negotiation coach! Whatever you do, do your best to practice with those who have successfully negotiated.
Communicate clearly: Effective communication is critical to successful negotiation. Be clear and concise in your requests, and make sure you're actively listening to the other party's needs and concerns. Use "I" statements to express your position, and avoid making assumptions or generalizations. Understand how your request will positively impact your department, the students, the college, the university, research, and the field.
Focus on interests, not positions: In negotiation, focusing on them is essential. Instead of digging in your heels on a specific request, consider the underlying interests driving that request. This can help you identify creative solutions that meet everyone's needs. Get clear on the why and the impact your request will have on the job (see #3 again).
Build relationships: Negotiation is not a one-time event; it's an ongoing process of building relationships and finding win-win solutions. Cultivate relationships with your colleagues and superiors, and be proactive about finding ways to collaborate and work together. Also, network during the interview to clarify and understand what comes with the job and what others say would be essential to succeed. During an interview, I asked individuals, "What are some things you wished you would have asked for when you started your position?" If you feel optimistic about who you connect with during the interview, ask questions to help you better prepare for the job offer.
In conclusion, negotiation is critical for women academics looking to advance their careers and secure the necessary resources. By preparing carefully, communicating effectively, and focusing on interests rather than positions, women academics can become effective negotiators and achieve their goals.
