Moyo, PedzisaniBond-Barnard, Taryn Jane2021-07-232021-07-232020-10Moyo, P and Bond-Barnard, T. 2020, The role of trust in project negotiation: A case study. Project Management Research and Practice. Fachhochschule Dortmund. Vol 6. Issue Oct -Dec. https://doi.org/10.37938/pmrp.vol6.6122.2207-141510.37938/pmrp.vol6.6122http://hdl.handle.net/2263/80961SYNOPSIS : Most projects include procurement processes which may consist of tendering, negotiation or a combination of the two. It has been found that if the procurement relationships in a project are healthy, then it has a significant influence on the success of the project. This may be because team performance in a project environment is influenced, amongst others, by the extent to which the contracting parties trust each other. However, most of these studies have been conducted in Europe, America, and Asia and in large international construction projects where tendering is the usual method of contract award. Few studies have investigated the role and types of trust during project initiation, specifically during project negotiation. RELEVANCE FOR RESEARCH AND EDUCATION : One significant practical implication of the findings is that the customer and the other negotiating parties should determine to what extent they have competence, integrity and intuitive trust in the other party. As all three, these trust types are essential for increasing the likelihood of a successful negotiation outcome. Where a successful negotiation outcome is determined by the extent to which expectations regarding the outcome are aligned, the outcome is perceived to be fair and where both parties reach consensus. RESEARCH DESIGN : This paper investigates the role that trust plays during procurement negotiations. Thein-depth case study research was done on an electrical turn-key trace heating contract at the Medupi Power Station in South Africa. Five semi-structured interviews were undertaken with the organisation representatives that participated in the negotiation process to appoint a new contractor to carry out the project work. The interviews were transcribed and analysed based on the propositions put forward in the conceptual framework. MAIN FINDINGS : A conceptual framework is developed which shows that competence trust, integrity, trust, and intuitive trust are essential for a successful negotiation process. Implications of these findings for researchers and project practitioners are discussed. RESEARCH IMPLICATIONS : Academics and project practitioners may use the results regarding the role and types of trust that are instrumental to successful project negotiation to conduct further research in this field and increase the likelihood of successful project negotiations, respectively.en© 2020 by the author(s). This is an Open Access article distributed under the terms of the Creative Commons Attribution 4.0 International (CC BY 4.0) License.TrustNegotiationElectrical projectsArticle