Listening and Negotiation

Negotiation is an important skill for faculty at all stages of their career, but one that research suggests is often uncomfortable for women faculty to employ. This paper focuses on the topic of negotiation, with an emphasis on providing practical ideas and strategies relevant to academic professionals at both entry-level and mid-career who find that they need to negotiate a career opportunity. The paper will review negotiation basics, as well as discuss what can be negotiated, how one might proceed to discuss these, and how listening is critical to negotiation. By viewing negotiation as a “wise agreement”1 that seeks to meet the needs of both parties to the extent possible, this paper presents several common cases or scenarios that illustrate the importance of understanding the elements involved both from the faculty member’s perspective as well as from the perspective of their department head, dean or provost.