Applying Negotiation Skills in the Design of Public Policies: Analysis of the City of São Paulo’s Invoice Program

Clarissa Marcondes Macéa
São Paulo Law School of Fundação Getulio Vargas FGV DIREITO SP

June 18, 2014

Direito GV Research Paper No. 98

Abstract:

The author argues that by applying problem-solving negotiation skills in the design of public policies, public administrators benefit from more effective and wide-ranging outcomes in the realization of their goals. In order to demonstrate this idea, the author analyzes how negotiation skills – such as identifying key actors and their interests, recognizing hardbargaining tactics and changing the players, knowing your best alternative, creating value and building trust – permeated and contributed to the success of the City of São Paulo’s Invoice Program (“Programa Nota Fiscal Paulistana”), a public policy aimed at combating tax evasion of service tax in the City of São Paulo.

Applying Negotiation Skills in the Design of Public Policies- Analysis of the City of São Paulo’s Invoice Program

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