Women Don't Ask

By Linda Babcock, Sara Laschever. 2003

493 citations recorded by the source corpus.

PREFACE: WhyNegotiation, 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

Subfields: Strategy and Management

View Paper: https://www.semanticscholar.org/paper/ea0cf9b01707afde5515a2130fb3274fb826744f

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In Strategy and Management

Citations in the corpus

8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008, background): “For example, Babcock and Laschever ( 2003 ) found that masters of business administration (MBA) students who negotiated their starting salaries earned, on average, an additional $5000 in their first year on the job.”
Glass Ceilings or Sticky Floors? Statistical Discrimination in a Dynamic Model of Hiring and Promotion (2008, unknown): “Particular examples include Babcock and Laschever (2003), Hollandsworth and Wall (1977), Kimble et al.”
Academic self‐concept, gender and single‐sex schooling (2009, background): “Babcock and Laschever ( 2003 ) argue that women's relatively low opinion of themselves, combined with the double bind of the social norm against ‘pushiness’ in women, makes women less likely than men to bargain effectively for higher pay.”
Gender-role Incongruity and Audience-based Gender Bias: An Examination of Networking among Entrepreneurs (2020, background): “Research has shown that women are less likely to make requests than their male counterparts (Babcock and Laschever, 2003).”
UNDER PRESSURE: GENDER DIFFERENCES IN OUTPUT QUALITY AND QUANTITY UNDER COMPETITION AND TIME CONSTRAINTS (2012, background): “However, the comparison is between-subjects when it comes to the verbal and mathematical environments.”
Appointments, Pay and Performance in UK Boardrooms by Gender (2014, background): “…negotiation is expected to be relatively important, the observed difference in negotiating styles between men and women, as captured in the Babcock and Laschever (2003) phrase ‘women don’t ask’ could contribute to any observed pay disparity, as Blackaby et al. (2005) find among UK…”
Understanding the Gender Pay Gap: What's Competition Got to Do with it? (2010, result): “All of these studies use evidence from laboratory experiments, but their conclusions are similar to those of other researchers, such as that of Babcock and Laschever (2003), who argued that women’s attitudes, not their productivity per se, account, at least partially, for their lower earnings.”