Face Negotiation Theory.pdf

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1、CommunicationResearchhttp://crx.sagepub.com/FaceConcernsinInterpersonalConflict:ACross-CulturalEmpiricalTestoftheFaceNegotiationTheoryJohnG.OetzelandStellaTing-ToomeyCommunicationResearch200330:599DOI:10.1177/0093650203257841Theonlineversionofthisartic

2、lecanbefoundat:http://crx.sagepub.com/content/30/6/599Publishedby:http://www.sagepublications.comAdditionalservicesandinformationforCommunicationResearchcanbefoundat:EmailAlerts:http://crx.sagepub.com/cgi/alertsSubscriptions:http://crx.sagepub.com/subs

3、criptionsReprints:http://www.sagepub.com/journalsReprints.navPermissions:http://www.sagepub.com/journalsPermissions.navCitations:http://crx.sagepub.com/content/30/6/599.refs.htmlDownloadedfromcrx.sagepub.comatTsinghuaUniversityonNovember28,201010.1177/

4、0093650203257841ARTICLECOetzel,Ting-Toomey•FaceConcernsinInterpersonalConflictOMMUNICATIONRESEARCH•December20031JOHNG.OETZELSTELLATING-TOOMEYFaceConcernsinInterpersonalConflictACross-CulturalEmpiricalTestoftheFaceNegotiationTheoryThisstudysoughttotestt

5、heunderlyingassumptionoftheface-negotiationtheorythatfaceisanexplanatorymechanismforculture’sinfluenceoncon-flictbehavior.Aquestionnairewasadministeredto768participantsin4nationalcultures(China,Germany,Japan,andtheUnitedStates)askingthemtodescribeinter

6、personalconflict.Themajorfindingsofthisstudyareasfollows:(a)culturalindividualism-collectivismhaddirectandindirecteffectsonconflictstyles,(b)independentself-construalrelatedpositivelywithself-faceandinterdependentself-construalrelatedpositivelywithothe

7、r-face,(c)self-facerelatedpositivelywithdominatingconflictstylesandother-facerelatedpositivelywithavoidingandintegratingstyles,and(d)faceaccountedforallofthetotalvarianceexplained(100%of19%totalexplained)indomi-nating,mostofthetotalvarianceexplainedini

8、ntegrating(70%of20%totalexplained),andsomeofthetotalvarianceexplainedinavoiding(38%of21%totalexplained)whenconsideringfaceconcerns,culturalindividualism-collectivism,andself-construals.Keywords:interpersonalconflict;cross-culturalcommun