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Abdollahipour, S, Jeong, D H S, Burman, R R and Gunsaulis, F (2012) Performance Assessment of On-Grade Horizontal Directional Drilling. Journal of Construction Engineering and Management, 138(03), 458–68.
Anastasopoulos, P C, Labi, S, Bhargava, A and Mannering, F L (2012) Empirical Assessment of the Likelihood and Duration of Highway Project Time Delays. Journal of Construction Engineering and Management, 138(03), 390–8.
Becerik-Gerber, B, Jazizadeh, F, Li, N and Calis, G (2012) Application Areas and Data Requirements for BIM-Enabled Facilities Management. Journal of Construction Engineering and Management, 138(03), 431–42.
Chi, S and Caldas, C H (2012) Image-Based Safety Assessment: Automated Spatial Safety Risk Identification of Earthmoving and Surface Mining Activities. Journal of Construction Engineering and Management, 138(03), 341–51.
Choi, K, Kwak, Y H, Pyeon, J and Son, K (2012) Schedule Effectiveness of Alternative Contracting Strategies for Transportation Infrastructure Improvement Projects. Journal of Construction Engineering and Management, 138(03), 323–30.
Hanna, A S (2012) Using the Earned Value Management System to Improve Electrical Project Control. Journal of Construction Engineering and Management, 138(03), 449–57.
Jain, K K and Bhattacharjee, B (2012) Application of Fuzzy Concepts to the Visual Assessment of Deteriorating Reinforced Concrete Structures. Journal of Construction Engineering and Management, 138(03), 399–408.
Kim, B, Lim, H, Kim, H and Hong, T (2012) Determining the Value of Governmental Subsidies for the Installation of Clean Energy Systems Using Real Options. Journal of Construction Engineering and Management, 138(03), 422–30.
Lee, D, Lim, T and Arditi, D (2012) Stochastic Project Financing Analysis System for Construction. Journal of Construction Engineering and Management, 138(03), 376–89.
Lim, B T H, Ling, F Y Y, Ibbs, C W, Raphael, B and Ofori, G (2012) Mathematical Models for Predicting Organizational Flexibility of Construction Firms in Singapore. Journal of Construction Engineering and Management, 138(03), 361–75.
Love, P E D, Edwards, D J, Irani, Z and Sharif, A (2012) Participatory Action Research Approach to Public Sector Procurement Selection. Journal of Construction Engineering and Management, 138(03), 311–22.
Subramanyan, H, Sawant, P H and Bhatt, V (2012) Construction Project Risk Assessment: Development of Model Based on Investigation of Opinion of Construction Project Experts from India. Journal of Construction Engineering and Management, 138(03), 409–21.
Tan, Y, Shen, L and Langston, C (2012) Competition Environment, Strategy, and Performance in the Hong Kong Construction Industry. Journal of Construction Engineering and Management, 138(03), 352–60.
Townsend, K, Lingard, H, Bradley, L and Brown, K (2012) Complicated Working Time Arrangements: Construction Industry Case Study. Journal of Construction Engineering and Management, 138(03), 443–8.
Yiu, T W, Cheung, S O and Siu, L Y (2012) Application of Bandura’s Self-Efficacy Theory to Examining the Choice of Tactics in Construction Dispute Negotiation. Journal of Construction Engineering and Management, 138(03), 331–40.
- Type: Journal Article
- Keywords: Construction management; Negotiations; Dispute resolution; Construction negotiation; Negotiating tactics; Self-efficacy theory; Negotiation outcomes;
- ISBN/ISSN: 0733-9364
- URL: https://doi.org/10.1061/(ASCE)CO.1943-7862.0000403
- Abstract:
The appropriate use of tactics can have a significant effect on dispute negotiation. This study aimed to investigate the confidence of negotiators in their own ability to successfully use tactics to achieve desired outcomes—a concept defined as negotiation-efficacy that underpins Bandura’s self-efficacy theory. A questionnaire survey was used to measure the frequency of and confidence with which negotiators used negotiating tactics and the achievement of negotiation outcomes. With the collected data, confidence indices were created to reflect the strength of negotiation-efficacy for each negotiating tactic. Relationships of negotiation-efficacy and the achievement of negotiation outcomes were then examined by multiple regression analyses. The findings show that the strength of negotiation-efficacy is significantly related to the achievement of certain negotiation outcomes. In general, for negotiators who have negotiation-efficacy in executing distributive (integrative) tactics, negative (positive) negotiation outcomes are likely. One of the key implications of these findings is that the study of negotiation-efficacy can serve as a test of reality to prevent negotiators from under-or overestimating the entire negotiation situation and, most importantly, to increase the prospect of negotiation success.