Women Don't Ask: Negotiation and the Gender Divide
L. Babcock, S. Laschever 2003 Princeton University Press. Princeton, NJ
This book discusses women's reluctance to negotiate salary and the costs of that reluctance. According to the authors' research, this reluctance to negotiate the salary for her first job may cost her as much as half a million dollars in lost earnings over the course of her life. This is because women are less likely to initiate negotiation, and also less likely to ask for what they want. The authors examine the social paradigms leading to these behavioral differences. Then they explain how women can "ask for what they want in ways that feel comfortable and possible."
