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Why Women Don't Ask: The high cost of avoiding negotiation - and positive strategies for change [Paperback]

Linda Babcock , Sara Laschever
4.8 out of 5 stars  See all reviews (6 customer reviews)
Price: 13.99 & FREE Delivery in the UK. Details
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Book Description

4 Sep 2008

Did you know that by neglecting to negotiate her starting salary for her first job, a woman may sacrifice over a half a million pounds in earnings by the end of her career? Yet, as research reveals, men are four times as likely to ask for higher pay than are women with the same qualifications.

In this eye-opening book, Linda Babcock and Sara Laschever draw on research in psychology, sociology, economics and organisational behaviour as well as dozens of interviews to explore the personal and societal reasons women seldom ask for what they need, want and deserve at work and at home.

Women Don't Ask - a sensation when published in the US in 2003 - is a call to arms that will help you recognise the ways in which our culture perpetuates inequalities - and how you can begin to overcome them.


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Product details

  • Paperback: 272 pages
  • Publisher: Piatkus; New Ed edition (4 Sep 2008)
  • Language: English
  • ISBN-10: 0749929006
  • ISBN-13: 978-0749929008
  • Product Dimensions: 1.8 x 15.3 x 23.2 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Bestsellers Rank: 180,305 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Review

Highly readable, thoroughly researched and important, should be read by anyone with a fear of negotiating, male or female. (NEW YORK TIMES)

Book Description

The high price of avoiding negotiations - and the potential for change

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8 of 8 people found the following review helpful
5.0 out of 5 stars Highly Recommended! 1 Mar 2004
By Rolf Dobelli TOP 500 REVIEWER
Format:Hardcover
The debate on gender equity often emphasizes that women earn less than men with similar experience. Authors Linda Babcock and Sara Laschever say that while women may indeed be the victims of external forces, they also to some extent may suffer from their own inability, unwillingness or aversion to negotiate or make demands. In fact, men negotiate four times as frequently as women, and get better results. Men are much more apt to make demands and ask for benefits, pay increases and so forth. Men make more money not necessarily because the system is overtly discriminatory — though it well may be — but because men demand more. The book tends to belabor its point, and sometimes the evidence does not seem as well-presented as it might have been, but We found that it sheds useful light on a knotty social problem. Perhaps it will spur more women to fight — or to continue to fight — on their own behalf.
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6 of 7 people found the following review helpful
5.0 out of 5 stars The best psycotherapy session I have ever had 24 Nov 2005
By A Customer
Format:Hardcover|Verified Purchase
From the first 10 pages, I realise this book hits the nail on the head. I can identify myself in 90% of the situations described and I finally understand that there is nothing wrong with my personality, but possibly with my gender, operating in a big corporate environment. This is an eye opener and a call to fight for our rights. But in a "capitalistic" way, rather then via public demonstrations. Every woman should read this book from as early as high school, to start practising her negotiation skills and overcoming the fear to ask. Every mother should pass it to their daughters and spur them to ask and to negotiate. Now I am determined to ask for discounts when I go shopping as an excercise to overcome my own fears. And I am determined to ask for another salary increase even though I just got one last year!
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1 of 1 people found the following review helpful
4.0 out of 5 stars Why Women Don't Ask 23 Jan 2013
By Sophia
Format:Paperback
I found this book fascinating. Research studies are cited to back up the authors' conclusions but it is not a dry and inaccessible book. In fact all women should read it. Women in both the US and the UK still lag behind men as regards equal payment for the same work, partly because women value their own contribution less than a man's contribution and therefore do not ask for more pay.

The authors' hypothesis is that because of conditioning and social norms women aren't comfortable with asking for what they want. Women are regarded as pushy or unattractive if they make it known what they want, whether at home or at work. One sentence towards the end of the book sums it up for me - 'Women's lives have changed, our thinking has not'.

The only reason I haven't given the book 5 stars is because it has mainly American examples which do not always relate well to the situation in the UK. Well worth a read by both men and women.
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