Research Catalog

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

Title
Ask for it : how women can use the power of negotiation to get what they really want / Linda Babcock and Sara Laschever.
Author
Babcock, Linda, 1961-
Publication
New York, N.Y. : Bantam Books, 2009.

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Additional Authors
Laschever, Sara, 1957-
Description
x, 324 pages : portrait; 23 cm
Summary
Explains why it's essential to ask (men do it all the time) and teaches you how to ask effectively, in ways that feel comfortable to you as a woman. Whether you currently avoid negotiating like the plague or consider yourself hard-charging and fearless, Babcock and Laschever's stories of real women will help you recognize how much more you deserve. Their four-phase program, backed by years of research, will show you how to identify what you're really worth, 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 the special strengths you bring to the negotiating table to reach agreements that benefit everyone involved.--Publisher information.
Subject
  • Negotiation in business
  • Negotiation
  • Assertiveness in women
  • Achievement motivation in women
  • Women > Life skills guides
  • Women
  • Verhandlung
  • Verhandlungsführung
  • Frau
  • Durchsetzungsvermögen
Genre/Form
Life skills guides.
Bibliography (note)
  • Includes bibliographical references (p. 303-313) and index.
Contents
Why you need to ask -- Everything is negotiable : What do you really what? ; Run your own life ; Fairness-- you be the judge -- Lay the groundwork : Negotiation 101: basic concepts ; How much are you worth? ; What do you know about the other side? ; Boost your bargaining power -- Get ready : Aim high ; The power of cooperative bargaining ; Refine your strategy ; Negotiation gym: work up a sweat -- Put it all together : Dress rehearsal ; The likability factor ; The closer -- Conclusion: If you never hear no, you're not asking enough -- Appendix A: Negotiation prep worksheet -- Appendix B: PROGRESS: teaching girls to negotiate.
ISBN
  • 9780553384550
  • 0553384554
OCLC
  • ocn232129247
  • 232129247
  • SCSB-13567873
Owning Institutions
Columbia University Libraries