Self-presentation strategies in negotiations and business meetings

Abstract

The paper aims to analyze the phenomenon of self-presentation in business surroundings - a behavioral mode by which it is strived under public business surroundings to achieve an agreement and to avoid repudiating orienting to universally adapted norms and other people expectations. In the article the main strategies of self-presentation are described, which are used in business meetings and negotiation situations. The motivation of self-presentation develops under public situations, because it is characteristic of a person to take interests in people how they consider and evaluate other people. Therefore, a person realizing himself as a social object, tries to perceive and see himself as such who can be seen by others, and, representing himself correspondingly in business meetings and negotiation, tries to show himself to be accepted and evaluated, and/or in such a way that when regulating other people impressions on himself, when getting particular results in business, he or she could confirm his (her) own identity. The paper enlarges the understanding of self-presentation, which influence both on person’s identity and his state shaping in business interaction. Factors determining the choice of self-presentation strategies are divided into three basic groups: individual personal factors, inter-individual factors, situational (of social environment) factors, which may be conditionally attributed to the outside factors. All these factors are closely interconnected and interacting not only during the presentation, but also a decision about what forms of behavior 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.