Negotiation must be conducted in ways that preserve all parties’ face and honor. Tactics that humiliate, that cause loss of face, or that damage dignity may win immediate points but lose the negotiation and the relationship. Public embarrassment, exposing weaknesses, forcing humiliating concessions—these create resentment that poisons agreements. Enable graceful movement: parties need to change positions without appearing weak or foolish.
Framing that allows face-saving adjustment—new information justifying change, creative reframing of outcomes—enables progress. Avoid winner-loser framing; seek framing where both parties can claim success. What can be said privately may differ from what can be said publicly—use private channels for face-threatening communication.
When negotiating on behalf of others, their honor is involved beyond your own. Face-preserving negotiation creates sustainable agreements with ongoing relationships.
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