Home > Work > Women Don't Ask: Negotiation and the Gender Divide
1 " Presenting her case calmly and positively, even in the face of his angry outburst, won the rest. “His first instinct was to bully me,” she said. “But when he saw that that wasn’t going to work, he settled down and we mapped out a plan to get me started with my own clients. "
― Linda Babcock , Women Don't Ask: Negotiation and the Gender Divide
2 " People who were instructed to focus on their targets in practice negotiations consistently negotiated better agreements than people who focused on their reservation values instead. The people who focused on their targets did two things differently. They asked for more at the outset, and they hung in there a little longer. They resisted agreeing until they received an offer that was close to their goal. In one study, participants who focused on their targets reached agreements that were 13 percent higher than those achieved by people negotiating about the same issues who focused instead on the minimum they would accept. "
3 " Focus on your target and fight the impulse to concede too quickly. "
4 " even when women can imagine changes that might increase their productivity at work, their happiness at home, or their overall contentment with their lives, their suppressed sense of entitlement creates real barriers to their asking. Because they’re not dissatisfied with what they have and not sure they deserve more, women often settle for less. "
5 " for women. These results suggest that men are asking for things they want and initiating negotiations much more "
