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5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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Truth 47Of men, women, and pie-slicing

What is the difference between men and women when they negotiate?"

You may consider this, as I do, a loaded question. So, let's look at a few research-based facts.

  • When men and women negotiate against one another, such as in a buyer-seller arrangement, men get a larger slice of the pie, but that does not have to be the case.
  • The key reason for the difference in how much men versus women are able to claim is traceable to their initial aspirations—their opening offers to be exact. Women, quite frankly, do not aspire to earn as much as men do, even when they are playing identical roles. Professor Linda Babcock noticed this and published a groundbreaking book called Women Don't Ask, which provides compelling ...

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