Negotiation Consulting: Applying Theory and Research to Practice

In: American behavioral scientist: ABS, Band 43, Heft 10, S. 1681-1703

Abstract

Negotiation is a common transaction within government, between governments, and between government and its citizens. Consulting to improve the skills and competencies of negotiators and to develop "cultures of negotiation" in government organizations is a practice that appears to be gaining currency. Five sample assignments are described from both substantive and business perspectives. From these illustrations, a typology of the available points of entry for negotiation consultants is presented. Some of the problems and reasons for hesitancy on the part of prospective clients in employing such consulting support are discussed, and ways of overcoming these objections are suggested.