THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION

Sen LIN; Sai On CHEUNG

doi:10.14455/ISEC.2022.9(2).CPM-02

THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION

Sen LIN, Sai On CHEUNG

Research output: Chapters, Conference Papers, Creative and Literary Works › RGC 32 - Refereed conference paper (with host publication) › peer-review

Abstract

Negotiation can be an art, given the paradox of preserving one’s profits and maintaining a relationship with the counterpart. Negotiation is the most recommended dispute resolution method in construction projects due to its cost and time efficiency. It is not uncommon to find that some negotiations achieve an amicable outcome but far less tractable in others. Intention to settle has been proved indispensable for a fruitful negotiation. The chance of reaching a settlement is doomed if one or both parties have no such intention. However, it is quite complicated to explain what causes or impedes negotiators’ settlement intention. In this regard, this study aims to explore the antecedents of intention to settle (ITS) in the context of construction dispute negotiation (CDN). From the perspective of the intrapersonal level and interorganizational level, four antecedents were summarized. More specifically, prosocial motive and perceived justice are incentivizers of intention to settle, while proself motive and perceived relative power are dis-incentivizers. An in-depth knowledge of these antecedents can provide the necessary groundwork for a more effective CDN. © 2022 ISEC Press.

Original language	English
Title of host publication	Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction
Editors	Sorn Vimonsatit, Amarjit Singh, Siamak Yazdani, Hossein Askarinejad
Publisher	ISEC Press
Number of pages	6
DOIs	https://doi.org/10.14455/ISEC.2022.9(2).CPM-02
Publication status	Published - Nov 2022
Event	6th Australasia and South-East Asia Structural Engineering and Construction Conference, ASEA-SEC-06 2022 - Sydney, Australia Duration: 28 Nov 2022 → 2 Dec 2022

Publication series

Name	Proceedings of International Structural Engineering and Construction
Number	2
Volume	9
ISSN (Print)	2644-108X

Conference

Conference	6th Australasia and South-East Asia Structural Engineering and Construction Conference, ASEA-SEC-06 2022
Country/Territory	Australia
City	Sydney
Period	28/11/22 → 2/12/22

Research Keywords

Dis-incentivizer
Incentivizer
Organization
Settlement

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LIN, S., & CHEUNG , S. O. (2022). THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION. In S. Vimonsatit, A. Singh, S. Yazdani, & H. Askarinejad (Eds.), Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction Article CPM-02 (Proceedings of International Structural Engineering and Construction; Vol. 9, No. 2). ISEC Press. https://doi.org/10.14455/ISEC.2022.9(2).CPM-02

LIN, Sen ; CHEUNG , Sai On. / THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION. Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction. editor / Sorn Vimonsatit ; Amarjit Singh ; Siamak Yazdani ; Hossein Askarinejad. ISEC Press, 2022. (Proceedings of International Structural Engineering and Construction; 2).

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title = "THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION",

abstract = "Negotiation can be an art, given the paradox of preserving one{\textquoteright}s profits and maintaining a relationship with the counterpart. Negotiation is the most recommended dispute resolution method in construction projects due to its cost and time efficiency. It is not uncommon to find that some negotiations achieve an amicable outcome but far less tractable in others. Intention to settle has been proved indispensable for a fruitful negotiation. The chance of reaching a settlement is doomed if one or both parties have no such intention. However, it is quite complicated to explain what causes or impedes negotiators{\textquoteright} settlement intention. In this regard, this study aims to explore the antecedents of intention to settle (ITS) in the context of construction dispute negotiation (CDN). From the perspective of the intrapersonal level and interorganizational level, four antecedents were summarized. More specifically, prosocial motive and perceived justice are incentivizers of intention to settle, while proself motive and perceived relative power are dis-incentivizers. An in-depth knowledge of these antecedents can provide the necessary groundwork for a more effective CDN. {\textcopyright} 2022 ISEC Press.",

keywords = "Dis-incentivizer, Incentivizer, Organization, Settlement",

author = "Sen LIN and CHEUNG, {Sai On}",

year = "2022",

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doi = "10.14455/ISEC.2022.9(2).CPM-02",

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booktitle = "Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction",

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LIN, S & CHEUNG , SO 2022, THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION. in S Vimonsatit, A Singh, S Yazdani & H Askarinejad (eds), Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction., CPM-02, Proceedings of International Structural Engineering and Construction, no. 2, vol. 9, ISEC Press, 6th Australasia and South-East Asia Structural Engineering and Construction Conference, ASEA-SEC-06 2022, Sydney, Australia, 28/11/22. https://doi.org/10.14455/ISEC.2022.9(2).CPM-02

THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION. / LIN, Sen; CHEUNG , Sai On.
Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction. ed. / Sorn Vimonsatit; Amarjit Singh; Siamak Yazdani; Hossein Askarinejad. ISEC Press, 2022. CPM-02 (Proceedings of International Structural Engineering and Construction; Vol. 9, No. 2).

Research output: Chapters, Conference Papers, Creative and Literary Works › RGC 32 - Refereed conference paper (with host publication) › peer-review

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N2 - Negotiation can be an art, given the paradox of preserving one’s profits and maintaining a relationship with the counterpart. Negotiation is the most recommended dispute resolution method in construction projects due to its cost and time efficiency. It is not uncommon to find that some negotiations achieve an amicable outcome but far less tractable in others. Intention to settle has been proved indispensable for a fruitful negotiation. The chance of reaching a settlement is doomed if one or both parties have no such intention. However, it is quite complicated to explain what causes or impedes negotiators’ settlement intention. In this regard, this study aims to explore the antecedents of intention to settle (ITS) in the context of construction dispute negotiation (CDN). From the perspective of the intrapersonal level and interorganizational level, four antecedents were summarized. More specifically, prosocial motive and perceived justice are incentivizers of intention to settle, while proself motive and perceived relative power are dis-incentivizers. An in-depth knowledge of these antecedents can provide the necessary groundwork for a more effective CDN. © 2022 ISEC Press.

AB - Negotiation can be an art, given the paradox of preserving one’s profits and maintaining a relationship with the counterpart. Negotiation is the most recommended dispute resolution method in construction projects due to its cost and time efficiency. It is not uncommon to find that some negotiations achieve an amicable outcome but far less tractable in others. Intention to settle has been proved indispensable for a fruitful negotiation. The chance of reaching a settlement is doomed if one or both parties have no such intention. However, it is quite complicated to explain what causes or impedes negotiators’ settlement intention. In this regard, this study aims to explore the antecedents of intention to settle (ITS) in the context of construction dispute negotiation (CDN). From the perspective of the intrapersonal level and interorganizational level, four antecedents were summarized. More specifically, prosocial motive and perceived justice are incentivizers of intention to settle, while proself motive and perceived relative power are dis-incentivizers. An in-depth knowledge of these antecedents can provide the necessary groundwork for a more effective CDN. © 2022 ISEC Press.

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LIN S, CHEUNG SO. THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION. In Vimonsatit S, Singh A, Yazdani S, Askarinejad H, editors, Achieving Technical Excellence with Data Analytics in Materials, Structural Engineering and Construction. ISEC Press. 2022. CPM-02. (Proceedings of International Structural Engineering and Construction; 2). doi: 10.14455/ISEC.2022.9(2).CPM-02

THE ANTECEDENTS OF INTENTION TO SETTLE IN CONSTRUCTION DISPUTE NEGOTIATION

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Research Keywords

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