Gender stereotypes—stylized expectations of individuals’ traits and capabilities based on their gender—may affect the behavior of diplomats and the processes of international negotiations. In a survey experiment in the Council of the European Union, we find that female representatives behaving stereotypically weak and vulnerable may trigger a chivalry reaction among male representatives, increasing the likelihood that the men will agree to support a bargaining proposal from the women. The effect is conditional on the negotiators’ cultural background—the chivalry reaction is displayed mainly by diplomats from countries with relatively low levels of gender equality. Our study contributes to the research on nonstandard behavior in international relations, and in particular the expression and reception of emotions in diplomacy. We argue that gender stereotypes may have a moderating impact on decision making based on such intuitive cognitive processes. We also add to the broader negotiation literature, both by showing the pervasiveness of gender stereotyping, and by testing at the elite level the generalizability of claims regarding gender effects derived from laboratory experiments. Overall, our findings demonstrate the importance of bringing gender into the study of international negotiations, where it has been largely and surprisingly ignored.

中文翻译：

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国际谈判中的性别刻板印象和骑士精神：欧盟理事会的一项调查实验

性别刻板印象——基于性别对个人特征和能力的程式化预期——可能会影响外交官的行为和国际谈判进程。在欧盟理事会的一项调查实验中，我们发现女性代表的刻板弱势和弱势行为可能会引发男性代表的骑士精神，增加男性同意支持女性讨价还价提议的可能性。这种效果取决于谈判者的文化背景——骑士精神的反应主要是来自性别平等水平相对较低的国家的外交官。我们的研究有助于研究国际关系中的非标准行为，特别是外交中情绪的表达和接受。我们认为，性别刻板印象可能会对基于这种直观认知过程的决策产生调节影响。我们还通过展示性别刻板印象的普遍性以及通过在精英层面测试实验室实验得出的关于性别影响的主张的普遍性来增加更广泛的谈判文献。总体而言，我们的研究结果表明了将性别纳入国际谈判研究的重要性，而在这方面，它在很大程度上被令人惊讶地忽视了。并通过在精英级别测试实验室实验得出的关于性别影响的主张的普遍性。总体而言，我们的研究结果表明了将性别纳入国际谈判研究的重要性，而在这方面，它在很大程度上被令人惊讶地忽视了。并通过在精英级别测试实验室实验得出的关于性别影响的主张的普遍性。总体而言，我们的研究结果表明了将性别纳入国际谈判研究的重要性，而在这方面，它在很大程度上被令人惊讶地忽视了。