| Summary: | 碩士 === 國立中興大學 === 高階經理人碩士在職專班 === 101 === This paper is to investigate the reasons for failure of negotiations process. The case is the negotiation process on damage compensation of labor safety incidents. Butler (1995) proposed a "Dynamics of Mistrust and Conflict Behavior" model to view and analyze the conditions of trust inventory between two sides lead to failure of negotiations. This paper discusses the reasons for failure of negotiation are that one is the conditions for trust inventory which including availability, competency, consistency, discreetness, fairness, integrity, loyalty, openness, promise fulfillment, receptivity and overall trust and the other is dynamics of mistrust and conflict Behavior. The results of case study demonstrate the differences in conditions of trust inventory and the dynamics of mistrust and conflict Behavior between two sides lead to failure of negotiation. That is, one party of a negotiation not only has intense pursuit of self-interests, but also prevents the other negotiator to pursue their interests, while one negotiator conceals information, the other negotiator will also produce similar reaction. As a result, two sides of negotiation can’t trust mutually to cause eventually an unsuccessful negotiation.
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