dc.contributor.author |
Alankarage, S |
|
dc.contributor.author |
Samaraweera, A |
|
dc.contributor.author |
Royle, J |
|
dc.contributor.author |
Macolino, A |
|
dc.contributor.author |
Robertson, S |
|
dc.contributor.author |
Palihakkara, AD |
|
dc.contributor.editor |
Sandanayake, YG |
|
dc.contributor.editor |
Waidyasekara, KGAS |
|
dc.contributor.editor |
Gunatilake, S |
|
dc.date.accessioned |
2022-12-30T01:56:20Z |
|
dc.date.available |
2022-12-30T01:56:20Z |
|
dc.date.issued |
2022-06-24 |
|
dc.identifier.uri |
http://dl.lib.uom.lk/handle/123/20001 |
|
dc.description.abstract |
Negotiations are required in every stage of a construction project. The process of
negotiation involves being able to understand the position and emotions of the other side
of the negotiation. A reliable means for understanding cultural basic assumptions on
negotiation tactics assist in better predicting how individuals may act in a negotiation.
This research aims to analyse the effect of basic assumptions of consultants and
contractors on negotiations in the South Australian construction industry. This was
approached through a case study research strategy, utilising semi-structured interviews
with two contractors and two consultants each from three large South Australian Road
projects followed by a Content Analysis. Findings reveal that both the contractors and
consultants believe the nature of human relationships as collaborative and therefore
view negotiations as a mean of strengthening the partnership. They negotiate openly to
reach win-win outcomes. They view the nature of human nature to be good, therefore
more trust and more openness to creative new ideas in negotiation planning.
Respondents mostly believe the nature of the human activity to be harmonizing and are
more likely to use trade-offs in reaching mutually beneficial negotiation outcomes. The
knowledge created in this research will be useful for anyone preparing to negotiate
within the South Australian construction industry or similar cultural setups to
understand and predict how contractors and consultants would react to different
situations and issues within negotiation processes and to achieve effective outcomes.
Further research can study the basic assumptions of sub-contractors about negotiations. |
en_US |
dc.language.iso |
en |
en_US |
dc.publisher |
Ceylon Institute of Builders - Sri Lanka |
en_US |
dc.source.uri |
https://ciobwcs.com/2022-papers/ |
en_US |
dc.subject |
Basic Assumptions |
en_US |
dc.subject |
Construction Industry |
en_US |
dc.subject |
Culture |
en_US |
dc.subject |
Negotiations |
en_US |
dc.subject |
South Australia |
en_US |
dc.title |
Cultural basic assumptions of consultants and contractors during negotiations |
en_US |
dc.type |
Conference-Full-text |
en_US |
dc.identifier.faculty |
Architecture |
en_US |
dc.identifier.department |
Department of Building Economics |
en_US |
dc.identifier.year |
2022 |
en_US |
dc.identifier.conference |
World Construction Symposium - 2022 |
en_US |
dc.identifier.place |
Sri Lanka |
en_US |
dc.identifier.pgnos |
pp. 275- 285 |
en_US |
dc.identifier.proceeding |
10th World Construction Symposium - 2022 |
en_US |
dc.identifier.doi |
https://doi.org/10.31705/WCS.2022.23 |
en_US |