Public Sector Negotiations

Abstract

Negotiation is ubiquitous in the public sector, from policy formation to budget allocation or the coordination of public–private partnerships. The focus on negotiations has nevertheless been somewhat limited in public administration research, but in neighboring disciplines such as behavioral economics and social psychology, negotiations have been studied extensively. This chapter aims at filling this gap.This chapter discusses negotiations by focusing on the individual negotiator. I focus on what a negotiation is and who negotiates in the public sector by discussing some substantive examples. Distributive and integrative negotiations are discerned and are accompanied by some public sector illustrations. Specific attention is given to public sector distinctiveness in context and its workers and its potential consequences for negotiations.