Individualistic behavior is growing among people and it is being taken as normal which is making negotiation theory irrelevant. Logical consistency of the face negotiation theory. Manajemen komunikasi fakultas ilmu komunikasi universitas padjadjaran 2014 teori negosiasi muka face negotiation theory disusun oleh. Stella tingtoomeys face negotiation theory is based on two concepts of chinese conception. Group assignment 1 face negotiation theory prepared by 239738,240743,246070 in group a. If a social interaction proves to be troublesome, conflict may occur. Tingtoomey began working to provide a more complete theory. Nov 09, 2017 group assignment 1 face negotiation theory prepared by 239738,240743,246070 in group a. The use of face work and politeness theory judith ann. Face negotiation theory highlights conflict style differences between collectivist and individualistic cultures. Face negotiation theory collectivism individualism. Mcgrawhill facenegotiation theory face maintenance is crucial intervening variable that ties culture to peoples way of handling conflict slide 5 type of. The beginning of any social relationship is often ambiguous edelmann, 1985, p. Ppt face negotiation theory powerpoint presentation.
Face negotiation cannot be generalized in all situations. The better the communication is the better the negotiation would be. Decoding the face negotiation theory the face negotiation theory can be rather technical and it was introduced by stella tingtoomey, a communications professor at california state university, aimed at improving communication for resolving conflicts. Negotiation of meaning isa process that speakersgo through to reach aclear understanding ofeach other. In 1985, stella ting toomey explains in her theory that disagreements and conflicts are usually brought about by identity management on the individualistic and collectivistic levels. Learn vocabulary, terms, and more with flashcards, games, and other study tools.
Who developed face negotiation theory and when, what it tries to explain, key components and concepts of it, and how it has been applied in real life. Jan 07, 2018 criticisms of face negotiation theory. Through effective intersecting face, conflict and culture, the scope and the boundaries of the theory are made clear. Tingtoomey uses this foundation to lay out the core of her theory. People are considered to have two specific faces and these are called mientzu and lien. Collectivist cultures place value on the group and therefore adopt a conflict style of avoiding or integrating to give others mutual face. Strengths and weaknesses of the theory weaknesses there are a few concerns with the theory, however. Negotiation, information technology, and the problem of. Pon program on negotiation at harvard law school s. If you continue browsing the site, you agree to the use of cookies on this website. Negotiation theory and practice food and agriculture.
Face negotiation theory is a theory conceived by stella tingtoomey in 1985, to understand how people from different cultures manage rapport and disagreements. Stella tingtoomeys face negotiation theory explained hrf. We assert that negotiator relationship is an important factor that interacts with the use of communication technology, but in the absence of a prior relationship, the potential hazards of using email to nego. Negotiation is a process of communication for managing conflict face negotiation is a theory that examines cultural variables that explain differences in how people evaluate and respond to conflict as threatening of face discursive view interpretivist view negotiation is a way people describe jointly managing communication moments. Jul 20, 2014 criticism the face negotiation theory is intercultural in nature, and specifies how different cultures operate individualistically.
The most stand out theory is the negotiation theory by william zartman. The theory posits face, or selfimage, as a universal phenomenon that pervades across cultures. Negotiation theory is a field of psychological study that looks at decisionmaking processes within group settings. The theory posited face, or selfimage when communicating with others, as a universal phenomenon that pervades across cultures. Self face is the predominant concern of most people in individualistic cultures, so their framework is protecting and restoring their own public selfimage.
The basic concept behind face negotiation theory is the idea that each persons identity is represented by a face that he or she shows to others. Criticism the face negotiation theory is intercultural in nature, and specifies how different cultures operate individualistically. Conflict is a form of intense interpersonal and intrapersonal dissonance, between. He observes that in any negotiation, the chances of reaching an agreement depend on there being a zone of possible agreement or the way out of the problem. For instance, you will recall that the theory rests on the differing experiences and perceptions of individualistic and collectivist cultures. Theory face negotiation theory author stella tingtoomey initial presentation in bookarticle intercultural conflict styles. Does that society have a large or small power distance. Face negotiation theory talks about keeping or saving face in conflict situations according to the culture of people involved. Facenegotiation theory theory author initial presentation. Tingtoomeys face negotiation theory suggests a twostep causal chain with face maintenance as the explanatory link between culture and style of conflict resolution. The following negotiation example is based on bargaining in real estate, a negotiation scenario many of us may face in our lifetime.
Facesaving or other negativeface is the need to signal respect for. Negotiation strategies and negotiation techniques to help you become a better negotiator, from the program on negotiation at harvard law school. Face negotiation theory face negotiation theory face stella. The public lecture will be held in portola pavilion of the titan student union. The theory suggests that selfimage is a universal phenomenon. View notes face negotiation theory from comm 250 at university of maryland. May 2, 2016 the face negotiation theory, developed by stella tingtoomey. A facenegotiation theory exemplar the author uses negotiation practices as the example for this theory.
Face negotiation theory free download as powerpoint presentation. The face is nothing but an identity, the persona we keep up in the societya public image. While many of our articles discuss negotiation theory and the latest research, sometimes it helps to discuss negotiation examples in real life when offering negotiation tips and advice. Facenegotiation theory stella tingtoomey by julia hunt. Face negotiation theory by chelsea raineri on prezi. Identity negotiation theory the term identity in the identity negotiation theory int refers to an individuals multifaceted identities of cultural, ethnic, religious, social class, gender.
Assumptions of facenegotiation theory selfidentity is important in interpersonal interactions, with individuals negotiating their identities differently across cultures. May 05, 2011 stella tingtoomey began her research on the facenegotiation theory in the 1980s. Face negotiation theory is an intercultural theory that strives to explain behavior. Face can literally be defined as a metaphor for the public image people display to other individuals. While conflict is an inevitable facet of life, it is not necessarily a negative phenomenon.
Face negotiation theory essay example topics and well. The article discusses about the role of communication for a successfule negotiation. May 31, 2010 face negotiation theoryteaching practice 1. Starting in 1985, stella tingtoomey began to develop what she called face negotiation theory. Negotiating your salary linkedin learning, formerly. Face is a metaphor for the public image people display to others. Communication plays an important role in negotiation. May 2, 2016 the face negotiation theory, developed by stella tingtoomey, explains the culturebased and situational factors that shape communicators tendencies in approaching and managing conflicts. Face negotiation theory powerpoint ppt presentation. Individualistic cultures place value on the individual and in an attempt to protect selfface. Face negotiation theory deals with face, and maintaining your face. Theory facenegotiation theory author stella tingtoomey initial presentation in bookarticle intercultural conflict styles. It was based on concepts that were originally proposed in 1978 and focuses on how people from difficult cultures are able to manage their rapport or a disagreement. According to tingtoomey, when the facework is different, the.
Facenegotiation theory postulates that the facework of people from individualistic cultures like the united states will be strikingly different from the facework of people from collectivistic cultures like japan or korea. Face negotiation theory has been the subject of criticism since its introduction. Freedom, honesty, comfort, and personal equality among others are valued most. Face negotiation theory face stella tingtoomey 1988, 2005 objectives. There are several concerns about the face negotiation theory. Role of communication in negotiation free training guide. Nfmnegotiation for meaning nsnative speaker nnsnonnative speaker 3. There are several concerns about the facenegotiation theory. The face negotiation theory is an objective theory that explains, predicts, and advises with an analysis based only on selfreport data resulting from experiments conducted by tingtoomey and her coresearcher, john oetzel griffin, 2009.
Lawson 2011 emphasizes on how various cultures resolve conflicts in a bid to save face. Negotiation for meaning theory linkedin slideshare. Additionally, most research of this theory has been done on the americas, japan, and china. Class presentation communication theory pasca sarjana universitas indonesia departemen ilmu komunikasi manajemen komunikasi 2014. However, the theory does not explain the actual behavior exhibited by people in these cultures. Face negotiation theory face negotiation theory highlights conflict style differences between collectivist and individualistic cultures. Ill guide you through resources and considerations to face your fears in negotiation.
The theory has been revised and is now supported by empirical evidence, but still faces scrutiny. Authenticity refers to the ability to preserve autonomy negative face and set ones own boundaries for behavior. However, the results support the notion advanced by face negotiation theory that men will generally seek to save face while women will generally avoid conflict in consideration of others. Scribd is the worlds largest social reading and publishing site. A face negotiation theory exemplar the author uses negotiation practices as the example for this theory. Apr 03, 2020 face negotiation theory is largely used in conflict negotiation and understanding how different cultures handle conflict.
Much of sandbergs advice aligns with broader negotiation theory, which finds that a cooperative approach is the surest path to understanding the other party and discovering new sources of value. The theory is heuristic in the manner in which is presented. Face work theory provides a means of understanding the context of interaction and the ways in which a nurse and client choose speech patterns based on perceptions. Mar 19, 2020 learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our free special report, negotiation skills. Facenegotiation theory communication theory notebook.
Face negotiation theory project gutenberg selfpublishing. It originates with the chinese, and has two conceptualizations of face, lien and mientzu, also known as identity and ego. It should be satisfactory for both side of the disagreement. It presents an overview of the defining theoretical perspectives, concepts and methods that are central to the theory and practice of negotiation. With the voluminous amount of research on face, facework and face negotiation theory within the broad term of face management, these theoretical underpinnings offer a rich, applied practice in both the domestic and international contexts. Terms and theories from negotiation, a harvard business essentials book powerpoint presentation free to download id. This study sought to test the underlying assumption of the facenegotiation theory that face is an explanatory mechanism for cultures influence on conflict. Several areas of human interactions are studied within this discipline, and many of the resulting theories have applications in the corporate environment. Worlds best powerpoint templates crystalgraphics offers more powerpoint templates than anyone else in the world, with over 4 million to choose from.
Winner of the standing ovation award for best powerpoint templates from presentations magazine. Self construal people within a culture differ on the relative emphasis they place on individual selfsufficiency or group solidarity face independent self interdependent self a universal concern it is an extension of self concept a vulnerable, identitybased resource the public. Facerestoration or self negativeface is the need to give oneself freedom and space and to protect self from others infringement on ones autonomy. Introduction the theory was first developed by stella ting toomey in 1985 to explain how different cultures manage conflict and communication. Face negotiation theory face negotiation theory face. The cultural differences in the society shape the responses to conflicts in different societies. Mientzu is an external face, one that is social in nature, and involves authority, power, and influence. I recently got into a squabble with my boyfriend nate. The adobe flash plugin is needed to view this content. Cultural differences create communication as a response to conflicts.
Aug 02, 2018 valerie sutton is a thought leader in career theory and student services in university settings. I was having a bad day, but i didnt want him to have to hear about it i hate whining so i tried to keep it from him. For example, tingtoomey bases her theory on basic assumptions about the way individualistic and collectivist cultures operate. Em griffin a first look at communication theory 7 th edition 2009. The differences between americanoriginating people and japanese, vietnamese, chinese, and koreanoriginating people in negotiating.
Facenegotiation theory is a theory conceived by stella tingtoomey in 1985, to understand how people from different cultures manage rapport and disagreements. Confirming previous research, oetzel et al 2000 found that, japanese respondents rated avoiding facework higher and integrating facework lower than did the u. Theyll give your presentations a professional, memorable appearance the kind of sophisticated look that todays audiences expect. Facenegotiation theory is a theory first proposed by stella tingtoomey in 1985 to understand how different cultures throughout the world respond to conflict. This paper is intended as an easytoread reference material on negotiation. Face negotiation theory of stella tingtoomey flashcards. Are citizens of saudi arabia raised in individualistic or collectivistic culture. May 2, 2016 the face negotiation theory, developed by stella tingtoomey, explains the culturebased and situational factors that shape communicators tendencies. Underlying axiological assumptions advantages of face management theories.
Ppt face negotiation theory powerpoint presentation, free. Face work theory provides a means of understanding the context of interaction and the ways in which a nurse and client choose speech patterns based on perceptions offace needs, face threats, and contextualfeatures of power, culture, and social distance. Valerie sutton is a thought leader in career theory and student services in university settings. Face negotiation theory is an intercultural theory that. Members are primarily concerned with preserving the authenticity of their own face. Facenegotiation theory is often used in situations involving business conflicts. Face negotiation theory presentation connor sutton. The theory holds up the idea of maintaining a face according to their cultures. Armentrout slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Here, face refers to identity and personality we let others see or a public image. Negotiation, information technology, and the problem147 influence negotiator behavior. View or download all content the institution has subscribed to. The face negotiation theory is established by stella tingtoomey, which discusses the way by which people with different cultures communicate and manage conflict.
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