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IMPRESSION MANAGEMENT
Towards a
definition.
IMPRESSION MANAGEMENT
It is a goal-directed conscious or unconscious attempt to influence the perceptions of other people about a person, object or event by regulating and controlling information in social interaction.
SelfDescriptions
Association Verbal SelfPresentation Opinion Conformity Excuse
Flattery
Acclaiming
Apologies
How to do it - positively
Self descriptions (personal characteristics) Conformity (agree with someone for approval) Accounts (give excuses, justifications) Apologies (admit and ask forgiveness) Acclaiming (taking credit) Flattery (saying nice things make yourself likable) Favors (doing something nice tit for tat?)
Does IM work?
Study:applicants for customer-service position used IM techniques Researchers: it was IM techniques, not qualifications that impressed interviewers.
First impression.
IMPRESSION MANAGEMENT
within three seconds of seeing a person for the first time we decide their:
social status politics education religion sexuality friendliness / approachability
At work. doing a good job accounts for 10% of the impression you give
90% of the impression you give of being capable is based on perception presentation of work presentation of self being seen to be doing a good job
IMPRESSION MANAGEMENT
IMPACT
Integrity
IMPRESSION MANAGEMENT
Manners Personality
Appearance
Communication Thrill
IMPRESSION MANAGEMENT
Constructive -- helps in the formation of self
identity
Ingratiation
Universal agreement about standard ingratiation tactics These include.. Showing an interest in the person
IMPRESSION MANAGEMENT
Smiling
Eye contact Agreeing Flattery
an elevator pitch
a winning image transferable skills / experience
confidence - how?
preparation, preparation, preparation
IMPRESSION MANAGEMENT
know your stuff and know you know your stuff!! find opportunities to practice presenting your stuff get involved ALWAYS be positive NEVER be a one-track pony
IMPRESSION MANAGEMENT
who you are????? what you are????? what are your personal / professional ethics????
IMPRESSION MANAGEMENT
Do
speak! make small talk ask open questions
Dont
ignore him / her talk about the weather get too personal moan!
IMPRESSION MANAGEMENT
appropriate balanced professional not powerful modern clean
IMPRESSION MANAGEMENT
Interact get involved ask questions volunteer dont wait to be asked dont sit back
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Conforming The target follows agreed-upon to Situational rules for behavior in the organization. Norms Appreciating or Flattering Others Being Consistent
The target compliments the perceiver. This tactic works best when flattery is not extreme and when it involves a dimension important to the perceiver. The targets beliefs and behaviors are consistent. There is agreement between the targets verbal and nonverbal behaviors.
A subordinate delivering a message to his boss looks the boss straight in the eye and has a sincere expression on his face.
Avoidance IMPRESSION Obtain MANAGEMENT Exit Decreasing Performance Power Not Working to Potential Withdrawing Displaying a Bad Attitude Broadcasting Limitations