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Contact Information: Tanya Klein Public Relations 973-596-3433

Upcoming Talk at NJIT Focuses on Teaching Women How To Negotiate Effectively

Women often think that they are working themselves to death and still not getting the rewards and advancement they deserve.  However, according to economist Linda Babcock, PhD, of Carnegie Mellon University and free-lance writer Sara Laschever, there is a better way.

Laschever will describe how women can negotiate more effectively for the things they want when she speaks from noon- 2 p.m., March 23, 2004, at New Jersey Institute of Technology (NJIT).  Laschever and Babcock are co-authors of the nationally acclaimed book Women Don’t Ask:  Negotiation and the Gender Divide (Princeton University Press, 2003). 

The talk will be held in Room 3730, Guttenberg Information Technologies Center, located at the intersection of Lock St. and Central Ave.  (Editors and reporters:  To reserve a parking spot, call Sheryl Weinstein, 973-596-3436.) 

Laschever will not only discuss her book, but also conduct an interactive workshop with her audience to drive home her points about negotiation. Many female students, staff and faculty are expected to attend and will be available to the media for comments.

[NSF1] Babcock is the James M. Walton Professor of Economics at Carnegie Mellon University's H. John Heinz III School of Public Policy and Management. Laschever is a writer whose work has been published by the New York Times, the New York Review of Books, the Village Voice, Vogue, and other publications.

“We thought this was an excellent event for women’s history month,” said Nancy Steffen-Fluhr, PhD, professor of English at NJIT. “Negotiation is the hot issue for career women.”  Steffen-Fluhr also directs the Murray Center for Women in Technology at NJIT

[NSF2] The idea for this book occurred when Babcock asked her dean at Carnegie Mellon University why so many male graduate students were teaching their own courses and most female students were assigned as assistants.  The response was, "More men ask. The women just don't ask."  It turns out that whether they want higher salaries or more help at home, women often find it hard to ask. Sometimes they don't know that change is possible--they don't know that they can ask. Sometimes they fear that asking may damage a relationship. And, sometimes they don't ask because they've learned that society can react badly to women asserting their own needs and desires.

By looking at the barriers holding women back and the social forces constraining them, Women Don't Ask shows women how to reframe their interactions and more accurately evaluate their opportunities. It teaches them how to ask for what they want in ways that feel comfortable and possible, taking into account the impact of asking on their relationships. And it teaches how to recognize the ways in which institutions, child-rearing practices, and unspoken assumptions perpetuate inequalities--inequalities that are not only fundamentally unfair but also inefficient and economically unsound.

With women's progress toward full economic and social equality stalled, women's lives becoming increasingly complex, and the structures of businesses changing, the ability to negotiate is no longer a luxury but a necessity. Drawing on research in psychology, sociology, economics, and organizational behavior as well as dozens of interviews with men and women from all walks of life, Women Don't Ask is the first book to identify the dramatic difference between men and women in their propensity to negotiate for what they want. It tells women how to ask, and why they should.

For more information about the book, visit Princeton University Press at http://pup.princeton.edu/titles/7575.html.

NJIT, New Jersey's science and technology university, enrolls approximately 10,000 students pursuing bachelor's, master's and doctoral degrees in 120 programs. The university consists of six colleges: Newark College of Engineering, College of Architecture and Design, College of Science and Liberal Arts, School of Management, College of Computing Sciences and Albert Dorman Honors College. U.S. News & World Report's 2012 Annual Guide to America's Best Colleges ranked NJIT in the top tier of national research universities. NJIT is internationally recognized for being at the edge in knowledge in architecture, applied mathematics, wireless communications and networking, solar physics, advanced engineered particulate materials, nanotechnology, neural engineering and e-learning. Many courses and certificate programs, as well as graduate degrees, are available online through the Division of Continuing Professional Education.