Today I attended a very interesting panel discussion at my institution, focused on the topic of women, negotiation, and the academic marketplace. I wasn’t sure what to expect, but was thoroughly impressed. One main message that was carried throughout was that women tend not to ask for things as much as men do. No doubt related to this is the fact that academic women tend to value their worth 30% less, on average, than do men. One woman referenced a book by Linda Babcock, where she learned that men tend to compare yearly evaluations to a ball game or a wrestling match, while women compare yearly evaluations to something more akin to going to the doctor or dentist for a less-than-desirable but necessary procedure. In academia, there is far more than just salary that can be negotiated – there is teaching load, startup funds, research space, terms of sabbatical, and much much more. Even things like child care slots can potentially be negotiated. These women took the attitude of “you can always ASK” – and if you back up what you are asking for with research and evidence, you may go far.
Somewhere, deep down, I think I knew these things. But it was so critically important to hear them again – and to hear them again from women in powerful positions within the university. No doubt, it’s a tricky business to do research on these things, especially at private universities. But it’s no less important.
So that others may benefit, I will list some of the specific pieces of advice I heard today:
Do NOT make the negotiation personal – make it categorical: Rather than “X person in this department makes $5,000 more than me, and I should too because X” You might try: “My performance in teaching, research, and service have been excellent – here’s HOW [insert examples here]. Could you look at [salary, research space, etc.) equity across my rank?”
Many women are VERY good at negotiating things for others – their children, parents, or friends. Try thinking of negotiating for yourself as you might for others.
Playing the market is one way of doing research – but BEWARE some pitfalls: 1) doing this takes a lot of energy; 2) you need to be careful of giving ultimatums to you current employer – if they say “no,” you might have to leave; 3) playing the market may put you in a mindset of leaving
Be clear to yourself about what matters in your life and WRITE IT DOWN
For yearly evaluations, do a thorough self evaluation, and give yourself credit for things that take up your time and which have value – things others may not immediately recognize.
Sometimes we find out what is possible – in terms of negotiation – if we have a friend in the same job market who is a little ahead of us.
Begin your negotiations before anything is on paper.
Don’t let your ego get tied up in negotiation
Finally, here are some recommended books from today’s panel:
Necessary Dreams: Ambition in Women’s Changing Lives (Anna Fels)
Women Don’t Ask: The High Cost of Avoiding Negotiation–and Positive Strategies for Change (Linda Babcock and Sara Laschever)
Ask For It! How Women Can Use the Power of Negotiation to Get What They Really Want (Linda Babcock and Sara Laschever)
Why So Slow? The Advancement of Women (Virginia Valian)