Ask For It audiobook cover - How Women Can Use the Power of Negotiation to Get What They Want

Ask For It

How Women Can Use the Power of Negotiation to Get What They Want

Linda Babcock and Sara Laschever

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Career & SuccessSociety & Culture

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Key Takeaways from Ask For It

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Mind Map

Ask For It
Discovering What You Want+
The Gender Mindset Gap+
Fundamentals of Negotiation+
Information and Value+
Interest-Based Cooperation+
Navigating Gender Bias+
Closing Tactics+

Quiz — Test Your Understanding

Question 1 of 9
According to the text, why do modern-day women often find it difficult to identify their true career desires and ambitions?
  • A. They are overwhelmed by the vast number of career choices available in the modern economy.
  • B. They have been socialized to act according to expectations rather than personal wishes.
  • C. They tend to focus too much on financial gain rather than personal fulfillment.
  • D. They lack the necessary information about starting salaries in various industries.
Question 2 of 9
What did psychologist Lisa Barron's 2006 study reveal about how men and women perceive their value in the workplace?
  • A. Women tend to determine their own value, while men rely on their employers to assess it.
  • B. Both men and women equally believe they are responsible for ensuring appropriate pay.
  • C. Women generally measure their value by what their employer pays them, assuming salaries are assigned fairly.
  • D. Men are more likely to complain about their salaries, while women negotiate more quietly.
Question 3 of 9
In the context of preparing for a negotiation, what does the acronym BATNA stand for?
  • A. Best Alternative to a Negotiated Agreement
  • B. Baseline Assessment of Target Negotiation Assets
  • C. Buyer and Tenant Negotiation Agreement
  • D. Behavioral Approach to Negotiating Assertively
Question 4 of 9
Why did women in the author's studies perform better when negotiating entry-level salaries compared to end-of-year bonuses?
  • A. Entry-level salaries are usually negotiated with HR departments rather than direct managers.
  • B. Women are generally more confident at the beginning of their careers than they are later on.
  • C. Companies have stricter equality policies for entry-level hiring than for bonus distributions.
  • D. Information on starting salaries is more readily available, preventing them from underestimating their value.
Question 5 of 9
What is the primary lesson from the story of Twyla, the aspiring director who tried to buy the rights to a novel?
  • A. You should always start with a low financial offer to leave room for negotiation.
  • B. Failing to understand what the other party truly values can cost you the negotiation.
  • C. Authors usually prefer to work with established directors rather than beginners.
  • D. Having a strong BATNA is the only way to secure creative rights in the film industry.
Question 6 of 9
When negotiating, what is the main difference between 'position-based' and 'interest-based' negotiation?
  • A. Position-based negotiation focuses on defending a specific stance, while interest-based negotiation seeks a win-win solution considering everyone's needs.
  • B. Position-based negotiation is predominantly used by women, while interest-based negotiation is predominantly used by men.
  • C. Position-based negotiation relies on having a strong BATNA, while interest-based negotiation relies on bluffing.
  • D. Position-based negotiation involves compromising by splitting the difference, while interest-based negotiation requires one party to yield completely.
Question 7 of 9
According to the author's 2007 study on job interviews, how did evaluators react to female interns who negotiated in a bold and aggressive manner?
  • A. They were viewed as strong leaders and were highly likely to be hired by female evaluators.
  • B. They were 50 percent less likely to get hired, regardless of the gender of the evaluator.
  • C. They were offered higher starting salaries but were placed in less collaborative roles.
  • D. They were evaluated exactly the same as male interns who displayed the same aggressive behavior.
Question 8 of 9
During a negotiation, why is it beneficial to focus on your 'upper target' rather than your 'reservation value'?
  • A. Focusing on the upper target ensures the negotiation will conclude much faster.
  • B. Focusing on the upper target intimidates the other party into accepting your first offer.
  • C. Focusing on the reservation value signals to the other party that you are willing to cooperate.
  • D. Focusing on the reservation value often leads to settling for less money, while aiming high results in better financial outcomes.
Question 9 of 9
According to the actionable advice on pricing, how should you respond if a buyer counters your initial asking price with a very low offer?
  • A. Drop your price steeply to show you are highly motivated to sell.
  • B. Accept the offer immediately to avoid losing the buyer to a competitor.
  • C. Make a small reduction to your initial price to indicate your reservation value is still relatively high.
  • D. Refuse to lower your price at all until the buyer makes at least three different offers.

Ask For It — Full Chapter Overview

Ask For It Summary & Overview

Ask For It (2008) gives women advice on how to successfully negotiate to get the jobs and salaries they want and deserve. These blinks outline the do’s and don’ts of negotiation so that those who aren’t used to asking for more can learn how to do so the right way.

Who Should Listen to Ask For It?

  • Women who want to be better negotiators
  • Anyone who’s afraid to ask for what they want
  • Women looking to further their careers

About the Author: Linda Babcock and Sara Laschever

Linda Babcock is a professor of economics and has won several awards as an educator. Her research has been published in the American Economic Review and the Quarterly Journal of Economics, among others.

Sara Laschever is a writer who renders complex themes into enjoyable and accessible prose. She writes about many topics such as pop culture, literature and science and has been featured in the New York Times, the Boston Globe, Glamour and Vogue.

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