GUIDELINE 20

Dress for Success

IMPRESSION management is the process of exercising influence over the perception that people have regarding a person, situation, or object. This definition may suggest that impression management is outward-oriented—toward other people. Contrary to common understanding, impression management should initially be a reverse, inward-focused activity. Preparation for a negotiation starts with self-composition on the emotional and ego-tional level. The same principle applies to impression management. “A well-tied tie is the first serious step in life” (Oscar Wilde).

Forget the cliché about first impressions. We all know how they work and that it takes a split-second to form a first impression. Most of us have also been ...

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