Application of equity sensitivity theory to problem-solving approaches in construction dispute negotiation

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dc.citation.issue1
dc.citation.volume27
dc.contributor.authorYiu TW
dc.contributor.authorKeung CW
dc.contributor.authorWong KL
dc.date.available2011-01
dc.date.issued1/01/2011
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/%28ASCE%29ME.1943-5479.0000031
dc.description.abstractThis study applies equity sensitivity theory to investigate how the sensitivity of negotiators to perceived equity or inequity varies with their perception of the adoption of problem-solving approaches (PSAs) in negotiation in the construction industry. Drawing upon this theory, we identify three classes of negotiators: benevolents (known as "givers"), equity sensitives, and entitleds (known as "takers"). Our results suggest that most of the negotiators in our sample are entitleds. The study also provides statistical evidence that the perception of the adoption of PSAs appears to be associated with the degree of equity sensitivity of negotiators. For instance, benevolents demonstrate a significantly stronger preference for the adoption of PSAs and are thus able to obtain a higher level of negotiation satisfaction compared to the other types of negotiators. These findings are particularly relevant to the corporate managers of construction organizations, who may want to consider the inherent equity sensitivity traits of their negotiators before sending them to the negotiating table. © 2011 ASCE.
dc.description.publication-statusPublished
dc.format.extent40 - 47
dc.identifierhttp://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000285480500006&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=c5bb3b2499afac691c2e3c1a83ef6fef
dc.identifier.citationJOURNAL OF MANAGEMENT IN ENGINEERING, 2011, 27 (1), pp. 40 - 47
dc.identifier.doi10.1061/(ASCE)ME.1943-5479.0000031
dc.identifier.eissn1943-5479
dc.identifier.elements-id425114
dc.identifier.harvestedMassey_Dark
dc.identifier.issn0742-597X
dc.identifier.urihttps://hdl.handle.net/10179/16595
dc.relation.isPartOfJOURNAL OF MANAGEMENT IN ENGINEERING
dc.relation.replaceshttp://hdl.handle.net/123456789/19158
dc.relation.replaces123456789/19158
dc.relation.replaceshttp://hdl.handle.net/123456789/21041
dc.relation.replaces123456789/21041
dc.relation.replaceshttp://hdl.handle.net/123456789/21042
dc.relation.replaces123456789/21042
dc.relation.replaceshttp://hdl.handle.net/123456789/21517
dc.relation.replaces123456789/21517
dc.relation.replaceshttp://hdl.handle.net/123456789/21518
dc.relation.replaces123456789/21518
dc.subjectNegotiation
dc.subjectEquity sensitivity
dc.subjectProblem-solving approach
dc.subjectDisputes
dc.subject.anzsrc0904 Chemical Engineering
dc.subject.anzsrc1202 Building
dc.subject.anzsrc1503 Business and Management
dc.titleApplication of equity sensitivity theory to problem-solving approaches 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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