Discussion: View Thread

  • 1.  Negotiation for Salary

    Posted 03-04-2014 16:44

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     



  • 2.  Negotiation for Salary

    Posted 03-04-2014 17:24
    Kelly:

    I have found the exercise "Salary Negotiation" by Holly Schroth and colleagues to be very useful and have good teaching notes.  Available at http://www.negotiationexercises.com/.  However, with only 40 minutes that might be cutting it a bit tight.  With the session geared toward women you might find the book "Women Don't Ask" by Babcock and Laschever to be useful for research and anecdotes about gender differences in negotiations.

    Doug



    On Tue, Mar 4, 2014 at 4:43 PM, Kelly L Fisher <Kelly.Fisher@tamuk.edu> wrote:

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     




    --
    S. Douglas Pugh, Ph.D.
    Chair, Department of Management
    School of Business
    Virginia Commonwealth University
    301 West Main Street
    P.O. Box 844000
    Richmond, VA 23284-4000
    804-828-7116


  • 3.  Negotiation for Salary

    Posted 03-04-2014 17:38

    Kelly,

     

    Northwestern University's Dispute Resolution Research Center has a good salary negotiation exercise that I have used in MBA classes with success. It is titled "Salary Negotiation" and you should be able to find it at the following DRRC website: www.negotiationexercises.com. This particular exercise is not gender focused, and there is a charge for use. You might be able to couple some of the negotiations research on gender with the exercise. For example, the book "Women Don't Ask: The High Cost of Avoiding Negotiation-And Positive Strategies for Change" by Linda Babcock and Sara Laschever is insightful.

     

    Bret Bradley

    Assistant Professor

    Price College of Business

    University of Oklahoma

     

     

    From: Organizational Behavior Division Listserv [mailto:OB@AOMLISTS.PACE.EDU] On Behalf Of Kelly L Fisher
    Sent: Tuesday, March 04, 2014 3:44 PM
    To: OB@AOMLISTS.PACE.EDU
    Subject: [OB-LIST] Negotiation for Salary

     

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     



  • 4.  Negotiation for Salary

    Posted 03-04-2014 17:42
    Dear Kelly

    You might look at "Caitlin's Challenge", a short case and companion stop-action video that shows woman negotiating for a promotion and the barriers that are put on her way by her CEO.  It opens a conversation about how to recognize and manage tactics.   It is available from Harvard's Program on Negotiation.

    Mara

    Mara Olekalns

    Professor of Management (Negotiation)

    Melbourne Business School

     

     

    View my research at http://works.bepress.com/mara_olekalns/

    From: Organizational Behavior Division Listserv [OB@AOMLISTS.PACE.EDU] on behalf of Kelly L Fisher [Kelly.Fisher@TAMUK.EDU]
    Sent: Wednesday, 5 March 2014 8:43 AM
    To: OB@AOMLISTS.PACE.EDU
    Subject: [OB-LIST] Negotiation for Salary

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     

      -- _________________________________________________________________________________  Notice from Melbourne Business School Ltd  The information contained in this e-mail is confidential, and is intended for the named person's use only. It may contain proprietary or legally privileged information. If you have received this email in error, please notify the sender and delete it immediately. You must not, directly or indirectly, use, disclose, distribute, print, or copy any part of this message if you are not the intended recipient  Internet communications are not secure. You should scan this message and any attachments for viruses. Melbourne Business School does not accept any liability for loss or damage which may result from receipt of this message or any attachments.  _________________________________________________________________________________


  • 5.  Negotiation for Salary

    Posted 03-04-2014 17:51
    Hi Kelley,

    In addition to teaching women how to negotiate for salary, you might want to teach them how to negotiate for developmental task assignments that would justify pay raises and promotions. Here is a relevant study that was done using my assessment center materials as a starting point:

    Irene E. De Pater, Annelies E. M. Van Vianen, Ronald H. Humphrey, Randall G. Sleeth, Nathan S. Hartman, and Agneta H. Fischer, (2009). Task choice and the division of challenging tasks between men and women.  Group and Organization Management, 34, 563-589. Take care,

    Ronald H. Humphrey

    Professor, Department of Management, Virginia Commonwealth University

    Effective Leadership: Theory, Cases, and Applications, by Ronald H. Humphrey (June, 2013, SAGE Publications; ISBN 978-1-4129-6355-8). Instructors, please request your review copy:

    http://www.sagepub.com/books/Book232558?siteId=sage-us&prodTypes=any&q=Ronald+H.+Humphrey&fs=1

    Chapters: PART I: INTRODUCTION/ 1. Introduction: Leaders Matter/ PART II: TRAITS AND CHARACTERISTICS OF LEADERS/ 2. How Personality Traits Influence Leader Emergence and Performance/ 3. Cognitive Intelligence, Complex Task Performance, and Decision Making/ 4. How Emotional Intelligence, Skills, and Competencies Increase Leader Effectiveness/ PART III: ADAPTIVE LEADERSHIP APPROACHES/ 5. The Behavioral Approach to Leadership; Women and Leadership/ 6. Situational and Path-Goal Models of Leadership/ 7. Leader-Member Exchange and One-On-One Relationships/ PART IV: HOW LEADERS MOTIVATE THEMSELVES AND OTHERS/ 8. The Importance of Affect and Emotions to Leadership/ 9. Self-Leadership, Empowerment, Shared/Distributed Leadership, and Teams/ 10. Authentic Leadership Theory, Positive Organizational Scholarship, and Servant Leadership/ 11. Identity Processes: Individual, Relational, Social, Organizational, and Cultural/ 12. Authority, Power, and Persuasion/ 13. Charisma, Rhetoric, and Impression Management/ 14. Transactional Leadership and Goal Setting/ 15. Transformational Leadership, Change, and Sensemaking Perspectives/ Concluding Thoughts: Footprints on the Sands of Time



    On Tue, Mar 4, 2014 at 5:23 PM, Steven Douglas Pugh <sdpugh@vcu.edu> wrote:
    Kelly:

    I have found the exercise "Salary Negotiation" by Holly Schroth and colleagues to be very useful and have good teaching notes.  Available at http://www.negotiationexercises.com/.  However, with only 40 minutes that might be cutting it a bit tight.  With the session geared toward women you might find the book "Women Don't Ask" by Babcock and Laschever to be useful for research and anecdotes about gender differences in negotiations.

    Doug



    On Tue, Mar 4, 2014 at 4:43 PM, Kelly L Fisher <Kelly.Fisher@tamuk.edu> wrote:

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     




    --
    S. Douglas Pugh, Ph.D.
    Chair, Department of Management
    School of Business
    Virginia Commonwealth University
    301 West Main Street
    P.O. Box 844000
    Richmond, VA 23284-4000



  • 6.  Negotiation for Salary

    Posted 03-04-2014 18:05

    Hello Kelly,

     

    You might also suggest that they view this video on Negotiation by Dr. Maggie Neale before coming to the training.  I use it in my classes and we have great discussions around it. 

     

    Negotiation: 24 minutes

    http://www.youtube.com/watch?v=MXFpOWDAhvM&utm_source=Twitter&utm_medium=Tweet&utm_campaign=NealeVideo

     

     

    Good luck.

     

    OHIV

     

    --

    Oscar Holmes IV, Ph.D.

    Assistant Professor of Management

    Rutgers, The State University of New Jersey

    School of Business

    227 Penn Street

    Camden, NJ 08102

    BSB 332

    Email:  Oscar.HolmesIV@Rutgers.edu

    P:  856-225-6593

    F:  856-225-6231

    http://business.camden.rutgers.edu/faculty-profiles/hr/holmes/

    "Jersey Roots, Global Reach"

     

    From: Organizational Behavior Division Listserv [mailto:OB@AOMLISTS.PACE.EDU] On Behalf Of Steven Douglas Pugh
    Sent: Tuesday, March 04, 2014 5:24 PM
    To: OB@AOMLISTS.PACE.EDU
    Subject: Re: [OB-LIST] Negotiation for Salary

     

    Kelly:

     

    I have found the exercise "Salary Negotiation" by Holly Schroth and colleagues to be very useful and have good teaching notes.  Available at http://www.negotiationexercises.com/.  However, with only 40 minutes that might be cutting it a bit tight.  With the session geared toward women you might find the book "Women Don't Ask" by Babcock and Laschever to be useful for research and anecdotes about gender differences in negotiations.

     

    Doug

     

     

    On Tue, Mar 4, 2014 at 4:43 PM, Kelly L Fisher <Kelly.Fisher@tamuk.edu> wrote:

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     



     

    --

    S. Douglas Pugh, Ph.D.

    Chair, Department of Management

    School of Business

    Virginia Commonwealth University

    301 West Main Street

    P.O. Box 844000

    Richmond, VA 23284-4000

    804-828-7116



  • 7.  Negotiation for Salary

    Posted 03-04-2014 21:14
    Hi Kelly,

    You might consider looking into the start smart project:


    Indeed, they target exactly what is seems you are being asked to.  You might be able to gather some materials from them as well.

    Best,
    Michelle

    **********************************
    Michelle C. Haynes, Ph.D.
    Associate Professor, Psychology
    University of Massachusetts Lowell
    Health and Social Sciences Building
    113 Wilder Street, Suite 300
    Lowell, MA  01854
    Phone: 978-934-3925
    Email: michelle_haynes@uml.edu

    Also:

    Center for Women and Work, Associate
    http://www.uml.edu/centers/women-work/

    **********************************



    From: Kelly L Fisher <Kelly.Fisher@TAMUK.EDU>
    Reply-To: Organizational Behavior Division Listserv <OB@AOMLISTS.PACE.EDU>
    Date: Tue, 4 Mar 2014 15:43:33 -0600
    To: <OB@AOMLISTS.PACE.EDU>
    Subject: [OB-LIST] Negotiation for Salary

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     



  • 8.  Negotiation for Salary

    Posted 03-07-2014 16:18

    Dear colleagues,

     

    Thanks for all the wonderful suggestions and resources for teaching a practical workshop on negotiation for women. I have attached  a list of the resources that may be distributed widely.

     

    Warm regards,

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445

     

     

     

    From: Organizational Behavior Division Listserv [mailto:OB@AOMLISTS.PACE.EDU] On Behalf Of Haynes, Michelle C
    Sent: Tuesday, March 04, 2014 8:14 PM
    To: OB@AOMLISTS.PACE.EDU
    Subject: Re: [OB-LIST] Negotiation for Salary

     

    Hi Kelly,

     

    You might consider looking into the start smart project:

     

     

    Indeed, they target exactly what is seems you are being asked to.  You might be able to gather some materials from them as well.

     

    Best,

    Michelle

     

    **********************************
    Michelle C. Haynes, Ph.D.
    Associate Professor, Psychology
    University of Massachusetts Lowell
    Health and Social Sciences Building

    113 Wilder Street, Suite 300
    Lowell, MA  01854
    Phone: 978-934-3925
    Email: michelle_haynes@uml.edu

    Also:

    Center for Women and Work, Associate
    http://www.uml.edu/centers/women-work/

    **********************************



     

     

    From: Kelly L Fisher <Kelly.Fisher@TAMUK.EDU>
    Reply-To: Organizational Behavior Division Listserv <OB@AOMLISTS.PACE.EDU>
    Date: Tue, 4 Mar 2014 15:43:33 -0600
    To: <OB@AOMLISTS.PACE.EDU>
    Subject: [OB-LIST] Negotiation for Salary

     

    Dear Colleagues,

     

    I have been invited by my local YWCA to put together a short workshop for Equal Pay Day that is targeted toward women on how to negotiate effectively (i.e. for salary). The organizers specifically would like an experiential activity. I have about 40 minutes to work in a short presentation and activity. There will be about 60 women.

     

    Any suggestions, materials, supporting research would be greatly appreciated.

     

    Thanks in advance!

     

    Kelly

     

    Assistant Professor of Management

    Air Force Language and Culture Fellow

    College of Business Administration

    Texas A&M University Kingsville

    (w) 361.593.2712

    (m) +1.904.305.8445