This document discusses impression management techniques that people use to influence how others perceive them. It outlines several verbal self-presentation behaviors including doing favors, association, opinion conformity, excuses, apologies, and flattery. Additionally, it notes that first impressions are based mostly on appearance, body language, and voice rather than the actual words used. Finally, it provides tips for improving one's impression management through confidence, personal branding, elevator pitches, image, and highlighting transferable skills.
This document discusses impression management techniques that people use to influence how others perceive them. It outlines several verbal self-presentation behaviors including doing favors, association, opinion conformity, excuses, apologies, and flattery. Additionally, it notes that first impressions are based mostly on appearance, body language, and voice rather than the actual words used. Finally, it provides tips for improving one's impression management through confidence, personal branding, elevator pitches, image, and highlighting transferable skills.
This document discusses impression management techniques that people use to influence how others perceive them. It outlines several verbal self-presentation behaviors including doing favors, association, opinion conformity, excuses, apologies, and flattery. Additionally, it notes that first impressions are based mostly on appearance, body language, and voice rather than the actual words used. Finally, it provides tips for improving one's impression management through confidence, personal branding, elevator pitches, image, and highlighting transferable skills.
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 persons approval.
Example: Sales person to prospective client, Ive got two tickets to the theater tonight that I cant use. Take them. Consider it a thank you for taking the time to talk with me. FAVOURS Enhancing or protecting ones 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 elses 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 couldnt 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, Im sorry I made a mistake on the report Please forgive me.
APOLOGIES Highlighting ones best qualities downplaying ones deficits and calling attention to ones 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. Im 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 clients 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 Smiling Eye contact Agreeing Flattery
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
Dont ignore him / her talk about the weather get too personal moan! A WINNING IMAGE HOW?
appropriate balanced professional not powerful modern
TRANSFERABLE SKILLS HOW?
Interact get involved ask questions volunteer dont 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 Performance Not Working to Potential Withdrawing Displaying a Bad Attitude