IMPRESSION management is the process of exercising influence over the perception that people have regarding a person, situation, or object. This definition may suggest that impression management is outward-oriented—toward other people. Contrary to common understanding, impression management should initially be a reverse, inward-focused activity. Preparation for a negotiation starts with self-composition on the emotional and ego-tional level. The same principle applies to impression management. “A well-tied tie is the first serious step in life” (Oscar Wilde).
Forget the cliché about first impressions. We all know how they work and that it takes a split-second to form a first impression. Most of us have also been ...
Get Negotiate Your Way to Success now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
