1. Face-Negotiation Theoryof
Stella Ting-Toomey

2. FACE
Face-negotiation theory helps to explain cultural differences in response to conflict.
A basic assumption is that all people negotiate “face”
1. Face is a metaphor for our public self-image.
2. Facework refers to specific verbal and nonverbal messages that help to maintain and restore face loss, and to uphold and honor face again.

3. Some Techniques of Third-Party Mediation
Stella Ting-Toomey’s face-negotiation theory helps explain cultural differences in responses to conflict.
Type of  Type of self  Type of face  Type of conflict
culture construal maintenance management

4. Collectivistic And Individualistic Cultures
Ting-Toomey bases her face-negotiation theory on the distinction between collectivism and individualism.
Three important distinctions between collectivism and individualism. Different ways members perceive:
Self
Goals
Duty

5. Collectivistic 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.

6. Self-Construal: Varied Self-Images Within A Culture
People aren’t cultural clones.
Ting-Toomey emphasizes that people within a culture differ on the relative emphasis they place on individual self-sufficiency or group solidarity.
“Independent” and “interdependent” self: “the degree to which people conceive themselves as relatively autonomous from, or connected to, others.”
The independent self values I-identity and is more self-face oriented; prevalent within individualistic cultures.

7. Self-Construal: Varied Self-Images Within A Culture
The interdependent self values we-identity and emphasizes relational connectedness; closely aligned with collectivism.
However, the relational reality of self-image within the same culture can vary.
Culture 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.

8. The Multiple Faces Of Face
“Face” is a universal concern, and not just as Asian preoccupation; because face is an extension of self-concept, a vulnerable, identity-based resource.
Face means different things to different people depending on their cultural and their personal identities.
Ting-Toomey’s three orientations of face:
Self-face, other-face, and mutual face.

9. Predictable Styles Of Conflict Management
The five generally accepted responses to conflict:
Avoiding (withdrawal)
Obliging (giving in)
Compromising (negotiation)
Integrating (problem solving)
Dominating (competing)

10. Predictable Styles Of Conflict Management
Ting-Toomey and John Oetzel stress that these responses are associated with western countries.
Using an ethnically diverse sample, they identified three new conflict styles:
1. Emotional expression
2. Passive aggression
3. Third-party help

11. Application: Competent Intercultural Facework
Ting-Toomey believes cultural knowledge, mindfulness, and facework interaction skills are the three requirements for effectively communicating across cultures.

12. Application: Competent Intercultural Facework
Knowledge is the most important dimension of facework competence.
Mindfulness shows a recognition that things are not always what they seem.
Interaction skill is your ability to communicate appropriately, effectively, and adaptively in a given situation.

13. Joy Luck Club -- Dinner Scene