Athletic Trainers’ Perspectives on Resources and Preparation Needed for Successful Salary Negotiation

Context Many athletic trainers (ATs) work under high stress, long hours, and low pay. These conditions often lead ATs and athletic training students to leave the profession. Previous studies show that over half of ATs do not negotiate salary, often because they feel the offer is fair or fear losing the job. Additional support is needed to help ATs prepare for negotiations, as current resources are limited. Objective This study explored ATs’ views on the resources need to prepare for salary negotiations during the hiring process. Design Consensual qualitative research. Setting Individual video interviews. Patients or Other Participants Twenty-eight participants from a prior study volunteered for qualitative follow-up (age = 37.8 ± 8.9 years; gender = 10 men, 17 women, 1 nonbinary; experience = 15.1 ± 8.3 years). Of the participants, 18 had previously negotiated salary and 10 had not. Data Collection and Analysis Participants were interviewed via individual video conference. Interviews were transcribed and data were analyzed into themes and categories following the consensual qualitative research approach. Member checks, multianalyst triangulation, and an external auditor were used to ensure trustworthiness of the findings. Results Two main themes emerged: desired resources and advice for others. Participants described resources they believed would be helpful for successfully negotiating salary and provided insight they believed could be helpful for others preparing to negotiate salary. Conclusions Both negotiators and nonnegotiators expressed a need for access to detailed data and continuing education on negotiation skills. Individuals entering a new employment opportunity should do their research before applying for the job and should understand the value they bring to a given place of employment.