ABSTRACT
The previous analyses show distinctly different bargaining patterns for Latinos and women. Overall, Latino bargained less instrumentally than Anglos. Chapters Five and Eight showed some evidence that Latinos disputing with other Latinos held less monetarily-defined goals in mediation. Latino bargaining was “soft,” involving rather massive concessions both early and late in the process. In interviews, both Latino claimants and respondents reported motivations that were often relational without being hostile. Disputants of any ethnicity but especially lower status tended to leave mediation conducted by two Latino mediators with cooperative statements about their bargaining and high satisfaction; Latino-Latino dyads reported high satisfaction on both sides. For Latino claimants, the absence of strategic, instrumental motivation explained statistically the majority of ethnic differences in monetary outcomes.
