TY - GEN
T1 - Collaborative Approach Through Negotiation Style and Outcomes in Design and Construction
AU - Astarini, Sulfiah Dwi
AU - Utomo, Christiono
AU - Bandu, Jumiati
AU - Nurcahyo, Cahyono Bintang
AU - Bhawika, Gita Widi
AU - Muklason, Ahmad
N1 - Publisher Copyright:
© The Author(s), under exclusive license to Springer Nature Singapore Pte Ltd. 2025.
PY - 2025
Y1 - 2025
N2 - Collaborative design practices are often marked by conflict, requiring negotiation to resolve them. Negotiation is used as a first attempt in interaction and dispute resolution for decision-making. The diversity of different negotiation styles causes differences of opinion among researchers, so various negotiation styles in design and construction must be studied and researched for successful collaboration. This study used a questionnaire survey method in data collection, resulting in 132 respondents being involved. Data analysis using canonical correlation to measure the relationship between negotiation style (independent variable) and negotiation outcomes (dependent variable) in design and construction collaboration practices. The study found that negotiation style significantly influenced various aspects of negotiation outcomes in the design and construction collaboration stage with a high and significant canonical correlation figure of 0.778. Negotiation styles include problem-solving, conflict escalation, and relationship maintenance, while effective negotiation outcomes can be improved by selecting the right negotiation style strategy, namely collaboration, accommodating, and compromising.
AB - Collaborative design practices are often marked by conflict, requiring negotiation to resolve them. Negotiation is used as a first attempt in interaction and dispute resolution for decision-making. The diversity of different negotiation styles causes differences of opinion among researchers, so various negotiation styles in design and construction must be studied and researched for successful collaboration. This study used a questionnaire survey method in data collection, resulting in 132 respondents being involved. Data analysis using canonical correlation to measure the relationship between negotiation style (independent variable) and negotiation outcomes (dependent variable) in design and construction collaboration practices. The study found that negotiation style significantly influenced various aspects of negotiation outcomes in the design and construction collaboration stage with a high and significant canonical correlation figure of 0.778. Negotiation styles include problem-solving, conflict escalation, and relationship maintenance, while effective negotiation outcomes can be improved by selecting the right negotiation style strategy, namely collaboration, accommodating, and compromising.
KW - Construction
KW - Design Collaboration
KW - Negotiation
KW - Style
KW - Sustainable Management
UR - https://www.scopus.com/pages/publications/105008421445
U2 - 10.1007/978-981-96-5654-7_12
DO - 10.1007/978-981-96-5654-7_12
M3 - Conference contribution
AN - SCOPUS:105008421445
SN - 9789819656530
T3 - Lecture Notes in Civil Engineering
SP - 111
EP - 119
BT - Selected Articles from the 8th International Conference on Architecture and Civil Engineering - ICACE 2024
A2 - Nia, Elham Maghsoudi
A2 - Awang, Mokhtar
A2 - Aulady, Mohamad Ferdaus Noor
A2 - Traykova, Marina
A2 - Yola, Lin
PB - Springer Science and Business Media Deutschland GmbH
T2 - 8th International Conference on Architecture and Civil Engineering, ICACE 2024
Y2 - 12 December 2024 through 13 December 2024
ER -