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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 don’t ask--and frequently don’t even realize that they can.
In WOMEN DON’T ASK, Professor Linda C. Babcock and Sara Laschever examine the barriers holding women back and the social forces constraining them. The authors show women how to reframe their interactions and more accurately evaluate their opportunities. They also remind 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, 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.