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IMPRESSION
MANAGEMENT
IMPRESSIONMANAGEMENT
Mohd Dahlan Mohd Noor
(Certified Trainer PSMB)
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IMPRESSION
MANAGEMENT
Towards a definition.
It is a goal-directed conscious or unconsciousattempt to influence the perceptions of other peopleabouta person, object or event by regulating andcontrolling information in social interaction.
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IM Techniques or Verbal Self-
Presentational Behaviors
Verbal Self-
Presentation
Self-Descriptions
Association
Opinion
Conformity
ExcuseApologies
Acclaiming
Flattery
Favors
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IMPRESSION
MANAGEMENT
Firstimpression.
within three seconds of seeing a person for the
first time we decide their: social statuspolitics
educationreligion
sexualityfriendliness / approachability
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first impressions: the93% rule
55%appearance& body
language
38% tone,pitch & paceof yourvoice
7% whatyou say
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IMPRESSION
MANAGEMENT
At work.
doing a good job accounts for 10% of
the impression you give
90% of the impression you give ofbeing capable is based on perception
presentation of work
presentation of self
being seen to be doing a good job
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IMPRESSION
MANAGEMENT
IMPACT
Integrity
Manners
PersonalityAppearance
Communication
Thrill
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44
Insert Figure 4.1 here
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IMPRESSION
MANAGEMENT
Two Types of Impression Management
Constructive -- helps in the formation of
self identityStrategic -- helps in the attainment of
some interpersonal goal
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IMPRESSION
MANAGEMENT
Ingratiation
Universal agreement about standard ingratiationtactics
These include.. Showing an interest in theperson
Smiling
Eye contact
Agreeing
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IMPRESSION
MANAGEMENT
confidence
a personal brand (what do you wantthe world to think of you)
an elevator pitch
a winning image
transferable skills / experience
5 things you need to face the world
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IMPRESSION
MANAGEMENT
confidence - how?preparation, preparation, preparation
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 on
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IMPRESSION
MANAGEMENT
personal brand how?
who you are?????
what you are?????
what are your personal / professional
ethics????
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IMPRESSION
MANAGEMENT
elevator pitch how?
Do
speak!
make small talk
ask openquestions
Dont
ignore him / her talk about the
weather
get too personal
moan!
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IMPRESSION
MANAGEMENT
a winning image how?
appropriate
balanced
professional not powerful
modern
clean
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IMPRESSION
MANAGEMENT
Transferable skills how?
Interact
get involved
ask questions
volunteer
dont wait to be asked
dont sit back
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Impression ManagementTactics
Behavioral
Matching
The target of perception matcheshis or her behavior to that of the
perceiver.
A subordinate tries to imitate her bosssbehavior by being modest and soft-spoken
because her boss is modest and soft-spoken.
Self-
Promotion
The target tries to present herself
or himself in as positive a light as
possible.
A worker reminds his boss about his past
accomplishments and associates with co-
workers who are evaluated highly.
Conforming
to Situational
Norms
The target follows agreed-upon
rules for behavior in the
organization.
A worker stays late every night even if she hascompleted all of her assignments because
staying late is one of the norms of her
organization.
Appreciating
or Flattering
Others
The target compliments the per-
ceiver. This tactic works best when
flattery is not extreme and when it
involves a dimension important
to the perceiver.
A coworker compliments a manager on his
excellent handling of a troublesome employee.
Being
Consistent
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.
1414
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IMPRESSION
MANAGEMENT
Poo r Im p re ss ion Manag em en too r Im p re s s ion M anagem en tFou r Mo t i ve o f Poo r Im p re s s i onou r Mo t i ve o f Poo r Im p re s s i on
AvoidanceObtain
ExitPower
Un favo rab l e Upwa rd Imp re s s i on Manage m en t Tac t ic sn f avo rab l e Upwa rd Imp re s s i on Managem en t Tac t ic sDecreasing Performance
Not Working to Potential
Withdrawing
Displaying a Bad Attitude
Broadcasting Limitations
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