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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.
Identity management theory (also frequently referred to as IMT) is an intercultural communication theory from the 1990s. It was developed by William R. Cupach and Tadasu Todd Imahori on the basis of Erving Goffman 's Interaction ritual: Essays on face-to-face behavior (1967).
The study was able to identify face-saving acts and all four politeness strategies at work. The author states, "Reviewers usually appear to have in mind the addressee's positive face (the desire to be liked and be approved of) as well as his negative face (the desire to be left free to act as he chooses)."
Sixty 2nd-grade students were the participants of their study, who were asked to fill out arithmetic exercises. Experimenters asked students to fill out the arithmetic worksheets in either two conditions, the foot-in-the-door condition, or the door-in-the-face condition. The experimenters' goal was to have to students complete a 20-item worksheet.
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.
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 ...
In 1979, co-authors of the bestseller Getting to Yes: Negotiating Agreement without Giving In, Roger Fisher and William Ury, along with Bruce Patton founded the Harvard Negotiation Project (HNP), with a mission to improve the theory, teaching, and practice of negotiation and dispute resolution, so that people could deal more constructively with conflicts ranging from the interpersonal to the ...