BLOG CATEGORY April 8, 2021

Face Negotiation Theory

Negotiation is a vast topic, with many definitions and approaches. We at KARRASS have fine-tuned a set of strategies and techniques presented in our Effective Negotiating® programs. But we also like to stay current on other research-based approaches, such as “Face-Negotiation Theory.”

Face-Negotiation Theory was conceived in an effort to better understand how people from various cultures manage negotiations. According to the research of Stella Ting-Toomey, if someone feels that their self-image is being attacked they will shut down and/or immediately try to save face, regardless of their cultural background. This is a universal truth.

Based on this fact, how can you ensure that you are not inadvertently undermining someone's self image during negotiation? The simple exercise of putting yourself in their shoes is a direct way to achieve this.

HOW TO PUT YOURSELF IN ANOTHER PERSON’S SHOES

The next time you are in a business or social negotiation, ask yourself three simple questions.

1. What decision do I realistically want the buyer or seller to make?

2. Why has he or she not already made that decision?

3. What action can I take that would make it easier for the buyer or seller to make the decision I would like him or her to make?

These questions will help you think more constructively about your own actions and how they relate to the decision-making process of the other person.

By showing the other person that you value their side of the negotiation, and that your counter-proposals are not personal attacks, the chances of success on both sides will increase.

PUT YOURSELF IN MY SHOES

According to Dr. Karrass, a great way to get someone to think about your position is to simply ask. In his book “Give and Take” Dr. Karrass writes:

“I like to get other people to put themselves in my position. It gets them involved. They begin to get a picture of my range of alternatives and my limitations. If I do this with discretion, they become less sure of getting my business and more likely to come up with a better price.

It’s a nice way to tell them what I want to tell them. Try it. Just say to them, “Put yourself in my shoes.” You will be pleasantly surprised at how often the shoes fit.”

On both sides, understanding the other party’s issues is key to forward progress in a negotiation. These and many other techniques will help you stay focused on great outcomes.

KARRASS NEGOTIATION TRAINING

Chances are you know someone (or negotiate with someone) who has learned to be a better negotiator with KARRASS. More than 1,000,000 businesspeople have attended KARRASS seminars all over the world.

To learn more about the KARRASS Effective Negotiating® programs, CLICK HERE. For a complete list of upcoming seminars, both IN PERSON and LIVE ONLINE, CLICK HERE

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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