A APLICAÇÃO DA FACE-NEGOTIATION THEORY ÀS NEGOCIAÇÕES E ÀS MEDIAÇÕES INTERCULTURAIS

Abstract

The Face-Negotiation Theory, despite having had its origins and bases in 1985 and undergone changes over the years is still very little explored in our country. It is a very interesting and valid theory, especially nowadays, as it addresses the conflicts that may occur when people from different countries are in a negotiation or mediation and feel the need to keep their faces, which is something they will always try to do. Face refers to individual identity or image, its meaning is ambiguous and different from culture to culture. The aim of this research was to address Ting-Toomey's theory, presenting its core taxonomies and propositions, demonstrating and studying the different forms of facework, which refer to the verbal and non-verbal international behaviors or strategies that we use to protect or save face and also, together, to threaten/attack or even save the face of the other party to the conflict, and face concerns that a person may have depending on their culture and the conflict situation s/he is. It was a bibliographical and telematic research, which used previously published books and articles, retrieved from the internet. The main conclusions reached confirm how important the face is for everyone, regardless of theirs culture, but in different ways and with different facework, which are influenced by aspects such as whether the culture is more individualist or collectivist.