敵友關係的轉換

敵友關係的轉換在日常生活中隨處可見，除了個人平時與他人的人際互動，也普遍發生於外交/商業談判場合、企業間的策略聯盟以及競合關係中；但人們往往將其視為一種自然發生的現象、一個「結果」，雖然能夠個別解釋其原因，卻很少有人想到把這些原因歸納出一套通則性的機制架構。因此，本研究欲提出一套造成敵友關係轉換的機制架構，告訴人們如何與他人建立友好關係、什麼樣的情況下會招致敵意、甚至如何刻意創造出敵對關係，以期做為管理者或個人決策與行動的參考。本研究的分析主體為《戰國策》〈秦策〉五卷與《鹿鼎記》，將從中篩選出內含敵友關係轉換的事件，以「目標」、「利益」、「互動方式」、「第三方的存在、加入與退出」和「認知的改變」五大構面分析事件中敵友關係的轉換，每個構面都會再細分，最後總共歸納出二十種造成敵友關係轉換的情境與機制，並於結論中針對這二十種機制，分別就「建立友好關係」、「避免敵對關係」與「離間他方關係」三個層面提出實務建議。

關鍵字

敵友關係；鹿鼎記；戰國策；轉換

並列摘要

The shift between hostile and friendly relationships can be seen everywhere in our daily life, except from personal interactions with other people, it’s also common in diplomatic/commercial negotiations, strategic alliance and coopetition between enterprises. But people often regard it as a natural phenomenon, a “result”, even if they can explain the reason of each case individually, few of them ever think of generalizing these reasons into a mechanism framework. Therefore, this research intends to propose a mechanism framework which causes the shift between hostile and friendly relationships, telling people how to build up friendly relationship with others, in what circumstances would incur hostility, and even how to create hostile relationship deliberately. Hoping it would become a reference for managers or individuals when making decisions and actions. This research takes Intrigues of the Warring States and The Duke of the Mount Deer as the analyzing object. Firstly we pick cases which contain the shift between hostile and friendly relationships from the two works, and then analyze them through five dimensions: Goal, Interest, The way of interaction, The existence, joining and exist of the third party and The change of cognition. Each dimension will be subdivided. Finally we generalize twenty scenarios and mechanisms which cause the shift between hostile and friendly relationships in total. According to them, in the conclusion part, we make practical suggestions from three separate levels: Build up friendly relationship, Avoid hostile relationship and Alienate other parties’ relationship.