Negotiation 201: Academia-Research Kim E. Barrett, PhD Integrating the Life Sciences from Molecule to Organism The American Physiological Society Negotiation 201: Academia-Research Kim E. Barrett, PhD Distinguished Professor of Medicine Dean of the Graduate Division University of California, San Diego Presented on April 4, 2016 At EB 2016 San Diego, CA April 2016

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Job negotiations – the finish line! The opportunity to negotiate the terms of a new position signals the culmination of the arduous job search process Typically begins around the time of a second visit Do not begin until you have an offer and have had time to review it An iterative process May involve many emails, phone calls, drafts and then a final letter

What can be negotiated? Salary Lab space Start-up package Size, location, neighbors, renovations Start-up package Equipment, supplies, support for personnel, access to core facilities, personal salary support Job description And protected time in initial phase Assistance with moving and spouse/partner job search Just about anything that will help you succeed in your job

How to approach the negotiation Distinguish three types of request Essential/Desirable/Dispensible Private vs. public list Seek a win/win outcome The institution will see no ROI if you are set up to fail Negotiate in good faith Understand institutional hurdles Respond promptly to requests for information

Tips for success Knowledge is power Brief your counterpart in general terms ahead of time – no blindsiding Keep the “super-objective” in mind Identify your BATNA Get everything in writing Do the job for your counterpart if they are slow Start and end every conversation with appreciation and enthusiasm Insert strategic delays if needed

Knowledge is power Use on-line resources to benchmark salary and other aspects of the offer http://www.the-aps.org/mm/Publications/Journals/Physiologist/Archive/2015-Issues/May-2015-Vol-58No-3/Annual-Surveys/AAMC-Medical-School-Faculty-Compensation-Survey https://career.ucsf.edu/sites/career.ucsf.edu/files/PDF/ResearcherNegotiatingStartupPackage.pdf Ask colleagues or recently-hired peers to share details of their offers Know what you MUST have before the interview Road-test your “wish-list” with a senior mentor Rehearsal is key!

Considerations for your start-up package Negotiating for Success - EB2016 4/4/2016 Considerations for your start-up package Get ENOUGH to cover costs UNTIL you have another revenue stream How long do you have to spend it? What happens if you get a grant? What happens if you don’t? Consider negotiating up-front for support at times of critical transitions Kim Barrett - UCSD

Being an internal candidate Estimate your bargaining position How valuable have you made yourself? What would it cost to replace you? Accept that you likely will not receive an offer that matches one from outside What considerations might make it worth staying? Consider negotiating for a transition/contingent plan If I get a grant, what then? Test the market

Once you have the job… Many later stages where negotiation may become necessary Retentions, pre-emptive retentions, major grants and awards Are you moveable? Avoid game-playing, but it does not hurt to explore opportunities from time to time Re-establishes your perception of worth Revives your interviewing and negotiating skills

Gender-based pitfalls in negotiation Women have historically been disadvantaged in negotiating for their first positions “Women don’t ask” Compounds to major inequities over the course of your career Job dissatisfaction Women also typically undersell their accomplishments Salary expectations 3-32% lower than men seeking the same position Late disclosure of personal issues may be a deal-breaker Women are often assumed to be less moveable May be overlooked for both internal and external recognition

Closing thoughts High stakes negotiations, such as for your first job, can be exhilarating and terrifying in equal measure Careful negotiation will help to get you what you want and need to succeed Remember, this is a mutual objective Use friends, mentors and other senior colleagues to road-test your wish list Negotiation must be a life-long skill in academia Good luck!

Kim E. Barrett, Ph.D. kbarrett@ucsd.edu The American Physiological Society Kim E. Barrett, Ph.D. kbarrett@ucsd.edu Dr. Kim Barrett, a native of the United Kingdom, obtained her B.Sc. and Ph.D. from University College London. Following a post-doctoral fellowship at the NIH, she joined the faculty of UCSD in 1985, and rose to Distinguished Professor of Medicine in 2015. In 2006, she was also appointed as Dean of the Graduate Division. Her research interests center on the normal and abnormal biology of the intestinal epithelium and their relevance to inflammatory bowel diseases and infectious diarrheal diseases. She served as APS President in 2013-14, and is the new Editor-in-Chief for the Journal of Physiology.

Negotiating for Success! The American Physiological Society This presentation is part of 2016 Mentoring Symposium on Negotiating for Success! Organized by the APS Women in Physiology Committee For more information and to listen to other presentations: the-aps.org/negotiating © 2016 The American Physiological Society (education@the-aps.org) Creative Commons License: Attribution Non-Commercial No Derivatives (http://creativecommons.org/licenses/by-nc-nd/3.0/)