Chapter 8 Law o f Trust 信任法则
I.How to decide a person trusts and is trusted? 如何决定信任与被信任
II.Determinations affecting a person’s trustful or mistrustful behavior 决定信任与非信任的因素
III.Effects of trust信任的效应
IV.Communication Skills交际练习
In a negotiation, trust between group leader and group members as well as trust between two negotiating parties is a decisive element of shaping relationship of all sides.
trust leads to poor relationship and thus low degree of cooperation, on the other hand, trust leads to good relationship and high degree of cooperation.
When people trust one another, relationship and are enhanced and when they each other, relationship and cooperation suffer.
To enhance mutual trust and t up good relationship, negotiators should understand the meaning and pervasive effects of .
Many people say trust means belief, , reliability, a good of a person, or a feeling of affection.
The explanations are quite different.
American professor Dale E. Zand elaborates the meaning of trust in his publication of Trust and Decision Process and points out:
Trust consists of:
1.Increasing your vulnerability
2.To another person who behavior is not under your control;
3.In a situation in which the penalty, loss or deprivation you would suffer if the
other person abus or fails to protect your vulnerability;
4.Is substantially greater than the benefit, reward or satisfaction you would
experiencedgain if the other person fulfills or protects your vulnerability.
The following simple example explains the meaning of the definition.
Parents show trust when they hire a baby-sitter to take care of their baby so they do not have to their job or they may home to pay a visit to a friend or go for an entertainment.
Leaving their baby to someone they do not know very well or have no affection to their vulnerability significantly becau they cannot the baby-sitter’s behavior after leaving home.
If the baby-sitter their vulnerability and hijack the baby, the tragedy will surely adverly the rest of their lives.
But if the baby-sitter their vulnerability and take good care of the baby, then the parents can keep their mind on their work or enjoy their meeting with their friend or a party.
There are three fundamental elements: information, influence and control.
A person shows trust when he reveals he need not disclo.
He increas his by telling others his goals, purpo, plans, alternatives or his problems.
Others may make u of the information to impede or undermine his efforts.
For example,
A designer struck on a brilliant idea which he told a colleague working in the same office. The colleague ud the idea to advance his own interests and was promoted soon.through怎么读
So a person who does not others will conceal or distort relevant information.
He will facts, his purpo and his feelings.
A person show trust when he shows others to his decisions since he increas his by asking for others’ advice which may deliberately him.
chapter是什么意思For example,
As a China’s famous story of Fighting in Chibi in Tale of Three States depicts Caocao (premier of East Han Dynasty) asked for Pangtong’s (a counlor cretly working for Dongwu, Caocao’s enemy) advice for defeating Dongwu. Pangtong offered him a emingly clever advice, which turned out to be a part of fatal plot inducing him and his troops into a trap.
Therefore, a person who shows will resist others’influence, deny and reject their suggestions and advice.
A person shows when he delegates and permits others to act on their own on his behalf.
By this way he increas his becau he has to rely on others to make a judgment and to implement his plan and others may rious errors, ____ implementation and his plan.
So if a person does not trust, he will try to impo over others and ____ his dependence on others.
For example,
The principal of a middle school had peep holes installed in all the doors of classrooms in order for the administrative to have a tighter over students.
However the device produced skeptical atmosphere among staff members as well
becau anyone teaching or staying in the classroom feels he is being watched over and he is not .
In negotiation or in people’s daily life, elements affecting a person’s trustful or mistrustful behavior co
me form main sources: which is inalterable and grown-up experiences, which are changeable.
Childhood education
Studies on childhood education on trust began in the 1950s, with the publication of Erik Erikon’s Childhood and Society. Since then many developmental psychologists have viewed trust and; mistrust as the cornerstones of human development.
A child’s understanding of trust is from his own and the environment he is up.
When a child’s desires and reliability are fulfilled in most cas, he tends to conclude that people are , otherwi, he may draw the from his unfulfillment that people are trustful.
A child will tend to trust others if he is brought up in a simple, warm and _____ environment, and he is told the stories of help and trust.
However in other context, a child’s parents and other people intentionally inform him of examples of mistrust to drive the that “Y ou can’t trust people”.
Understandably, such child inclines not to others when he grows up.
Professional or special training
mikan
tinyA person’s professional or special training can incline him a different orientation to .
For instance, accountants and financial workers are oriented to be of financial statements full of identical numbers and how much they may differ from the real data.
People working in human resources department appear to more the accuracy of a person’s description of his educational and working background, and it is an important reason that the application documents should be, at the request, _____by official certificates.
Past credit record
A person’s willingness to trust another person on his knowledge of the other’s past record.
We will not rust someone who to perform his duty or is to complete a task or fails to keep his .
The reason for the failure may differ from time to time, however, if there is
repeated record of the person’s failure, is the natural results.
Surely, a person can do better to improve his record and thus win others’trust.
Competence of others to perform a task
A person’s willingness to trust another person depends on his estimation of the other’s ability to complete a task .
At this point, there should be a distinction between capability and affection.
For instance, you will not trust a teenager to nd a large sum of money to a far away place although you him very much.
When is confud with capability in one’s trust decision, more often than ____his plan will be undermined.
Intentions of others
Our willingness to trust another person is determined by our interpretation of the other’s intentions. i.e. We will not trust tho we believe who have intention, and who will exploit our resources and take of our trust to advance his own interests.
We will not trust such kind of person even though he is and he has a good _____record.
People’s interpretation of others’intentions and motives can be different from time to time depending on their understanding of others.
Reward system
In win-lo reward system, when competition is rewarded, i.e., our gain is the other’s loss and our loss is the other’s gain, trust the other is clearly not in our lf-interest.
Companies lling the same products are rivals in business and understandably they will conceal or information, withhold facts and their ideas.
Things will be different in joint reward system in which is encouraged becau in such reward system things won’t be done without joint efforts, so it is all natural that the two sides will each other, information, each other’s advice and reach common conclusion.
Of cour, in today’s world there are neither competitors nor cooperators. Where will things be directed depends on our efforts. It is hoped that trustful relationship among people should be on account of positive effects of trust.
Trust is a decisive element in people’s relationship. We need trust between peers, superiors and , between producers and , teachers and .
Studies show that trust intellectual development and originality, and leads
to emotional stability and lf-control.
厦门新东方Trust acceptance and openness of expression.
Trust cooperation and mutual understanding, and it is fundamental for establishing sound relationship among negotiating team as well as between negotiating .
People working in a team high in trust signal of trust to each other and _____trust form each other, which will increa level of trust among the members. Negotiations bad on high level of trust can increa of double win results.
Converly, mistrust rejection and defensiveness, collaboration and relationship of team members and negotiating parties.
The striking contrast of trust and mistrust between negotiating parties tells us that it is worthwhile we take great pains to find out ways to mutual trust.
Some tentative suggestions are made here for consideration:
1.Encourage mutual trust by establishing trust-rewarded system in
_____education, in training and in .
冲上云霄英文插曲2.Buildup people’s confidence in trust bit by bit through giving ,
influence, lf-control and concessions, and ek reciprocation from the
服装颜色搭配的技巧
other.
3.Discuss frankly with the other party what is generating in
家具销售技巧negotiation.
4.Be sincere and honest to your negotiating team members and
your .
1. What comment would you make in the following situations?
1)Y ou’ve just heard news of a train crash.
需求英文2)One of your colleagues is always chatting to everybody.
3)One of your colleagues regularly works a twelve-hour day.
4)Y ou’ve just had a very good meal.
5)One of your colleagues keeps himlf to himlf.
6)Y ou’ve just en an exhibition you expected to be good; in fact it was not.
7) A person you’ve just met says he is a film director.
8)One of your colleagues looks very smart today.
