Formal education and the practise of negotiation: Benefits for quantity surveyors

Negotiation is the most common alternative dispute resolution processes used in the construction industry. It is cost effective and quicker than most of the other dispute resolution processes and the Quantity Surveyor is a core participant in that process. The main aims of this research were critically to analyse the negotiation styles used by Quantity Surveyors and the level of consciousness the QSs had on the negotiation styles they used. A quantitative study was undertaken using an online questionnaire survey to generate the research primary data. A total of 30 respondents, all QSs from consultant practices or contracting organizations with formal or no formal educational backgrounds, were involved in the survey. The findings indicated that three negotiation styles were most frequently used: collaboration, problem solving and compromise. The findings also indicated that QSs were not often conscious of the negotiation styles they used, but still showed that those with a background in formal education exhibited better awareness of these styles. The research concluded that formal education was seen as a worthwhile initiative for the improvement of the way Quantity Surveyors negotiate.