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Advantages and disadvantages of face negotiation theory
Face negotiation theory conflict styles
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In the world of communication, there are many theories which describe different ways people communicate. According to Doctor Thomas Hanitzsch, an associate professor of communication at the University of Munich in Germany, “Communication Theory is an international forum publishing high quality, original research into the theoretical development of communication from across a wide array of disciplines” (“Communication Theory”). A specific communication theory that will be highlighted is the Face-Negotiation theory developed by Stella Ting-Toomey. Simply stated, Dr. Ting-Toomey suggests that conflict is a consequence of identity management on an individual and cultural level, and occurs when an individual or group’s face is threatened. Similarly, people from individualistic, low context cultures interact differently from collectivist, high context cultures. This means that “people from collectivistic cultures with an interdependent self-image are concerned with giving ‘other-face’ or ‘mutual face,’ so they adopt a conflict style of ‘avoiding or integrating’” (Griffin “List”). Likewise, “people from individualistic cultures with an independent self-image are concerned with protecting self-face, so they adopt a conflict style of ‘dominating’” (Griffin “List”).
Mentioned earlier, Stella Ting-Toomey is the individual who developed the Face-Negotiation theory and she is also a communication professor at California State University, Fullerton. Dr. Ting-Toomey was born in Hong Kong and came to the United States to attend the University of Iowa in 1972, a decision based on chance decision (Rindelre “Doctor Stella”). As of today, Dr. Ting-Toomey is a very well-known theorist, prolific author and professor at California State University, s...
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Rinderle, Susan. "Dr. Stella Ting-Toomey's Profile Interview." STELLA TING-TOOMEY's Home on the Web. College of Communications, May 2003. Web. 15 Nov. 2011. .
"Stella Ting-Toomey's Home on the Web." STELLA TING-TOOMEY's Home on the Web. College of Communications, 2006. Web. 15 Nov. 2011.
"The Matrix of Face: An Updated Face-Negotiation Theory." Theorizing About Intercultural Communication. Ed. William B. Gudykunst. 1st ed. London: SAGE, 2004. 71-92. Print.
Ting-Toomey, Stella. "Culture, Face Maintenance, and Styles of Handling Interpersonal Conflict: A Study in Five Cultures." International Journal of Conflict Management. Emerald Group Publishing Limited. Web. 16 Nov. 2011. .
The relaxed body language Vicky has adapted also indicates openness, kindness, genuineness reflects in her eyes, while she maintains eye contact on some occasions with Lucy, Adler and Rodman (2003) mention that the eyes are the most noticeable, when communicating and have a very powerful impact. Vicky can be seen as liberal individual because she encourages freedom of communication further her use of dress code, body language indicates this. Vicky’s paralinguistic tone was soft and friendly but, her facial expressions bring out warmth such as when she’s smiling and turning her head towards Lucy. Thus, gives Lucy the indication by judging her verbal and non-verbal meta -messages, that she can confide in Vicky and her views will be heard.
Ting-Toomey, Stella., & Chung, Leeva C. (2012). Understanding Intercultural Communication. Oxford University Press. 43, 159-160.
While communicating with another human being, one only has to examine the other’s face in order to comprehend what is being said on a much deeper level. It is said that up to 55 percent of a message’s meaning can be derived from facial expression (Subramani, 2010). These facial manipulations allow thoughts to be expressed in ways that are often difficult to articulate verbally, with the face demonstrating “the thoughts of the mind, and the feelings of the heart” (Singla). Many expressions are said to universal, particularly those showing happiness, sadness, fear, anger, disgust, and...
The case examines labor-management relations during attempts to reorganize. While the proposed restructuring was based on a thorough analysis of the organization, the local union 's objections forced a stop to the reorganization and order a review. Ultimately, the reorganization went through with no resolution of labor-management differences (Brock, 1999b). Elements such as the lack of communication with Local 12 prior to a study of the employment and training programs, creation of the “turkey farm,” and speaking directly to employees created a hostile environment (Brock, 1999a). The actions and attitude of management as well as the attitude and reactions of the union demonstrated that the partied were not “ripe” for negotiation,
Martin, Judith N., and Thomas K. Nakayama. Intercultural Communication in Contexts. New York: McGraw-Hill, 2013. Print.
In part one, Petersen paints a picture of how he became interested in the topic of communication. He also describes major problems that all communicators have in common. Since he grew up in an environment full of communication deficiencies, it drove him to clarify issues that were common to all communicators. One of the foundational concepts to Petersen’s book is the nature of communication. Petersen called communication the lubrication designed to keep functions of stomach, heart, and head working separately and together. The stomach is the source of feeling words, the heart is the source of perspective words, and the head is the source of our perception of facts. Without these three elements working together, communication becomes deficient. In my experience and understanding how this concept of thinking and feeling affects mine and others people relationships goes a long way towards reducing disagreement and disconnection.
They are often referred to as modern classics. The essay on face-work can be considered as an expansion of Goffman’s previous works on interaction and is included in this series. Summary Goffman refers to his essay on face-work as ‘An Analysis of Ritual Elements in Social Interaction’ (Goffman, p.5). He essentially sets out to prove to the reader that social interaction is a ritual game that we act out and play by the rules. The author provides us with some new vocabulary, including terms and phrases which identify forms of social interaction....
This theory has been subject to many articles and studies in the communication and social departments. Indeed, studying this theory can help us understanding human relations in interpersonal communication. Each of us has been one day confronted to uncertainty, whereas in initial encounters, or moving to a new a new place, or beginning a new work.
The purpose of this research is to determine how emotional intelligence affects negotiation. Mayer and Salovey, in their early research on emotional intelligence in 1993, identified it as “a type of social intelligence that involves the ability to monitor one’s own and others’ emotions, to discriminate among them, and to use the information to guide one’s thinking and actions” (433). Goleman in 1995 defined emotional intelligence as “the ability to be aware of the emotions of oneself and others, to manage one’s own emotions and how they are expressed, and to manage others’ emotions” (as cited in Kim, Cundiff, & Choi 51). These abilities are ones that have the potential to impact the quality and outcomes of negotiation, which Rubin and Brown defined as “a social process through which two parties or more try to settle what each party shall give and take or perform and receive in order to satisfy their needs” (as cited in Kim, Cundiff, & Choi 50). The specific question to be answered by this research is: What role does emotional intelligence play in negotiation?
Culture has always been a driving force in understanding nonverbal communication as nonverbal communication is highly influenced by the cultural differences as the context of the culture defines how the communication/message is interpreted in certain cultures. “Communication occurs within a context but the context is particularly important in relation to non-verbal communication” (Tyler, Kossen & Ryan, 2005, p.185). Culture defines the messages perceived by the non-verbal communication. For instance, proxemics. “Proxemics refers to the spatial relationship or how we use space.” (Tyler, Kossen & Ryan, 2005, p.190) Culture plays an important role in defining the use of one’s personal space in the nonverbal communication process. For example, in North America people usually remain at a distance from one another when talking while Latin American people stay very close when talking. (Wood, 2009). This defines the use of the privacy or personal space in two different cultures. H...
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
Communication is an ongoing process in which individuals exchange messages whose meanings are influenced by the history of the relationship and the experiences of the participants. (Adler, p.384) Communication depends on relationships between the people who are communicating, and on common basics between them. Problems in communications between people may arise due to differences in cultures, perceptions, values, and expectations from life.
Any negotiation challenges the parties involved in a variety of ways, but parties with conflicting interests face important additional difficulties when attempting to negotiate an agreement across culture lines. Not only will the difficulties arising from the known similarities and differences of opinion be more pronounced, but also unsuspected factors could easily enter the picture and condition perceptions of the situation. In cross-cultural negotiations, a reasonable second acknowledgment should be that the hidden factors that are always at work are more likely to interfere with reaching an agreement. It is especially important that this acknowledgment be understood to apply not only to the dynamics of interactions across the table, but those of individuals on the same side of the table. [At times, it may be tempting to attribute the outcomes of negotiations to a single variable (such as the culture or the relative power of a country).] The term culture has taken on many different meanings but basically it reflects the shared values. Culture affects negotiations in different ways. In this paper, we are going to discuss the American and Jap...
Humans have been communicating since four million years. On the other hand, the birth of culture is estimated to have taken place about 35,000 years ago. Today, both culture and communication have evolved considerably and have become interdependent of one another, to the point that communication is considered to be a product of culture. Thus, our own culture has a deep impact on our thoughts and behaviors. Since each culture has its distinct aspects, intercultural communication can be the cause of conflict and disorder. There are three main issues which are at the root of the problem of intercultural miscommunication : language as a barrier, cultural diversity and ethnocentrism. I will analyze these three notions in situations in which intercultural communication is frequent such as : the workplace, the classroom and vacation trips.
One basic context of communication is interpersonal communication. Interpersonal communication can be defined as “the ongoing, ever- ch...