Chapter 1

1. Benjamin Artz, Amanda Goodall, and Andrew J. Oswald, “Research: Women Ask for Raises as Often as Men, but Are Less Likely to Get Them,”, June 25, 2018,

2. Beverly DeMarr and Suzanne C. de Janasz, Negotiation and Dispute Resolution, 2nd ed. (Chicago: Chicago Business Press, 2019).

3. Linda Babcock and Sara Laschever, Women Don’t Ask: The High Cost of Avoiding Negotiation—and Positive Strategies for Change (New York: Bantam, 2007).

4. Hannah Riley Bowles, Linda Babcock, and Lei Lai, “Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask,” Organizational Behavior ...

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