In this morning’s Chronicle of Higher Education, an article entitled “Time to Change the Rules of Negotiation,” focusing on entry-level employment negotiations, what’s negotiable, what’s reasonable, and what’s not. The most provocative passage is:
In my ideal world, hiring officials would begin showing their hand so that candidates could craft the best possible deal. But until that happens, we need a different approach. Rather than relying on the candidate’s own wits or on the kindness of the hiring committee, I’d like to call on the applicant’s future colleagues to play a more active role in the negotiation process. We all know information is power, so imagine how much better candidates could do with a better sense of what’s possible.
During the interview process, pull candidates aside and whisper, “Here’s my contact information; don’t accept anything until we’ve talked.” And when the talk occurs, be honest about reasonable salaries and other components of compensation. Engage in straight talk about what’s negotiable — and what’s not.
Andrea, lots in here related to some of your research, and I’m guessing you’d have much to say about the authors’ conclusions and recommendations.