Attitude-based strategic negotiation for conflict management in construction projects

An innovative negotiation methodology for managing conflicts in construction projects is presented in this article where multiple decision makers are involved. The proposed negotiation methodology has a unique ability to consider the attitudes of the decision makers, which is an important psychological factor in the negotiations that take place in various stages of a construction project. The methodology is developed at the strategic level of decision making in which the graph model for conflict resolution (GMCR) is employed in assisting decision makers, such as project managers, to achieve the best strategic decision, given the competing interests and attitudes of the decision makers. A real-life case study is used to illustrate how the proposed methodology can be conveniently applied in practice and to demonstrate the importance and the benefits of incorporating the attitudes of multiple decision makers into the negotiation process in order to better identify the most feasible resolutions.
member content locked

Log in or join PMI to gain access

or Join

Advertisement

Advertisement

Related Content

  • Project Management Journal

    A Discursive Sensemaking Perspective on Project-Based Work in Public Healthcare member content locked

    By Lunkka, Nina | Pietiläinen, Ville | Suhonen, Marjo This study investigates project participants' sensemaking of lived work experiences during periods of organizational change within Finnish public healthcare. It introduces a discursive sensemaking…

  • PM Network

    Stay in Your Lane member content locked

    By Richardson, Derrick A. As a project manager, it's tempting to want to solve every problem in front of you. But that's not realistic—and often detrimental in an environment where roles are clearly defined. Overstepping job…

  • PM Network

    Midstream Maneuver member content locked

    By Bishel, Ashley Changing horses midstream is rarely a good idea, conventional wisdom would have it. But in the business world, change is nearly impossible to avoid. Projects often stretch for months-- sometimes…

  • PM Network

    Weighing the Options member content locked

    By Oyvetsky, Marat In today's digital-first world, companies can't afford to make mistakes when they pursue major technology improvements. But with so many requirements and stakeholders, these improvements are not an…

  • PM Network

    A Journey to Solutions member content locked

    By Espy, Leigh Having the right information at the right time can make or break a project's success. But it's a mistake for project managers to assume this means that they have to have all of the answers at the…

Advertisement

Publishing or acceptance of an advertisement is neither a guarantee nor endorsement of the advertiser's product or service. View advertising policy.