Document Type

Article

Publication Date

2024

DOI

10.4085/1947-380X-24-001

Publication Title

Athletic Training Education Journal

Volume

19

Issue

3

Pages

168-172

Abstract

Context

Low salary is a frequently cited reason for attrition from the athletic training profession. Researchers have determined that athletic trainers (ATs) entering the first hiring process, usually newly credentialed graduates of professional athletic training programs (ATPs), are the least likely to negotiate, resulting in lowered earning potential across their careers. It is necessary to instruct athletic training students on the importance of salary negotiation before the completion of their professional preparation.

Objective

Describe a lecture-based approach to include salary negotiation content into ATPs.

Background

Employing constructivist learning theory, didactic lecture content with applicable strategies for salary negotiation is sufficient for students to understand which strategies can be used to negotiate for a higher salary during the hiring process.

Description

Before the didactic experience, second-year graduate ATP students self-assessed their knowledge of, familiarity with, and comfort in negotiating during the hiring process. A single 3-hour lecture on negotiation was provided to students that included reasons to negotiate, financial ramifications of not negotiating, strategies for determining appropriate salaries, example language to use, and a discussion of timing to initiate negotiations. Students reassessed their knowledge, familiarity, and comfort within 1 week of receiving the didactic content. Six months after ATP completion, students reported whether they negotiated during their first hiring process.

Educational Advantages

Although not required for professional ATPs, the inclusion of content specific to salary negotiation in the hiring process increases future ATs’ understanding of negotiation processes and their comfort level in initiating negotiations earlier in their career.

Conclusion

Students’ understanding of negotiation during the hiring process and comfort with attempting negotiation increased following the lecture-based technique. If ATs can achieve higher earnings earlier in their career, they can increase their lifetime earning potential, and they may find the profession to be more financially sustainable, thus decreasing professional attrition.

Rights

© 2024 National Athletic Trainers' Association. All Rights Reserved.

Included with the kind written permission of the copyright holders and the author.

ORCID

0000-0003-3171-9141 (Cavallario), 0000-0003-0879-2308 (Campbell)

Original Publication Citation

Cavallario, J. M., Campbell, T. R., & Welch Bacon, C. E. (2024). Lecture-based instruction on salary negotiation for professional athletic training students: An educational technique. Athletic Training Education Journal, 19(3), 168-172. https://doi.org/10.4085/1947-380X-24-001

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