Dr. Ruthie D. LyleIBM Corporation

2013 NSBE Convention – The National GEM Consortium

This workshop will explore topics that an engineering graduate might contemplate when negotiating their first lab contract or job offer. In addition, tips for managing associated challenges will be examined. *

* Please note the focus of this talk has been slightly modified.

• To Thine Own Self Be Trueo Identifying and Leveraging Options

• Negotiation oWin-WinoResponding to OffersoWhat do you need?

• ChallengesoBalancing Life and Career oDealing with Disappointment

“Many of us have created lives that give very little support for experimentation. We believe that answers already exist out there, independent of us. What if we invested more time and attention to our own experimentation? “ You could focus your efforts on discovering solutions that work for you.

- Margaret WheatleyAuthor and Management Consultant

Startup

Corporate

Academia

? You must go from seekinga job, to seeking an opportunity that will enable you to gain the experiences and skills you need to reach your goal.

“A journey of a thousand miles must begin with a single step.” - Lao Tzu

Global Assignments?

• Leverage Networks: LinkedIn.com, Prof/ Alum OrganizationsoUnderstand how employers use LinkedInoUnderstand how to find an opportunity on LinkedIn

• Vetting OffersoCreate a matrix ranking each position compared across a slew of

characteristics: location, salary, lifestyle index, career trajectory and predicted happiness on a scale of 1 to 10

o Leverage your network, talk with people to understand the organization culture and areas of growth, understand the optimal landing opportunity

A win-win negotiation settlement is an integrative negotiated agreement. In theory this means the negotiating parties have reached an agreement after fully taking into account each others' interests, such that the agreement cannot be improved upon further by any other agreement. By definition, there are no resources or 'gold' left on the table and all creative options have been thoroughly exploited.

• Example:“In explaining to the department why I needed a particular piece of

equipment, I also pointed out how other faculty could benefit from its use, and how its acquisition would count as a matching contribution toward additional grant support.”

Shon Pulley, Assistant Professor of ChemistryUniversity of Missouri-Columbia

Reference: http://www.negotiations.com/definition/win-win/

• Make sure you have an offer• Know what you want – and what you do

not want• Clearly communicate what you want –

but only to the right people• Always try to use your work quality of

productivity as the rationale in your negotiations

• Make requests in an informational manner rather than in a controlling manner

• Negotiate hard on things that are “out of bounds”; negotiate more gently on things that are “in bounds.”

• Learn about the tenure process, but do not get hung up on it

• Start as high as you can in institutional prestige

• Get as high a starting salary as you can, but be realistic

• Create options, and keep as many open for as long as you can

• In making a decision, combine logic and emotion

Agreements should be documented in writing

• In Academia?o Funds to help support research assistantso Specific laboratory equipmento Reduced teaching commitment in the beginningo Corner office, excessive starting salary, travel perks…

• In Corporate or Startup Environments?o A mentor and/or Sponsoro A formal rotational development programo Assurance that Initial assignments will foster technical leadershipo Opportunities to work in growth markets, global assignments

Making Choices can be Challenging

Things to consider

• What is your passion?

• Dual-Career Couples• Starting a Family • Caring for Family Members• Aligning your passion with

your legacy

• Understand that is normal to feel disappointment, anger, rejection and even embarrassmentoYou are not aloneoYou could have been the second or

third choice

• Try Again!oExamine your optionsoWork your Network

Resources on Negotiating an Academic Offerhttp://www.uic.edu/orgs/wisest/initiatives2/sessions/session11/sources%20for%20negotiating%20offer.pdf

Startup Opportunity Job Search Toolhttp://www.startuphire.com

Leveraging LinkedIn for your Job Searchhttp://jobsearch.about.com/od/networking/a/linkedin.htm

General Principles for Responding to Academic Job Offershttp://cgi.stanford.edu/~dept-ctl/tomprof/posting.php?ID=47http://www.stanford.edu/group/vpge/docs/AC7.pdf

Richard Reis, “Tomorrow’s Professor: Preparing for Academic Careers in Science and Engineering,” IEEE Press, Piscataway, NJ, 1997.