The concept of “face” in negotiation refers to the human desire to preserve a positive image, dignity, respect, or reputation. Maintaining face allows you to connect, break down barriers ...

In negotiation, “maintaining face” refers to the human desire to preserve a positive image or reputation. This typically allows for more connection and trust-building between two parties.

With practice, though, you can get better about removing emotion, being analytical and maximizing the chances of negotiation success. So with your game face on, consider a final insight from Lance ...

The concept of face. Joshua N. Weiss is the co-founder, with William Ury, of the Global Negotiation Initiative at Harvard University and a senior fellow at the Harvard Negotiation Project.