Self-presentation strategies in business negotiations and business conversations

Abstract

The purpose of this paper is to analyse the phenomenon of self-presentation in business negotiations and business conversations - 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. Modern research on self-presentation does not divide the strategy of self-presentation into separate aspects - the motivation of image development and the specific image that the person wants to create.