The session will consist of three parts. We will begin with a 30-minute negotiation briefing from Professor Max Bazerman of Harvard Business School. Next participants will be paired and will conduct a mock job negotiation (about 30 minutes). The group will then reconvene and debrief the exercise. Finally, we have scheduled a 90-minute panel discussion of faculty who have been on the "other side" of the hiring decision discussing the factors they consider when negotiating job offers. The panel will include senior faculty from multiple divisions, to provide a balanced perspective across fields. Topics might include: what to ask for (the dimensions of the offer), how to negotiate for more time (handling exploding offers), solving the joint-location problem (spousal hires), etc. The session will conclude with question-and-answers for the panelists.