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Cultural basic assumptions of consultants and contractors during negotiations

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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


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  • WCS - 2022 [76]
    Proceedings of The 10th World Construction Symposium 2022

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