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ERIC Number: EJ913969
Record Type: Journal
Publication Date: 2011-Feb
Pages: 15
Abstractor: As Provided
Reference Count: 29
ISSN: ISSN-1470-8477
The Impact of Face on Chinese Students' Simulated Negotiation Practices with Americans
Shi, Xingsong
Language and Intercultural Communication, v11 n1 p26-40 Feb 2011
Through scrutinizing three simulated negotiation cases of Chinese MBA students in an American business school, the study illustrates how Chinese face ideology functioned to orient and complicate the students' (pseudo-)business communications with Americans. The students' bone-deep sensitivity to maintaining harmony and interrelationships in the social network regulated one student to show complete compliance to the legitimate behavioral norm in the class, led one to avoid conflicts by giving and saving face to his opponent, and helped one to facilitate and maneuver interactions to win a negotiation. In any case, Chinese face was not self-oriented, but earned through interactions with the community. (Contains 1 note.)
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Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A