Australia's Premier Project Management Conference / 20-22 May 2018 / Crown / Melbourne

The role of trust in project negotiation: A case study

Trends & Innovations
21 May 2018
14:05PM - 14:50PM

The role of trust in project negotiation: A case study

Most projects include procurement processes which may consist of tendering, negotiation or a combination of the two. It has been found that if the procurement relationships in a project are healthy then it has a significant influence on the success of the project. This may be because team performance in a project environment is influenced, among others, by the extent to which the contracting parties trust each other. However, most of these studies have been conducted in Europe, America and Asia and in large international construction projects where tendering is the usual method of contract award. Few studies have investigated the role and types of trust during project initiation, specifically during project negotiation A gap in the literature exists regarding the role and types of trust that are instrumental to successful project negotiation.


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