Study title

As many public services are contracted out, public servants have to negotiate more often. However, negotiation skills are seldom taught in public administration curricula. Moreover, the bargaining literature does not pay attention to the effects of public sector context on negotiation process and outcomes. We argue that characteristics such as serving public instead of individual interests will affect public servants’ preferences for specific outcomes. The need for public accountability will induce risk-averse strategies.

The proposed study aims to develop new theory on negotiations by public servants. Hypotheses will be tested in experiments, a novelty in public administration research.