Catalogue


Women don't ask : negotiation and the gender divide /
Linda Babcock and Sara Laschever.
imprint
Princeton, N.J. : Princeton University Press, c2003.
description
xiii, 223 p.
ISBN
069108940X
format(s)
Book
Holdings
More Details
added author
imprint
Princeton, N.J. : Princeton University Press, c2003.
isbn
069108940X
catalogue key
5015124
 
Includes bibliographical references and index.
A Look Inside
About the Author
Author Affiliation
Linda Babcock is James M. Walton Professor of Economics at Carnegie Mellon University's H. John Heinz III School of Public Policy and Management Sara Laschever is a writer whose work has been published by the New York Times, the New York Review of Books, the Village Voice, Vogue, and other publications
Excerpts
Flap Copy
"Women Don't Askhelps women learn how to communicate their desires. This is absolutely essential and basic information since we can't read brainwaves. Speak up or surrender your goals!"--Patricia Schroeder, President & CEO, Association of American Publishers "Women Don't Askdoes an amazing job in identifying and providing solutions to a very real issue: the challenges women face in negotiating. Linda Babcock and Sara Laschever have done a superb job not only in highlighting the problem of gender differences in negotiation but also in providing ways to begin fixing it. Example after example of the financial and emotional impacts make this issue extremely compelling. Any senior manager needs to be aware of the significant ramifications both in and out of the workplace. I highly recommendWomen Don't Askas a must read for executives--female and male."--Jim Berrien, President and Publisher, Forbes Magazine Group "In this brilliant book Linda Babcock and Sara Laschever provide readers with the means not only of navigating the difficulties of negotiation, but also of fully engaging a modern world where traditional roles and norms are receding and business dealing has become more important. By looking at negotiation through the lens of gender, Babcock and Laschever explain why we-men and women alike--develop our skills as negotiators, and in so doing they instruct us on how to become better negotiators. By illuminating negotiation through the real-life experiences of women and men, Babcock and Laschever underscore that most important lesson in all of negotiating: that the best deal is the deal that works best for all parties."--Robert J. Shiller, author ofIrrational ExuberanceandThe New Financial Order "Women don't ask the important questions that will make them successful--but Babcock and Laschever do. This is an important study of how women can become their own best advocates by knowing how to ask for exactly what they want in their public and private lives. The secret is in believing that one can negotiate almost anything. Venus and Mars, bosses and tyros: this is the book you need to bring peace and happiness to every relationship."--Harriet Rubin, author ofThe Princessa: Machiavelli for Women "This book is an eye opener, a call to arms, and a plan for action; it is enlightening, unsettling, and, ultimately, inspiring. Although women have made great strides in American society, the reality is that, since the 1990s, progress has slowed to almost a standstill. Gracefully and with humor, Linda Babcock and Sara Laschever tell a riveting story about an invisible problem that's been hiding in plain sight: one major reason that women still work for less money and advance less far and less fast than men is that women themselves have accepted the status quo and refrained from asking for more than they're offered and for less than they need or deserve. They make the novel--and important--point that negotiation may be one of feminism's final frontiers. Of all the books about the roadblocks our society erects in women's paths, this one may prove to be the most useful in everyday life."--Teresa Heinz "Women Don't Askis a compelling and fresh look at the gender-in-negotiation question. Practitioners can act on the advice in the book, and researchers will be asking new questions for decades. This book will fundamentally change how we think."--Max H. Bazerman, Harvard Business School "Eye-opening and riveting."--Virginia Valian, Hunter College, City University of New York "The authors offer advice that is practical and likely to result in desired changes for women who want to be able to accomplish more in multiple spheres of their lives."--Kathleen L. McGinn, Harvard University
Flap Copy
" Women Don't Ask helps women learn how to communicate their desires. This is absolutely essential and basic information since we can't read brainwaves. Speak up or surrender your goals!"--Patricia Schroeder, President & CEO, Association of American Publishers " Women Don't Ask does an amazing job in identifying and providing solutions to a very real issue: the challenges women face in negotiating. Linda Babcock and Sara Laschever have done a superb job not only in highlighting the problem of gender differences in negotiation but also in providing ways to begin fixing it. Example after example of the financial and emotional impacts make this issue extremely compelling. Any senior manager needs to be aware of the significant ramifications both in and out of the workplace. I highly recommend Women Don't Ask as a must read for executives--female and male."--Jim Berrien, President and Publisher, Forbes Magazine Group "In this brilliant book Linda Babcock and Sara Laschever provide readers with the means not only of navigating the difficulties of negotiation, but also of fully engaging a modern world where traditional roles and norms are receding and business dealing has become more important. By looking at negotiation through the lens of gender, Babcock and Laschever explain why we-men and women alike--develop our skills as negotiators, and in so doing they instruct us on how to become better negotiators. By illuminating negotiation through the real-life experiences of women and men, Babcock and Laschever underscore that most important lesson in all of negotiating: that the best deal is the deal that works best for all parties."--Robert J. Shiller, author of Irrational Exuberance and The New Financial Order "Women don't ask the important questions that will make them successful--but Babcock and Laschever do. This is an important study of how women can become their own best advocates by knowing how to ask for exactly what they want in their public and private lives. The secret is in believing that one can negotiate almost anything. Venus and Mars, bosses and tyros: this is the book you need to bring peace and happiness to every relationship."--Harriet Rubin, author of The Princessa: Machiavelli for Women "This book is an eye opener, a call to arms, and a plan for action; it is enlightening, unsettling, and, ultimately, inspiring. Although women have made great strides in American society, the reality is that, since the 1990s, progress has slowed to almost a standstill. Gracefully and with humor, Linda Babcock and Sara Laschever tell a riveting story about an invisible problem that's been hiding in plain sight: one major reason that women still work for less money and advance less far and less fast than men is that women themselves have accepted the status quo and refrained from asking for more than they're offered and for less than they need or deserve. They make the novel--and important--point that negotiation may be one of feminism's final frontiers. Of all the books about the roadblocks our society erects in women's paths, this one may prove to be the most useful in everyday life."--Teresa Heinz " Women Don't Ask is a compelling and fresh look at the gender-in-negotiation question. Practitioners can act on the advice in the book, and researchers will be asking new questions for decades. This book will fundamentally change how we think."--Max H. Bazerman, Harvard Business School "Eye-opening and riveting."--Virginia Valian, Hunter College, City University of New York "The authors offer advice that is practical and likely to result in desired changes for women who want to be able to accomplish more in multiple spheres of their lives."--Kathleen L. McGinn, Harvard University
Flap Copy
" Women Don't Ask helps women learn how to communicate their desires. This is absolutely essential and basic information since we cant read brainwaves. Speak up or surrender your goals!"-- Patricia Schroeder, President & CEO, Association of American Publishers " Women Don't Ask does an amazing job in identifying and providing solutions to a very real issue: the challenges women face in negotiating. Linda Babcock and Sara Laschever have done a superb job not only in highlighting the problem of gender differences in negotiation but also in providing ways to begin fixing it. Example after example of the financial and emotional impacts make this issue extremely compelling. Any senior manager needs to be aware of the significant ramifications both in and out of the workplace. I highly recommend Women Don't Ask as a must read for executives--female and male."-- Jim Berrien, President and Publisher, Forbes Magazine Group "In this brilliant book Linda Babcock and Sara Laschever provide readers with the means not only of navigating the difficulties of negotiation, but also of fully engaging a modern world where traditional roles and norms are receding and business dealing has become more important. By looking at negotiation through the lens of gender, Babcock and Laschever explain why we-men and women alike--develop our skills as negotiators, and in so doing they instruct us on how to become better negotiators. By illuminating negotiation through the real-life experiences of women and men, Babcock and Laschever underscore that most important lesson in all of negotiating: that the best deal is the deal that works best for all parties."-- Robert J. Shiller, author of Irrational Exuberance and The New Financial Order "Women dont ask the important questions that will make them successful--but Babcock and Laschever do. This is an important study of how women can become their own best advocates by knowing how to ask for exactly what they want in their public and private lives. The secret is in believing that one can negotiate almost anything. Venus and Mars, bosses and tyros: this is the book you need to bring peace and happiness to every relationship."-- Harriet Rubin, author of The Princessa: Machiavelli for Women "This book is an eye opener, a call to arms, and a plan for action; it is enlightening, unsettling, and, ultimately, inspiring. Although women have made great strides in American society, the reality is that, since the 1990s, progress has slowed to almost a standstill. Gracefully and with humor, Linda Babcock and Sara Laschever tell a riveting story about an invisible problem thats been hiding in plain sight: one major reason that women still work for less money and advance less far and less fast than men is that women themselves have accepted the status quo and refrained from asking for more than theyre offered and for less than they need or deserve. They make the novel--and important--point that negotiation may be one of feminisms final frontiers. Of all the books about the roadblocks our society erects in womens paths, this one may prove to be the most useful in everyday life."-- Teresa Heinz " Women Dont Ask is a compelling and fresh look at the gender-in-negotiation question. Practitioners can act on the advice in the book, and researchers will be asking new questions for decades. This book will fundamentally change how we think."-- Max H. Bazerman, Harvard Business School "Eye-opening and riveting."-- Virginia Valian, Hunter College, City University of New York "The authors offer advice that is practical and likely to result in desired changes for women who want to be able to accomplish more in multiple spheres of their lives."-- Kathleen L. McGinn, Harvard University
Flap Copy
"Women Don't Askhelps women learn how to communicate their desires. This is absolutely essential and basic information since we can't read brainwaves. Speak up or surrender your goals!"--Patricia Schroeder, President & CEO, Association of American Publishers"Women Don't Askdoes an amazing job in identifying and providing solutions to a very real issue: the challenges women face in negotiating. Linda Babcock and Sara Laschever have done a superb job not only in highlighting the problem of gender differences in negotiation but also in providing ways to begin fixing it. Example after example of the financial and emotional impacts make this issue extremely compelling. Any senior manager needs to be aware of the significant ramifications both in and out of the workplace. I highly recommendWomen Don't Askas a must read for executives--female and male."--Jim Berrien, President and Publisher, Forbes Magazine Group"In this brilliant book Linda Babcock and Sara Laschever provide readers with the means not only of navigating the difficulties of negotiation, but also of fully engaging a modern world where traditional roles and norms are receding and business dealing has become more important. By looking at negotiation through the lens of gender, Babcock and Laschever explain why we-men and women alike--develop our skills as negotiators, and in so doing they instruct us on how to become better negotiators. By illuminating negotiation through the real-life experiences of women and men, Babcock and Laschever underscore that most important lesson in all of negotiating: that the best deal is the deal that works best for all parties."--Robert J. Shiller, author ofIrrational ExuberanceandThe New Financial Order"Women don't ask the important questions that will make them successful--but Babcock and Laschever do. This is an important study of how women can become their own best advocates by knowing how to ask for exactly what they want in their public and private lives. The secret is in believing that one can negotiate almost anything. Venus and Mars, bosses and tyros: this is the book you need to bring peace and happiness to every relationship."--Harriet Rubin, author ofThe Princessa: Machiavelli for Women"This book is an eye opener, a call to arms, and a plan for action; it is enlightening, unsettling, and, ultimately, inspiring. Although women have made great strides in American society, the reality is that, since the 1990s, progress has slowed to almost a standstill. Gracefully and with humor, Linda Babcock and Sara Laschever tell a riveting story about an invisible problem that's been hiding in plain sight: one major reason that women still work for less money and advance less far and less fast than men is that women themselves have accepted the status quo and refrained from asking for more than they're offered and for less than they need or deserve. They make the novel--and important--point that negotiation may be one of feminism's final frontiers. Of all the books about the roadblocks our society erects in women's paths, this one may prove to be the most useful in everyday life."--Teresa Heinz"Women Don't Askis a compelling and fresh look at the gender-in-negotiation question. Practitioners can act on the advice in the book, and researchers will be asking new questions for decades. This book will fundamentally change how we think."--Max H. Bazerman, Harvard Business School"Eye-opening and riveting."--Virginia Valian, Hunter College, City University of New York"The authors offer advice that is practical and likely to result in desired changes for women who want to be able to accomplish more in multiple spheres of their lives."--Kathleen L. McGinn, Harvard University
Full Text Reviews
Appeared in Publishers Weekly on 2003-07-21:
Babcock and Laschever, contrary to their book's title, do ask a series of questions: Why do most women see a negotiation as an automatic fight instead of a chance to get what they deserve? Why are women afraid to ask for what they want in the workplace? And perhaps most importantly, why don't women feel entitled to ask for it? True to their academic backgrounds, Babcock (a Carnegie Mellon economist) and writer Laschever seek their answers in a series of gender psychology and economics studies (some done by them, most done by others). They cite numerous studies indicating that women are socialized to feel pushy and overbearing if they pursue their ideal situation when it spells potential conflict with employers or co-workers. The authors also use anecdotal evidence to support their claim that women are taught to feel like every negotiation is a monumental threat to a personal relationship, rather than a fact of business life (the view held by most men, they say). Their argument has important practical ramifications: the authors cite one study that estimates "a woman who routinely negotiates her salary increases will earn over one million dollars more by the time she retires than a woman who accepts what she's offered every time without asking for more." Babcock and Laschever's work is a great resource for anyone who doubts there is still a great disparity between the salary earnings of men and women in comparable professions. Alas, it isn't as successful at eloquence as it is at academic rigor.(Oct.) Forecast: Academics and feminists will eat this up, while casual readers may be less motivated to get through the dry text. (c) Copyright PWxyz, LLC. All rights reserved
Appeared in Choice on 2004-06-01:
Adding to the literature on gender-based differences in women, Babcock (economist, Carnegie Mellon Univ.) and Laschever (journalist) examine how these differences impact women's work and daily lives and the socialization process that contributes to their development. Specifically, they contend that "women don't ask": they do not negotiate to obtain more for themselves--a higher salary on being hired, job opportunities, appropriate recognition, a better work schedule, etc. Based on more than 100 interviews of men and women from a range of professions and from the UK and Europe as well as the US (criteria for selection unclear), the authors describe numerous examples in which women did not demand better outcomes for themselves. Several chapters explore why this predisposition exists, e.g., reluctance to upset relationships, fear of conflict and stepping on toes, severe anxiety, and lack of confidence. Interesting research studies are cited throughout. The most original and useful content addresses techniques to increase women's negotiating skills and success. The premise for the importance of learning how to improve outcomes for women is the fact that since the 1990s women's progress in the workplace has stagnated, perhaps due to women's deficiency in effectively promoting their own self-interest. Excellent references. ^BSumming Up: Recommended. Undergraduate and graduate students of sociology and management; business and professional development personnel. R. Quinn CUNY Bronx Community College
Appeared in Library Journal on 2003-10-01:
In this well-documented study, Babcock (economics, Carnegie Mellon Univ.) and Laschever report that the feminist movement has not made the strides that many of us would like. The work asks why women in the workplace have such difficulty negotiating for themselves (as opposed to others). The reasons they see for this cultural timidity are many and varied: women are socialized to put others first and to devalue their own work; they are seen as negatively aggressive if they look out for their own interests; and they expect to be rewarded fairly for their efforts. The aim of their research is not to show women how to negotiate like men but rather to describe how the gender divide is still deeply entrenched in our culture. They have determined that women can achieve more if they would recognize their needs and ask for them. After an extensive discussion of these situations, the authors examine those instances of women's uniquely successful negotiating skills and their overall benefits to organizations and society, such as the abilities to see past two options and to create value through collaboration. The final chapter almost appears as an afterthought, though the points are well taken. They discuss women's negotiating skills in terms of home life, stress, heart disease, and AIDS in just a few pages. Neither a dry academic treatise nor a self-help book, this work puts forth a model for a society that respects women's communication strengths. Strongly recommended for public and all academic libraries.-Margaret Cardwell, Christian Brothers Univ. Lib., Memphis (c) Copyright 2010. Library Journals LLC, a wholly owned subsidiary of Media Source, Inc. No redistribution permitted.
Reviews
Review Quotes
A highly readable book. . . .Women Don't Askshould be read by anyone with a fear of negotiating, male or female, and by managers who want a better understanding of how 47 percent of the work force confronts the workplace.
A highly readable book. . . . Women Don't Ask should be read by anyone with a fear of negotiating, male or female, and by managers who want a better understanding of how 47 percent of the work force confronts the workplace.
"A highly readable book. . . . Women Don't Ask should be read by anyone with a fear of negotiating, male or female, and by managers who want a better understanding of how 47 percent of the work force confronts the workplace."-- Alan B. Krueger, The New York Times
A highly readable book. . . . Women Don't Ask should be read by anyone with a fear of negotiating, male or female, and by managers who want a better understanding of how 47 percent of the work force confronts the workplace. -- Alan B. Krueger, The New York Times
A highly readable book. . . .Women Don't Askshould be read by anyone with a fear of negotiating, male or female, and by managers who want a better understanding of how 47 percent of the work force confronts the workplace. -- Alan B. Krueger, The New York Times
Babcock and Laschever, contrary to their book's title, do ask a series of questions: Why do most women see a negotiation as an automatic fight instead of a chance to get what they deserve? Why are women afraid to ask for what they deserve? Why are women afraid to ask for what they want in the workplace? And perhaps most importantly, why don¹t women feel entitled to ask for it. . .' [A] great resource for anyone who doubts there is still a great disparity between the salary earnings of men and women in comparable professions
Babcock and Laschever, contrary to their book's title, do ask a series of questions: Why do most women see a negotiation as an automatic fight instead of a chance to get what they deserve? Why are women afraid to ask for what they deserve? Why are women afraid to ask for what they want in the workplace? And perhaps most importantly, why don't women feel entitled to ask for it. . .' [A] great resource for anyone who doubts there is still a great disparity between the salary earnings of men and women in comparable professions
"Babcock and Laschever, contrary to their book's title, do ask a series of questions: Why do most women see a negotiation as an automatic fight instead of a chance to get what they deserve? Why are women afraid to ask for what they deserve? Why are women afraid to ask for what they want in the workplace? And perhaps most importantly, why don't women feel entitled to ask for it. . .' [A] great resource for anyone who doubts there is still a great disparity between the salary earnings of men and women in comparable professions"-- Publishers Weekly
Babcock and Laschever, contrary to their book's title, do ask a series of questions: Why do most women see a negotiation as an automatic fight instead of a chance to get what they deserve? Why are women afraid to ask for what they deserve? Why are women afraid to ask for what they want in the workplace? And perhaps most importantly, why don't women feel entitled to ask for it. . .' [A] great resource for anyone who doubts there is still a great disparity between the salary earnings of men and women in comparable professions -- Publishers Weekly
Clear, useful, and sensibly organized. . . .Women Don't Askcrisply describes the results of one study after another, fitting the puzzle pieces together to show how and why women are held back‹and hold themselves back--from advancing both financially and in every other way.
Clear, useful, and sensibly organized. . . . Women Don't Ask crisply describes the results of one study after another, fitting the puzzle pieces together to show how and why women are held back--and hold themselves back--from advancing both financially and in every other way.
Clear, useful, and sensibly organized. . . .Women Don't Askcrisply describes the results of one study after another, fitting the puzzle pieces together to show how and why women are held back--and hold themselves back--from advancing both financially and in every other way.
"Clear, useful, and sensibly organized. . . . Women Don't Ask crisply describes the results of one study after another, fitting the puzzle pieces together to show how and why women are held back--and hold themselves back--from advancing both financially and in every other way."-- E.J. Graff, Women's Review of Books
Clear, useful, and sensibly organized. . . . Women Don't Ask crisply describes the results of one study after another, fitting the puzzle pieces together to show how and why women are held back--and hold themselves back--from advancing both financially and in every other way. -- E.J. Graff, Women's Review of Books
Clear, useful, and sensibly organized. . . .Women Don't Askcrisply describes the results of one study after another, fitting the puzzle pieces together to show how and why women are held back--and hold themselves back--from advancing both financially and in every other way. -- E.J. Graff, Women's Review of Books
Neither a dry academic treatise nor a self-help book, this work puts forth a model for a society that respects women's communication strengths.
"Neither a dry academic treatise nor a self-help book, this work puts forth a model for a society that respects women's communication strengths."-- Library Journal
Neither a dry academic treatise nor a self-help book, this work puts forth a model for a society that respects women's communication strengths. -- Library Journal
Runner-Up for the IPPY Best Book Award for Women's Issues
The first book to adequately explain the dramatic differences in how men and women negotiate and why women so often fail to ask for what they want at work (starting with equal pay). Every male manager in America should read it.
"The first book to adequately explain the dramatic differences in how men and women negotiate and why women so often fail to ask for what they want at work (starting with equal pay). Every male manager in America should read it."-- Fortune
The first book to adequately explain the dramatic differences in how men and women negotiate and why women so often fail to ask for what they want at work (starting with equal pay). Every male manager in America should read it. -- Fortune
This thoughtful analysis could both benefit managers across industry lines and help women learn the importance of developing negotiating skills.
"This thoughtful analysis could both benefit managers across industry lines and help women learn the importance of developing negotiating skills."-- Booklist
This thoughtful analysis could both benefit managers across industry lines and help women learn the importance of developing negotiating skills. -- Booklist
Women Don't Askis not a straight recitation of findings--nor is it simply a "rant." It goes beyond well-known facts and offers concrete tips on how women can remedy the underlying problems and actually move ahead. The authors prescribe refreshingly specific methods of negotiation that they've seen work for even the most confrontationally-challenged women.
Women Don't Ask is not a straight recitation of findings--nor is it simply a "rant." It goes beyond well-known facts and offers concrete tips on how women can remedy the underlying problems and actually move ahead. The authors prescribe refreshingly specific methods of negotiation that they've seen work for even the most confrontationally-challenged women.
" Women Don't Ask is not a straight recitation of findings--nor is it simply a "rant." It goes beyond well-known facts and offers concrete tips on how women can remedy the underlying problems and actually move ahead. The authors prescribe refreshingly specific methods of negotiation that they've seen work for even the most confrontationally-challenged women."-- Allison Nazarian, ForeWord Magazine
Women Don't Ask is not a straight recitation of findings--nor is it simply a "rant." It goes beyond well-known facts and offers concrete tips on how women can remedy the underlying problems and actually move ahead. The authors prescribe refreshingly specific methods of negotiation that they've seen work for even the most confrontationally-challenged women. -- Allison Nazarian, ForeWord Magazine
Women Don't Askis not a straight recitation of findings--nor is it simply a "rant." It goes beyond well-known facts and offers concrete tips on how women can remedy the underlying problems and actually move ahead. The authors prescribe refreshingly specific methods of negotiation that they've seen work for even the most confrontationally-challenged women. -- Allison Nazarian, ForeWord Magazine
Women Don't Askoffers important insights into the persistent economic gap between men and women.
Women Don't Ask offers important insights into the persistent economic gap between men and women.
" Women Don't Ask offers important insights into the persistent economic gap between men and women."-- Dolores Kong, Boston Globe
Women Don't Ask offers important insights into the persistent economic gap between men and women. -- Dolores Kong, Boston Globe
Women Don't Askoffers important insights into the persistent economic gap between men and women. -- Dolores Kong, Boston Globe
Eye-opening and riveting.
In this brilliant book Linda Babcock and Sara Laschever provide readers with the means not only of navigating the difficulties of negotiation, but also of fully engaging a modern world where traditional roles and norms are receding and business dealing has become more important. By looking at negotiation through the lens of gender, Babcock and Laschever explain why we-men and women alike--develop our skills as negotiators, and in so doing they instruct us on how to become better negotiators. By illuminating negotiation through the real-life experiences of women and men, Babcock and Laschever underscore that most important lesson in all of negotiating: that the best deal is the deal that works best for all parties.
The authors offer advice that is practical and likely to result in desired changes for women who want to be able to accomplish more in multiple spheres of their lives.
This book is an eye opener, a call to arms, and a plan for action; it is enlightening, unsettling, and, ultimately, inspiring. Although women have made great strides in American society, the reality is that, since the 1990s, progress has slowed to almost a standstill. Gracefully and with humor, Linda Babcock and Sara Laschever tell a riveting story about an invisible problem that's been hiding in plain sight: one major reason that women still work for less money and advance less far and less fast than men is that women themselves have accepted the status quo and refrained from asking for more than they're offered and for less than they need or deserve. They make the novel--and important--point that negotiation may be one of feminism's final frontiers. Of all the books about the roadblocks our society erects in women's paths, this one may prove to be the most useful in everyday life.
Women Don't Askdoes an amazing job in identifying and providing solutions to a very real issue: the challenges women face in negotiating. Linda Babcock and Sara Laschever have done a superb job not only in highlighting the problem of gender differences in negotiation but also in providing ways to begin fixing it. Example after example of the financial and emotional impacts make this issue extremely compelling. Any senior manager needs to be aware of the significant ramifications both in and out of the workplace. I highly recommendWomen Don't Askas a must read for executives--female and male.
Women Don't Askhelps women learn how to communicate their desires. This is absolutely essential and basic information since we can't read brainwaves. Speak up or surrender your goals!
Women Don't Askis a compelling and fresh look at the gender-in-negotiation question. Practitioners can act on the advice in the book, and researchers will be asking new questions for decades. This book will fundamentally change how we think.
Women don't ask the important questions that will make them successful--but Babcock and Laschever do. This is an important study of how women can become their own best advocates by knowing how to ask for exactly what they want in their public and private lives. The secret is in believing that one can negotiate almost anything. Venus and Mars, bosses and tyros: this is the book you need to bring peace and happiness to every relationship.
This item was reviewed in:
Publishers Weekly, July 2003
Booklist, October 2003
Library Journal, October 2003
ForeWord Magazine, November 2003
Choice, June 2004
To find out how to look for other reviews, please see our guides to finding book reviews in the Sciences or Social Sciences and Humanities.
Summaries
Bowker Data Service Summary
Women are more likely than men to think their circumstances cannot be changed. As a result, they don't ask for more in life - more money, better job assignments, more help at home. Exploring this little known social phenomenon, this text looks at the social forces that have created this problem.
Main Description
When Linda Babcock asked why so many male graduate students were teaching their own courses and most female students were assigned as assistants, her dean said: "More men ask. The women just don't ask." It turns out that whether they want higher salaries or more help at home, women often find it hard to ask. Sometimes they don't know that change is possible--they don't know that they can ask. Sometimes they fear that asking may damage a relationship. And sometimes they don't ask because they've learned that society can react badly to women asserting their own needs and desires. By looking at the barriers holding women back and the social forces constraining them,Women Don't Askshows women how to reframe their interactions and more accurately evaluate their opportunities. It teaches them how to ask for what they want in ways that feel comfortable and possible, taking into account the impact of asking on their relationships. And it teaches all of us how to recognize the ways in which our institutions, child-rearing practices, and unspoken assumptions perpetuate inequalities--inequalities that are not only fundamentally unfair but also inefficient and economically unsound. With women's progress toward full economic and social equality stalled, women's lives becoming increasingly complex, and the structures of businesses changing, the ability to negotiate is no longer a luxury but a necessity. Drawing on research in psychology, sociology, economics, and organizational behavior as well as dozens of interviews with men and women from all walks of life,Women Don't Askis the first book to identify the dramatic difference between men and women in their propensity to negotiate for what they want. It tells women how to ask, and why they should.
Main Description
When Linda Babcock asked why so many male graduate students were teaching their own courses and most female students were assigned as assistants, her dean said: "More men ask. The women just don't ask." It turns out that whether they want higher salaries or more help at home, women often find it hard to ask. Sometimes they don't know that change is possible--they don't know that they can ask. Sometimes they fear that asking may damage a relationship. And sometimes they don't ask because they've learned that society can react badly to women asserting their own needs and desires. By looking at the barriers holding women back and the social forces constraining them, Women Don't Ask shows women how to reframe their interactions and more accurately evaluate their opportunities. It teaches them how to ask for what they want in ways that feel comfortable and possible, taking into account the impact of asking on their relationships. And it teaches all of us how to recognize the ways in which our institutions, child-rearing practices, and unspoken assumptions perpetuate inequalities--inequalities that are not only fundamentally unfair but also inefficient and economically unsound. With women's progress toward full economic and social equality stalled, women's lives becoming increasingly complex, and the structures of businesses changing, the ability to negotiate is no longer a luxury but a necessity. Drawing on research in psychology, sociology, economics, and organizational behavior as well as dozens of interviews with men and women from all walks of life, Women Don't Ask is the first book to identify the dramatic difference between men and women in their propensity to negotiate for what they want. It tells women how to ask, and why they should.
Table of Contents
Preface: Why Negotiation, and Why Now?p. ix
Introduction: Women Don't Askp. 1
Opportunity Doesn't Always Knockp. 17
A Price Higher than Rubiesp. 41
Nice Girls Don't Askp. 62
Scaring the Boysp. 85
Fear of Askingp. 112
Low Goals and Safe Targetsp. 130
Just So Much and No Morep. 148
The Female Advantagep. 164
Epilogue: Negotiating at Homep. 180
Acknowledgmentsp. 187
Notesp. 189
Referencesp. 201
Indexp. 217
Table of Contents provided by Ingram. All Rights Reserved.

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