Cover image for The good girl's guide to negotiating : how to get what you want at the bargaining table
The good girl's guide to negotiating : how to get what you want at the bargaining table
Whitaker, Leslie.
Personal Author:
First edition.
Publication Information:
Boston : Little Brown, [2001]

Physical Description:
xii, 276 pages ; 25 cm
Format :


Call Number
Material Type
Home Location
Item Holds
HQ1206 .W63 2001 Adult Non-Fiction Open Shelf

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A book for every woman who ever made a bad deal because she was too nice. Lively & invaluable & based on advice from experts in the field & many real-life examples, it shows women how to develop expert negotiating skills. Emphasizing the skills that women bring to the negotiating table, such as listening astutely & empathy, the authors show women how to negotiate to their best advantage. They teach readers how to recognize & control those traits that undermine women's negotiating abilities, such as the tendency toward avoiding conflict & sending internal self-defeating messages. In the end, readers will come away with finely honed skills that will help them in any bargaining situation.

Reviews 2

Booklist Review

Journalists Whitaker and Austin, once victims themselves, now set the scene for win-win negotiations, and they impart their advice with a chuckle. Three powerful and natural female instincts, they say, can be deployed to best effect when negotiating: empathizing with the other side, listening to your opponent, and interpreting nonverbal cues. Plus, specific remedies are gladly given for such commonly negative negotiation events as car purchases, prenuptial agreements, and salary talks; and they even offer pointers on how not to cry (looking up at the ceiling is their major advice on that score). Start with baby-sitter bargaining--and graduate to practicing unlocking deadlocks. --Barbara Jacobs

Publisher's Weekly Review

Whitaker, a reporter at Time and ghostwriter of The Beardstown Ladies' Commonsense Investment Guide, and Austin, a contributing editor at Self, know from firsthand experience that many women don't negotiate effectively. Whitaker says she never considered requesting more than a flat fee for her work on the Beardstown book, but later rethought her position when the book became a bestseller, reaping countless profits for the packager. Whether accepting a new job, closing a real estate deal or considering volunteer projects, women should not fall into common traps of giving up too easily, acting overly nice or selling themselves short, Whitaker and Austin urge. Writing in an upbeat style, the authors provide lots of morale-boosting examples of women who have managed to conquer their weaknesses and adopt winning negotiating strategies, along with studies demonstrating the differences between how men and women negotiate. Careful preparation, listening to the other party and patience are key negotiating strengths common among women, they say. They also offer many standard tips for specific situations, such as negotiating on the phone, advising women who need time to think out their negotiating strategy to simply say it's not a good time to talk and to call back when they're ready. (Mar. 6) Forecast: The message that women can be good girls but not end up as doormats may hit home for many readers, especially if the authors make their case on national television as planned. Still, given the competition, and the familiarity of much of the advice, the book's success is likely to be modest. (c) Copyright PWxyz, LLC. All rights reserved

Table of Contents

Authors' Notep. ix
Acknowledgmentsp. xi
Introductionp. 3
Chapter 1 Good Girls 'R' USp. 6
Life Is a Garage Salep. 23
Chapter 2 Getting to Youp. 25
How to Say Nop. 27
The Little Red Hen Doesn't Live Here Anymore: Negotiating Houseworkp. 31
Tit for Tatp. 38
Bedtime Stories: Negotiating in the Boudoirp. 41
Look Homeward, Good Girl: Buying a Housep. 50
Chapter 3 Good Girl Powerp. 59
Take My House, Please: Selling Your Housep. 66
Pay Dirt: How to Get the Salary You Deservep. 77
Telephone Tipsp. 93
Team Good Girlp. 95
Chapter 4 Prep Timep. 99
Deals on Wheels: Buying a Carp. 101
The Check's in the Mail: Negotiating with Liarsp. 117
Chapter 5 Table Mannersp. 130
Love Is a Miracle, Marriage Is a Contract: Prenuptial Agreementsp. 135
No More Tears: How to Keep from Cryingp. 141
Medical Maneuvers: Negotiating with Your Doctorp. 153
Chapter 6 The Negotiation Dancep. 157
A Fair Split: Negotiating Your Divorcep. 163
Hiring a Prop. 179
Chapter 7 Boy Ploysp. 194
One Last Deal: Negotiating a Funeralp. 209
Getting in the Driver's Seat: Car Leasingp. 221
Chapter 8 It Ain't Over Till It's Over (And Even Then It May Not Be Over)p. 226
Winner's Cursep. 231
Getting the Most out of a Nop. 234
A Few Words About Contractsp. 243
Chapter 9 Good Girls--the Next Generationp. 248
"If You Do That Again, I'll Kill You": Negotiating with Your Childrenp. 251
Rehearsing for the Tough Onesp. 260
Bibliographyp. 265
Indexp. 269