Public sector negotiations: An exploration of how public servants negotiate in the context of the public sector

Abstract

Negotiations have always been an integral part of the activities of actors in the public domain but have remained under-researched so far. This explorative study explores how public servants typically negotiate within the realm of the public domain. Findings indicate that public negotiations proceed slowly because of goal complexity, contradictory values and a lack of preparation of public servants. Respondents mention that the need for transparency and accountability for public servants does not give away their strategic position during negotiations. The monopolist position of many government organizations on the other hand has a great impact on their strategic position during negotiations. However, public negotiators do not take advantage of this position during negotiations.