Purpose This article aims to explore the fundamental negotiation structure as a demand/response dynamic. It tests it in a complex business system, where a manager as a negotiator is confronted with multiple demands or pressures at different levels from a variety of stakeholders, both external...

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...