How do personality traits affect construction dispute negotiation? Study of Big Five Personality Model

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dc.citation.issue3
dc.citation.volume137
dc.contributor.authorYiu TW
dc.contributor.authorLee HK
dc.date.available2011-03
dc.date.issued1/03/2011
dc.descriptionThis is an Accepted Manuscript of an article published by the American Society of Civil Engineers in the Journal of Construction Engineering and Management. August 2010. This material may be downloaded for personal use only. Any other use requires prior permission of the American Society of Civil Engineers. This material may be found at https://doi.org/10.1061/(ASCE)CO.1943-7862.0000271
dc.description.abstractThis paper provides some leads as to how personality traits affect negotiating behaviors and negotiation outcomes in a construction dispute negotiation. To achieve this, a questionnaire survey was conducted. The Big Five Personality Model was used to measure the personality traits of construction negotiators. Factors of negotiating behaviors and negotiation outcomes were developed. By interrelating these three elements, moderated multiple regression (MMR) was used to examine how personality traits affect the relationships between negotiating behaviors and negotiation outcomes. The results suggest that 16 MMR models are of significant moderating effects on these relationships. Among them, the top five MMR models with relatively strong moderating effects are identified. These models reveal that the personality traits of extraversion, openness, and conscientiousness can significantly moderate the relationships of negotiating behaviors and negotiation outcomes. In addition, their moderating effects are plotted to examine their natures. Effective zones of extraversion, openness, and conscientiousness are identified to show precisely how these personality traits can effectively facilitate positive negotiation outcomes. These results provide construction organizations with indicators to which type of personality traits can help improve negotiation outcomes and optimize the overall performance of construction dispute negotiations. © 2011 American Society of Civil Engineers.
dc.description.publication-statusPublished
dc.format.extent169 - 178
dc.identifierhttp://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000287880600001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=c5bb3b2499afac691c2e3c1a83ef6fef
dc.identifier.citationJOURNAL OF CONSTRUCTION ENGINEERING AND MANAGEMENT-ASCE, 2011, 137 (3), pp. 169 - 178
dc.identifier.doi10.1061/(ASCE)CO.1943-7862.0000271
dc.identifier.elements-id425113
dc.identifier.harvestedMassey_Dark
dc.identifier.issn0733-9364
dc.identifier.urihttps://hdl.handle.net/10179/16597
dc.relation.isPartOfJOURNAL OF CONSTRUCTION ENGINEERING AND MANAGEMENT-ASCE
dc.relation.replaceshttp://hdl.handle.net/123456789/19155
dc.relation.replaces123456789/19155
dc.relation.replaceshttp://hdl.handle.net/123456789/21039
dc.relation.replaces123456789/21039
dc.relation.replaceshttp://hdl.handle.net/123456789/21040
dc.relation.replaces123456789/21040
dc.relation.replaceshttp://hdl.handle.net/123456789/21525
dc.relation.replaces123456789/21525
dc.relation.replaceshttp://hdl.handle.net/123456789/21526
dc.relation.replaces123456789/21526
dc.subjectConstruction dispute negotiation
dc.subjectPersonality traits
dc.subject.anzsrc0905 Civil Engineering
dc.subject.anzsrc1202 Building
dc.subject.anzsrc1504 Commercial Services
dc.titleHow do personality traits affect construction dispute negotiation? Study of Big Five Personality Model
dc.typeJournal article
pubs.notesNot known
pubs.organisational-group/Massey University
pubs.organisational-group/Massey University/College of Sciences
pubs.organisational-group/Massey University/College of Sciences/School of Built Environment
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