Face Negotiation Theory (Relationship) Flashcards
Briefly explain the main concepts of face negotiation theory.
Face, facework, positive/negativ face (autonomy/group), face concern, face need, collectivistic, individualistic cultures.
Who Created Face Negotiation Theory?
Stella Ting-Toomey
What is the difference between negative and positive face need?
Positive face need: asking to a persons group oriented face
Negative face need: asking to a persons autonomous face
What is face?
A persons identity and ego.
Erving Goffman says: The image you display in your conversation with others.
What is face-concern?
Either self-concern or other concern.
Whether you want attention drawn to yourself or drawn to others.
What is face-need?
Whether you want to be associated with others of dissociated with others. (positive vs. negative face needs)
What theory was Stella Ting-Toomey influenced by?
Face Politeness Theory, by Brown and Levinson. Focuses on establishing and maintaining harmony in a relationship.
Focuses on face threats and face needs.
How would you ask in a way recognising a positive face need?
And vise versa how would you ask if the person had a negative face need?
Positive: group oriented. Open for dialogue. Positive face needs could be in a meeting etc.
Negative: asking a fellow student for notes. “I will bring them back right away”
What is facework?
The action taken to deal with the face wants of another.
Both verbal an nonverbal strategies used to maintain harmony in the relationship/conversation.
“Communication that tiptoes”
Explain why a person from the States and a person from China might experience conflict/awkwardness/misunderstandings in a conversation?
China: Collectivistic (the group over the I)
USA: Individualistic (the I over the Group)
Briefly explain the difference be collectivistic cultures and individualistic cultures and give an example of countries from either one.
Collectivistic - group oriented, focuses on the we, wishing fulfillments of others needs. E.g.Venezuela, Asian Countries, Mexico etc.
Individualistic - Individual identity, idenpendent self-culture,, individual rights/needs over group rights/needs.
E.g. Denmark, USA, Belgium etc.
What is Face-Management?
The protection of ones face.
How would you manage conflict across cultures according to Face Negotiation Theory?
FACE-MANAGEMENT
Avoiding (staying away from disagreements)
Obliging (goes along with suggestion)
Compromising (give and take)
Dominating (influence/authority to make decisions)
Integrating (Collaborating)
What is Face-Saving?
trying to prevent events of embarrassments
What is face-restoration?
occur after face-loss has happened. People try to restore face. (e.g. uses excuses)
How could you use Face-Negotiation Theory in a management perspective?
Working with people from different cultures. A good way to understand and prevent conflicts because of cultural differences.
How could you use Face-Negotiation Theory in a marketing perspective?
Targeting specific groups according to their individualistic or collectivistic culture.
Explain what a face threatening act is? How would you prevent it from happening?
When somebody threatens you face/identity/ego and you would use face-saving and if the face-loss already happened you would use face restoration.
How would you critique this theory?
Stereotyping: only consist of two groups (collectivistic+individualistic)
Very broad. Not very specific.
Stella found that within the states people could also be collectivistic, even though the US is a individualistic country.
What is good about this theory?
Good starting point for further investigations on how different cultures are in relationships.
Broad question –> your own opinion
