The game of goodwill: an exploratory study of discursive goodwill strategies of interest organizations in a consensus democracy

Abstract

AbstractIn consensus democracies, interest organizations are likely to pursue their goals by attempting to create goodwill to strengthen their relationships with politicians. Through an exploratory analysis based on interviews with representatives from 58 organizations, a typology of seven strategies for such goodwill is suggested: Lobbyists will convey an understanding of the politician’s professional needs, while also recognizing constraints for what is possible to achieve. Several interviewees maintained that they avoided coming across as self-centered. Instead, they would be on the lookout for the politician’s interests, express empathy, provide public recognition of the politicians when ‘deserved,’ and they would keep a friendly and respectful tone. The first two of these strategies—emphasizing professional needs and recognizing constraints—were mentioned most frequently. The NGOs in the sample pointed to constraints more often than the other organization types, while the work-life organizations stated the importance of understanding professional needs the most. The use of such strategies increased with the level of organizational resources.