Ask for it: How Women Can Use the Power of Negotiation to Get what They Really Want

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Bantam Books, 2009 - Business & Economics - 324 pages
2 Reviews
From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman.

Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed.
 

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User Review  - rivkat - LibraryThing

Interesting, practical guide to getting more out of negotiations, including convincing yourself to negotiate in the first place. Women too often assume that we’ll get what we deserve, which means we ... Read full review

Ask for it: how women can use the power of negotiation to get what they really want

User Review  - Not Available - Book Verdict

According to Babcock and Laschever (Women Don't Ask), women don't ask for what they want and need in the workplace and end up suffering financially, earning less than their male counterparts who are ... Read full review

Contents

PHASE THREE
13
AIM HIGH
145
THE Pow ER OF CO OPERATIVE BAR GAIN ING
163
RE FIN E YOUR STRATEGY
188
WO R K UP A SW EAT
217
DREss RE HEARSAL
235
THE LIKABILITY FACTOR
251
THE CLos ER
267
IF YOU NEVER HEAR No YOU
284
APPENDIX B PROGRESS Teaching Girls to Negotiate
301
ACKNOWLEDGMENTS
315
ABOUT THE AUTHORS
323
Copyright

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About the author (2009)

Linda Babcock is a 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 study on women in science careers funded by the National Science Foundation. She lives in Concord, Mass.


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