Impression Management 1

8/3/2019 Impression Management 1

1/19

IMPRESSION

MANAGEMENT

IMPRESSIONMANAGEMENT

Mohd Dahlan Mohd Noor

(Certified Trainer PSMB)


2/19

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.


3/19

IM Techniques or Verbal Self-

Presentational Behaviors

Verbal Self-

Presentation

Self-Descriptions

Association

Opinion

Conformity

ExcuseApologies

Acclaiming

Flattery

Favors


4/19

IMPRESSION

MANAGEMENT

Firstimpression.

within three seconds of seeing a person for the

first time we decide their: social statuspolitics

educationreligion

sexualityfriendliness / approachability


5/19

first impressions: the93% rule

55%appearance& body

language

38% tone,pitch & paceof yourvoice

7% whatyou say


6/19

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


7/19

IMPRESSION

MANAGEMENT

IMPACT

Integrity

Manners

PersonalityAppearance

Communication

Thrill


8/19

44

Insert Figure 4.1 here


9/19

IMPRESSION

MANAGEMENT

Two Types of Impression Management

Constructive -- helps in the formation of

self identityStrategic -- helps in the attainment of

some interpersonal goal


10/19

IMPRESSION

MANAGEMENT

Ingratiation

Universal agreement about standard ingratiationtactics

These include.. Showing an interest in theperson

Smiling

Eye contact

Agreeing


11/19

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


12/19

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


13/19

IMPRESSION

MANAGEMENT

personal brand how?

who you are?????

what you are?????

what are your personal / professional

ethics????


14/19

IMPRESSION

MANAGEMENT

elevator pitch how?

Do

speak!

make small talk

ask openquestions

Dont

ignore him / her talk about the

weather

get too personal

moan!


15/19

IMPRESSION

MANAGEMENT

a winning image how?

appropriate

balanced

professional not powerful

modern

clean


16/19

IMPRESSION

MANAGEMENT

Transferable skills how?

Interact

get involved

ask questions

volunteer

dont wait to be asked

dont sit back


17/19

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


18/19

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


19/19

Documents

Impression Management 1