Search results
Results from the WOW.Com Content Network
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.
Within this claim there are three dimensions. "Autonomy face" describes a desire to appear independent, in control, and responsible. "Fellowship face" describes a desire to seem cooperative, accepted, and loved. "Competence face" describes a desire to appear intelligent, accomplished, and capable.
According to Brown and Levinson, positive and negative face exist universally in human culture; it has been argued that the notion of face is the actual universal component to their proposed politeness theory. [19]
I’d suggest the author take into consideration giving more explicit practical example of the theory, and include some more relevant content by exploring the following readings: “Conflict face-negotiation theory: Tracking its evolutionary journey” by Stella Ting-Toomey is a recent article released in 2017 that will help better understand ...
For example, they concluded that Rogerian argument is less likely to be appropriate or effective when communicating with violent or discriminatory people or institutions, in situations of social exclusion or extreme power inequality, or in judicial settings that use formal adversarial procedures.
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.
For example, when negotiating with people in China, a negotiator should be aware of the Thirty-Six Stratagems which may be employed. [15]: 436–444 A 2020 literature review found significant differences in negotiation styles across various cultures, suggesting that negotiators must adapt their strategies based on cultural contexts.
Negotiation is necessary when one party requires the other party's agreement to achieve its aim. The aim of negotiating is to build a shared environment leading to long-term trust, and it often involves a third, neutral party to extract the issues from the emotions and keep the individuals concerned focused.