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Women Don't Ask: The High Cost of Avoiding Negotiation--And Positive Strategies for Change

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Women Don't Ask: The High Cost of Avoiding Negotiation--And Positive Strategies for Change Cover

ISBN13: 9780553383874
ISBN10: 0553383876
Condition: Standard
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Synopses & Reviews

Publisher Comments:

Combining fascinating research with revealing commentary from hundreds of women, this groundbreaking book explores the personal and societal reasons women seldom ask for what they need, want, and deserve at home and at work-and shows how they can develop this crucial skill.

By neglecting to negotiate her starting salary for her first job, a woman may sacrifice over half a million dollars in earnings by the end of her career. Yet, as research reveals, men are four times more likely to ask for higher pay than are women with the same qualifications. From career promotions to help with child care, studies show time and again that women dont ask-and frequently dont even realize that they can. Women Dont Ask offers real-life examples of the differences between the negotiating habits of men and women, and guides women in retooling their attitudes and approaches. Discover how to:

• Take the first step-choosing to negotiate at all

• Develop a comfortable, effective negotiation style

• Overcome fear, personal entitlement issues, and gender stereotypes

Synopsis:

Babcock and Laschever address the problem of why women don't ask for what they want, why they should, and how they can start.

Synopsis:

""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 "IrrationalExuberance" 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 wethink."--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

Synopsis:

US

Synopsis:

By neglecting to negotiate her starting salary for her first job, a woman may sacrifice over half a million dollars in lost earnings by the end of her career. Yet, as Professor Linda Babcock discovered, men at her own university asked for higher pay eight times more often than women with the same qualifications. Combining fascinating research with revealing commentary from women at all career levels, Babcock and Laschever explore the many personal and societal reasons why women so often find it hard to ask at home or at work - even when they negotiate effectively on behalf of others. The authors also show how women can develop a negotiating style that fits their values, and how businesses, schools, and other institutions can help.

About the Author

Linda Babcock is James M. Walton Professor of Economics at the H. John Heinz III School of Public Policy and Management of Carnegie Mellon University in Pittsburgh, Pennsylvania. She has also been a visiting professor at Harvard Business School, The Unicersity of Chicago Graduate School of Business, and the California Institute of Technology. A specialist in negotiation and dispute resolution, her research has appeared in the most prestigious economics, inductrial relations, and law journals.

Sara Laschever's work has been published by the New York Times, the New York Review of Books, and Vogue, among other publications. She was also the principal interviewer for Project Access, a landmark Harvard University srudy on women in science careers funded by the National Science Foundation. She lives in Concord, Mass.

What Our Readers Are Saying

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Average customer rating based on 1 comment:

lesnoces, June 16, 2012 (view all comments by lesnoces)
A coworker recommended this book when I mentioned my discomfort at negotiating. I was amazed at how much I learned. Many women, the authors argue, believe that managers will pay them what they are worth or promote them as they deserve, when in fact the key to better money and opportunities is to go after them. The book also discusses the importance of advocating for yourself in personal relationships. This is a fantastic book for men as well as women at any stage of their career, but particularly for recent graduates.
Was this comment helpful? | Yes | No
(1 of 2 readers found this comment helpful)

Product Details

ISBN:
9780553383874
Author:
Babcock, Linda
Publisher:
Bantam Books
Author:
Linda Babcock and Sara Laschever
Author:
Laschever, Sara
Subject:
Women & Business
Subject:
Negotiating
Subject:
Women's Studies - General
Subject:
Negotiation in business
Subject:
Businesswomen
Subject:
General Business & Economics
Subject:
General-General
Copyright:
Edition Description:
Trade paper
Publication Date:
20070231
Binding:
TRADE PAPER
Grade Level:
General/trade
Language:
English
Pages:
272
Dimensions:
8.92x6.23x.60 in. .58 lbs.

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Related Subjects

Business » Negotiation
Business » Personal Skills
Business » Women in Business
History and Social Science » Gender Studies » General

Women Don't Ask: The High Cost of Avoiding Negotiation--And Positive Strategies for Change Used Trade Paper
0 stars - 0 reviews
$5.95 In Stock
Product details 272 pages Bantam Doubleday Dell Publishing Group - English 9780553383874 Reviews:
"Synopsis" by , Babcock and Laschever address the problem of why women don't ask for what they want, why they should, and how they can start.
"Synopsis" by , ""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 "IrrationalExuberance" 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 wethink."--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

"Synopsis" by , US
"Synopsis" by , By neglecting to negotiate her starting salary for her first job, a woman may sacrifice over half a million dollars in lost earnings by the end of her career. Yet, as Professor Linda Babcock discovered, men at her own university asked for higher pay eight times more often than women with the same qualifications. Combining fascinating research with revealing commentary from women at all career levels, Babcock and Laschever explore the many personal and societal reasons why women so often find it hard to ask at home or at work - even when they negotiate effectively on behalf of others. The authors also show how women can develop a negotiating style that fits their values, and how businesses, schools, and other institutions can help.
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