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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 cultures.
BATNA was developed by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation (PON), in their series of books on principled negotiation that started with Getting to YES (1981), equivalent to the game theory concept of a disagreement point from bargaining problems pioneered by Nobel Laureate John Forbes Nash decades earlier.
Face is a class of behaviors and customs, associated with the morality, honor, and authority of an individual (or group of individuals), and its image in social groups.. Face refers to a sociological concept in general linked to the dignity and prestige that a person has in terms of their social relationships.
This is the “opening gambit in a Middle East peace negotiation” theory of his motivations that I described earlier: In return for America agreeing to drop its designs on the strip, recognizing ...
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 ]
Face Negotiation Theory → Face negotiation theory – Per WP:CAPS ("Wikipedia avoids unnecessary capitalization"), and that theories and laws are usually downcased, and WP:TITLE, this is a generic, common term, not a propriety or commercial term, so the article title should be downcased. Lowercase will match the formatting of related article ...
Developed in the 1990s by John G. Oetzel it focuses on decision-making within groups integrating also the Vigilant Interaction Theory (Hirokawa and Rost) as well as the Face Negotiation Theory by Ting-Toomey. Hirokawa was involved in another theory along with Denis Gouran on Functional Theory of Group Decision making in the 1980s. [2]
Cultural contracts first appeared in Communication Quarterly in 1999. Dr. Ronald L. Jackson came up with the original idea while negotiating a deal for a new house. [3] He was fascinated by the general outline of a contract and was interested in identity as a communication researcher, so the process struck a chord with him and made him think about how cultural diversity functions in our society.