Negotiation Practices of Athletic Training Educators

Abstract

Context Low salary is often cited as one of the primary motivations for professional attrition in athletic training. The employer usually determines the salary range; however, negotiation can also influence the final salary and benefits of a given position. It is unclear to what extent, if any, athletic training educators negotiate salary or other terms of employment during the hiring process. Objective To explore the negotiation practices of athletic training educators during the hiring process. Design Cross-sectional. Setting Web-based survey. Patients or Other Participants A total of 174 athletic training educators who have held at least one full-time employed position. Main Outcome Measures Demographic factors as well as the current salary range served as independent variables, and participants’ responses to questions about salary and terms of employment negotiation questions were the dependent variables. All variables were characterized using summary statistics, and multiple chi-square analyses (P < .05) were conducted to determine significant relationships between independent variables on negotiation practices. Results Most athletic training educators attempted to negotiate their salary (64.4%) and terms of employment (54%) during the hiring process. The most commonly negotiated terms of employment were moving expenses (58.5%), research-related start-up costs (45.7%), and continuing education funding/reimbursement (42.6%). The influence of demographic factors on the decision to negotiate salary or terms of employment and the relative success of that negotiation varied, with significant findings for previous employment, gender, race, relationship status, number of dependents, age, salary range, and highest degree earned. Conclusions Lack of negotiation disproportionately occurred in those athletic training educators with less work experience, and women inexplicably had less success in negotiation attempts. Widespread training in negotiation strategies is warranted across the athletic training profession, including its educators, and our findings suggest that such training would specifically benefit early-career and women athletic training educators.