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Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation Theory of Stella Ting Toomey
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Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

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Page 1: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

Em Griffin

A First Lookat

Communication Theory7

th edition

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Chapter 31

Face-Negotiation Theory of Stella Ting Toomey

Page 2: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Face-Negotiation Theory

Collectivism and Individualistic Cultures Self-Construal: Varied Self-Images Within a Culture The Multiple Faces of Face Predictable Styles of Conflict Management Application: Competent Intercultural Facework Critique: Passing the Test With a Good Grade

Slide 2

Page 3: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Face-Negotiation Theory

Ting-Toomey assumes that people of every culture are always negotiating faceFacework of people from individualistic

cultures will be strikingly different from face work of people from collectivistic cultures

Slide 3

Page 4: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Face-Negotiation Theory

Face – projected image of one’s self in a relational situation

Facework – specific verbal and nonverbal messages that help to maintain and restore face loss and to uphold and honor face gain

Slide 4

Page 5: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Face-Negotiation Theory

Face maintenance is crucial intervening variable that ties culture to people’s way of handling conflict

Slide 5

Type ofCulture

Type of Self-Construal

Type of FaceMaintenance

Type of ConflictManagement

Page 6: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Figure 31-1: Some Techniques of Third-Party Mediation

Slide 6

Page 7: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Collectivism and Individualistic Cultures

Ting-Toomey bases face-negotiation theory on distinction between collectivism and individualismCollectivism and individualism differ in how

one perceives• Self• Goals• Duty

Slide 7

Page 8: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Collectivism and Individualistic Cultures

Collectivistic culture – wherein people identify with a larger group responsible for providing care in exchange for group loyalty; we-identity

Individualistic culture – wherein people look out for themselves and their immediate families; I-identity

Slide 8

Page 9: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Collectivism and Individualistic Cultures

More than two-thirds of the world’s people are born into collectivistic cultures

Less than one third of the population live in individualistic cultures.The we-identity of the Japanese is quite

foreign to the I-identity of the American who values individualistic needs and goals over group needs and goals.

Slide 9

Page 10: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Self-Construal: Varied Self-Images Within A Culture

People are not cultural clonesPeople within a culture differ on the relative

emphasis they place on individual self-sufficiency or group solidarity

Self-construal – self-image; the degree to which people conceive of themselves as relatively autonomous from, or connected, to others

Slide 10

Page 11: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Self-Construal: Varied Self-Images Within A Culture

Independent self values I-identity and is more self-face oriented; prevalent within individualistic cultures

Interdependent self values we-identity and emphasizes relational connectedness; closely aligned with collectivism

Slide 11

Page 12: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Self-Construal: Varied Self-Images Within A Culture

Relational reality of self-image within the same culture can varyCulture is an overall framework for face-

concern, but individuals within a culture have different images of self and vary on their views on the degree to which they give others face or restore their own face in conflict situations

Slide 12

Page 13: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

The Multiple Faces of Face

“Face” is a universal concernExtension of self-concept, a vulnerable,

identity-based resource

Three orientations of face:Self-faceOther-faceMutual face

Slide 13

Page 14: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

The Multiple Faces of Face

Face is a universal concernFace-concern – regard for self-face, other

face, or mutual faceFace-restoration – self-concerned

facework strategy used to preserve autonomy and defend against loss of personal freedom

Slide 14

Page 15: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

The Multiple Faces of Face

Face (continued)

Face-giving – other-concerned facework strategy used to defend and support another person’s need for inclusion

Most people raised in collectivistic culture tend to privilege other-face or mutual-face

People raised in individualistic culture more concerned with self-face

Slide 15

Page 16: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Predictable Styles of Conflict Management

The five generally accepted responses to conflictAvoiding (withdrawal)Obliging (giving in)Compromising (negotiation)Integrating (problem solving)Dominating (competing)

Slide 16

Page 17: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Predictable Styles of Conflict Management

Avoiding – responding to conflict by withdrawing from open discussion

Obliging – accommodating or giving into the wishes of another in a conflict situation

Slide 17

Page 18: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Predictable Styles of Conflict Management

Compromising – conflict management by negotiation or bargaining; seeking a middle way

Dominating – competing to win when people’s interests conflict

Integrating – problem solving through open discussion; collaboration; a win-win resolution of conflict

Slide 18

Page 19: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Predictable Styles of Conflict Management

Ting-Toomey and John Oetzel stress these responses associated with western countries

An ethnically diverse sample identified three new conflict styles:Emotional expressionPassive aggressionThird-party help

Slide 19

Page 20: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Predictable Styles of Conflict Management

Emotional expression – managing conflict by disclosure of venting of feelings

Passive aggression – making indirect accusations, showing resentment, procrastination, and other behaviors aimed at thwarting another’s resolution of conflict

Slide 20

Page 21: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Predictable Styles of Conflict Management

Third-party help – method of conflict management where disputing parties seek aide of mediator, arbitrator, or respected neutral to help them resolve their differences

Slide 21

Page 22: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Figure 31.2: A Cultural Map of Eight Conflict Management Styles

Slide 22

Page 23: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Application: Competent Intercultural Facework

Ting-Toomey believes cultural knowledge, mindfulness, and facework interaction skills are requirements for effectively communicating across cultures

Slide 23

Page 24: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Application: Competent Intercultural Facework

Knowledge – most important dimension of facework competence

Mindfulness – recognition that things are not always what they seem and seeking multiple perspective in conflict situations

Interaction skill – ability to communicate appropriately, effectively, and adaptively in a given situation

Slide 24

Page 25: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Figure 31-3: Face-Negotiation ModelSlide 25

Page 26: Em Griffin A First Look at Communication Theory 7 th edition © 2009 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 31 Face-Negotiation.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill

Critique: Passing the Test With a Good Grade

Most cross-cultural researchers analyze different cultures from a highly interpretive perspective

Ting-Toomey and Oetzel committed to objective social science research agenda that looks for measurable commonalities across cultures that are then linked to subsequent behavioral outcomes

Slide 26


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