Reframing Law Librarian Careers Re-anchoring Promotion and Pay

Victoria Pynchon, Esq.She Negotiates Consulting and Training

Physicality

• The Performer: Mick Jagger --"This is a classic expression of feeling powerful in the moment-it causes you to physically expand."

• The CEO: Oprah Winfrey--"The body language naturally projects dominance. It's unusual to see a woman in this position."

• The Classic: Wonder Woman--"She's really opening up. The feet spread, the hands on the hips. She's taking up space."

• The Loomer: Lyndon Johnson--"Johnson was 6'4", and he used his stature very thoughtfully-to both intimidate and seduce."

POWER

• What are your super powers

• What is your authority• What resources can you

deploy• What punishments can you

employ• How willing are you to use

your power• Is it power-over or power-

to and power-with• Where is the power in your

firm• How can you accrete some

of that power to yourself?

Who or What Will Replace the Image of Women as Clerical Workers?

Why Are These Images All Male?

Why Is CEO Barbie Pink and Sexualized?

Identical Resumes• “Obvious”

African-American Name vs. “White” Name

• Woman’s Name vs. Man’s Name

50% Gap in Call Back Rates

13% Salary Offer Gap

framing

© Victoria Pynchon ‘07

a means of influencing another’s

perception by narrowing the

ways in which an item or an idea

can be characterized

what if you had to measure the size of something by using two frames?

what if you could only use one?

• Research Librarian • Associate Director Records

Management Electronic Resources/Systems Librarian

• Web Services Librarian • Legal Information Librarian • Director of the Law Library• Knowledge Management Attorney • Legal Management Consulting

Director• Senior Knowledge Services

Manager• Knowledge Management Manager• Chief Information Officer• Knowledge Officer

2012 ALM Tech Survey Comp + Bonus for Top Tech Executive

$500K+$400-$499K$300-$399$250-$299$200-$249$150-$199$100-$149

Chief Information Officer

Knowledge Officer

2013 Law Library SurveyAverage Compensation

DirectorDeputy DirectorBranch Office

$184,000

$101,000

$83,500

How Happy With Money?

HappyMostly HappyAmbivalentUnhappyReally Unhappy

How Happy With Job?

HappyMostly happyAmbivalentUnhappyReally Unhappy

anchoring

we tend to be influenced by any number that enters the negotiation environment

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