Business negotiations: development of impression for surrouding people
Santrauka
Presentation, during which the person creates an impression about himself for other people, performs an important role in personal relations. Because these developed impressions are important for estimating and perceiving people, an inclination exists to behave in a manner for developing a desired image in the eyes of other people. Therefore Jones, when describing the presentation, uses expressions “to worm himself into smb’s favor” and “to wish creating benevolence”: the presentation means a behavior, when a person tries to influence the impression about himself by favoring another person – business partner.