Ethics and Manipulation in Organizations

Green, Ronald K.; Pawlak, Edward J.

doi:10.1086/644070

Cited by 7 publications

(1 citation statement)

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“…Trust based on positive well-intentioned confidence in another has the potential to result in a negative experience, perhaps because it is misplaced or not desired by the recipient, but we also believe that there is the potential for trust to be consciously used to manipulate both individuals and situations. Manipulation is defined as a compilation of three features: some sort of advantage accrues to the manipulator (Porter et al, 1981;Schminke, 1998); a deception is used such that those being influenced are not consciously aware of the attempt to control them and, finally, the manipulator's motive is to change the other party's behaviour to achieve the manipulator's own objectives (Green and Pawlak, 1983;Wrong, 1988). Manipulation often comes in the form of tactics related to the use and availability of information and creation of favourable images (Allen et al, 1979).…”

Section: The Research Agendamentioning

confidence: 99%

The dark side of trust: When trust becomes a ‘poisoned chalice’

2013

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Trust is typically portrayed as beneficial to all concerned; something which is inherently good. In this article we focus on interpersonal trust and argue that, while there are undoubted benefits, trust can also be problematic; there are circumstances in which it can become a 'poisoned chalice' for one or other of the parties involved. We question whether the potential for negative experiences in relation to trust has been fully explored and argue that its true dark side lies within the dynamics of the trust relationship. From this stance we use the social exchange and gift giving literatures to re-appraise trust in a way that highlights the importance of expectation and intent and demonstrates the circumstances in which trust may not be beneficial for one of the parties involved. We conclude with a research agenda which we believe will further develop our understanding of this complex human interaction. KeywordsDark side of trust, manipulation, trust and gift-giving, trust relationships, unwanted obligation Trust has long been depicted as an inherently positive experience and a desirable quality which should be sought after in relationships (Fukuyama, 1995). Interpersonal trust is considered a vital social resource that can facilitate cooperation and enable co-ordinated social interaction and

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Section: The Research Agendamentioning

confidence: 99%