Logistic regression modeling of construction negotiation outcomes

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dc.citation.issue3
dc.citation.volume55
dc.contributor.authorYiu TW
dc.contributor.authorCheung SO
dc.contributor.authorChow PT
dc.date.available2008-08
dc.date.issued15/08/2008
dc.description“© 20XX IEEE. Personal use of this material is permitted. Permission from IEEE must be obtained for all other uses, in any current or future media, including reprinting/republishing this material for advertising or promotional purposes, creating new collective works, for resale or redistribution to servers or lists, or reuse of any copyrighted component of this work in other works.”
dc.description.abstractConstruction disputes are always negotiated before other resolution methods are considered. When it comes to negotiation, the tactics used by a negotiator is central in deriving desired outcomes. This paper reports a research that employs logistic regression (LR) to predict the probabilistic relationship between negotiator tactics and negotiation outcomes. To achieve this, three main stages of work were involved. Negotiator tactics and negotiation outcomes were first identified from literature. Then, four LR prediction models with negotiation outcomes as the dependent variable and negotiator tactics as the independent variables were constructed. Finally, these models were validated with an independent set of testing data. These models collectively suggested that: 1) increasing time pressure, taking threats, or subjecting the opponent to reality testing are inductive to "deterioration" negotiation outcomes; 2) providing various options and increasing flexibility would achieve "substantial improvement" in negotiation; 3) relationships between parties could be maintained by fair play; and 4) focusing on information exchange, giving middiscussion summaries, and offering counterproposal could clarify a party's position. Despite the skepticism over frank and open discussion of the issues and the existence of game plan, the findings of this research do support some well-established negotiation principles-focus on the issue and play down behavioral factors. © 2008 IEEE.
dc.description.publication-statusPublished
dc.format.extent468 - 478
dc.identifierhttp://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000258144200008&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=c5bb3b2499afac691c2e3c1a83ef6fef
dc.identifier.citationIEEE TRANSACTIONS ON ENGINEERING MANAGEMENT, 2008, 55 (3), pp. 468 - 478
dc.identifier.doi10.1109/TEM.2008.922630
dc.identifier.eissn1558-0040
dc.identifier.elements-id425103
dc.identifier.harvestedMassey_Dark
dc.identifier.issn0018-9391
dc.identifier.urihttps://hdl.handle.net/10179/16600
dc.relation.isPartOfIEEE TRANSACTIONS ON ENGINEERING MANAGEMENT
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dc.relation.replaceshttp://hdl.handle.net/123456789/23799
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dc.subjectconstruction negotiation
dc.subjectlogistic regression (LR)
dc.subjectnegotiation outcomes
dc.subjectnegotiator tactics
dc.subject.anzsrc08 Information and Computing Sciences
dc.subject.anzsrc09 Engineering
dc.subject.anzsrc15 Commerce, Management, Tourism and Services
dc.titleLogistic regression modeling of construction negotiation outcomes
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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