How to negotiate an academic job contract: the package. (Part II of a Three-Part Series).

Many women seeking new jobs believe that having received a job offer, they can simply accept it, sit back and relax. Later they may be surprised and dismayed to learn that male colleagues hired at the same time enjoy higher salaries and enhanced benefits, which they obtained by negotiating.

By understanding and taking an active role in the six separate steps in the negotiation process, women can do as well as men in the job market.

Part I of this series in the September issue covered researching the value of the position, creating and prioritizing a wish list of resources, replying to an offer and a sample wish list for a teaching / research position. Part II below explores negotiating the package, which should be done separately and before negotiating the salary itself, because the salary must cover those resources not provided in the package. Part III in November will discuss negotiating salary and wrapping up the deal.

Step 4: Negotiating the package

Using appropriate social skills

The candidate should exhibit appropriate social skills to sound professional at all times--especially when making requests--demonstrating her qualifications for the job by her professional behavior. Requests can be presented in a business-like manner and at an appropriate time to allow the negotiators to discuss the issues fully.

Being realistic with your demands