EFFECTS OF INFLUENCE TACTICS AND SOCIAL CONTEXTS IN CONFLICT: AN EXPERIMENT ON RELATIONSHIPS IN CHINA

Dean Tjosvold (Lingnan University, Hong Kong)
Haifa F. Sun (Zhongshan University, China)

International Journal of Conflict Management

ISSN: 1044-4068

Publication date: 1 March 2001

Abstract

Maintaining relationships may be difficult in conflict because strong influence attempts can communicate disrespect, especially among Chinese people. The theory of cooperation and competition was used to investigate the effects of persuasion and control influence attempts and social context in conflict. Results from an experimental study support the reasoning that persuasion communicates respect and develops a cooperative relationship. In contrast, coercion communicates disrespect, develops competitive relationships, and results in rejection of the opposing view and negotiator. Consistent with North American research, cooperative compared to competitive context was found to lead to more openness toward the opposing position and negotiator. These results were interpreted as suggesting that persuasion, communication of respect, and a cooperative context facilitate productive conflict management between Chinese people.

Citation

Dean Tjosvold and Haifa F. Sun (2001) "EFFECTS OF INFLUENCE TACTICS AND SOCIAL CONTEXTS IN CONFLICT: AN EXPERIMENT ON RELATIONSHIPS IN CHINA", International Journal of Conflict Management, Vol. 12 No. 3, pp. 239-258

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DOI

: https://doi.org/10.1108/eb022857

Publisher

:

MCB UP Ltd

Copyright © 2001, MCB UP Limited

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