Getting to Yes

by

Roger Fisher, William L. Ury, and Bruce Patton

Saving Face Term Analysis

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
Effective Negotiation Theme Icon
Negotiation as the Pursuit of Interests Theme Icon
Preparation and Flexibility Theme Icon
...produces unwise outcomes.” People often irrationally stick to their initial positions in order to “ save face .” (full context)
Chapter 2: Separate the People from the Problem
Negotiation as the Pursuit of Interests Theme Icon
The Value of Working Relationships Theme Icon
Saving face is also an essential part of negotiation. This term has negative connotations in English, but... (full context)
Chapter 7: What If They Won’t Play? (Use Negotiation Jujitsu)
Effective Negotiation Theme Icon
The Value of Working Relationships Theme Icon
Power Imbalance Theme Icon
...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... (full context)
Chapter 8: What If They Use Dirty Tricks? (Taming the Hard Bargainer)
Power Imbalance Theme Icon
Preparation and Flexibility Theme Icon
...to point out the consequences of not making an agreement and help the other side save face while continuing to negotiate. (full context)