Chapter 8 Law o f Trust 信任法则
How to decide a person trusts and is trusted? 如何决定信任与被信任
Determinations affecting a person’s trustful or mistrustful behavior 决定信任与非信任的因素
Effects of trust信任的效应
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 set 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.
These 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:
Increasing your vulnerability
To another person whose behavior is not under your control;
In a situation in which the penalty, loss or deprivation you would suffer if the other person abuses or fails to protect your vulnerability;
Is substantially greater than the benefit, reward or satisfaction you would gain 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 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 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 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.
Effects of trust信任的效应
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 self-control.
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 increase level of trust among the members. Negotiations based on high level of trust can increase of double win results.
Conversely, 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:
Encourage mutual trust by establishing trust-rewarded system in _____education, in training and in .
Buildup people’s confidence in trust bit by bit through giving , influence, self-control and concessions, and seek reciprocation from the other.
Discuss frankly with the other party what is generating in negotiation.
Be sincere and honest to your negotiating team members and your .
Communication Skills
1. What comment would you make in the following situations?
You’ve just heard news of a train crash.
One of your colleagues is always chatting to everybody.
One of your colleagues regularly works a twelve-hour day.
You’ve just had a very good meal.
One of your colleagues keeps himself to himself.
You’ve just seen an exhibition you expected to be good; in fact it was not.
A person you’ve just met says he is a film director.
One of your colleagues looks very smart today.
2. Answer the following questions
How many means are needed for the sellers to inform the buyers of the quality? What are they?
When selling some mechanical and electrical products, what means are generally used to express their quality?
When negotiating on the packing, what aspect should the buyers pay attention to besides the right type of packing?
When goods are sold on a CIF basis, who is under obligation to present a marine insurance policy or an insurance certificate at the time of negotiation, the seller or the buyer?
Which method is safer and better for the seller, D/P or D/A?
Why is commodity inspection indispensable in international trade?
What’s the first step in a successful sales negotiation?
Is it necessary for the seller to make an equal concession when the buyer grants him or her a concession?
At the beginning of the negotiation, should the sellers open high or modest?
When you meet with negotiators who harshly bargain with you, will you cancel the negotiation or continue?
11) If a negotiator says: “I don’t have the authority to grant you that concession”, does it really mean that he or she hasn’t such authority or is it only negotiating tactics?
5. Translate the following situational dialogue into English
（交货Delivery）
贺先生，我很高兴我们就价格和付款方式问题达成了协议。我希望我们也能就今天要谈的交货问题达成一致的看法。
我也希望如此。
我们目前所谈的这个合同是有关购买毛纺厂的成套设备，非常复杂。所以我想我们有几个方面要谈。
是的。我们可以就这些方面一个一个地交换意见。
首先，是关于交货的时间问题。由于这张订单大而复杂，我们觉得很难给予你方一个明确的交货时间。
但是你方在报价中清楚地提到全部交货将在合同生效后24个月内完成。
是的，但那只是我方的估计。现在我们觉得这一时间可能太短了。你方能否将交货时间延长至30个月。
那可不行。我方的时间表是以你方24个月内交货为基础的。延长交货时间对我方会造成很大的经济损失。
你知道延长交货时间对我方来说也不利。我方将尽力提前交货。我是否可以建议我们在合同里这么下：“交货应在合同生效后不超过30个月之内完成”？
恐怕我方没法接受。要是交货延长一两个月的话，我方或许还可以考虑，但是长达六个月我方就没法考虑了。
那样的话，让我们定在26个月吧。
好吧。但是我们想加一个条款，即在合同生效后10个月之内你方应给我方一份初步的交货时间表，在交货前3个月应向我方递交一份最后的交货时间表。这样，我们就可以对卸货、仓储和内陆运输做出必要的安排。
没问题，我们会这么做的。
正如你所知道的，中国港口的装卸设备可能不如欧美港口的设备。此外，内陆运输的要求也可能不同。因此，我方要求在你们的初步时间表中，应告知我方那些超大或超重设备的体积和大致重量， 以及对那些危险品和易燃的特殊运输和仓储要求及所应采取的预防措施。
那可以做到。你能告诉我们你们对每一整件设备所能允许的最大重量和最大体积吗？
每件设备所能允许的最大重量是30公吨，最大体积是长15米，宽3米，高3米。
To be continued
