Improving Negotiation Practices in Construction

Conflicts in construction projects are common and costly, often arising from unclear contracts, poor communication, and adversarial behaviors. In the Norwegian construction industry, negotiation remains the primary method for resolving such disputes, yet it is frequently practiced informally and without strategic structure. This study explores current negotiation practices through twelve semi-structured interviews with contractors, clients, consultants, and legal advisors. Findings reveal that negotiations are heavily influenced by trust, competence, authority, emotional intelligence, and the role of legal advisors. Despite its significance, negotiation is not widely recognized as a professional discipline, and there is little formal training or post-negotiation evaluation. To address these gaps, the study proposes the CIRC-Neg framework, a continuous improvement cycle for structured negotiation. Recommendations include promoting negotiation as a core competence, integrating it into professional education, and implementing systematic reflection practices. By advancing negotiation culture and capacity, the industry can reduce conflict intensity, enhance collaboration, and improve project outcomes.