Title: The Main Factors Determining the Choice of Self-Presentation Strategies in Negotiations and Business meetings/Dalykiniai Verslo Pokalbiai Ir Derybos: Pagrindiniai Veiksniai, Apsprendziantys Prisistatymo Strategiju Parinkima
Abstract: 1. Introduction to Self-Presentation investigation Under some business situations difficulties may develop connected with performing the selected or attributed role, when keeping to the selected presentation strategy. There exist clear differences of self-presentation, when adapting to situation requirements (Baumeister et al. 1989). After generalization of different self-presentation investigation data (Baumeister ef al. 1989; Leary, Kowalski 1990), the factors determining the choice of self-presentation strategies are divided into three basic groups: individual personal factors, inter-individual factors, situational factors of social environment, which may be conditionally attributed to the outside factors. All these factors are closely interconnected and interacting not only during the presentation, but also when selecting goals and ways to achieve them. Thus, first of all it should be necessary to define stimuli affecting the person's motivation for creating his own image in publicity and including not only the choice of a desirable image, but also a decision about what forms of behaviour are the most suitable for developing such an image, i.e. to select self-presentation strategies. It is also important to take into account some outside situational factors and the existing in the society social norms, which could influence the presentation planning and performance. 2. Personal factors determining the choice of Self-Presentation The persons once motivated to create their own image may change their behaviour trying to influence other people's opinion about themselves (Leary, Kowalski 1990). The research discloses that some people are more motivated to manage the impressions developed for outsiders than others. For instance, the Machiavelli-type individuals are inclined to influence others by a strategic presentation (Leary, Kowalski 1990). Personal, individual factors are one of basic sources of presentation dynamics (Smith 1987). We are to review the basic characteristics of the presenting individuals for developing a desirable image. 1. Self-confidence. By Baumeister (1989), a self-confident person should not be inclined to apply defensive strategies of presentation. On the contrary, a non-self--confident person may successfully use the disturbing public circumstances in order to avoid responsibility for possible failures. Such a person always observes other people and is directed by their reactions as social allusions, thereby changing his behaviour correspondingly (Buss 1986). Buss (1986) also states that often the presentation goal is not a manipulation of other people, when seeking economic or social profit, but rather forming an impression of himself, when the person does not sufficiently rely on his own spontaneous behaviour or social skills. Also, the presentation quality depends on the reliance upon himself: lack of confidence in his own strength is reflected in non-verbal behaviour (restriction of movements, irresolution, the tension of the whole body, etc.), also in the information presented for the surrounding people in a verbal form (self-criticism, reserve, self-humiliation) (Baumeister et al. 1989). 2. Self-consciousness. A high self-consciousness is tightly connected with the human inclination to concentrate himself on his own publicly observed peculiarities (Baumeister et al. 1989). Knowing that you are an object of other people's attention, reinforces the fear of refusal and vulnerability possibilities and personalism tendencies, i.e. the inclination to react personally to signals of social environment or to understand events as purposely directed to a definite man. Thus, taking into account how he is seen by the surrounding people (i.e. with high self-consciousness) the person is more inclined to apply the self-presentation strategies. High self-consciousness reinforces the sense that you are observed. On the other hand, the observation itself by the surrounding people reinforces a sense of consciousness and motivation of the self-presenting person to create a certain image. …
Publication Year: 2010
Publication Date: 2010-12-01
Language: en
Type: article
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