How Does the Violation of Trust Influence Project Management Negotiations?

Abstract

Violation of Trust frequently damages or destroys the relationship. In this work, we addressed the epistemology of Trust amongst negotiators, providing a new perspective on the emerging themes after careful analysis and revision. First, we analyzed how the Violation of Trust somehow influenced project management negotiations through a qualitative inquiry of N=80 project managers. Then, after content and causal chain analyses, the findings pointed out harsh consequences on both substance and relationship, such as disappointment, loss of sales, customers, and no deal in the short term. In the long run, loss of credibility jeopardizes future business opportunities and loss of reputation. As a result, we believe it is possible to pave the way for future research by understanding complex concepts affecting trust and project management negotiations.