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The impact of a virtual negotiation training course on female trainees

Published:September 21, 2022DOI:https://doi.org/10.1016/j.amjsurg.2022.09.033

      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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