Chapter 9. Constructing Negotiations: Bargaining, Learning and Fighting

  1. Ezekiel Chinyio BSc (Hons), MSc, PhD quantity surveyor visiting researcher Research Fellow Senior Lecturer2 and
  2. Paul Olomolaiye PhD Professor Pro Vice-Chancellor Executive Dean leader3
  1. Jeroen Warner PhD political scientist

Published Online: 29 JAN 2010

DOI: 10.1002/9781444315349.ch9

Construction Stakeholder Management

Construction Stakeholder Management

How to Cite

Warner, J. (2009) Constructing Negotiations: Bargaining, Learning and Fighting, in Construction Stakeholder Management (eds E. Chinyio and P. Olomolaiye), Wiley-Blackwell, Oxford, UK. doi: 10.1002/9781444315349.ch9

Editor Information

  1. 2

    School of Engineering and the Built Environment, University of Wolverhampton, Wolverhampton, UK

  2. 3

    University of the West of England, Bristol, UK

Author Information

  1. Wageningen University, Netherlands

Publication History

  1. Published Online: 29 JAN 2010
  2. Published Print: 18 DEC 2009

ISBN Information

Print ISBN: 9781405180986

Online ISBN: 9781444315349



  • constructing negotiations - bargaining, learning and fighting;
  • joint planning;
  • negotiation - getting what you want through dialogue with others;
  • collaborative negotiation;
  • recognising and influencing the power element;
  • three forms of power - power with, power over, power to


This chapter contains sections titled:

  • Introduction

  • Why negotiate?

  • Recognising and influencing the power element

  • What is successful negotiation?

  • What can you influence?

  • Conclusions

  • Endnote

  • References

  • Webliography