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Face Negotiation Theory: Face-Maintenance Framework. Face negotiation theory is a theory conceived by Stella Ting-Toomey in 1985, to understand how people from different cultures manage rapport and disagreements. [1] The theory posited "face", or self-image when communicating with others, [1] as a universal phenomenon that pervades across ...
Some people may adopt aggressive, coercive, threatening and/or deceptive techniques. This is known as a hard negotiation style; [8] a theoretical example of this is adversarial approach style negotiation. [8] Others may employ a soft style, which is friendly, trusting, compromising, and conflict avoiding. [3]
Identity management theory explores the role of face, negotiation, and identity convergence in regard to intercultural communication. IMT seeks to explain how the development of interpersonal relationships is the means by which cultural identities are negotiated. [1]
The other side can act in a way that directly contradicts those preconceptions, effectively conveying that the party is interested in an integrative negotiation. Face-saving – This approach justifies a stance based on one's previously expressed principles and values in a negotiation. This approach to an issue is less arbitrary, and thus, it ...
Examples: excessively emotional expressions. The speaker indicates that he does not have the same values or fears as the hearer; Examples: disrespect, mention of topics which are inappropriate in general or in the context. The speaker indicates that he is willing to disregard the emotional well-being of the hearer. Examples: belittling or boasting.
The door-in-the-face technique is a compliance method commonly studied in social psychology. [ 1 ] [ 2 ] The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the respondent's face.
Three examples this quarter are European acquirer emerchantpay, Guatemalan acquirer NeoNet, and Paraguayan acquirer Bancard, who will all offer CyberSource to their merchants.
Positive face is "the positive consistent self-image or 'personality' (crucially including the desire that this self-image be appreciated and approved of) claimed by interactants" Negative face is "the basic claim to territories, personal preserves, rights to non-distraction—i.e., to freedom of action and freedom from imposition"