Responsible negotiation: exploring the forest beyond the tree

Abstract

Purpose: Exploring responsible negotiation is like discovering the forest beyond the tree. The purpose of this paper is to develop seven steps that might be needed for negotiators to become more responsible. These steps take into account the people at the table, but also those behind and beyond the table, and those needed to sign, ratify and also implement the deal. A broad responsibility should also integrate legal, moral, systemic and environmental constraints, as well as the future of the next generation. Design/methodology/approach: Negotiation techniques may serve any goal, and therefore lead to irresponsible processes and outcomes. A selected review of the literature on negotiation theory is explored, and its current concepts are complemented to integrate responsibility. Findings: In total, seven levels of responsibility can be identified for negotiation: towards oneself, the other, respective principals, implementers, absentees, legal compliance, moral norms and values, and the next generation. Research limitations/implications: It is not clear if responsibility for negotiators should be studied in terms of degrees on a continuum towards heightened responsibility, or if a negotiator should pass the seven‐step test to be considered responsible. Practical implications: Negotiation skills are essential for leaders, who negotiate every day. Too often, however, negotiators' measure of success does not integrate responsibility. Social implications: Negotiation involves social interactions, but is often conceived as a self‐centered process, and at best as a dual or two‐level game. It is essential to show how negotiations have social implications that go much beyond these close interpersonal interactions. Originality/value: There is no other structured article on “responsible negotiation” – which means the paper fills a gap in the management literature. It is indispensable to launch a reflection on this topic, in the same way as there are reflections on “responsible leadership”, “responsible finance”, etc.