ABSTRACT
Negotiations in general, and mediated negotiations in particular, take place in settings that evoke both competitive and cooperative motives in disputants. Although negotiation analyses traditionally assume negotiators maximize their own outcomes, culture and gender theories specifically suggest that Latinos and women might have more cooperative motivations. This section discusses recent developments in negotiation theory and application to ethnic and gender relations at greater length. The results section clarifies the role of the mediation forum by limiting statistical analyses to ethgender patterns during the mediation session (see the monetary outcome sample described in Appendix Table 4.i). The chapter concludes with a closer examination of divergent bargaining trajectories based on the ethgender of the other party that appeared to be empowered by the mediation situation.
