Dean Jones:

"Say, I must have overlooked that.  Yes. Executive education is an area that I've been wanting our faculty to get into for several years now.  That will be a real "feather in our cap!"

If you can set up an executive education program for out university, say, within one year of the date of your hire, then I am prepared to offer you a salary at the 75th percentile. 

I can see from your expression that you are pleased.  I think we have a deal, and here are the terms:

**TWO guaranteed trips to a conference each year for two years

**One graduate research assistant for two years.

**$2,000 for software to analyze data

**$12,000 for hardware (i.e., special computer processor and other equipment)

**A nine-month salary at the 75th percentile.

**Required to teach two summer sessions, none of which count toward your teaching load

**Three-day-a-week teaching schedule.

Welcome to our university!"

Critique: 

What techniques did you use to reach this agreement? 

What techniques did the dean use? 

You got above-average outcomes for software and hardware and you got a graduate student research assistant for more than one year.  The above-average salary will certainly enhance your income, but teaching two summer sessions and three days a week will take time from research and your commitment to establish a new executive-ed program.  Perhaps you want to try again to see if you can get a better deal.