Dean Jones says:

"We really aren't that desperate to 'pinch pennies' with our travel budget.  You will fly 'coach' to any conferences you attend.  Also, travel comes from a different part of the budget than salary.  I can't "mix and match" the two budget lines. 

(glances at watch) I've got another appointment that I must attend.  So, I believe that we are done here.  We have reached the following agreement: 

 **THREE guaranteed trips to conferences each year for two years

 **$1,400 for software to analyze data

 **$19,720 for hardware (i.e., special computer processor and other equipment)

**One graduate research assistant for three years

 **A nine-month salary at the 50th percentile

 **Required to teach one summer session, which does not count toward your regular, academic-year teaching load

 **Three-days-a-week teaching schedule for Fall and two-days-a-week teaching schedule for the following Spring.

**It is understood that all royalties and licensing fees resulting from any commercial by-products of the research will go to the college.

Welcome to our University."

Critique:

The Dean just pulled a Fait Accompli on you and ended the meeting before you could ask for a higher salary.  Otherwise, you have a good agreement.  What strategies and tactics did you use to reach this agreement?  What other strategies did the Dean use?  What course-related information helped as you bargain?  Click here to play again.