Self-presentation process during business negotiations

Abstract

The purpose of this papers to analyse the phenomenon of self-presentation in business negotiations - a behavioural mode, which is used in public business surroundings to achieve an agreement and avoid repudiation by focusing on universally adapted norms and other people’s expectations. The article describes the main self-presentation strategies, used in business conversations and negotiations. The motivation of self-presentation develops under public situations, because people are likely to take interests in people in order to find out their opinions on others.