The mistake a man might make when reading the title of this book is to stop and think that its contents only concerns women.
But, as I said, that would be a mistake.
The answer, for Linda Babcock and Sara Laschever, is nearly banal:
even when the situation fully justifies their requests.
In this must-read book, the authors describe the whole situation using countless business cases and quantitative research to bring to the reader’s attention some crucial points:
Things are not much different in the private life; even when it comes to sharing domestic work or holidays, the all-female reluctance to put their own needs on the table and negotiate can penalize the whole family.
The picture that emerges is that of a Society where social differences and discrimination, although mitigated in recent decades, are still so strong to make social development inefficient and penalize economic development.
Why do women behave this way? There are many reasons.
Here are a few:
How do overcome this?
Women must change their attitudes and learn to ask and negotiate to get, claiming their achievements.
The importance of this book is in providing women with useful guidelines on how to manage a few key points:
And it is precisely this last point that also concerns men, also as parents and people who have a specific responsibility in building the future; women represent a source of knowledge and expertise that we can no longer afford to keep inactive.
An intellectual capital that we must unleash and put to work in the interest of all, to build companies and a civil society able to grow and evolve through shared negotiating solutions, meeting different interests.
In short, a book to read, especially as parents and people who feel a responsibility to build a better future.
Below is a short video in which Linda Babcock presents her book, then the summary.
Preface – Why negotiation, and why now?
Introduction – Women don’t ask
Chapter one – Opportunity doesn’t always knock
Chapter two – A price higher than rubies
Chapter three – Nice girls don’t ask
Chapter four – Scaring the boys
Chapter five – Fear of asking
Chapter six – Low goals and safe targets
Chapter seven – Just so much and no more
Chapter eight – The female advantage
Epilogue – Negotiating at home