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Modeling Negotiating Abilities in the Construction Sector: A Proposed Mathematical Model Using the Confirmatory Factor Analysis Method

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  • Mohamed Algezawy

    (Department of Management, College of Business Administration, King Faisal University, Al-Ahsaa 380, Saudi Arabia)

  • Alaa M. S. Azazz

    (Department of Tourism and Hospitality, Arts College, King Faisal University, Al-Ahsaa 380, Saudi Arabia
    Tourism Studies Department, Faculty of Tourism and Hotels, Suez Canal University, Ismailia 41522, Egypt)

  • Magdy E. A. Tork

    (Department of Accounting, College of Business Administration, King Faisal University, Al-Ahsaa 380, Saudi Arabia)

  • Ibrahim A. Elshaer

    (Department of Management, College of Business Administration, King Faisal University, Al-Ahsaa 380, Saudi Arabia
    Hotel Studies Department, Faculty of Tourism and Hotels, Suez Canal University, Ismailia 41522, Egypt)

Abstract

This study aims to develop a mathematical model for evaluating the objective abilities needed for negotiation and to provide a tool that companies can use to select a negotiation team. The model was constructed using a Likert pentagonal scale, where numbers from 5 to 1 represented the level of agreement or disagreement, and seven objective abilities were considered, including analytical ability, economic knowledge, legal knowledge, linguistic ability, psychological understanding, normative understanding, and general knowledge. The model was tested using a structured interview (sixteen interviews) with experts and specialists in the construction industry as a case study and then validated by quantitative data analysis method using first-order confirmatory factor analysis (CFA) with a sample of consultants (220 responses) from companies and offices related to the construction sector. The study found that the model is valid for use in the construction industry and can be useful for selecting negotiators. The developed model can be used, adapted, and modified according to the needs of different negotiation situations. This research is the first of its kind to develop a mathematical model for evaluating negotiating abilities and can be used as a model for similar research studies.

Suggested Citation

  • Mohamed Algezawy & Alaa M. S. Azazz & Magdy E. A. Tork & Ibrahim A. Elshaer, 2023. "Modeling Negotiating Abilities in the Construction Sector: A Proposed Mathematical Model Using the Confirmatory Factor Analysis Method," Mathematics, MDPI, vol. 11(4), pages 1-15, February.
    • Handle: RePEc:gam:jmathe:v:11:y:2023:i:4:p:933-:d:1066099
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    References listed on IDEAS

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    1. James R. Faulconbridge, 2008. "Negotiating cultures of work in transnational law firms," Journal of Economic Geography, Oxford University Press, vol. 8(4), pages 497-517, July.
    2. Janice Nadler & Leigh Thompson & Leaf Van Boven, 2003. "Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer," Management Science, INFORMS, vol. 49(4), pages 529-540, April.
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