Application of Bandura’s Self-Efficacy Theory to Examining the Choice of Tactics in Construction Dispute Negotiation

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dc.contributor.author Yiu, Tak Wing en
dc.contributor.author Cheung, Sai On en
dc.contributor.author Siu, Lai Ying en
dc.date.accessioned 2015-03-13T04:13:43Z en
dc.date.issued 2012-03 en
dc.identifier.citation Journal of Construction Engineering and Management, 2012, 138 (3), pp. 331 - 340 en
dc.identifier.issn 0733-9364 en
dc.identifier.uri http://hdl.handle.net/2292/24851 en
dc.description.abstract The appropriate use of tactics can have a significant effect on dispute negotiation. This study aimed to investigate the confidence of negotiators in their own ability to successfully use tactics to achieve desired outcomes—a concept defined as negotiation-efficacy that underpins Bandura’s self-efficacy theory. A questionnaire survey was used to measure the frequency of and confidence with which negotiators used negotiating tactics and the achievement of negotiation outcomes. With the collected data, confidence indices were created to reflect the strength of negotiation-efficacy for each negotiating tactic. Relationships of negotiation-efficacy and the achievement of negotiation outcomes were then examined by multiple regression analyses. The findings show that the strength of negotiation-efficacy is significantly related to the achievement of certain negotiation outcomes. In general, for negotiators who have negotiation-efficacy in executing distributive (integrative) tactics, negative (positive) negotiation outcomes are likely. One of the key implications of these findings is that the study of negotiation-efficacy can serve as a test of reality to prevent negotiators from under-or overestimating the entire negotiation situation and, most importantly, to increase the prospect of negotiation success. en
dc.relation.ispartofseries Journal of Construction Engineering and Management en
dc.rights Items in ResearchSpace are protected by copyright, with all rights reserved, unless otherwise indicated. Previously published items are made available in accordance with the copyright policy of the publisher. Details obtained from http://www.sherpa.ac.uk/romeo/issn/0733-9364/ en
dc.rights.uri https://researchspace.auckland.ac.nz/docs/uoa-docs/rights.htm en
dc.title Application of Bandura’s Self-Efficacy Theory to Examining the Choice of Tactics in Construction Dispute Negotiation en
dc.type Journal Article en
dc.identifier.doi 10.1061/(ASCE)CO.1943-7862.0000403 en
pubs.issue 3 en
pubs.begin-page 331 en
pubs.volume 138 en
pubs.end-page 340 en
dc.rights.accessrights http://purl.org/eprint/accessRights/RestrictedAccess en
pubs.subtype Article en
pubs.elements-id 344820 en
pubs.org-id Engineering en
pubs.org-id Civil and Environmental Eng en
dc.identifier.eissn 1943-7862 en
pubs.record-created-at-source-date 2015-03-13 en


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