Communication with Stakeholders & Negotiations

Professor: Robert Rogowsky

The purpose of this set of lectures is to give students an understanding of the importance of strategically assessing how and why to identify and, through persuasion and negotiation, control, the stakeholders who will affect government policy. The course will examine how the structures, environments, interests, agendas and constituencies of businesses, civil society, academia, and governments shape their relationships and drive policy outcomes.

Learning Objectives

To give students a more clear understanding of and power based on advocacy in the policy space where governments (both domestic and foreign), and stakeholders (both national and multinational) interact.

Optional Readings/ Additional resources:

• Ackermann and Eden, “Strategic Management of Stakeholders,” Long Range Planning, (44) 2011, pp 179-196. (Included below)
• Managing Government Relations in the Future, McKinsey Quarterly, 2011, at: http://www.mckinsey.com/insights/public_sector/managing_government_relations_for_the_future_mckinsey_global_survey_results
• “U.S. States Defy Trump Climate Pact Withdrawal,” Wall Street J, June 2, 2017. (Included Below)
• Why good companies create bad regulatory strategies,” McKinsey Quarterly, 2011: http://www.mckinsey.com/insights/strategy/why_good_companies_create_bad_regulatory_strategies
• Organizing the government-affairs function for impact,” McKinsey Quarterly, 2013: http://www.mckinsey.com/insights/strategy/organizing_the_government_affairs_function_for_impact
• “Francis Fukuyama: America is in ‘one of the most severe political crises I have experienced,’” https://www.vox.com/2016/10/26/13352946/francis-fukuyama-ezra-klein