Self-presentation process during business negotiations

Peleckis, Kęstutis; Peleckienė, Valentina

Use this url to cite publication: https://hdl.handle.net/20.500.14911/117790

Self-presentation process during business negotiations

Details

Publication Type (CRIS)

Straipsnis recenzuojamoje užsienio tarptautinės konferencijos medžiagoje / Article in peer-reviewed foreign international conference proceedings (P1d)

Publication Type (eLABa)

Straipsnis recenzuotame konferencijos darbų leidinyje / Article published in peer-reviewed conference proceedings (P1d)

VILNIUS TECH Research Priorities and Topics

Integruotos komunikacijos strategijos ir koncepcijos / Integrated communication strategies and concepts (VE02)

Lithuanian Intelligent Specialization

Įtrauki ir kūrybinga visuomenė / Inclusive and creative society (L103)

Author(s)

Author	Affiliation
Peleckis, Kęstutis	Verslo technologijų ir verslininkystės katedra / Department of Business Technologies and Entrepreneurship (1150)
Peleckienė, Valentina	Vadybos katedra / Department of Management (1151)
Peleckis, Kęstutis	Ekonomikos inžinerijos katedra / Department of Economics Engineering (1149)

Title

Self-presentation process during business negotiations

[en]

Kęstutis Peleckis, Valentina Peleckienė

Is part of

The Strategies of Modern Science Development : proceedings of the XII International scientific-practical conference, North Charleston, USA, 4-5 April 2017

Published In

Year	Start Page	End Page
2017	57	62

Publisher

North Charleston : Scientific Publishing Center "Discovery", 2017

Extent

p. 57-62

URI

URI
https://hdl.handle.net/20.500.14911/117790

Cited references

Science / Art Area

Socialiniai mokslai / Social sciences (S)

Field of Science / Art

Ekonomika / Economics (S004)

Vadyba / Management (S003)

Keywords (en)

Abstract (en)

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.