The role of reflexivity in labor negotiation agreements: The strategy of le bar d’en face

In the field of research dedicated to labor and to organizational negotiation different approaches have been developed, each focusing on a specific aspect of this multidimensional process. We refer to the situational, individual differences, cognitive and motivational approaches. Though these approaches contributed to widen our knowledge of the conditions that favors integrative processes in conflictual negotiations, labor negotiators’ identity as for its effect on the emergence of integrative processes is still a promising field to explore. Moreover, we believe that additionally to negotiator’s identity, negotiator’s reflexivity is a variable that deserves to be explored as for its’ impact on negotiator’s integrative behavior. In the present study, after defining the concepts of professional identity, identity work and reflexivity, we present and thoroughly analyze a case study that brings to light original results concerning the link between individual and collective reflexivity and integrative processes in conflictual labor negotiation.