Face Negotiation Theory

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Styles of Conflict Management• Five Basic Styles:• Avoiding (AV) – staying away from disagreements• Obliging (OB) – satisfying the needs of others• Compromising (CO) – using give-and-take to achieve amiddle of the road resolution• Dominating (DO) – using influence or authority tomake decisions• Integrating (IN) – collaborating with others to findsolutions.• These vary culturally but also depend on immediateface needs and concerns.
Observed Styles• USA: more Dominating than most other places• Taiwan: primarily Integrating• China and Taiwan: significantly more Obliging• China: more Avoidance than most other cultures• China: more Compromising than most other cultures
Page 2 and 3: Face Negotiation Theory• Based on
Page 4 and 5: Aspects of Face• Face concerns th
Page 7 and 8: Assumptions of the Theory• Certai
Page 9: Face Management• Individualist cu
Page 14: Critique of Face-Negotiation• Log

Face Negotiation Theory

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