Pushback: How Smart Women Ask--and Stand Up--for What They Want
April 2012, Jossey-Bass
In Pushback, top leadership consultant Selena Rezvani argues that self-advocacy is critical to success. Yet women initiate negotiations four times less often than men, resulting in getting less of what they want—promotion opportunities, plum assignments, and higher pay. This book shines a light on the real rules of holding your own and pushing back for what is rightfully yours. Drawing on interviews with high-level leaders, Rezvani offers readers in the first half of their career the unedited truth about how women have asked their way to the top and triumphed—and how you can too.
- Includes interviews with top business leaders such as Marie Chandoha, CEO of Charles Schwab Investment Management; Cindi Bigelow, President of Bigelow Tea Company; Fizzah Jafri, COO at Morgan Stanley; Rosemary Turner, President at UPS; and Irene Chang Britt, Chief Strategy Officer at Campbell's Soup
- Offers a reliable and methodic approach to negotiating and navigating tough conversations
- Highlights compelling facts and research from the world of psychology and leadership
Insightful and accessible, Pushback is a timely resource for savvy women who want to leverage their skills, promote themselves effectively, and fast track their careers.
Lois P. Frankel
1 Why Push Back? 1
2 Find Your Pushback Style 23
3 Prepare Psychologically 45
4 Do Your Homework 73
5 Maneuvering Through the Conversation 105
6 Follow Up 141
7 Push Back to Own Your Career 165
About the Author 197
Selena Rezvani is the co-owner of Women's Roadmap, a consulting firm that elevates more women into leadership through assessment, design of gender-inclusive policies, and coaching. Rezvani is a commentator on NPR's 51 Percent: The Women's Perspective, writes columns for The Washington Post and Forbes, and is the author of The Next Generation of Women Leaders.
“[Pushback] is a powerful account, highly
recommended for any business or women's issues
—Midwest Book Review
“Pushback is a must-read for women in or seeking to
enter the workforce. Selena Rezvani shows that you can use your
assets as a woman and ask for what you want—whether a
promotion, a new challenge, or a raise.”
—Katharine Weymouth, CEO, The Washington Post
“Leveraging sophisticated strategy and pragmatic action,
Selena Rezvani equips women with the tools to negotiate for more
than money. Better work assignments, job flexibility, and even the
ability to hold your own in a debate await in
Pushback—a required text for all professional
—Sylvia Ann Hewlett, Ph.D., president, Center for Work-Life Policy
“Pushback is a brilliantly written book. Chock-full
of bad habit breakers, Pushback teaches women how to become
resilient negotiators. If women take Selena's advice to heart, I
know they will be thrilled with the outcome. The lessons in
Pushback will allow every woman's career to leap
—Janet Hanson, founder and CEO, 85 Broads
“Power is about 20 percent conferred and 80 percent taken.
Good things don't come to those who wait; they come to those who
ask, negotiate, and push. For women—or men—to get what
they deserve, they must get over the platitudes and attitudes that
hold them back. Reading and implementing the wisdom of
Pushback is a great way to start.”
—Jeffrey Pfeffer, professor, Graduate School of Business, Stanford University; author, Power: Why Some People Have It—and Others Don't
“‘Can you do any better?’ Not only is this a
key question during a negotiation, it's one that women first need
to ask themselves. Through in-depth research and candid interviews
with top female executives, Pushback delves into why many
women view negotiation as intimidating and empowers them with the
roadmap they need to find success—and the money, status, and
esteem that come with it—by turning any negotiation into
‘a conversation that ends in agreement.’”
—Jim Hopkinson, author, Salary Tutor: Learn the Salary Negotiation Secrets No One Ever Taught You
“Pushback performs the service of arming women with
the single most compelling career advancement strategy at their
disposal: negotiating skills. Rezvani's day-to-day bargaining
tactics are simple to apply, yet intensely effective and stunningly
—Linda C. Babcock, Ph.D., James Mellon Walton Professor of Economics, Carnegie Mellon University; coauthor,Women Don't Ask
“Any woman who has ever swallowed hard and accepted less
than she should at work will benefit from this book. Selena
provides a template for negotiating gracefully and powerfully for
what you want, need, and deserve.”
—Sally Helgesen, author, The Female Vision and The Female Advantage
“You must read Selena's new book, Pushback. In an
age of intellectual capital where value added is so often
subjective, it is absolutely vital for women leaders to highlight
their contributions and ask for what they want, and this dynamite
book will teach you how to find your own voice and style for
—Manisha Thakor, coauthor, On My Own Two Feet: A Modern Girl's Guide to Personal Finance
“Pushback is a compelling playbook for taking
charge. Selena Rezvani nails the personal tools—from
negotiating persuasively to thinking strategically—for the
leadership of which all managers are capable and on which all firms
—Michael Useem, professor of management, director of the Leadership Center, Wharton School, University of Pennsylvania
Census statistics show that women still earn 77 percent of what men earn. Despite this pay gap, women still negotiate four times less often than their male counterparts, resulting in less advancement opportunities, fewer plum assignments and lower pay. Why does this persistent problem always seem to exist?
In Pushback: How Smart Women Ask – and Stand Up – For What they Want (Jossey-Bass; 978-1-1181-0490-3; April 2012), top leadership consultant Selena Rezvani argues that self-advocacy is critical to success and teaches women the essential art of asking for what they want and of pushing back to get it. Emphasizing that a full 60% of woman’s career success hinges on her “pushback” skills, Rezvani shines a light on the real rules of holding your own and asking for what you want. Through actionable tips from successful female executives, such as: Marie Chandoha, CEO of Charles Schwab Investment Management; Cindi Bigelow, President of Bigelow Tea Company; Fizzah Jafri, COO at Morgan Stanley; and Rosemary Turner, President at UPS, Pushback addresses professional women’s most pressing issues:
- Why negotiation represents the single most important skill for Gen Y women -- and how learning the art of negotiating early can increase a woman’s overall happiness and wellbeing later in life.
- How working mothers can and should use negotiation as a lever for getting support and accommodations -- from employers to family members.
- Five forms of self advocacy that the next generation of women leaders must know in order to succeed in business and move into top positions.
- How women can successfully bargain using their natural assets - whether for a new job, a flexible arrangement, paid leave, or better compensation and benefits.
“More than anything, people negotiate less than they should because of low expectations. By setting our sights high and equipping ourselves with new skills, we can get “yes” decisions from others - thereby improving our professional and personal lives,” says author Selena Rezvani.
Written in a "from-me-to-you" style and filled with poignant personal anecdotes from successful female executives, Pushback is essential for any women at any spectrum of her career who wants to fast-track her success.
Pushback: How Smart Women Ask--and Stand Up--for What They Want (US $26.95)
Total List Price: US $51.90
Discounted Price: US $38.92 (Save: US $12.98)