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Negotiation in the Public Sector

Course outline:

Negotiation is an integral part of everyday business. Even in the public sector, you will have to negotiate with wide varieties of stakeholders, both inside and outside the office, in various stages of policy-making and implementation. Theory and practice of negotiation has been explored particularly in the US for the last thirty years and they have been taught at most professional schools (e.g., public policy and business schools). This course follows the same format of teaching negotiation in these American professional schools. The course will provide an overview of theories and techniques for negotiation analysis and also opportunities for the students to test and improve their practical negotiating skills through simulated negotiations.

Textbooks:

- Fisher, R. and Ury, W. (1991). Getting to Yes, Penguin.

- Lax, D. and Sebenius, J. (1987). Manager as Negotiator, Free Press.

Class schedule

4/6

Introduction

-Introduction to the course

4/13

Position and Interests, BATNA

-Separating positions and interests
-Best Alternative to a Negotiated Agreement

4/20

Distributive bargaining

-Single-issue negotiation that tends to end up In competitive strategies

4/27

Negotiation exercise (1)

-Simulated negotiation of distributive bargaining between a pair of students

5/11

Integrative Bargaining

-Multiple-issue negotiation that enables value creation (Win-Win) for both sides

5/18

Negotiation exercise (2)

-Simulated negotiation of integrative bargaining between a pair of students

5/25

Multi-party negotiation

-Resolving public policy disputes often involves a number of stakeholders
-Multi-party negotiation requires stakeholder identification and process management

6/1

Negotiation exercise (3)

-Simulated negotiation of multi-party negotiation

6/8

Facilitating dialogue

-Learn practical techniques for facilitating dialogues for negotiation

6/15

Negotiation exercise (4)

-Simulated negotiation involving the facilitator's role

6/22

Fairness in distributing value

-Challenges of creating and claiming value and theoretical discussions about the "fair" distribution of added values

6/29

Value-laden disputes

-Public policy disputes are often entrenched by value-laden discourses that cannot be negotiated for a resolution, but how can we deal with them?

7/6

Negotiation exercise (5)

-Simulated negotiation of value-laden issues

7/13

Dispute resolution systems design

-Embedding an institutional system in an organization for resolving possible disputes through negotiation.

7/20

Wrap-up

-Final exam and wrap-up