The Role of Trust in Civil Construction Negotiations: A Brazilian Case Study

This article investigates an intricate real estate negotiation occurred in Sorocaba, São Paulo. The R$360 million transaction encountered a major obstacle because a real estate intermediary led to the breakdown of trust. The negotiating team faces increasing difficulties because they need to handle various relationships and power systems to protect the agreement. The negotiating team needs to show their ability to rebuild trust during agreement completion but their ongoing disputes threaten to surpass their problem-solving capacity. The case study presents an interesting story about negotiation and conflict resolution and relationship development which offers vital data for academic researchers and professional practitioners.