Women Don't Ask

Negotiation and the Gender Divide

Author: Linda Babcock,Sara Laschever

Publisher: Princeton University Press

ISBN: 9781400825691

Category: Business & Economics

Page: 240

View: 5880

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.
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Why Women Don't Ask

The High Cost of Avoiding Negotiations - And Positive Strategies for Change

Author: Linda Babcock,Sara Laschever

Publisher: Piatkus Books

ISBN: 9780749929503

Category: Achievement motivation in women

Page: 272

View: 8714

Did you know that by failing 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 why women seldom ask for what they need, want and deserve at work and at home. Why 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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Ask for it

How Women Can Use the Power of Negotiation to Get what They Really Want

Author: Linda Babcock,Sara Laschever

Publisher: Bantam Dell Publishing Group

ISBN: 0553384554

Category: Business & Economics

Page: 324

View: 9142

The authors of Women's Don't Ask present an innovative approach to negotiation that explains how women can identify important goals, takes them step by step through the entire planning and preparation process, and offers strategic advice on the negotiation stage, with tips on managing emotions, confidence building, and an effective collaborative style. Reprint. 20,000 first printing.
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Getting (More Of) What You Want

How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life

Author: Margaret A. Neale,Thomas Z. Lys

Publisher: Profile Books

ISBN: 1782831061

Category: Business & Economics

Page: 435

View: 5635

Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
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Your Own Terms

A Woman's Guide to Taking Charge of Any Negotiation

Author: Yasmin Davidds

Publisher: UK Professional Business Management / Business

ISBN: 9780814436028

Category: Businesswomen

Page: 256

View: 7174

Women often face a double standard when it comes to negotiation. If they make concessions to further a deal, they're viewed as weak, but if they play hardball, they're tagged as overly aggressive. This empowering book helps women merge their natural strengths with a firm grasp of established tactics to win on their own terms.
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What Works

Gender Equality by Design

Author: Iris Bohnet

Publisher: Harvard University Press

ISBN: 0674545990

Category: Business & Economics

Page: 400

View: 8367

Gender equality is a moral and a business imperative. But unconscious bias holds us back and de-biasing minds has proven to be difficult and expensive. Behavioral design offers a new solution. Iris Bohnet shows that by de-biasing organizations instead of individuals, we can make smart changes that have big impacts—often at low cost and high speed.
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The War of the Sexes

How Conflict and Cooperation Have Shaped Men and Women from Prehistory to the Present

Author: Paul Seabright

Publisher: Princeton University Press

ISBN: 1400841607

Category: Science

Page: 256

View: 6276

As countless love songs, movies, and self-help books attest, men and women have long sought different things. The result? Seemingly inevitable conflict. Yet we belong to the most cooperative species on the planet. Isn't there a way we can use this capacity to achieve greater harmony and equality between the sexes? In The War of the Sexes, Paul Seabright argues that there is--but first we must understand how the tension between conflict and cooperation developed in our remote evolutionary past, how it shaped the modern world, and how it still holds us back, both at home and at work. Drawing on biology, sociology, anthropology, and economics, Seabright shows that conflict between the sexes is, paradoxically, the product of cooperation. The evolutionary niche--the long dependent childhood--carved out by our ancestors requires the highest level of cooperative talent. But it also gives couples more to fight about. Men and women became experts at influencing one another to achieve their cooperative ends, but also became trapped in strategies of manipulation and deception in pursuit of sex and partnership. In early societies, economic conditions moved the balance of power in favor of men, as they cornered scarce resources for use in the sexual bargain. Today, conditions have changed beyond recognition, yet inequalities between men and women persist, as the brains, talents, and preferences we inherited from our ancestors struggle to deal with the unpredictable forces unleashed by the modern information economy. Men and women today have an unprecedented opportunity to achieve equal power and respect. But we need to understand the mixed inheritance of conflict and cooperation left to us by our primate ancestors if we are finally to escape their legacy.
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3-d Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

Author: David A. Lax,James K. Sebenius

Publisher: Harvard Business Press

ISBN: 1422143449

Category: Business & Economics

Page: 304

View: 6524

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
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What Works

Author: Iris Bohnet

Publisher: Harvard University Press

ISBN: 067496859X

Category: Business & Economics

Page: 399

View: 8758

Gender equality is a moral and a business imperative. But unconscious bias holds us back and de-biasing minds has proven to be difficult and expensive. Behavioral design offers a new solution. Iris Bohnet shows that by de-biasing organizations instead of individuals, we can make smart changes that have big impacts—often at low cost and high speed.
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Survive and Thrive

Winning Against Strategic Threats to Your Business

Author: Joshua Gans,Sarah Kaplan

Publisher: Dog Ear Publishing

ISBN: 1457556650

Category: Business & Economics

Page: 224

View: 4946

Whether big or small, companies incessantly face challenges that can threaten their bottom line and even their survival. These threats keep corporate leaders up at night. What can companies do to stay alive? Survive and Thrive: Winning Against Strategic Threats to Your Business features a collection of essays by strategy professors at the University of Toronto’s Rotman School of Management, Canada’s #1 business school. The essays take the reader on a tour through some of the most vexing threats to business today, threats that put the very existence of organizations into question. From disruptive innovation, to social media disasters, to mistaken technical investments, to gender discrimination, to misunderstood competition, companies need to be able to anticipate crises and prepare to deal with them head on. Across this collection of essays, readers will get warnings about four mistakes that companies commonly make – failing to appreciate interactions within systems, getting stuck in existing ways of doing business, falling victim to cognitive biases, and getting derailed by short-term incentives. But, this book isn’t just about mistakes. Its primary goal is to provide step-by-step actions to help companies stay alive. Executives will find principles and practices for anticipating potential threats and creating responses that permit their businesses to not only survive but thrive.
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The Only Negotiating Guide You'll Ever Need, Revised and Updated

101 Ways to Win Every Time in Any Situation

Author: Peter B. Stark,Jane Flaherty

Publisher: Crown Business

ISBN: 1524758914

Category: Business & Economics

Page: 304

View: 7542

Everything in life is negotiated, under all conditions, at all times. From asking your boss for a raise, to asking your significant other to take out the garbage, most of us are involved in negotiations to one degree or another for a good part of any given day. The Only Negotiating Guide You'll Ever Need, Revised and Updated outlines the critical elements you need for a successful negotiation and reveals the 101 tactics to use in any high stakes business deal, or in everyday life occurrences. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively--and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.
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Bargaining for Advantage

Negotiation Strategies for Reasonable People

Author: G. Richard Shell

Publisher: Penguin

ISBN: 1101221372

Category: Business & Economics

Page: 320

View: 7997

The tools you need to negotiate effectively in every part of your life As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: • A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator • A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging • A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track From the Trade Paperback edition.
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BITCHfest

Ten Years of Cultural Criticism from the Pages of Bitch Magazine

Author: Lisa Jervis,Andi Zeisler

Publisher: Farrar, Straus and Giroux

ISBN: 9781429998574

Category: Social Science

Page: 400

View: 5853

In the wake of Sassy and as an alternative to the more staid reporting of Ms., Bitch was launched in the mid-nineties as a Xerox-and-staple zine covering the landscape of popular culture from a feminist perspective. Both unabashed in its love for the guilty pleasures of consumer culture and deeply thoughtful about the way the pop landscape reflects and impacts women's lives, Bitch grew to be a popular, full-scale magazine with a readership that stretched worldwide. Today it stands as a touchstone of hip, young feminist thought, looking with both wit and irreverence at the way pop culture informs feminism—and vice versa—and encouraging readers to think critically about the messages lurking behind our favorite television shows, movies, music, books, blogs, and the like. BITCHFest offers an assortment of the most provocative essays, reporting, rants, and raves from the magazine's first ten years, along with new pieces written especially for the collection. Smart, nuanced, cranky, outrageous, and clear-eyed, the anthology covers everything from a 1996 celebration of pre-scandal Martha Stewart to a more recent critical look at the "gayby boom"; from a time line of black women on sitcoms to an analysis of fat suits as the new blackface; from an attempt to fashion a feminist vulgarity to a reclamation of female virginity. It's a recent history of feminist pop-culture critique and an arrow toward feminism's future.
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Negotiating at Work

Turn Small Wins Into Big Gains

Author: Deborah M. Kolb,Jessica L. Porter

Publisher: John Wiley & Sons

ISBN: 1118352416

Category: Business & Economics

Page: 288

View: 4612

Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Small Wins, Big Gains offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. This is true when we negotiate with our managers, and it's also true for women and people of color who are even more likely to meet with resistance. Small Wins, Big Gains is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender Videos that walk you through difficult negotiation scenarios step-by-step By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
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Great Negotiators

How the Most Successful Business Negotiators Think and Behave

Author: Mr Tom Beasor

Publisher: Gower Publishing, Ltd.

ISBN: 140946055X

Category: Business & Economics

Page: 292

View: 2127

What is it about the great negotiators? How is it they seem to manage to recover from disadvantageous positions? How do they adapt their approach to turn an unpromising start into a value creating deal? And why is it that they never seem to lose their appetite for negotiation? Some of this may be down to genes. There may genuinely be born negotiators but, as far as the rest of us go, it's down to preparation and knowledge; knowledge of how people think and how they behave. Tom Beasor's Great Negotiators is a collection of techniques that illustrate how the most successful negotiators think and behave. Good negotiators are always well prepared and there is a host of tips to help you prepare your strategy and your thinking before an important negotiation. There are also ideas to help you understand the philosophy behind your negotiating approach; to help you handle international negotiations; and to ensure every negotiation is a potential learning experience. Great Negotiators is a treasure trove of ideas from a highly successful international negotiator and trainer.
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Freakonomics

A Rogue Economist Explores the Hidden Side of Everything

Author: Steven D. Levitt,Stephen J. Dubner

Publisher: Harper Collins

ISBN: 0062132342

Category: Business & Economics

Page: 352

View: 1157

Which is more dangerous, a gun or a swimming pool? What do schoolteachers and sumo wrestlers have in common? How much do parents really matter? These may not sound like typical questions for an economist to ask. But Steven D. Levitt is not a typical economist. He studies the riddles of everyday life--from cheating and crime to parenting and sports--and reaches conclusions that turn conventional wisdom on its head. Freakonomics is a groundbreaking collaboration between Levitt and Stephen J. Dubner, an award-winning author and journalist. They set out to explore the inner workings of a crack gang, the truth about real estate agents, the secrets of the Ku Klux Klan, and much more. Through forceful storytelling and wry insight, they show that economics is, at root, the study of incentives--how people get what they want or need, especially when other people want or need the same thing.
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Handbook of Research on Nonprofit Economics and Management

Second Edition

Author: Bruce A. Seaman,Dennis R. Young

Publisher: Edward Elgar Publishing

ISBN: 1785363522

Category: Business & Economics

Page: 512

View: 1684

Building on the success of the first edition, this thoroughly revised and expanded edition explores (1) areas of general agreement from previous research; (2) areas of conflicting results and unexplored questions; (3) the relative roles of theory, data availability and empirical analysis in explaining gaps in our knowledge; and (4) what must be done to improve our knowledge and extend the literature. Selected original chapters addressing especially challenging topics include the value of risk management to nonprofit decision-making; nonprofit wages theory and evidence; the valuation of volunteer labor; property tax exemption for nonprofits; when is competition good for the third sector; and product diversification and social enterprise; international perspectives; the application of experimental research and the macroeconomic effects of the nonprofit sector.
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Pushback

How Smart Women Ask--and Stand Up--for What They Want

Author: Selena Rezvani

Publisher: John Wiley & Sons

ISBN: 1118104900

Category: Business & Economics

Page: 209

View: 535

Drawing on interviews with such high-level leaders as Marie Chandoha, CEO of Charles Schwab Investment Management, and Cindi Bigelow, President of Bigelow Tea Company, this insightful resource empowers women to leverage their skills, promote themselves effectively and fast track their careers.
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On Becoming Fearless...in Love, Work, and Life

Author: Arianna Huffington

Publisher: Little Brown

ISBN: 9780316137355

Category: SELF-HELP

Page: 116

View: 1653

Observing that her own teenage daughters were beginning to experience some of the same fears that had once burdened her--how attractive am I' do people like me' do I dare speak up'--Arianna Huffington began to examine the ways in which fear affects all our lives. In stories drawn from her own experiences and from the lives of other women, she points toward the moments of extraordinary strength, courage, and resilience that result from confronting and overcoming fear. And she outlines the steps anyone can take to conquer fear. Her book shows us how to become bold from the inside out--from feeling comfortable in our own skin to getting what we want in love and at work to changing the world.
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