Abstract
Failing to reach a settlement in construction project dispute negotiation (CPDN) is not uncommon. One of the failing scenarios is withdrawal (WA), a situation where a negotiator loses interest in continuing with the discussion and leaves the negotiation table. This study aims to understand better withdrawal in construction dispute negotiation. With reference to a wage negotiation, the symptoms of withdrawal are discussed. It is hypothesised that WA is influenced by behavioural primers such as personality, motivation and cognition. A framework between WA and these behavioural primers is proposed and empirically tested. Emotion is found to be the most significant behavioural trigger of withdrawal.
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