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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.
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).
Identity negotiation refers to the processes through which people reach agreements regarding "who is who" in their relationships. Once these agreements are reached, people are expected to remain faithful to the identities they have agreed to assume. The process of identity negotiation thus establishes what people can expect of one another.
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.
The Face Negotiation Theory Wikipedia entry is well-organized with appropriate headings and subheadings to make the reading experience accessible. The author presents a clear and concise definition of the theory in the introduction, and moves on to give readers more background about the theory.
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.
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)."
"Negotiation theory and research has articulated that in multi-issue negotiations, making package offers is superior in achieving integrative outcomes than negotiation each issue sequentially." [ 1 ] Furthermore, research has shown that the negotiator who makes an aggressive first offer tends to secure better outcomes than those who respond to ...