Face Negotiation Theory

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Individualism vs. Collectivism• These are:• Individualism – a cultural value that places emphasis onthe individual over the group.• Collectivism – a cultural value that places emphasis onthe group over the individual.• Cultures vary along this dimension, with…• USA as #1 in Individualism,• Some Asian and Central American countries as highlycollectivist.• (This may be confounded with issues of poverty.)
<strong>Face</strong> Management• Individualist cultures, not surprisingly, tend to engagein overt face management strategies that work topreserve one’s own face.• Self-assertion• Collectivist cultures have people more willing to adapttheir self-presentation images for the sake of thecollective.• Empathy
Page 2 and 3: Face Negotiation Theory• Based on
Page 4 and 5: Aspects of Face• Face concerns th
Page 7: Assumptions of the Theory• Certai
Page 11: Observed Styles• USA: more Domina
Page 14: Critique of Face-Negotiation• Log

Face Negotiation Theory

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