Face Negotiation Theory

Appendix

Face-Negotiation Theory Description

Face-Negotiation Theory tries to explain and acknowledge that people from differing cultures see and manage conflict differently and that members of various cultural backgrounds show concern’s for the ‘face’ of others which leads them to handling conflict in differing manners.

Relevant Definitions:

Individualistic vs. Collectivistic Cultures – In the individualistic culture emphasis is placed on individuality within the culture whereas in the collectivistic culture emphasis is placed on group identity.

Face concern – Concern for either one’s own face or the face of another

Positive face - Desire to be like and admired by significant others in our lives

Solidarity face work – Accepting another as a member of an in-group

Face management – Protecting one’s face, even if it means bargaining

Assumptions:

Self-identity is important in interpersonal interactions, with individuals negotiating their identities differently across cultures.

The management of conflict is mediated by face and culture.

Certain acts threaten one’s projected self-image or face.

Script

Premise:

Antonio has worked for 3 years as an IT support technician for a software development company; he is responsible for handling internal (sometimes external) issues for the company. He isn’t a software developer rather he supports the software company’s IT infrastructure. He has been a satisfactory employee according to his records but hasn’t been promoted in those 3 years while seeing others who have come after him promoted. He knows he has the same capabilities as those who have been promoted but doesn’t feel he gets the opportunity as others do. He has asked his boss why he doesn’t get the same opportunity but has never been given a reason. Antonio is getting tired and has grown more and more dissatisfied with his job and has decided to confront his boss, he secured a meeting with his boss and is internally angry when...