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Women Don't Ask by Sara Laschever, Linda Babcock

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7

Just So Much and No More

Negotiation never takes place in a vacuum. Everything from where a negotiation takes place (the business world, the political arena, the commercial world, the home), the issue or issues at stake (a price, a vote, who will do the dishes) and the roles, status, and relationships of the parties negotiating (a boss, a business client, a salesperson, a spouse) can influence both the tone and outcome of a negotiation. By now it will come as no surprise that gender norms also influence how most negotiations unfold. This chapter looks at how certain situations can prevent women from getting more of what they want in a negotiation. It looks at how people frequently enforce stricter limits on what they will grant to women in ...

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