What are the four faces of face negotiation theory?
Specifically, the theoretical formulation of the four faces of face first introduced by Ting-Toomey – face-restoration (self autonomy), face-saving (other autonomy), face-giving (other inclusion) and face-assertion (self inclusion) are used to discuss how they affect mediators.
What is face giving in face negotiation theory?
Face-Negotiation Theory is a theory conceived by Stella Ting-Toomey in 1985, to understand how people from different cultures manage rapport and disagreements. The theory posited “face”, or self-image when communicating with others, as a universal phenomenon that pervades across cultures.
What are the three types of face concern?
Face-negotiation theory emphasizes three face concerns. Self-face is the con- cern for one’s own image, other-face is the concern for another’s image, and mutual-face is concern for both parties’ images and/or the “image” of the re- lationship (Ting-Toomey & Kurogi, 1998).
Is face negotiation theory an objective theory?
Face-negotiation theory is an objective theory. Which two facework strategies reflect a concern with mutual-face? Problem solving and respect.
What is an example of facework?
Facework consists in part of certain communications acts that build, protect, or threaten the face of self or other. If you tell someone, “You are an idiot!” the literal semantic and syntactic meaning, or propositional meaning (You are unintelligent), is inconsequential.
What are the different face-to-face interactions?
In this unit we will explore different types of face-to-face interaction in which one has often to engage in business transactions, such as conversation, e.g. social interaction, performing various functions; and other speech events such as discussions, debates, meetings, interviews, lectures, sales talk, etc.
Why face-to-face negotiation is important?
Face-to-face negotiation enables a better flow of information between the negotiating parties, enables better understanding between the parties, strengthens the basis of trust and thus both reduces the need to utilize hard tactics and promotes the use of soft tactics.
What is the difference between face giving and face saving?
To disagree with someone in public, thus causing them embarrassment, is to make them “lose face” (mentsu wo ushinau). On the other hand, something that helps to build up a person in front of others can be said to “give face” (kao o tateru).
What are the five theories of negotiation?
The foundations of negotiation theory are decision analysis, behavioral decision-making, game theory, and negotiation analysis. Another classification of theories distinguishes between Structural Analysis, Strategic Analysis, Process Analysis, Integrative Analysis and behavioral analysis of negotiations.
What does Goffman’s concept of face refer to and what is it related to?
The concept of face refers to a social representation of a person reflecting the respect, regard or confidence others have in them which the person in question is conscious or aware of himself or herself (Goffman 1972, p. 5).