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 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

THANK YOU