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ERIC Number: ED108094
Record Type: RIE
Publication Date: 1975
Pages: 8
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
Social Face in the Resolution of Conflict.
Tjosvold, Dean
A theory of social face in bargaining is being developed. Results from three studies suggest that strategies that convey to the high-power bargainer that he appears weak and incapable are likely to increase his competition and his resistance to agreement. Ingratiation in the form of strong affirmation of the high-power person's social face may also be ineffective. The maintenance, not affirmation, of the bargainer's social face may facilitate his reaching agreement. A bargainer who believes that he can maintain face by gaining outcomes, rather than by resisting intimidation, is likely to behave cooperatively. (Author)
Publication Type: Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: N/A
Sponsor: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the American Educational Research Association (Washington, D.C., March 30-April 3, 1975)