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

IMPRESSION MANAGEMENT

IM TECHNIQUES OR VERBAL SELF-PRESENTATIONAL BEHAVIORS

• Doing nice for someone to gain that person’s approval.

• Example: Sales person to prospective client, ‘I’ve got two tickets to the theater tonight that I can’t use. Take them. Consider it a thank you for taking the time to talk with me’.

FAVOURS

• Enhancing or protecting one’s image by managing information about people and things with which one is associated.

• Example: A job applicant says to an interviewer, “What a coincidence. Your boss and I were roommates in college”.

ASSOCIATION

• Agreeing with someone else’s opinion in order to gain his or her approval.

Example: A manager tells his boss, ‘You are absolutely right on your reorganizations plan for the western regional office. I couldn’t agree with you more’.

OPINION CONFORMITY

• Explanations of a predicament creating event aimed at minimizing the apparent severity to the predicament.

• Examples: Sales manager to boss. ‘We failed to get the ad in the paper on time, but no one responds to those ads anyway’.

EXCUSE

• Admitting responsibility for an undesirable event and simultaneously seeking to get a pardon for the section

• Example: Employee to boss, ‘I’m sorry I made a mistake on the report Please forgive me’.

APOLOGIES

• Highlighting one’s best qualities downplaying one’s deficits and calling attention to one’s achievements.

• Example: A salesperson tells his boss: ‘Matt worked unsuccessfully for three years to try to get that account I sewed it up in six weeks. I’m the best closer this company has’.

SELF PROMOTION

• Complementing others about their virtues in an effort to make one self appear perceptive and likeable.

• Example: New sales trainee to peer. ‘You handled that client’s complaint so tactfully! I could never have handled that as well as you did’.

FLATTERY

FIRST IMPRESSIONS: THE 93% RULE

55% appearance & body language

38% tone, pitch & pace of your voice

7% what you say

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’

TWO TYPES OF IMPRESSION MANAGEMENT

• Constructive -- helps in the formation of self identity

• Strategic -- helps in the attainment of some interpersonal goal

FINDING INGRATIATION

• Universal agreement about standard ingratiation tactics

• These include.. Showing an interest in the person

SmilingEye contact

AgreeingFlattery

5 THINGS YOU NEED TO FACE THE WORLD

• confidence• a personal brand (what do you

want the world to think of you)• an ‘elevator pitch’• a winning image• transferable skills / experience

confidence - how?

• preparation, preparation, preparation

• know your self!!• find opportunities to practice

‘presenting’ your self – get involved• ALWAYS be positive

PERSONAL BRAND – HOW?

who you are?????what you are?????what are your personal / professional ethics????

elevator pitch – how?• Do

– speak!– make small talk– ask open questions

• Don’t– ignore him / her– talk about the weather– get too personal– moan!

A WINNING IMAGE – HOW?

appropriatebalanced

professional – not powerfulmodern

TRANSFERABLE SKILLS – HOW?

Interactget involved

ask questionsvolunteer

don’t wait to be asked

FEW TIPS ON IMPROVING IMPRESSION MANAGEMENT

• Set goals• Commit to the change you want to

create• Dress appropriately• Learn how to properly shake hands• Keep your body language open

POOR IMPRESSION MANAGEMENT

Decreasing PerformanceNot Working to PotentialWithdrawingDisplaying a Bad Attitude

THANK YOU