Highlights
- •95.5% of female trainees do not receive negotiation training.
- •Negotiation training results in significantly improved comfort with negotiation.
- •After such training, more trainees feel their negotiation skills are improved compared to prior.
Abstract
Background
Negotiation training has been posited to help reduce gender wage disparities. We sought
to evaluate the impact of a virtual negotiations training course (VNTC) on female
trainees.
Methods
111 female trainees participated in the course; 42 completed both pre- and post-course
surveys.
Results
95.5% had no prior negotiation training. After the course, more trainees reported
feeling “pretty comfortable” or “extremely comfortable” with initiating negotiation
(8.3% vs. 94.1%, p < 0.001) and negotiation strategy (0% vs. 50.0%, p < 0.001). Three
months later, 44% had negotiated for compensation; 63.6% felt the negotiation went
“better than expected”. Compared to the last major negotiation they had prior to taking
the course, trainees were more likely to state that their last major negotiation after the course went “very well” or “extremely well” (2.0% vs. 50.0%, p < 0.001).
Conclusion
Most female medical trainees do not get negotiation training; however, these data
demonstrate a significant benefit of such training.
Keywords
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Article info
Publication history
Published online: September 21, 2022
Accepted:
September 18,
2022
Received in revised form:
June 26,
2022
Received:
April 17,
2022
Identification
Copyright
© 2022 Published by Elsevier Inc.
