Record Display for the EPA National Library Catalog


Main Title Women don't ask : negotiation and the gender divide /
Author Babcock, Linda,
Other Authors
Author Title of a Work
Laschever, Sara
Publisher Princeton University Press,
Year Published 2003
OCLC Number 52086081
ISBN 069108940X; 9780691089409
Subjects Negotiation in business ; Businesswomen ; Werkende vrouwen ; Onderhandelingen ; Sekseverschillen
Internet Access
Description Access URL
Table of contents
Contributor biographical information
Publisher description
Library Call Number Additional Info Location Last
EKBM  HD58.6.B33 2003 Research Triangle Park Library/RTP, NC 04/15/2005
Collation xiii, 223 p. ; 24 cm.
Includes bibliographical references (p. 201-215) and index.
Contents Notes
Why negotiation, and why now? -- Women don't ask -- Opportunity doesn't always knock -- A price higher than rubies -- Nice girls don't ask -- Scaring the boys -- Fear of asking -- Low goals and safe targets -- Just so much and no more -- The female advantage -- Negotiating at home. 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.