Developing a negotiation strategy Goals of this session: Answer the - PowerPoint PPT Presentation

Developing a negotiation strategy Goals of this session: Answer the most Which items for faculty positions common questions asked by faculty can I negotiate candidates when they get their first offer for? ● Location: Boston, MA ● Startup funds: $250,000/year for 3 years. Must be spent before year 4. If grant, money must be returned. How much ● Lab renovations: $250,000. Planning for renovation start at can I ask for? signature. Expect a year for renovation. ● Relocation incentive: $10,000 ● Teaching: 2 courses/year, reduced to 1/y for the first two years ● Salary: $90,000/year, for 9 months. For first 2 years, summary How can I ask salary covered. for it? ● Start date: August 2019 For more materials: Tiny.ucsf.edu/NegotiationSeminar Activity 1: Which items How would you answer these questions? can I negotiate for? ● Location: Boston, MA ● Startup funds: $250,000/year for 3 years. Must be spent before Imagine your lab as a startup year 4. If grant, money must be returned. How much ● Lab renovations: $250,000. Planning for renovation start at can I ask for? signature. Expect a year for renovation. ● Relocation incentive: $10,000 ● Teaching: 2 courses/year, reduced to 1/y for the first two years ● Salary: $90,000/year, for 9 months. For first 2 years, summary How can I ask salary covered. for it? ● Start date: August 2019 For more materials: Tiny.ucsf.edu/NegotiationSeminar ●

Reframing the faculty job Backward Design application process Your Negotiation What level of productivity does the Example: INVESTOR & INSTITUTION expect from you after they invest One R01 grant by Y3, another large grant by Y5 INSTITUTION INCUBATOR in you? Several papers, including in high-impact journals JOB/CHALK PITCH TALK 1 technician for the first 3 years, What do YOU need to attain this level of Access to a confocal microscope 20 h/wk RESEARCH BUSINESS productivity? 1 graduate students and 1 postdoc within 2 years PLAN PLAN A job for my spouse with equivalent salary DEAL JOB OFFER If you do not get some of the items on that list, No technician: no one to set-up lab and train graduate how does this impact YOUR long-term students while you write grants productivity at this institution? The chair is your ally in The chair is your ally in The chair is your ally The chair is your ally the negotiation process the negotiation process in the negotiation in the negotiation Can advocate for you Can advocate for you process process Can find creative Can find creative solutions to your solutions to your Can advocate for you They need to know what problems problems problem you are trying to solve Can find creative solutions to to help you attain your goal your problems

The chair is your ally in So, when speaking with The chair is your ally the negotiation process the chair, focus on your in the negotiation Can advocate for you needs. process Can find creative ● Be clear: what are they? solutions to your “I need to buy a $500K equipment ● Justify: in terms of productivity problems for my experiments in Y1, but the and well-being budget is of $250K a year. If I do ● Prioritize: you won’t get not buy this equipment in the first everything you want year, I will lose 1 year of work and ● Be flexible: focus on solutions will not be able to get my first R01 in Y3. Can you suggest any solutions for this problem?” Most commons concerns when it comes to negotiating I feel “There are 4 items I would like to discuss with you: the uncomfortable salary, the situation of my spouse, and two items in the Ask the Chair how THEY want to proceed startup budget. What would be the best way to discuss even asking to with the negotiation (by phone, email?) these with you - email or phone?” negotiate “The first item I’d like to discuss is the salary. Considering my level of experience, and with the cost of I don’t want to Put your request into the context How to ask for living in the Boston area, I am wondering if there is any seem greedy of your productivity flexibility in the startup salary.” “My spouse, who is also a researcher, is going to need what you need to find employment in the area. He is a scientist at Gladstone and would need an equivalent-level position I don’t want to Stay focused on solving the problem, in the Boston area. He is open to academic and sound be flexible with the solution industry positions. Do you have any suggestions on unreasonable how to help us find a satisfying position for him?” “Thank you so much for taking the time to walk me This phase of the negotiation is an through the details of how salaries and startup budgets I don’t want to information collection phase, not a are calculated. I am really excited about the idea of make the wrong decision making phase. continuing this discussion. This is a lot of new Take a pause in the negotiation when you decision information, so I would like to take some time to think need it. about this and pick up the discussion later. Can we schedule some time to talk later? Maybe we can find a time that works for both of us via email.”

Information collection phase NOT decision making phase Prioritize: Which 3 items do you Activity 2: How would you answer need to negotiate to reach the Institution productivity needed? these questions? Think/write for 3 Chair calls to You need to indicates discuss the Chair sends You begin think about You finish You ask for a interest and verbal offer on offer letter negotiating what you’ve negotiating. revised letter minutes. Share for 3 minutes each. asks for your the phone learned. budget Be clear: What will you ask for ● Be clear: what are they? specifically (i.e. I would like $X of startup). Express Express Ask for what you Express Thanks. Express Recognize and ● Justify: in terms of productivity and enthusiasm enthusiasm need enthusiasm. enthusiasm. appreciate the Indicate need for efforts. well-being Don’t tip your Decide whether Give overview of pause. Negotiate other hand you want this what you want to items. Justify: For each of these items, ● Prioritize: you won’t get everything position discuss (how Summarize what will happen if you don’t get Ask for the letter many items). action items (by Explain why you you want Prioritize your phone and email). need them. it? asks Ask HOW they want to negotiate Express Repeat process ● Be flexible: focus on solutions (via email or enthusiasm. pause/negotiation phone) if needed. Be flexible: What other creative Indicate a timeline Negotiate first for following-up. solutions could you suggest to item. Explain why meet your needs? you need it What are your most important Activity 3: From your list of necessary items, choose the concerns when it comes to one you are the least comfortable negotiating for, and negotiating? write your request down, then practice saying it to your partner. Socrative.com Choose “student login” Room “OCPD”