Transcription
NegotiationforWomen PhysicistsJane AmmonsGeorgia Tech2010 AAPM MeetingPhiladelphia, PAJuly 19, 20102010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation In surveys, 2.5 times more women thanmen said they feel "a great deal ofapprehension" about negotiating.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation Men initiate negotiations about four timesas often as women.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation When asked to pick metaphors for theprocess of negotiating, men picked "winning a ballgame" and a"wrestling match," while women picked "going to the dentist."2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation Women will pay as much as 1,353 toavoid negotiating the price of a car,which may help explain why 63 percentof Saturn car buyers are women.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation In surveys, 2.5 times more women thanmen said they feel "a great deal ofapprehension" about negotiating.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation Women are more pessimistic about howmuch is available when they donegotiate and so they typically ask forand get less when they do negotiate—on average, 30 percent less than men.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Motivation 20 percent of adult women (22 millionpeople) say they never negotiate at all,even though they often recognizenegotiation as appropriate and evennecessary.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Objectives Individual negotiators Overcoming discomfort Knowledge and strategies Mentors of women negotiators “Situational awareness” Strategies for success2010 AAPM - Philadelphia“Negotiation for Women Physicists”
What Negotiation ISN’T Process to guarantee fairness Process to make all sides happy Process that must be nasty/painful2010 AAPM - Philadelphia“Negotiation for Women Physicists”
What Negotiation IS Process to determine terms that areacceptable to both sides Format ranges from very formal to veryspontaneous Process that always requires preparation2010 AAPM - Philadelphia“Negotiation for Women Physicists”
ugh-tactical-advantage-mind-map2010 AAPM - Philadelphia“Negotiation for Women Physicists”
PreparationWomen often don't know the market valueof their work: Women report salary expectationsbetween 3 and 32 percent lower than thoseof men for the same jobs;Men expect to earn 13 percent more than women during theirfirst year of full-time work and 32 percent more at their career peaks.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Preparation Knowledge is power Your own situation Other side’s situation“reconnaissance, inventory, espionage”2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Key concepts BATNA – best alternative to negotiatedagreement Reservation price or walk-away price –worst terms you are willing to accept Zone of possible agreement – range atwhich two opposing parties can possiblyagreeSource: McGrath, Jane, “How Negotiation Works,” http://money.howstuffworks.com2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Power“Power in a negotiation comes from theability to walk away from negotiations.”“ . the party with the best BATNA is themore powerful party in the negotiation.”“Generally, the weaker party can takeunilateral steps to improve theiralternatives to negotiation.”Source: Glaser, Tanya, “Book Summary of Getting to Yes: Negotiating Agreement withoutGiving In by Roger Fisher and William Ury. New York; Penguin Books, 1983.2010 AAPM - Philadelphia“Negotiation for Women Physicists”
My amateur hypothesisTaking unilateral steps to improvealternatives to negotiation–may have unintended consequencesthat affect men and women differently2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Important considerations WhoWhenWhyHow2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Pair-share exerciseGiven a mentoring scenario, One minute: contemplate your advice One minute: first partner shares One minute: second partner shares Two minutes: discuss2010 AAPM - Philadelphia“Negotiation for Women Physicists”
ScenarioA tenured female colleague seeks your confidentialadvice on how to handle a troubling situation.When writing a joint proposal with severalcollaborators, the draft budget revealed that she ispaid significantly less than any of the others,including two non-tenured and less accomplishedfaculty members. The university has beenexperiencing significant budget pressure and therehave been no salary raises in the past two years.The female colleague is married to another tenuredfaculty member at this university and they have twosmall children, so moving would be difficult.What do you advise?2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Concluding thoughts . Always practice negotiating, always Always continue to improve yourBATNA, always Information is power; preparation req’d Timing is critical Tough is not the same thing as effective Unintended consequences matter2010 AAPM - Philadelphia“Negotiation for Women Physicists”
Getting to Yes: Negotiating Agreement without Giving In by Roger Fisher and William Ury. New York; Penguin Books, 1983. 2010 AAPM - Philadelphia .
