Gender differences in negotiation are typically explained by processes that concern women (e.g., women anticipate backlash for assertive behavior). Research has begun to suggest that processes that concern men (e.g., men want to be seen as “real” men) also help to explain gender differences. However, these 2 approaches typically remain disconnected. Thus, we examined both types of processes in 3 studies examining people’s beliefs about the causes of gender differences in negotiation (total N = 931). Our studies showed that people endorsed to a similar, and sometimes even greater, extent processes that concern men as underlying gender differences in negotiation. Moreover, people’s beliefs about the causes of gender differences in negotiation were related to perceptions of the effectiveness of different diversity initiatives (i.e., interventions to reduce inequities) and willingness to support them.

谈判中的性别差异通常是由与女性有关的过程来解释的（例如，女性预计会强烈反对自信的行为）。研究已经开始表明，与男性有关的过程（例如，男性希望被视为“真正的”男性）也有助于解释性别差异。然而，这 2 种方法通常保持断开连接。因此，我们在 3 项研究中检查了这两种类型的过程，这些研究检查了人们对谈判中性别差异原因的看法（总共N = 931）。我们的研究表明，人们在相似的、有时甚至更大的范围内赞同将男性视为谈判中潜在的性别差异的过程。此外，人们对谈判中性别差异原因的看法与对不同多样性倡议（即减少不平等的干预措施）的有效性的看法以及支持它们的意愿有关。