A Conceptual Framework of Influence Elements of Construction Project Negotiation Performance

Negotiation is a joint decision-making process, which is important and prevalent in construction project management. Effective negotiation helps to improve project performance. Previous research have paid little attention on narrowing down a set of influence elements that affects the performance of construction negotiation. This paper proposes a framework for identifying the influence elements on the performance of construction negotiation through document retrieving. A questionnaire is used to obtain the statistical data using a five-point Likert scale. Statistical methods such as factor analysis and structural equation modeling (SEM) are used to analyze the influence elements to enhance negotiators' performance in construction project negotiation.