Broadly speaking, saving face means trying to maintain one’s own reputation in others’ eyes. In practice, this can mean someone refusing act in a way that might lower others’ opinion of them, especially if the action is seen as embarrassing or humiliating. The authors of Getting to Yes note that this term has negative connotations in English, because it implies dishonesty or deception for the sake of one’s reputation. But the authors argue that “saving face” is actually a universal human behavior: nobody enjoys being publicly humiliated or feeling like their boss, spouse, or community will judge them negatively for doing something. Looking past the term’s negative and prejudicial connotations, then, the authors argue that saving face is an important element in all negotiation.
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Saving Face Term Timeline in Getting to Yes
The timeline below shows where the term Saving Face appears in Getting to Yes. The colored dots and icons indicate which themes are associated with that appearance.
Chapter 1: Don’t Bargain Over Positions
...produces unwise outcomes.” People often irrationally stick to their initial positions in order to “ save face .”
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Chapter 2: Separate the People from the Problem
Saving face is also an essential part of negotiation. This term has negative connotations in English, but...
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Chapter 7: What If They Won’t Play? (Use Negotiation Jujitsu)
...best for her, which ensures that she is also satisfying her interests and lets her save face . Finally, he thanks Mrs. Jones again at the end of the conversation to emphasize...
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Chapter 8: What If They Use Dirty Tricks? (Taming the Hard Bargainer)
...to point out the consequences of not making an agreement and help the other side save face while continuing to negotiate.
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