Abstract
Negotiation can be an art, given the paradox of preserving one’s profits and maintaining a relationship with the counterpart. Negotiation is the most recommended dispute resolution method in construction projects due to its cost and time efficiency. It is not uncommon to find that some negotiations achieve an amicable outcome but far less tractable in others. Intention to settle has been proved indispensable for a fruitful negotiation. The chance of reaching a settlement is doomed if one or both parties have no such intention. However, it is quite complicated to explain what causes or impedes negotiators’ settlement intention. In this regard, this study aims to explore the antecedents of intention to settle (ITS) in the context of construction dispute negotiation (CDN). From the perspective of the intrapersonal level and inter-organizational level, four antecedents were summarized. More specifically, prosocial motive and perceived justice are incentivizers of intention to settle, while proself motive and perceived relative power are dis-incentivizers. An in-depth knowledge of these antecedents can provide the necessary groundwork for a more effective CDN.
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