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.
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 ...view middle of the document...
Antonio: Thank You for your time.
Boss: You’re welcome Antonio, what’s on your mind?
Antonio: Well, I’m curious, I’m wondering why I’m being passed over?
Boss: What do you mean?
Antonio: I’ve been with this company and in this department 3 years now and I have not been promoted while I see others get promotions that have come after me. I’ve been a steady and reliable employee, handled any and all issues that have come my way, put in extra time as requested or needed and have never complained. I’ve inquired before but have never been given an answer so I’m here now!
Antonio: Statistics bear out that I handle the most calls that come in to the department; my average call closure time is shorter than anyone else’s and has been for the last 2 years; I’ve covered for others when they have called in and, in fact, I have not called in myself for over 2 years! I’m usually the first one in, last one out and continuously called after hours for support including holidays. I have not seen anyone else demonstrate these types of sacrifices and commitment for the good of the department. Whenever there is a need in the department I’m the first to offer my assistance, whenever there is a need for the department I stand up.
(I’m trying to demonstrate Antonio’s Collectivism cultural influence he is applying to his job, Antonio is Venezuelan and their culture scores very high on the Individualist rating chart which means their culture is a Collectivism culture. Antonio is trying to show how all his dedication and sacrifice has been for the overall good of the department and he should be rewarded for this effort.)
Boss: Is there anything else you’d like to add?
Antonio: Well, I’d just like to say that I think I have earned the opportunity to do other things for the department and have also earned a promotion.
Boss: Thank you for your straight forwardness, it is appreciated. I’d like to share with you some of my thoughts on what you’ve told me. First, I and management do appreciate all your hard work, sacrifice and commitment since you’ve come on board. We do realize your contributions and are very happy with your performance within your job duties and have demonstrated competency and effectiveness.
Antonio: Thank you.
Boss: Now here’s what I see as preventing you from getting you to where you want to be. Although you have been excellent within your defined duties and responsibilities you have yet to show any signs of being able to take on a challenge outside of those duties and responsibilities. Whenever a problem comes in that is not in your area of responsibility you immediately look for someone else in that area to hand it off to instead of trying to see if you can resolve the problem. I do not expect that you’d be able resolve such problems right away but over time you could develop the expertise to...