Contingent use of negotiators' tactics in construction dispute negotiation

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dc.citation.issue6
dc.citation.volume135
dc.contributor.authorCheung SO
dc.contributor.authorChow PT
dc.contributor.authorYiu TW
dc.date.available2009-06
dc.date.issued2009-06-01
dc.descriptionThis 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://ascelibrary.org/doi/10.1061
dc.description.abstractIn the course of negotiation, negotiators' tactics should be responsive to the situational factors. This is commonly described as the contingent use of negotiators' tactics. This study examines this concept in construction dispute negotiation and has three stages of work. Stage 1 develops taxonomies of the three construction dispute negotiation dimensions: dispute sources, negotiators' tactics, and negotiation outcomes by exploratory factor analysis. A structural equation modeling is also used to confirm the taxonomies. Stage 2 examines the contingent use of negotiators' tactics on outcomes respective to the dispute sources through the use of moderated multiple regression (MMR). Stage 3 discusses the findings. The dispute source, "Delay" is found to be a universal moderator in the MMR analysis of the tactic-outcome relationships. That means when the dispute source is delay, a wide range of negotiators' tactics can be used, respective to outcome intended. It is also found that the most versatile tactics are those that seek progress. This group of tactics is effective in almost every group of dispute source and, in general, positive results can be expected. However, aggressive and assertive tactics should be used restrictively, as they will only be useful against a compromising negotiation counterpart. © 2009 ASCE.
dc.description.publication-statusPublished
dc.format.extent466 - 476
dc.identifierhttp://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000266206100005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=c5bb3b2499afac691c2e3c1a83ef6fef
dc.identifier.citationJOURNAL OF CONSTRUCTION ENGINEERING AND MANAGEMENT, 2009, 135 (6), pp. 466 - 476
dc.identifier.doi10.1061/(ASCE)0733-9364(2009)135:6(466)
dc.identifier.eissn1943-7862
dc.identifier.elements-id425127
dc.identifier.harvestedMassey_Dark
dc.identifier.issn0733-9364
dc.relation.isPartOfJOURNAL OF CONSTRUCTION ENGINEERING AND MANAGEMENT
dc.relation.replaceshttp://hdl.handle.net/123456789/19162
dc.relation.replaces123456789/19162
dc.relation.replaceshttp://hdl.handle.net/123456789/21339
dc.relation.replaces123456789/21339
dc.relation.replaceshttp://hdl.handle.net/123456789/21340
dc.relation.replaces123456789/21340
dc.rights(c) ASCE
dc.subject.anzsrc0905 Civil Engineering
dc.subject.anzsrc1202 Building
dc.subject.anzsrc1504 Commercial Services
dc.titleContingent use of negotiators' tactics in construction dispute negotiation
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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