Purpose: The purpose of this paper was to examine a resource negotiation between a company and an Indigenous community and the negotiation approach used by the aforementioned company. Design/methodology/approach: The data relating to a one year period was gathered from the community in a two stage process and subjected to content analysis. Findings: The data indicated that the company primarily adopted a power-based negotiation approach, based on the company’s retention of power, inappropriate communication, representation and timeframes, the absence of rules and pretence at negotiation. Research limitations/implications: This study was limited in that it only covers the communities point of view. Due to time and money limitations the companies point of view was not sought. Practical implications: This study provides recommendations around community representation, communication and unity that could reverse the one sided Originality/value: This paper adds to the literature as it looks at resource negotiation and the approach taken by a certain company from the perspective of an Indigenous community.
e-Journal of Social & Behavioural Research in Business / Vol. 4, No. 1, pp.20-30