Negotiating Salary Among Athletic Trainers: Experiences of Negotiators and Non-Negotiators

Document Type

Poster

Abstract

Negotiating Salary Among Athletic Trainers: Experiences of Negotiators and Non-Negotiators Detwiler KR*†, Welch Bacon CE*, Cavallario JM‡: *A.T. Still University, Mesa, AZ; †San Diego State University, San Diego, CA; ‡Old Dominion University, Norfolk, VA Context: Athletic trainers (ATs) typically work long hours for low wages in high stress environments that often do not allow for work-life balance or result in leaving the profession. Previous research revealed more than half of ATs do not attempt to negotiate salary during the hiring process. Therefore, we aimed to explore the experiences of ATs that did and did not negotiate during the hiring process. Methods: We used a consensual qualitative research design to conduct individual videoconference interviews. ATs who 1) responded to a previous survey, 2) self-identified whether they negotiated salary during their most recent hiring process, and 3) indicated willingness to participate in a follow-up interview were recruited. A semi-structured interview guide was developed by the research team and content validation was confirmed following review by 3 content experts. Data saturation guided the number of interviews completed. 28 ATs (10 men, 17 women, 1 prefer not to respond; age=37.8±8.9 years; AT experience=15.1±8.3 years; 18 that did negotiate [negotiators], 10 that did not negotiate [non-negotiators]) employed in 8 practice settings across 18 states participated in recorded interviews that were transcribed. Three researchers with extensive qualitative research experience coded the transcripts in a three-phase analysis process. Researchers met after each phase to establish consensus on emerging themes and categories. Trustworthiness was achieved via member checking, multi-analyst triangulation, and an external auditor who reviewed the findings to ensure accuracy and representativeness. Results: Three themes emerged from analysis. ATs discussed negotiating experiences/impact of negotiating. Negotiators perceived that past experience with negotiation improved their current experience, noted both positive and negative reactions from the employer when negotiating, and listed both successes and regrets about the negotiation process. Non-negotiators reflected that perpetual low salary, long-term financial consequences, and regret were resultant factors of not negotiating. ATs also discussed desired resources that influenced their negotiation decision or may influence their negotiation decision in the future. Non-negotiators expressed a desire for both formal and informal training such as lectures, workshops, mock-negotiations, or conversations with mentors or trusted colleagues. Negotiators also mentioned these types of resources, but seemed to have a preference for mock scenarios where they could practice the act of negotiating. Both groups also indicated a desire for more data, including wanting salaries to be widely available and included on job announcements. Finally, ATs offered advice for others. Their advice was focused on encouraging ATs to do their homework and thoroughly research the position, cost of living in the area, and comparable salaries for the position. They also encouraged ATs to understand and articulate their value and to work to develop necessary skills to negotiate well. Conclusions: Negotiators had both positive and negative experiences negotiating, and non-negotiators indicated regret and perpetually low salary as consequences of their choice to not negotiate. ATs discussed a strong desire for additional resources, training, and education regarding negotiation processes. ATs’ advice for others centered around doing thorough research and developing skills to prepare for negotiating and to know their value. These findings provide novel information about ATs’ negotiation practices that can be used to guide future educational efforts in hope that ATs will be able to confidently and professionally engage in salary negotiation to improve both individual salaries as well as the expected salaries for the athletic training profession. Keywords: Compensation; athletic training employment; professional development Domain 5: Integrating best practices in policy construction and implementation, documentation and basic business practices to promote optimal patient care and employee well-being Task 1: Evaluate organizational, personal and stakeholder outcomes Learning Objectives: Understand the negotiation experiences of ATs and the impact of choosing not to negotiate Reflect on personal experiences with salary negotiation during the hiring process Understand advice from other ATs that may be useful in future salary negotiations References: 1. Cavallario JM, Campbell B, Jones BC, Welch Bacon CE. Negotiation practices of athletic trainers during the hiring process. Journal of Athletic Training. In Press. Key Point Take-Home Social Media Message: Understanding varied experiences of negotiators and non-negotiators will better prepare ATs to engage in salary negotiation strategies during future employment opportunities.

Publication Date

Fall 2022

Comments

Poster presented at ATSU-ASHS DAT Fall - 2022. This is a Kubify based presentation hosted at https://api.ltb.io/show/ABQTS It includes a video presentation, references, a PowerPoint presentation, and summary poster.

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