A Moderating Model of Trust in Conflict Management
(0) This paper seeks to explore the question of how trust impact on conflict and negotiations, intending to expand the extant knowledge of applying basic game theory idea to qualitative strategies of conflict management. A meta system for understanding conflict management and a moderating model of trust for negotiations are proposed. Investigation and observations using primary and secondary data are described. Cases are presented to explain and test the moderating effects of trust on conflict and negotiation. It is shown that; 1) keeping a balance between adjusting the world and adjusting self is a key to resolving conflict; 2) creating and retaining harmony is a bridge that leads both sides in conflict and negotiation to adjust themselves; 3) taking indirect actions through relationships instead of by direct actions through power is a good way to trigger a state of harmony; 4) trust is shown to be the original drivers and sources that contribute to adapting actions, harmony and eventually to a win-win negotiation outcome. This research may further explain the work on applying game theory to qualitative strategies about conflict management that fits into a generic framework based on Nomology.
decision science nomology trust negotiation conflict management
Rong Du Shizhong Ai Cathal M. Brugha
School of Economics and Management, Xidian University, China Quinn School of Business, University College Dublin, Ireland
国际会议
广州
英文
381-388
2008-12-11（万方平台首次上网日期，不代表论文的发表时间）