the art of negotiation: how to get what you deserve in the...

TheArtofNegotiation:Howtogetwhatyoudeservein

theacademyWebinarforMTPCCR

March4th,2019

Ndidiamaka N.Amutah-OnukaghaPhD,MPH,CHES

• Togetwhatyoudeserve• Todemonstrateyour

competency• Tosetthetoneforyour

timeattheinstitution

Whydoyouneedtonegotiate?

Keystepsinthenegotiationprocess

Knowyourvalue…

• Whatdoyoubringtotheposition?

• Whatareyouruniquetalents?

• Whyareyouthebestpersonforthejob?

Keystepsinthenegotiationprocess

Knowyourvalue…

• Whatisthegoingrateforyourposition?• Whataretheotherperksorpartsofthepackagethatareavailabletoyou?

Keystepsinthenegotiationprocess

Identifywhatyouneed

• Whatdoyouneedtobe

successful?

• Protectedtime?

• Certainequipment?

• Personnel(i.e.graduatestudents,

statsperson)

Bestrategic

Negotiatingislikeplayingchess

• Protectyourqueen

• Don’tbeapawn

Consultwithyourdreamteam• Develop(andmaintain)adreamteamofmentorsthatcansupportyoudoingyouracademicjourney

• Askthemforwhattheyusedduringtheirownnegotiationandtweakitforyourownuse

• Don’tbeafraidtoaskthemwhatisreasonableorunreasonable

Takeyourtimetorespond

• Timingiseverything

• Makethemsweat

Removeemotionsfromtheresponse

• Readtheresponseandthenletitsit

• Writedownyourresponsesandthensendthem

aroundtoyourmentors,otherpostdocs,andeven

yourfamily!

Howtorespondtotheinitialoffer

• Whatdidyourmentorssay?• Whatdidotherpostdocsortenuretrackfacultysay?

• Keepinmindtheconsiderationsofyournewposition:o Housingo Movingexpenseso Fundstosetupyourlabo Researchcostso Conferencefunding

Settingupthenegotiationconversation

• Practiceyourresponse

• Rehearsewhatyouwillsay

• Createtalkingpointsandastructureforthecall

• Talklessandlistenmore

Aftertheconversation...

• Makeyourask

• Besystematic

• Setaresponsetime-frame

• Justifyyourresponses

Inconclusion…

• Askforeverythingyouwant!• Nowisthetime

o Onceyoustartintheposition,youloseyourleverage

• Doyourhomeworkandcomeprepared• Don’tfeelbadorthinkyouaredoingtoomuch…your

futureproductivityisontheline

Goodlucknegotiating

Thankyouforyourattention!

Ndidiamaka NAmutah-Onukagha,PhD,MPH,CHES

AssociateProfessorDepartmentofPublicHealthandCommunityMedicine

TuftsUniversitySchoolofMedicine

Email:ndidiamaka.amutah_onukagha@tufts.edu

Twitter:@Phdiva0618

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