Why Not Ask In A Negotiation?

Keep your eye on the prize! Athletic trainers should always negotiate! Never leave potential money on the table!

Salaries for ATs have long been a point of contention within the profession, with many comparing their pay to that of peer health care professions, such as physical therapy, AT often falls short in the comparison. Although progress in salary increases has been slow, there has been some improvement over the past few decades.

For ATs, it's crucial to understand the common business practices that influence salary decisions, including assessing labor expenses, liabilities, capital, and projected revenues. Employers typically aim to offer the lowest competitive wage possible to optimize their financial situation, putting the onus on the prospective employee to negotiate a better salary.

Research suggests that salary negotiation is a proven practice that can increase earnings, yet many ATs still refrain from negotiating their salary or benefits during the hiring process.

A primary reason for this is that many ATs perceive the initial offer as fair.

Reasons for Negotiating vs. Not Negotiating

Fair Offer or Offer Exceeded Expectations (Non-negotiator)

Non-negotiators often accepted their offer because they believed it was fair, either compared to their current salary or based on their own research

Unaware That Negotiation Was Possible (Non-neg)

Some ATs didn’t negotiate because they weren’t aware that it was even an option.

Perceived Lack of Leverage (Non-neg)

Many nonnegotiating participants felt they had no leverage in the hiring process, which led them to accept the initial offer.

Low Initial Offer (Negotiators)

Participants who negotiated often did so because the initial offer did not meet their expectations.

Cost of Living (Neg)

Many negotiating participants cited the cost of living in the area as a key factor in their decision to negotiate.

Safety Net (Neg)

Some participants felt more confident in negotiating because they already had a job or multiple offers in hand, providing a safety net.

Known Value (Neg)

Participants who were aware of their education and experience felt more confident in negotiating their salary.

Change in Responsibilities/Title (Neg)

A few participants negotiated when they faced a significant change in job responsibilities or title. More responsibilities need to be reflected in the compensation package.

Low Benefits Package (Neg)

In some cases, a low benefits package prompted participants to negotiate a higher salary.

Current Financial Circumstances (Neg)

Some participants negotiated due to their personal financial circumstances. Examples: Student loan debt coverage for financial stability

Cavallario, J. et al. Athletic Trainers’ Experiences With and Perceptions of Salary Negotiation Decision-Making During the Hiring Process. J Athl Train 2024. 59(8):868–883. https://meridian.allenpress.com/jat/article/59/8/868/497632/Athletic-Trainers-Experiences-With-and-Perceptions