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Women Don't Ask by Sara Laschever, Linda Babcock

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8

The Female Advantage

Jeremy, 28, a former naval officer who now works as a business analyst for a software firm, described a situation in which he was traveling abroad and spent an hour negotiating for a rug in a Turkish bazaar even though he had no interest in buying the rug. He was negotiating just for the fun of it. Although this story sounds preposterous to many women (and some men), Jeremy explained that he simply enjoys negotiating—enough to waste an hour negotiating for its own sake. “I like the gaming,” he said. “It’s a little bit of a game.” David, the hedge fund manager, described negotiating this way: “When you reach a barrier, the game is just beginning again. It’s not whether you get knocked down. It’s whether you get up or not—that’s ...

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