How to Save Face in a Negotiation with Michael Macchiarelli
Negotiate Anything
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How to Save Face in Negotiation
Mike Downey: I don't think that term has been used in the 150 plus episodes that the show's been on. So when it comes to face, can you just give us a simple definition to get us started? Sure. The original concept of face was pioneered by Ervin Goughman is what he calls the ritualistic claiming of positive social valueby participants in an interaction. We are constantly adjusting our verbal and nonverbal behaviors to protect or maintain our feelings of honor, pride and dignity.
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