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If you test men and women,
如果你測試男性和女性，
and you ask them questions on totally objective criteria like GPAs,
你問他們問題，按完全客觀的標準平均成績來算，
men get it wrong slightly high,
男性會錯誤的高估一些，
and women get it wrong slightly low.
女性則會錯誤地低估一些。
Women do not negotiate for themselves in the workforce.
女性在職場不會為自身利益去談判。
A study in the last two years
在過去兩年，
of people entering the workforce out of college
關于人們從學校進入職場的一個調查
showed that 57 percent of boys entering,
表明57%的男生
or men, I guess,
或男性進入職場，我猜
are negotiating their first salary,
會協商他們的第一份薪水，
and only seven percent of women.
只有7%的女性會去協商。
And most importantly,
更重要的是，
men attribute their success to themselves,
男性把他們的成功歸功于他們自身，
and women attribute it to other external factors.
而女性則歸功于其他外部因素。
If you ask men why they did a good job,
如果你問男性為什么他們能把工作做好，
they'll say, "I'm awesome.
他們會說，“我棒極了。
Obviously. Why are you even asking?"
這是顯而易見的。這還用問嗎？”
If you ask women why they did a good job,
如果你問女性是什么使她們在工作中出色，
what they'll say is someone helped them,
她們會說有人幫助她們，
they got lucky, they worked really hard.
她們很幸運，她們工作異常努力。
Why does this matter?
這個問題很重要嗎？
Boy, it matters a lot
大家，這關系很大
because no one gets to the corner office
因為沒人得到角落辦公室的職位
by sitting on the side, not at the table,
要是只坐在旁邊，而不是桌邊。
and no one gets the promotion
沒人得到提升
if they don't think they deserve their success,
如果他們認為他們不應享有這成功，
or they don't even understand their own success.
或者他們甚至不明白他們自己的成功。
I wish the answer were easy.
我但愿這答案是容易的。
I wish I could just go tell all the young women I work for,
我希望我盡可能告訴我所共事過的所有年輕女性，
all these fabulous women,
所有這些非常棒的女性，
"Believe in yourself and negotiate for yourself.
“相信你們自己，為自身利益要討價還價。
Own your own success."
把握住你的成功。”
I wish I could tell that to my daughter.
我希望我也能告訴我的女兒。
But it's not that simple.
但這不是很簡單。
Because what the data shows, above all else, is one thing,
因為首先是數據表明的是一件事
which is that success and likeability
它表明成功和人緣親切性
are positively correlated for men
對于男性來說是積極影響的
and negatively correlated for women.
而對于女性來說是負面影響的。
And everyone's nodding,
每個人都點頭，
because we all know this to be true.
因為我們大家都知道這是真的。
There's a really good study that shows this really well.
一個非常棒的研究也很好地表明了這一觀點。
There's a famous Harvard Business School study
哈佛商學院的一個著名研究
on a woman named Heidi Roizen.
是有關于一位叫海蒂·羅森的女性。
And she's an operator in a company
她是硅谷一家公司的
in Silicon Valley,
負責人，
and she uses her contacts
她使用她的關系
to become a very successful venture capitalist.
成為一名非常成功的風險資本家。
In 2002 -- not so long ago --
在2002年，不久前
a professor who was then at Columbia University
當時在哥倫比亞大學的一位教授
took that case and made it Howard Roizen.
做這個例子和把它改成霍華德·羅森。
And he gave the case out, both of them,
他把這個案例，他們兩人
to two groups of students.
向兩組學生展示。
He changed exactly one word:
他只改變了一個詞：
"Heidi" to "Howard."
海蒂到霍華德。
But that one word made a really big difference.
但這個詞就造成了非常大的差異。
He then surveyed the students,
然后他調查學生。
and the good news was the students, both men and women,
好消息是學生們，男生和女生
thought Heidi and Howard were equally competent,
認為海蒂和霍華德都是能力相當的，
and that's good.
這很好。
The bad news was that everyone liked Howard.
但壞消息是每個人都喜歡霍華德。
He's a great guy. You want to work for him.
他是個了不起的人，大家都想和他共事，
You want to spend the day fishing with him.
大家都想和他去釣魚。
But Heidi? Not so sure.
但海蒂呢？不好說。
She's a little out for herself. She's a little political.
她有點只為自己著想，對政治有點熱衷。
You're not sure you'd want to work for her.
大家不太想和她共事。
This is the complication.
這是復雜的。
We have to tell our daughters and our colleagues,
我們得告訴我們的女兒和我們的同事，
we have to tell ourselves to believe we got the A,
我們得告訴我們自己相信我們能獲得A，
to reach for the promotion,
得到提升，
to sit at the table,
坐在桌邊。
and we have to do it in a world
我們在這世上得做到這點
where, for them, there are sacrifices they will make for that,
在世上，女性要爭取這些就得做出犧牲，
even though for their brothers, there are not.
盡管她們的兄弟不用為此而付出犧牲。
The saddest thing about all of this is that it's really hard to remember this.
所有關于這的最可悲的事是很難記住這個。
And I'm about to tell a story which is truly embarrassing for me,
我將講個對我來說是個真正尷尬的故事，
but I think important.
但我認為它很重要。
