A Study Of The Negotiation Styles In Malaysian Construction Industry

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