Negotiating at Work by Kolb Deborah M. Porter Jessica L. & Jessica L. Porter

Author:Kolb, Deborah M., Porter, Jessica L. & Jessica L. Porter
Language: eng
Format: epub
ISBN: 9781118352410
Publisher: Wiley
Published: 2014-11-05T09:58:06+00:00

Allies Make Your Value Visible So You Don't Have To

Sally, a colleague of ours who is a dean at a major business school, described her surprise at the process some department chairs used when the time came for negotiations with faculty over salaries, course loads, research assistants, and other issues. Sally noticed that in certain departments, she would get a visit from that person's department chair prior to a review meeting with a faculty member. During this “premeeting,” the chair would extol the accomplishments of the faculty member about to be reviewed. Sally was surprised at this process because she knew this had not happened on her behalf when she was a faculty member being reviewed by the dean. But she acknowledged the practice had a significant effect on the upcoming review meeting. The faculty member had already been positioned as an asset by a leader in his department. This meant that the faculty member did not have to promote his own accomplishments, which was quite helpful given it was an organizational culture that did not appreciate self-promotion. Although Sally was aware of what was going on, she still knew that her opinion and the decisions she might make were heavily influenced by the visit from the department chair. Sally also noted that these premeetings had so far only been arranged on behalf of men.

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