Face Negotiation Theory

Teaching Practice 1: COMS 620Jenny A. Armentrout

Development of FNT Face - Negotiation Theory (FNT) was developed by Stella Ting-Toomey (1985), a communication professor at California State University, Fullerton “Face” according to sociologist Erving Goffman (1967, p. 5), is “the positive social value a person effectively claims for her/himself by the line others assume s/he has taken during a particular contact.”

Face-work Face is a metaphor for the

image of oneself that we want others to see and believe.

Every culture is always negotiating face.

FNT states that people from individualistic, low context cultures interact differently from collectivistic, high context cultures.

High/Low Context Cultures

FNT: Practical Conflict Management

The ways which various cultures view face and their individual role in face-work will determine the approach to conflict management.

FNT maintains that inter-cultural conflict can be reduced by recognizing, understanding, accepting, and adapting to the differences with another's culture.

Four Types of Face-work:Face-restoration - protecting your own autonomy

Face-saving - protecting the autonomy of another person Face-giving - protecting another's need for inclusion

Face-assertion - protecting your own need for inclusion

Face MovementsObliging- accommodatingCompromising- bargaining

Avoiding- withdrawingIntegrating- problem-solving

Dominating- competing

Seven Assumptions of FNT Communication in all cultures is based on maintaining and negotiating face. Face is problematic when identities are questioned. Differences in individualistic vs. collectivistic and small vs. large power

distance cultures profoundly shape face management. Individualistic cultures prefer self oriented face-work, and collectivistic

cultures prefer other oriented face-work. Small power distance cultures prefer an “individuals are equal” framework,

whereas large power distance cultures prefer a hierarchical framework. Behavior is also influenced by cultural variances, individual, relational, and

situational factors. Competence in intercultural communication is a culmination of knowledge

and mindfulness.

Ex: Good Will Hunting

http://www.youtube.com/watch?v=uY6k50qB4Ys

Ex: Mr. Rogers

http://www.youtube.com/watch?v=UcvRMHz4mb4