How one approaches gender differences in general likely influences the way one handles mixed-gender negotiations. In the present paper, we examine general beliefs on how women negotiators do-as opposed to how they "should"-handle gender in order to increase their chances of success. First, we hypothesised that people's general beliefs would support a sexblindness ideology according to which gender is, and indeed should be, ignored in order to succeed. Second, because negotiation comes across as a stereotypically masculine activity, we predicted that prescriptions regarding what women should do to succeed would commonly favour assimilationism (the belief that women need to assimilate to male norms) over sexawareness (the belief that gender differences should be acknowledged and celebrated). We nevertheless predicted a general belief that women might stay away from these prescriptions and rely more on their gender (i.e. endorse sexawareness over assimilationism) within feminine as compared to masculine and neutral-topic negotiations. Together, our two experiments confirm these predictions. We discuss our results in terms of the consequences on women's gender ideology-based strategies, a potentially relevant aspect to their actual negotiating outcomes.

中文翻译：

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“不管你做什么，都不要让他发现你是女人！” 女性性别意识形态的普遍信念作为混合性别谈判中话题的函数

人们通常如何处理性别差异可能会影响人们处理混合性别谈判的方式。在本文中，我们研究了关于女性谈判者如何做——而不是她们“应该”如何——处理性别以增加她们成功的机会的普遍信念。首先，我们假设人们的普遍信念会支持一种性别盲视意识形态，根据该意识形态，性别被并且确实应该被忽略以取得成功。其次，因为谈判是一种典型的男性化活动，我们预测关于女性应该做什么才能取得成功的处方通常有利于同化主义（认为女性需要同化男性规范）而不是性意识（认为性别差异应该被承认）并庆祝）。尽管如此，我们预测了一个普遍的信念，即与男性和中性话题谈判相比，女性可能会远离这些处方，更多地依赖她们的性别（即支持性意识而不是同化主义）。我们的两个实验一起证实了这些预测。我们根据对女性基于性别意识形态的策略的影响来讨论我们的结果，这是与她们的实际谈判结果潜在相关的方面。