Ting-Toomeys-Face-Negotiation-Theory

Ting-Toomey’sFaceNegotiationTheoryPresentedby徐东FaceNegotiationTheoryAtheoryfirstproposedbyStellaTing-Toomeyin1985tounderstandhowdifferentculturesthroughouttheworldrespondtoconflict.Ourself-image,or“face”,isatriskinconflictandourcultureisattachedtothewaywedealwiththisissueandcommunicate.StellaTing-Toomey,1985Facenegotiationtheory(ofconflict)•Background:Goffman–Face:“aboutidentityrespectandother-identityconsiderationissueswithinandbeyondtheactualencounterepisode”–Canbe“threatened,enhanced,undermined,andbargainedover—onbothanemotionalreactivelevelandacognitiveappraisallevel”•Brown&Levinson–Positiveandnegativeface–Selfandotherface–PositiveandnegativepolitenessFacenegotiationtheory•Background:Facework“thespecificverbalandnonverbalbehaviorsthatweengageintomaintainorrestorefacelossandtoupholdandhonorfacegain”•Faceloss•FTAs•PreventativeandrestorativefaceworkExplanation•Thetheoryhasgonethroughmultipleiterationssinceitscreation,mostrecentlyin2005.Inessence,thetheoryappliesspecificallytoconflict,andisbasedonidentitymanagementonanindividualandaculture.Explanation•Thevariousfacetsofindividualandculturalidentitiesaredescribedasfaces.Facesaretheimageofanindividual,orthatofagroup,thatsocietyseesandevaluatesbasedonculturalnormsandvalues.Facecanalsobedefinedastheclaimedsenseoffavorablesocialself-worthand/orprojectedother-worthinapublicsituation(Ting-Toomey&Kurogie,1998).Conflictoccurswhenthatgrouporindividualhastheirfacethreatened.Facescanbelost,saved,orprotected.Explanation•Peoplefromcollectivisticculturesusuallyadoptconflictstylesofavoidingorintegratingbecausethemutualfaceorthefaceofthegroupisthetopconcern.Peoplefromanindividualisticcultureadoptaconflictstyleofdominatingbecausetheirmainconcernismaintainingself-facebecausetheyhaveafaceindependentfromthatofthegroup.Explanation•Therearemanydifferentstrategiesandfactorsaffectinghowculturesmanageidentity.Ting-Toomeyarguesthatincollectivistcultures,thefaceofthegroupismoreimportantthananyindividualfaceinthatgroup.Inindividualistcultures,thefaceoftheindividualismoreimportantthanthefaceofthegroup.TheoreticalAssumptions•Faceandfaceworkareapartofeverydaylife,buttheframeofreferenceonhowonemanagesfaceindividuallyandonaculturalleveliswhatfacenegotiationtheorytriestocapture.Tothatextent,thetheoryhassevenassumptions:•1.Communicationinallculturesisbasedonmaintainingandnegotiatingface.•2.Faceisproblematicwhenidentitiesarequestioned.•3.Differencesinindividualisticvs.collectivisticandsmallvs.largepowerdistanceculturesprofoundlyshapefacemanagement.TheoreticalAssumptions•4.Individualisticculturespreferself-orientedfacework,andcollectivisticculturespreferotherorientedfacework.•5.Smallpowerdistanceculturespreferan“individualsareequal”framework,whereaslargepowerdistanceculturespreferahierarchicalframework.•6.Behaviorisalsoinfluencedbyculturalvariances,individual,relational,andsituationalfactors.•7.Competenceininterculturalcommunicationisaculminationofknowledgeandmindfulness.Facenegotiationtheory•Assumptions(summarized)–Peopleinallculturesnegotiateface–Somesituationsespeciallythreatenface–Culturalvariabledifferencesinfluenceaspectsoffacenegotiation–IndividualdifferencesalsoinfluencefaceTaxonomies•Dr.Ting-Toomeypostulatesthatfaceworkconsistsoffivetaxonomies.Understandingthesefaceworkclassificationswillaideinsuccessfulfacenegotiation.Faceorientations,orconcerns,willbefocusedonone’sself,theotherparty,orboth.FiveTaxonomies•Aspectsoffacethatmightbeinfluenced:–Faceorientation(self/other/both)–Facemovements(defended,saved,maintained,upgraded)–Faceworkinteractionstrategies(V/NV—direct/indirect)–Conflictcommunicationstyles–Facecontentdomains(positive/negative)Faceworkinteractionstrategies•PreventativeFacework–Credentialing–Suspendedjudgmentappeals–Pre-disclosure–Pre-apology–Hedging–Disclaimer–…•RestorativeFacework–Directaggression–Excuses–Justifications–Humor–Physicalremediation–Passiveaggressiveness–Avoidance–Apologies–…FaceworkConflictstrategiesOwnGoalsOther’sGoalsIWinYouLoseYouWinILoseDominating/ControllingAvoiding/WithdrawingYielding/ObligingCompromisingIntegrating/CollaboratingFaceContentDomains•Autonomyface•Inclusionface•Statusface•Reliabilityface•Competenceface•MoralfaceTheoreticalpropositions•TheheartofFaceNegotiationTheoriesareDr.Ting-Toomey's24propositions.Theyarebasedonthesevenassumptionsandfivetaxonomiesthathavebeenproveninnumerouscasesandstudies.Theydescribefaceworkonthreelevelsofcommunication:•Cultural-levelpropositions•Individual-levelpropositions•Situational-levelpropositionsTheoreticalpropositions•CorrectiveFacework:toactasifnothreattoonesfaceorhowtheyviewthemselves.Ifyouarethreatenedinaminorway,actasifnothreatwasmade.Impressionmanagementisusedinordertosolvebiggerconflictsconcerningfacework.Impressionmanagementmeansthattheimageyouwantpeopletoseeofyouiswhattheysee.Bymakingsureothersareonthesamepageandexplainingourmessageclearly,faceworkissaved.StudiesontheTheory•Likemanytheories,facenegotiationtheoryhasbeentriedandtestedtoprovethetheoryworksintherealworld.Therearetwostudiesthataimedtoproveth