《国际商务谈判》（英文版） Chapter 8 Law o f Trust信任法则.doc_大学文库

2 for an entertainment. Leaving their baby to someone they do not know very well or have no affection to their vulnerability significantly because they cannot the baby-sitter’s behavior after leaving home. If the baby-sitter their vulnerability and hijack the baby, the tragedy will surely adversely 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. How to decide a person trusts and is trusted? 如何决定信任与被信任 There are three fundamental elements: information, influence and control. A person shows trust when he reveals he need not disclose. He increases his by telling others his goals, purpose, plans, alternatives or his problems. Others may make use 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 used the idea to advance his own interests and was promoted soon. So a person who does not others will conceal or distort relevant information. He will facts, his purpose and his feelings. A person show trust when he shows others to his decisions since he increases his by asking for others’ advice which may deliberately him. 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 counselor secretly working for Dongwu, Caocao’s enemy) advice for defeating Dongwu. Pangtong offered him a seemingly 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 increases his because he has to rely on others to make a judgment and to implement his plan and others may serious errors, ____ implementation and his plan

So if a person does not trust, he will try to 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 because anyone teaching or staying in the classroom feels he is being watched over and he is not Determinations affecting a persons trustful or mistrustful behavior 快定信任与非信任的因素 In negotiation or in people's daily life, elements affecting a person's trustful or distrustful behavior come form main sources hich is inalterable and grown-up experiences, which are changeable Childhood education Stud ies 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 childs understand ing of trust is from his own and the environment he When a child's desires and reliability are fulfilled in most cases, he tends to conclude that people are otherwise, he may draw the from hi fulfillment that people are 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_- that" peop Understandably, such child inclines not to others when he grows up Professional or special training A person's professional or special training can incline him a different orientation For instance. accountants and financial workers are oriented to be 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 persons 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

3 So if a person does not trust, he will try to impose 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 because anyone teaching or staying in the classroom feels he is being watched over and he is not . Determinations affecting a person’s trustful or mistrustful behavior 决定信任与非信任的因素 In negotiation or in people’s daily life, elements affecting a person’s trustful or mistrustful behavior come 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 cases, he tends to conclude that people are , otherwise, 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 “You can’t trust people”. Understandably, such child inclines not to others when he grows up. Professional or special training A 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 others 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 others 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 send a large sum of money to a far away place although you When is confused with capability in one's trust decision, more often than his plan will be undermined Intentions of others Our will ingness to trust another person is determined by our interpretation of the other 's intentions. ie We will not trust those we believe who have 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 People's interpretation of others'intentions and motives can be different from time to time depending on their understand ing of others In win-lose reward system, when competition is rewarded, i.e., our gain is the others loss and our loss is the others gain, trust the other is clearly not in our self-interest Companies selling the same products are rivals in business and understandably they will conceal or information, withhold facts and their id Things will be different in joint reward system in which because in such reward system things won t be done without joint efforts, so it is natural that the two sides will each other. Information other 's ad vice and reach common conclusion Of course, 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

4 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 send a large sum of money to a far away place although you him very much. When is confused 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 those 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-lose 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 self-interest. Companies selling 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 because 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 course, 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