Virtual construction market negotiation game : a tool for training negotiation skills | |
| Author | Charnkurt Yaoyuenyong |
| Call Number | AIT Thesis no.CM-04-27 |
| Subject(s) | Negotiation Computer games Computer-assisted instruction |
| Note | A thesis submitted in partial fulfillment of the requirements for the degree of Master of Engineering, School of Civil Engineering |
| Publisher | Asian Institute of Technology |
| Series Statement | Thesis ; no. CM-04-27 |
| Abstract | Negotiation is an important aspect of any construction project. It takes place at all phases of construction process, ranging from contract talks (project outset) to change orders (during construction) and claims (project completion). Therefore, the ability of engineering managers to negotiate effectively is crucial for success or failure of the project. Poorly negotiated deals could result in a sizable loss not only to the negotiator's side, but also all the parties involved. Yet the importance of proper negotiation-skill training is not well addressed within construction industry. Given the scenario described in the preceding paragraph, it is the main intention of this research to develop a new and innovative computer tool for training negotiation. Hence, the system called "Virtual Construction Market Negotiation Game" was developed. In summary, it is a multi-user game which utilizes web technologies, allowing users to play the game across the Internet. In this on-line game, trainees can freely play simulated contract negotiation of a construction project with other users under an engaging and dynamic virtual environment. By repeatedly playing the game, the trainees can improve important negotiating skills such as ability to plan systematically, ability to identify zone of possible agreement (ZOPA), ability to apply value exchange concept, as well as several negotiating strategies and tactics. The game also provides realistic scenarios as well as a reliable and consistent method by implementing addictive scoring system to evaluate the performance of trainees. Based on the experience of graduate students in the field of construction management, they considered this game as a highly effective and attractive tool for training negotiation. Additionally, they believed that their understanding of negotiation had improved after playing the game. This game can be used to train construction negotiators or engineering students in the field of construction management. |
| Year | 2004 |
| Corresponding Series Added Entry | Asian Institute of Technology. Thesis ; no. CM-04-27 |
| Type | Thesis |
| School | School of Civil Engineering |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Construction Engineering and Infrastructure Management (CM) |
| Chairperson(s) | Hadikusumo, Bonaventura, H.W.; |
| Examination Committee(s) | Ogunlana, Stephen O.;Sununta Siengthai; |
| Scholarship Donor(s) | Royal Thai Government; |
| Degree | Thesis (M.Eng.) - Asian Institute of Technology, 2004 |