Conference Session

Listening and Negotiation

Collection

2016 ASEE Annual Conference & Exposition

Authors

Janet Callahan, Boise State University; Mary E. Besterfield-Sacre, University of Pittsburgh; Jenna P. Carpenter, Campbell University; Kim LaScola Needy P.E., University of Arkansas; Cheryl B. Schrader, Missouri University of Science and Technology

Tagged Topics

ASEE Diversity Committee, Diversity

Tagged Divisions

Continuing Professional Development, Engineering Leadership Development Division, New Engineering Educators, Student, Women in Engineering

focuses on the topic ofnegotiation, with an emphasis on providing practical ideas and strategies relevant to academicprofessionals at both entry-level and mid-career who find that they need to negotiate a careeropportunity. The paper will review negotiation basics, as well as discuss what can be negotiated,how one might proceed to discuss these, and how listening is critical to negotiation. By viewingnegotiation as a “wise agreement”1 that seeks to meet the needs of both parties to the extentpossible, this paper presents several common cases or scenarios that illustrate the importance ofunderstanding the elements involved both from the faculty member’s perspective as well as fromthe perspective of their department head, dean or