Chapter 27 The Conversation Face negotiation theory

Question 1

Author Face negotiation theory

Answer 1

Ting-toomey

Question 2

Tradition Face negotiation theory

Answer 2

Socio-psychological

Question 3

Context Face negotiation theory

Answer 3

Cultural

Question 4

Approach to knowing Face negotiation theory

Answer 4

Positivistic/Emperical

Question 5

Theory overall Face negotiation theory

Answer 5

Face management- how people from different cultures manage conflict negotiation to maintaining face

1 Self-identity is important with individuals negotiating their identities differently across cultures. - An identity he or she wants others to accept.
2 The management of conflict is dealt with by face and culture
3 Certain acts threaten ones projected self-image(face)
Conflicts can damage social face

Question 6

Face

Self-identity

Answer 6

metaphor for public image people display that they assume or want other to accept - maintained, lost or strengthened.

co-created

Self-identity: personal attributed and collective experiences, thoughts and plans. Get more confident (e,g, new job with more experience. Very important how we perceive ourself and other perceive us.

Question 7

Face and politeness theory -two universal needs

Answer 7

Positive face : to be liked or admired

Negative face: desire to be free of others.

Question 8

Face and politeness theory -facework

Answer 8

Behave consistent with face - save, threatening og restore face - both sender and receiver. Actions used to deal with face needs and wants of self and others e.g. associated/disassociated with others, maintain face of your or others.

Question 9

strategy of facework for others to avoid conflicts - TSA

tact
Solidarity
approbation

Answer 9

1. make people feel free to do what they want(ask suggestions e.g)
2. Minimize differences and commonalities are highlighted(feel like in group.
3. Recognize positive attributes and avoid

Question 10

Face-threatening acts (FTA)

Answer 10

threatening either the positive or negative face

Question 11

Part of face-threatening acts- face saving

Answer 11

effort to avoid embarrisment

Question 12

Part of face-threatening acts- face restoration

Answer 12

occurs after loss of face - excuses and justifications.

Question 13

Culture organized under two views on people

Answer 13

individualistic or collectivistic

Question 14

Hofstede - culture

Answer 14

Believe you can measure facework.

Divide nations into culture

Put identity and face into boxes.

Use with caution

Question 15

managening conflicts across cultures d i c o a - avoiding

Answer 15

Staying away from disagreements

Question 16

managening conflicts across cultures d i c o a - obliging

Answer 16

satisfying the needs of others

Question 17

managening conflicts across cultures d i c o a -compromising

Answer 17

take a middle-road solution

Question 18

managening conflicts across cultures d i c o a - dominating

Answer 18

using influence or authority to make decisions

Question 19

managening conflicts across cultures d i c o a - integrating

Answer 19

collaborate to find solutions.

Question 20

example of managening conflicts across cultures

Answer 20

USA - use more domination.

Chinese - high degree of obliging, avoiding and compromising

Question 21

Critics - logical consistency

Answer 21

may not fully explain cultural differences

Question 22

Critic - Heurism

Answer 22

highly - continue to spark interest. Used the different concepts like face and the differences between cultures for example.

Question 23

Example commercial

Answer 23

missing