Face Negotiation Theory By Stella Ting Toomey

Reviewing the nonverbal and verbal cues identified in the last question, what are the roles that these play in the conflict? Do these cues lead to a more positive outcome or negative? How can nonverbal and verbal cues be used to lead to a more productive conflict resolution?

Negotiation and Conflict Application Paper I immigrated to the United States 15 years ago in pursuit of higher education and a successful career. I discovered that I had to significantly readjust the habits engrained in me from childhood through interacting with new people and dealing with conflicts. My traditional and conservative upbringing in India provided a sheltered environment and programmed me into listening and obeying elders and avoiding conflict at all costs. It was my belief that any conflict big or small with the close ones would cause a strain in the relationships. Thus, I often avoided conflicts and accommodated the wishes of others at the cost of my own. I considered this

The negotiations class was an insightful experience. It helped me attain a better understanding of my strengths and weaknesses both personally and professionally. It helped put into perspective a lot of my theoretical analysis conducted on group dynamics and, most importantly, has helped me become a more effective negotiator. My goal with this paper is to communicate the evolution of my negotiation skills during the progression of the course.

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

Which of the following statements is most accurate regarding America’s political climate between 1876 and 1896? A. Southern states tended to vote Republican. B. The party that won the presidential election also controlled Congress. C. Little political power or influence was left to the states. D. The influence of the president over Congress diminished.

The basic foundation for the development of various communication phenomena are based on cultural and cross-cultural patterned practices. One such communication phenomenon in interpersonal communication is facework. Famous ethnographers of communication, Erving Goffman, Penelope Brown, and Stephen C. Levinson, developed compelling cases on the theory of facework that are often used as the basis for understanding issues of facework active in diverse cultures. Thus, this section of the paper will review works of Victoria Chen, and Brown and Levinson to better understand how the communicative practice of facework is performed in different situations.

Most people are surprised to learn exactly how much information they communicated about themselves through their facial expressions. The intricacies of what one does with their the eyes, eyebrows, forehead, lips, tongue, teeth, and mouth while listening or talking combine to send some

In this negotiation, we learned that it is important to research your opponent, to understand their culture, not only of their country or backgrounds, but also their company culture. When we are able to understand our opponent’s way of thinking about business and doing business we can then understand how to approach a negotiation situation with them. In this exercise, we learned that it is difficult for us to adjust when it involves breaking or acting in a way opposite of what we are accustomed to. We also learned that although my classmates live in the same country as we do, their upbringings may have similarities to their origin country and will therefore help them to communicate and adjust to that country’s norms and standards. We were surprised how we were able to stay in character although it was hard and it was surprising how people responded when they were unaware of your intentions and strategies. If we had to do this exercise again, what we can do is do more research on our opponents so that we would have an idea of what to expect in the negotiation table.

Although the negotiation turns out to be a half failure, my insight on natural preferences for different types of influence tactics is improved. First of all, before engaging in a negotiation, you have to clearly know what the ultimate goal is for the negotiation and all those bargaining skills and tactics should centre on the objective of the negotiation. Second, knowing your negotiation partner well is extremely important and could play a significant role in reaching the goal. Comparing to my prior knowledge, knowing your partner of the negotiation is definitely a noticeable oversight. Thirdly, after all those preparation work, appropriate influence tactics should be selected to match the characteristics of the other party in the negotiation. For this point, I was much inspired when I saw the others doing the negotiation and they were good at analyzing the negotiation partners and taking advantage of their subordinates’ weakness. For example, one of my classmates used emotional appeal to force Pat Taylor to spontaneously obey and wear the safety glasses by saying that taking the risk of losing the ability to look and see his grandchildren is not wise action and this is because that Pet always talks about his grandchildren. To deal with

We negotiate every day for different purposes, and each day we experience emotions, both positive and negative. When negotiating, formally or informally, with family or in the organizational workplace we often do not know how to handle ourselves, yet alone the emotions of the other person or group.

All participants in a conversation seek to respect the stature of each participant and avoid embarrassment to anyone involved. In Chinese business settings, the concept of “face” means being particularly careful to

In many aspects of our life, it is pervasive to work in a team. No matter in company, school, or another type of team it is necessary to be a part of a team and to achieve a team goal by corporations. People join a team with different personalities, goals, values, beliefs and needs. On the one hand, these differences can be a valuable quality of teams. On the other hand, these same differences inevitably lead to different levels of conflicts as well.

“Stella Ting-Toomey’s face negotiation theory helps explain cultural differences in responses to conflict (Griffin, 2009). People do not respond to conflict in the same manner. Reponses vary according to culture, goals, desires, and self-image. According to Fullerton, “a communication professor at California State University, Ting-Toomey assumes that people of every culture are always negotiating face. Face is “the projected image of one’s self in a relational situation, the way that we want others to see us and treat us” (Griffin, 2009). Simply, the Golden Rule, “do unto others as you would have others do unto you.”

The Face-Negotiation theory suggests there are three goals that any conflict will revolve around; content, relational and identity, or rather, needs, interests or goals. Based on M. Afzalur Rahim’s work, Dr. Ting-Toomey and later John Oetzel, identified eight distinct responses to conflicting situations based on an incompatibility (Griffin

Explain each stage of the negotiation process and the role that culture plays in each stage. Give example to support your answer