Suchergebnisse

Because of their relationship‐oriented values, avoiding conflict is thought to be particularly prevalent and appropriate in collectivist societies like China Although research in the West has assumed that avoiding conflict is one approach and a largely ineffective one, collectivists may use conflict avoidance in different ways, including protecting the other protagonist. Eighty‐five managers and employees in six State Owned Enterprises in South China described concrete incidents when they avoided conflict and responded to specific items to measure the prior relationship, motivation, strategies, and consequences. Results identify major motivations and strategies used in conflict avoidance. Findings indicate that Chinese managers and employees relied upon the other person, promoted task productivity, and strengthened the relationship when they had a prior strong relationship and cooperative goals. Cooperative goals and fear of revenge were both found to underlie outflanking (trying to work around the other). Results were interpreted as indicating that avoiding conflict can be useful and even reaffirm an already effective relationship, but like open conflict, it must be managed constructively.

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.