A theory of social face in bargaining is being developed. Results from three studies suggest that strategies that convey to the high-power bargainer that he appears weak and incapable are likely to increase his competition and his resistance to agreement. Ingratiation in the form of strong affirmation of the high-power person's social face may also be ineffective. The maintenance, not affirmation, of the bargainer's social face may facilitate his reaching agreement. A bargainer who believes that he can maintain face by gaining outcomes, rather than by resisting intimidation, is likely to behave cooperatively. (Author)