Value-based analysis of the negotiation for the construction of a church dome

Mario Luis Chew  Hernández; Leopoldo Viveros  Rosas; Raúl Gómez  Gómez-Tagle

doi:10.59400/be.v2i2.1247

Value-based analysis of the negotiation for the construction of a church dome

Mario Luis Chew Hernández Department of Industrial Engineering, TeCNM: Tecnológico de Estudios Superiores de Coacalco, Coacalco de Berriozábal 55700, Mexico
Leopoldo Viveros Rosas Department of Industrial Engineering, TeCNM: Tecnológico de Estudios Superiores de Coacalco, Coacalco de Berriozábal 55700, Mexico
Raúl Gómez Gómez-Tagle Department of Industrial Engineering, TeCNM: Tecnológico de Estudios Superiores de Coacalco, Coacalco de Berriozábal 55700, Mexico

Article ID: 1247

962 Views, 68 PDF Downloads

DOI: https://doi.org/10.59400/be.v2i2.1247

Keywords: negotiation; decision analysis; construction

Abstract

In the construction industry, the signing of contracts between contractors and clients is a common practice. The entities signing these contacts have vastly different objectives in the context of the project: the contractor is motivated by the achievement of profit, while the client has objectives that can be economic, aesthetic, related to completion time, etc. According to negotiation theory, the greater the difference between the objectives of the sides, the better the contracts that can be achieved in the negotiation. Therefore, the analysis of a contractor-client negotiation in the building industry should be based on a complete understanding of the objectives of the sides. Kenney’s Value-Focused Thinking (VFT) provides a framework on which such understanding can be achieved. This paper presents a VFT-based methodology to analyze the contractor-client negotiations in the context of construction projects. The methodology is illustrated by analyzing, in retrospective, the negotiation between a construction company and a client regarding the construction of a dome for a church. The results show the usefulness of analyzing the negotiation from the point of view of the sides’ objectives.

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Published

2024-07-10

How to Cite

Hernández, M. L. C., Rosas, L. V., & Gómez-Tagle, R. G. (2024). Value-based analysis of the negotiation for the construction of a church dome. Building Engineering, 2(2), 1247. https://doi.org/10.59400/be.v2i2.1247

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