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 tha...
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.
作者简介
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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 dis...
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.
目录
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PREFACE: Why Negotiation, and Why Now? ix
INTRODUCTION: Women Don't Ask 1
CHAPTER ONE: Opportunity Doesn't Always Knock 17
CHAPTER TWO: A Price Higher than Rubies 41
CHAPTER THREE: Nice Girls Don't Ask 62
CHAPTER FOUR: Scaring the Boys 85
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(更多)
PREFACE: Why Negotiation, and Why Now? ix
INTRODUCTION: Women Don't Ask 1
CHAPTER ONE: Opportunity Doesn't Always Knock 17
CHAPTER TWO: A Price Higher than Rubies 41
CHAPTER THREE: Nice Girls Don't Ask 62
CHAPTER FOUR: Scaring the Boys 85
CHAPTER FIVE: Fear of Asking 112
CHAPTER SIX: Low Goals and Safe Targets 130
CHAPTER SEVEN: Just So Much and No More 148
CHAPTER EIGHT: The Female Advantage 164
EPILOGUE: Negotiating at Home 180
ACKNOWLEDGMENTS 187
NOTES 189
REFERENCES 201
INDEX 217
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In women's perception, their circumstances are more fixed and absolute—less negotiable—than they really are. It also highlights the assumption made by many women that someone or something else is in control. This assumption has a broad impact on women’s behaviour.
Instead of looking for ways to improve a difficult situation, women often assume that they are “stuck” with their circumstances. Instead of publicizing their accomplishments, they hope that hard work alone will earn them the recognition and rewards they deserve. Instead of expressing interest in new opportunities as they arise, they bide their time, assuming that they will be invited to participate if their participation is wanted. They think any allowable divergences from the status quo will be announced and offered to everyone... (查看原文)
Louise, 37, a high-ranking power company executive, routinely negotiates deals worth millions of dollars. But when it comes to her own compensation, she would rather be given what she deserves and spared the necessity of asking for it. In a well-managed company, she believes, senior management should recognize everyone’s individual contributions and give them what they’re worth. “They ought to just deal with those inequities,” she said. “And it shouldn’t be always on the employee to ask.”
Likewise, even though Christine learned early that she needs to promote her own interest on the job, she persists in feeling that when an industry is moving ahead and pay levels re increasing, valuable employees shouldn’t be forced to ask for their salaries to be adjusted accordingly. “My own feeling,” s... (查看原文)
外国女人已经够强势了，中国人的个性本来就不争，不会为自己的利益而大声呼喊，我是吃了不少亏的。这本书写了很多关于女人怎么没有去要求，怎么不喜欢要求的例子和原因，缺少了女人究竟怎么做的方法。
不过有这种意识让自己更加知道很多事情都是可以谈的，我2014年想看这本书，现在终于看了，原因是学了耶鲁的Introduction to Negotiation。
“…children’s forms of play determine how they behave. So if adults are guiding girls toward more structured activities, they’re actually training them to follow externally imposed rules, let others co...“…children’s forms of play determine how they behave. So if adults are guiding girls toward more structured activities, they’re actually training them to follow externally imposed rules, let others control their circumstances, and assert themselves less. They’re teaching them to accept the status quo and go along with it, rather than question it.”(展开)
玉娇龙
中信出版社2007版
1 有用 秋明 2021-10-04 03:42:20
这个附注，删了写写了删，不知道该怎么表达。还是希望大家都能说出自己的真实诉求，在任何情境下，这样的相处都会容易很多。
0 有用 阿波 2022-10-31 11:21:43 美国
读前半本觉得还不错，有很多心态方面的洞见。后半本有些失望，感觉在读文件综述。我想学一些客服心态的方法，但是后面像在justify，没有很多帮助…
10 有用 七夕 2018-07-10 19:57:28
外国女人已经够强势了，中国人的个性本来就不争，不会为自己的利益而大声呼喊，我是吃了不少亏的。这本书写了很多关于女人怎么没有去要求，怎么不喜欢要求的例子和原因，缺少了女人究竟怎么做的方法。 不过有这种意识让自己更加知道很多事情都是可以谈的，我2014年想看这本书，现在终于看了，原因是学了耶鲁的Introduction to Negotiation。
0 有用 momo 2024-03-25 19:39:31 北京
21年新版。描述性的，赞同评论里说的设计实验从竞争性等角度检验（结合具体文化/制度），可参考EJ那篇。好想做行为经济学啊~~
0 有用 mipropiocentro 2024-01-06 00:00:01 加拿大
“…children’s forms of play determine how they behave. So if adults are guiding girls toward more structured activities, they’re actually training them to follow externally imposed rules, let others co... “…children’s forms of play determine how they behave. So if adults are guiding girls toward more structured activities, they’re actually training them to follow externally imposed rules, let others control their circumstances, and assert themselves less. They’re teaching them to accept the status quo and go along with it, rather than question it.” (展开)