Module 16 Face Negotiation Theory PDF

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Chapter 32: Face-Negotiation Theory o Stella Ting-Toomey ● Face-negotiation theory: helps explain cultural differences in responses to conflict ● “Negotiating face” → our public self-image, the way we want others to see us and treat us ● Facework: specific verbal and nonverbal messages that help to maintain and restore face loss, and to uphold and honor face gain ● Type of culture → type of self-construal → type of face maintenance → type of conflict management ● The theory is based on the distinction b/w collectivism and individualism ○ Self, goals, and duty ● Collectivistic culture: wherein people identify with a larger group that is responsible for providing care in exchange for group loyalty; we-identity; a high-context culture ● Individualistic culture: wherein people look out for themselves and their immediate families; l-identity; a low-context culture ● Self-construal: self-image; the degree to which people conceive of themselves as relatively autonomous from, or connected to, others ● Face concern: regard for self-face, other-face, or mutual-face ○ Face-restoration: the self-concerned facework strategy used to preserve autonomy and defend against loss of personal freedom ■ Individualistic cultures ○ Face-giving: the other-concerned facework strategy used to defend and support another person’s need for inclusion ■ Taking care not to embarrass or humiliate the other in public ■ Collectivistic cultures ● 5 responses to situations where there is an incompatibility of needs, interests, or goals: ○ Avoiding: responding to conflict by withdrawing from the open discussion ○ Obliging: accommodating or giving in to the wishes or another in a conflict situation ○ Compromising: conflict management by negotiating or bargaining; seeking a middle way ○ Dominating: competing to win when people’s interests conflict ○ Integrating: problem-solving through open discussion; collaborating for a win-win resolution of conflict ● 3 styles of conflict management that individualistic-based use: ○ Emotional expression: managing conflict by disclosure or venting of feelings ○ Passive aggressive: making indirect accusations, showing resentment, procrastination, and other behaviors aimed at thwarting another’s resolution of conflict ○ Third-party help: a method of conflict management in which disputing parties seek the aid of a mediator, arbitrator, or respected neutral party to help them resolve their differences ● Power distance: the way a culture deals with status differences and social hierarchies; the degree to which low-power members accept unequal power as natural ● 3 requirements for effectively communicating across cultures:

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Knowledge Mindfulness: recognizing that things are not always what they seem, and therefore seeking multiple perspectives in conflict situations Interaction skill: your ability to communicate appropriately, effectively, and adaptively in a given situation

Lecture ● Culture: learned patterns of perception, values, and behaviors, shared by a group of people, that are dynamic and heterogeneous ● Face Negotiation Theory: predict and explain cultural differences in responses to conflict ○ Some specific components of the theory: ■ Individualism-Collectivism ■ Face and facework ■ Conflict management The Cultural Dimension of Individualism-Collectivism ● Individualism-Collectivism: the degree to which members of a culture are integrated into groups ○ Individualistic: value individual over the group; the individual is perceived as a sovereign stand-alone entity ■ Ties b/w individuals are loose ■ Individual goals prevail over group goals ■ “i” -consciousness ■ EX: North America, regions in Europe ○ Collectivistic ■ People are integrated into strong, cohesive in-groups ■ Group goals prevail over individual goals ■ “We”-consciousness ■ EX: Asia, Africa, Middle East, South America, Pacific Island ● Self-Construal: Varied Self-Images Within a Culture ○ Self-construal: the degree to which people conceive of themselves as relatively autonomous from, or connected, to others ■ Individual-level individualism-collectivism ● Independent self-construal ● Interdependent self-construal ■ Indicator of within-cultural differences ● Assessment of Self-Construal ○ Survey questions to measure self-construal ■ If agree with statements that pertain you as a unique being → individualistic ■ If you are careful to maintain harmony within the group and sacrifice for the sake of the group → collectivism Face and Facework ● Face: the projected image of one’s self in a relational situation ○ Face can be lost, repaired or given

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Face concerns: whose face does a person want to save, protect, or honor? ○ 3 orientations of face: self, other, mutual ○ More salient in when performing face-threatening act ● Conflict as a face-threatening act ○ Conflict interaction → right or wrong, good/bad → carry implications for self-image or other’s image ● Facework: specific verbal and nonverbal messages that help to construct, repair, or give face ○ Face-restoration → individualistic ■ EX: apology or excuses ○ Face-giving ■ EX: complimenting someone ● Face and culture ○ Face, face concerns, and facework may differ across cultures ■ Basic orientation of individualistic cultures ● Meanings of face: autonomy, self-worth ● Face concerns: focus on “self” face ■ Basic orientation of collectivist cultures ● Meanings of face: modesty, generosity ● Face concerns: focus on the “other” or mutual face Conflict Management Styles ● Conflict management ○ How one approaches a specific conflict situation depends on: ■ Relationship with the counterpart ■ Severity of the problem ■ Attribution of responsibility ■ Personality ■ Other ● Types of conflict management styles ○ Avoiding: withdrawing from or avoid open discussion ○ Obliging: give in to other ○ Compromising: give & take, negotiation ○ Dominating: be form in pursuing own interest ○ Integrating: exchanging info to work ○ Emotional expression: venting feelings ○ Passive aggression: make others guilty without accusing ○ Third-party help: enlist a mediator to help ● Face: linking Culture & Conflict Management ○ The basic model of face negotiation theory: ■ Culture → self-construal → face concerns → conflict styles ● A cultural map of conflict management styles

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○ Evaluation of Face Negotiation Theory ○ Strength of the theory ■ Predictive power ■ Explanation of the phenomenon ○ Limitations in research ■ Self-report data in hypothetical situations ■ Features of sample...