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An important issue about negoliation is changing ihe way the think about us. The impression we make to the other party in a context of negotiation, may strongly afTect its result. Most often self-presentation is based on selective informing the others about our qualities.

Self-presentation depends on:

•    Norms, which are operative in a particulaisituation

•    Our social role

•    Values important forus

•    Our present social image

•    Usefulness of making an impression

wnrning !

The first impression is madę during the first 30 seconds and is rcally difficult to changc.