Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your email address or mobile phone number.
Women Don't Ask: Negotiation and the Gender Divide Hardcover – September 22, 2003
|New from||Used from|
Frequently Bought Together
Customers Who Bought This Item Also Bought
Men, socialized in a "scrappier paradigm," learn to pursue and energize their goals at work and home. The two key elements are control and recognizing opportunity. For example, girls, rewarded for hard work, learn to see control as outside of themselves while boys are urged to take charge. Boys are schooled to recognize opportunity and girls to choose safe targets.
Several chapters are focused on prescription; how women can decrease anxiety, anticipate roadblocks, plan counter-moves and resist conceding too much or too soon. The authors shine in their examination of culture and gender--and their optimism about how women can counter the culture. They falter whenever they adopt the "sexes-from-a-different-planet" fallacy. Most notably, in a chapter that details a "female approach" to negotiating. Overall, the authors have created a smart summary of research and used it to affirm every woman's urgent right to ask. --Barbara Mackoff
From Publishers Weekly
Copyright 2003 Reed Business Information, Inc.
Top Customer Reviews
It's not a how-to-negotiate book; I've spent the last 23 years practicing corporate law, negotiating sophisticated legal transactions and running an in-house department. This book goes beyond "how to" into "why". Essential reading for any woman!
What I found most useful about this book is evidence cited that women's "tend and befriend," cooperative approach to negotiation results in greater gains in the long run, in part because of women's ability to reframe. It also confirmed my impression that women are more successful in business when they soften their mode of delivery (although not their message).
The authors further reframe the scope of "negotiation" to include women's personal, including homemaking, lives, to remind us all that equality should not end at the thresholds to our homes.
Ultimately, every negotiator has to find his or her own personal style. This book made me feel just that much better about including lipstick and high heels in my arsenal.
Most importantly, they shine a light on issues women have in asking for what they deserve and by laying out their case in such a well-articulated fashion, they help provide answers that we can all act upon and move forward with.
The issues that the book explores impact women across all facets of their life -- from negotiating child care responsibilites to getting the recognition and compensation they deserve on the job. As a co-author of the business book "The Old Girls' Network", I see these issues in evidence in how women buiness owners also negotiate -- for contracts, for customers, in how they price their products and reticence about charging appropriately. So, I would say this book has broad appeal to stay at home moms, women in corporate life and for the large contingent of female entrepreneurs. It is a must-have addition to all of our reading lists, and one that should bring positive results.
Linda Babcock is the James Mellon Walton Professor of Economics at the H. John Heinz III School of Public Policy and Management of Carnegie Mellon University in Pittsburgh, Pennsylvania. She holds a Ph.D. in economics from the University of Wisconsin at Madison and is a well-published specialist in negotiation and dispute resolution.
Sara Laschever is a prolific writer and editor with extensive experience in gender research. Ms. Laschever was a research associate and principal interviewer for Project Access, a Harvard University study of the effect of gender on the advancement of women in science. She holds a Master's degree from Boston University.
Women Don't Ask is a work with multiple interwoven themes. At its core, it is an important study of gender differences in negotiations. It is also a handbook for women offering concrete advice on how to improve their performance in negotiations.
Still further, it is a book about possibilities. Centering on traditional areas of women's strengths in sharing information and building and preserving relationships, it concludes that women are potentially in a position to use these qualities with great effect in collaborative negotiating environments. Gender differences, therefore, include both hurdles to be overcome and promises for enhanced performance for women in negotiations.
Lastly, the reader will find the book presents a compelling case for the necessity of participation and skill in negotiations as an increasingly critical survival mechanism for both women and men in contemporary life. Although focusing primarily on women, the authors present an array of general statistics defining an environment in which all workers need to bargain repeatedly with a succession of employers for salaries and benefits.Read more ›
Most Recent Customer Reviews
This book should be required reading in every High School Home Economics course. Treating women as 2nd and 3rd class citizens must stop.Published 5 months ago by Amazon Customer
This was a timely read. I wanted to move to another state and get a new job. I read this book and applied the straight talking information and I negiotiated triple the starting... Read morePublished 9 months ago by Becca F
I highly recommend this for any woman. It would also be great for men to read but the ones willing to are probably not the ones we need to be hearing this.Published 10 months ago by Toni
I read this book year's ago and it had a dramatic impact on my life. I would encourage every woman to read it.Published 11 months ago by x
I read this while I was in the interview process for my first job in a new field. I was super nervous about trying to negotiate my salary since I haven't always been very... Read morePublished 13 months ago by Layne M.
Very insightful and eye opening.Filled with actionable tips based on academic research. Highly recommended.Published 14 months ago by Nicola
Good, eye-opening book. I wished the authors didn't go in such detail regarding the data and rather talked about the experiences of some of the people they interview.Published 17 months ago by Jackeline Morales