This research paper aims to develop a negotiation theory and approach that exposes the asymmetrical power relations that pervade negotiations involving First Nation People (here designated as the Māori communities) and Non-First Nation People (Paakeha, particularly of European descent). I have adapted the Kaupapa Māori theory and method of research. Thus, it has emancipatory underpinnings, which are made evident by its liberal use Māori knowledge, ideas, and concepts.

As an experienced and successful practitioner and respected teacher of the profession of negotiation, I am interested in exploring the perceptions of the First Nation People and Non-First Nation People on a model of negotiation that is based on the identity of Māori impassioned with tino rangatirataga.1 Since a negotiation model is effectuated by its practitioner, I have developed a 40-item questionnaire that is designed to provide perception data from the answers of the respondents.

Though there may be several contradictory definitions of negotiation, they all share a tenet that people who are in conflicting positions can serve their needs better if they enter a negotiation. Thus, its functionality in keeping profitable and growth-enabling relationships has led to some epistemological space. Models of negotiation can be distinguished in terms of how they have conceived the processes and operations of negotiation, and these are puzzle-solving, bargaining game, organization management, and diplomatic politics. They have also been distinguished from each other in terms of their features and underlying assumptions. They vary in terms of their focus on power, rationality, negotiator’s traits, concession, and problem-solving.

Authors:
Paora Stanley, European Institute of Technology and Management, New Zealand

About the Presenter(s)
Paora Stanley is the CEO of Ngāti Te Rangi. Ngāti Te Rangi are also signatories to the deed entered between the Crown and the Tauranga Moana Iwi Collective in 2015 to receive cultural and commercial redress and enabling legislation.

See this presentation on the full schedule – Thursday Schedule

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