An Indigenous Ontological Approach To Negotiation: Harnessing Relational Resonance Through A Framework Grounded Within People, Country, and Systems

In this paper, we reframe negotiation as a practice of relational resonance rather than the traditional Western approach taught in most management education programs which holds, at its core, elements of individualism and competition. Drawing on the Gongan Cultural and Spiritual Paradigm and tenets of ontological intelligence, we introduce an Indigenous ontological framework which is grounded within people, Country, and systems. To illustrate this framework visually, we present a relational mapping of six interconnected domains which we propose will assist students in exploring and understanding both the who and what of negotiations. Contrasting with Western models centered on BATNAs, targets, and self-interest, our approach draws upon concepts of reciprocity, care, connection, and the more-than-human relationships that sustain us. For management educators and practitioners, relational resonance offers both a critique and a pedagogical invitation—to teach and practice negotiation as a living process of restoring balance and nurturing belonging.