Effects of influence tactics and social contexts in conflict : an experiment on relationships in China
Document Type
Journal article
Source Publication
International Journal of Conflict Management
Publication Date
7-1-2001
Volume
12
Issue
3
First Page
239
Last Page
258
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.
DOI
10.1108/eb022857
Print ISSN
10444068
E-ISSN
17588545
Publisher Statement
Copyright © 2001 Emerald Group Publishing Limited
Access to external full text or publisher's version may require subscription.
Full-text Version
Publisher’s Version
Language
English
Recommended Citation
Tjosvold, D., & Sun, H. F. (2001). Effects of influence tactics and social contexts in conflict: An experiment on relationships in China. International Journal of Conflict Management, 12(3), 239-258. doi: 10.1108/eb022857