A Study Of The Negotiation Styles In Malaysian Construction Industry

• Main Author: Azzuin Binti Amer, Azzuin
• Format: Final Year Project
• Language: English
• Published: Universiti Teknologi Petronas 2009
• Subjects: TA Engineering (General). Civil engineering (General)
• Online Access: http://utpedia.utp.edu.my/516/1/azzun_amer.pdf; http://utpedia.utp.edu.my/516/

A study of the negotiation styles in Malaysian construction industry involves the participation of the professionals such as project manager and engineer from construction industry in Peninsular Malaysia. The nature of construction industry contributes to the conflict condition especially in project management. Different technical background from different organization produces different point of view that may create the crippling conflict. influence the negative decision making process and cause lack of mutual agreement among the parties. In fact. negotiation is the most efficient way to overcome the conflict. By understanding the other negotiator's style, it will help professionals to solve conflict during negotiation. This study is proposed to identify different styles of negotiation in construction industry in Peninsular Malaysia and determine the most dominant style among the professionals. The approaches of negotiation style in this study proved to be quite satisfactory when conduct the survey method among the professionals. Before conduct the survey. design good questionnaire is essential. Pilot Survey is conducted among the lecturers and project manager in UTP to make sure the questionnaire is free from error before randomly sent to the professionals. The questionnaires are sent to the respondent and get the feedback within 2 months. As a result. the most dominant negotiation style that had been applied by the professionals can be obtained from the descriptive statistics using mean and variance of the data. Instead, the negotiation outcomes are influenced by the styles and proved by analytical analysis using multiple regression analysis. By understanding the styles, it will be taken as the benchmark for the next future during the negotiation