2:14 p.m., May 14, 2009----The key words in Mona Danner's talk to approximately 70 University of Delaware women graduate students were “negotiate,” “ask” and “money.”

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Danner, professor of sociology and criminal justice and director of its doctorate program at Old Dominion University, gave the annual UD Women of Excellence Lecture on May 12 and spoke on “Women Negotiating in the Academy,” an overview of the state of women in higher education and a practical primer on job strategies in academia.

She was introduced by Karen Rosenberg, chairperson of the Department of Anthropology and chairperson of the Commission on the Status of Women.

Danner said she had been coaching women in workshops and individually for many years, giving tips and strategies on negotiating for academic positions, adding she had been on the other side of negotiating as an administrator and associate dean.

Pointing out that money matters and was not dirty, she showed several tables of statistics showing that women earned less than men, in general and in academia. In 1979, women earned 63 percent of what men earned. That rose to 81 percent in 2006, but Danner pointed out that the biggest reason was that men were earning less.

The gender and wage gap exists in higher education, as well, Danner said, saying more women tended to be employed part time, were temporary, on non-tenure tracks, worked at less prestigious institutions and were less likely to be full professors than were men.

Women don't know the consequences of non-negotiation and don't ask for things, she said. “Asking is negotiating,” she said.

“Money matters. It's real,” she said, adding, “but there are other things to be negotiated, such as teaching load, summer money and other conditions needed to do the job for which you are hired.”

Danner pointed out that a starting salary was the most important item to negotiate because it is the foundation. “Unlike love,” Danner said, “starting salaries last forever.”

Danner asked why women don't negotiate and said she believes it is because they don't know they can; they are afraid to (being good girls, part of the socialization process) and don't know how.

Men tend to recognize and use opportunities to negotiate more than women, but women who negotiate win more than those who don't, she said.

She said there were steps in the job process -- initial expectations (what you ask for matters), initial offers, counter offers and bargaining and final agreement. Research has shown women and men both expect women to do more for less, she said.

Danner's advice was to think and decide what you want and to prepare to negotiate by doing research, writing a script and talking to an adviser. Other advice was to check emotions at the door, get people talking, listen carefully, not to take things personally and to pause and think before responding.

Danner warned, however, that even if you do everything right, you may not win. She said not to blame yourself because there are factors beyond your control.

Danner also said that in academia people are asked to do many things, and her advice is check your goals not your calendar and to learn to say no when you feel you should.

Danner had handouts of sources that reinforced her lecture.

Her talk was sponsored by the Commission on the Status of Women, the Office of Graduate Studies and the Office of Vice President for Administration and was coordinated by the Office of Women's Affairs.

Article by Sue Moncure
Photo by Duane Perry