Tipping Point, The: How Little Things Can Make
Interpretation (Eagly), 66
a Big Difference (Gladwell), 13–14
“sex-typing,” 67
“tokenism,” 80
Shadow Negotiation, The: How Women Can Mas-
Toward a New Psychology of Women (Miller),
ter the Hidden Agendas that Determine Bar-
122
gaining Success (Kolb and Williams), 123,
Toy Story movies, 69–70
173
Trump, Donald, 98
Shalit, Wendy, 100
Turlington, Christy, 98
Shelby-Hyde, Janet, 71
“turnip-to-oyster” scale. See “recognition of op-
Showers, Carolin, 71
portunity” scale
Siegelman, Peter, 148–149
Slovic, Paul, 135–136
“Ultimatum Game,” 149–150
Small, Deborah, 2–3
union membership, xi
social “epidemics,” 14
Ury, William, 123–124, 127, 167
social sanctions, 86–87. See also gender roles,
penalties for violating
Valian, Virginia, 8, 47, 94, 110, 180, 183
socialization of children, 27–31, 67, 69–72;
venture capital, gender inequities in distribu-
gender differences in forms of play, 120–
tion of, 24, 56
121; gender differences in chores assigned,
29–30, 46–47
Solnick, Sara, 149–150
Wade, Mary, 87, 154–156
Sommers, Christina Hoff, 100
wages. See earnings and gender inequality
Sondak, Harris, 116
Wagner, Richard, 177
Sonnert, Gerhard, 77
Wall Street Journal, 58
Stayn, Heidi, 2–3
War against Boys, The: How Misguided Femi-
Steck, Ron, 85
nism Is Harming Our Young Men (Sommers),
Steele, Claude, 79
100
“stereotype threat,” 79–81
Weitzman, Lenore J., xii
Sternberg, Robert, 177
Wellington, Sheila, 82
222
I N D E X
What’s Holding You Back? 8 Critical Choices for
9–10; and goals, 132–135, 142–143; at
Women’s Success (Austin), 24, 181
home, 180–185; and importance of initiat-
“When the Mentor Is a Man and the Prote´geé
ing, ix–xiii, 4–7, 54–58; and perceptions of Is a Woman” (Fitt and Newton), 152–153
conflict, 119–122; and perceptions of enti-
Who Succeeds in Science: The Gender Dimension
tlement, 52–54, 58; and protecting relation-
(Sonnert), 77
ships, 117–119, 122; and recognition of op-
Why So Slow? The Advancement of Women (Val-
portunities, 20, 31–32, 38–40; and self-
ian), 8, 94
confidence, 71–72, 122, 140–142, 142–
Williams, Judith, 123, 173
144. See also advice for women; salary nego-
Winfrey, Oprah, 64
tiations; negotiation, gender differences in;
Winter Olympics (2002), 99–100
advocacy, and negotiation
women: adjusting their behavior between pri-
women managers, perceptions of, 85–86, 89,
vate and public, 87; advice for ( see advice
90–91
for women); and belief in the legitimacy of
Women’s Health Initiative, 162
their own inferiority, 77; common assump-
women’s magazines, 64
tions of, 18; and competition, 102–104;
women’s work: ambiguity about women’s mar-
and devaluation of their work, 78, 91–93,
ket value, 50–54, 59–60; and gender-based
94–95; and economic progress, xii, xiii, 49,
comparisons, 49; and historical roles, 65–
94–95; and gender norms, 86–87, 89–91;
and importance of access to leadership posi-
childhood chores, 46–49; labor force partic-
tions, 160–163; and importance of relation-
ipation by college-educated women, 44–45;
ships, 117–119; and international differ-
and occupational segregation, 65–66; value
ences in average earnings compared to
of, 43–46. See also costs of undervaluing
men, 95; and labor-force participation
women’s work
rates, general, xi; and labor-force participa-
workers: and changes in organizational
tion rates of college-educated women, 44–
structure, x; and impact of mergers and
45; and likeability, 87–89; in the media,
acquisitions, x; and job turnover statistics,
68; and perceptions of them as managers,
x–xi; and rising levels of female self-
85–86, 89, 90–91; and politics, 25; re-
employment, xi; and union member-
sponses to leadership behavior, 89–91;
ship, xi
and self-employment, xi; and single moth-
Working Mother magazine awards, 82–83
ers, xii; and voting rights, 24. See also gen-
“work/life” benefits, 83
der roles; women, and negotiation; wom-
en’s work
Xena: Warrior Princess, 70
women, and negotiation: and ability to evalu-
ate fair outcomes, 41–43, 46, 49, 59–60,
Yoder, Janice, 107
137–138; in advocacy situations, 154–157;
You Just Don’t Understand: Women and Men in
and anxiety, 113–116, 123–129; and exter-
Conversation (Tannen), 121
nal constraints on behavior, 87–91, 148–
150; and external constraints on success,
Zigler, Edward, 117
148–150; and focus on cooperation, 168–
Zuckerman, Marvin, 138. See also sensation-
173; and frequency of initiating, 1–4, 5–7,
seeking, scales measuring
223
Document Outline
CONTENTS
PREFACE: Why Negotiation, and Why Now?
INTRODUCTION: Women Don’t Ask
CHAPTER ONE: Opportunity Doesn’t Always Knock
CHAPTER TWO: A Price Higher than Rubies
CHAPTER THREE: Nice Girls Don’t Ask
CHAPTER FOUR: Scaring the Boys
CHAPTER FIVE: Fear of Asking
CHAPTER SIX: Low Goals and Safe Targets
CHAPTER SEVEN: Just So Much and No More
CHAPTER EIGHT: The Female Advantage
EPILOGUE: Negotiating at Home
ACKNOWLEDGMENTS
NOTES
REFERENCES
INDEX A
B
C
D
E
F
G
H
I
J
K
L
M
N
O
P
R
S
T
U
V
W
X
Y
Z
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