The conceptual model of construction and real estate negotiation

Abstract

Negotiations are common in many activities; the sectors of construction and real estate are not an exception: here the negotiations are an inseparable part of the real estate buying and selling process. The article analyses scientific research related to negotiations and presents the developed model for multiple criteria analysis of construction and real estate negotiations. The analysis of the negotiation processes in construction and real estate and the analysis of the relevant support for decision‐making in negotiations must be thorough; it must consider not only economic but also political, legal, socio‐cultural, psychological, consumer behaviour, technological, quality of life and other issues. The developed model enables to analyse the combination of the real estate negotiation process, the improvement of its efficiency through use of decision support and voice stress analysis technology and the participating stakeholder groups seeking their goals together with the influencing external macro and micro environment. The paper dwells on the components of this model. Santruka Derybos nuolatos vyksta daugelyje veiklos sričiu, neaplenkdamos ir statybos bei NT sektoriu, kur jos yra neatsiejama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Straipsnyje analizuojami mokslininku tyrimai derybu srityje ir pristatomas sukurtas statybos ir NT derybu daugiakriterines analizes modelis. Nagrinejant statybos ir NT derybu procesa bei taikoma parama derybu sprendimams priimti, būtina tai nagrineti išsamiai, kreipiant demesi ne tik i ekonominius, bet ir i politinius, teisinius, socialinius, kultūrinius, psichologinius, vartotoju elgsenos, technologinius, gyvenimo kokybes ir pan. klausimus. Sukurtas modelis leidžia analizuoti NT derybu procesa, jo efektyvumo didinima, taikant sprendimu paramos ir balso analizes technologijas, joje dalyvaujančias ir savo tikslus norinčias igyvendinti suinteresuotas grupes bei jas veikiančia išorine makro‐ ir mikroaplinka kaip visuma. Straipsnyje aptartos sukurta modeli sudarančios sudetines dalys. First Publish Online: 18 Oct 2010

Keywords

• Real estate
• Construction
• Negotiation
• Behavioural decision research
• Macro environment