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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.
The sociological concept of face has recently been reanalyzed through consideration of the Chinese concepts of face (mianzi and lian) which permits deeper understanding of the various dimensions of experience of face, including moral and social evaluation, and its emotional mechanisms.
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 concept of face was derived from Chinese into English in the 19th century. [13] " Face" conceptualized as an individual's positive claim of social values in socializing contact was introduced into academia by Erving Goffman through his theories of "face" and "facework".
Intercultural communication is a discipline that studies communication across different cultures and social groups, or how culture affects communication.It describes the wide range of communication processes and problems that naturally appear within an organization or social context made up of individuals from different religious, social, ethnic, and educational backgrounds.
The way negotiation partners position their bodies relative to each other may influence how receptive each is to the other person's message and ideas. Face and eyes: Receptive negotiators smile, and make plenty of eye contact. This conveys the idea that there is more interest in the person than in what is being said.
Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. Individuals should make separate, interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals should and could make joint, collaborative decisions. These theories are interleaved and should be ...
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.