Is saving ‘face’ as important for negotiators in Western cultures as it is for those in the East?

While ‘face’, or the need for interpersonal recognition, maybe more overtly recognised in the East, it is also an important component impacting on negotiation outcomes in the West.

Even though the other side’s proposal is acceptable, we sometimes see negotiators holding unnecessarily strongly to a position because they want to avoid the appearance as well as the feeling of backing down.

Learn more here: negotiate.org/does-face-impact-on-negotiation/