negotiation for contractual impression management

IMPRESSION MANAGEMENT

NIKHIL BACKER

INTRODUCTION

Impression Management :-

Transformation by communicating from

other person’s perspective.

It enables you to create building block

instead of stumbling block.

EDWARD E JOHNS

People’s attempts to control other’s

impression of their personal characteristics.

PIWINGER & EBERT

Goal directed conscious or subconscious

process in which people attempt to influence

perceptions of other people about a person,

object or event ( Lean, Shorten lead times)

EXTRA MILE

There are no traffic jams along the extra

mile, so go for it ( Healthy bid management).

MOTIVES & STRATEGIES

MOTIVES :-

Instrumental - doing it his way (buttering).

Reactance - an emotional reaction to

pressure or persuasion that results in the

strengthening or adoption of a contrary

belief.

STRATEGIES :-

Ingratiation – praise for social attractiveness.

Intimidation – showing anger to obey us.

Defensive – self handicapping.

Assertive – status symbol.

THEORY

Show-off – seasonal practice for soccer.

SOCIAL MEDIA IMPACT

LinkedIn- recommend, endorse.

Twitter – retweet

SELF PRESENTATION

To match his soul opinion.

Match audience expectation and

preferences.

CONFLICT MANAGEMENT

Providence of ideal modes of tact and

leadership via mental and physical support.

SCHLENKER

Self Social Identity and Social Interaction

EMPIRICAL RESEARCH

Survey claims that government of various

countries use public relations and public

image with a view to distract the public.

THAT HAPPENS

People eat less when they think they are

being watched.

Impression matters

DRAMATURGY

ERVING COFFMAN

Direct your story and act in accordance for

the eternal Oscar and the victory is yours.

Courtesy – William Shakespeare

EMAILING, BUSINESS WRITING, TELEPHONIC ETIQUETTE WHILST STRESS MANAGEMENT

FOR TRAINERS : IMPRESSION RULES

IMPRESSION VS EXPRESSION

YOU NEVER GET A SECOND CHANCE

TO MAKE AN IMPRESSION