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IM-P07
(PGDM 2007-09 : Term-V)

Impression management
(Faculty: Fr. P.T. Joseph, SJ)

COURSE OUTLINE


Neuro Linguistic Programming (NLP) recognized as a revolutionary approach helps people modify their thought and behavioural style to accomplish their goals through observation of language pattern and non-verbal cues. Using NLP you can master powerful techniques of persuasion, negotiation and eliminate fears or phobias and low self-esteem. It helps you reprogramme your mind and your life for faster learning, better relationship and greater achievement. NLP, in short, helps you become more successful in any area of your life and business.

Objectives
· Be able to effectively and appropriately use a variety of tactics to manage the impressions that others have of you.
· Understand why people are motivated to mange other’s impressions of them and how this motivation varies across situations and persons.
· Have the capacity to perceive clearly the effects of self-presentation in organizations and the role played by the myriad of factors that moderate those effects.
· Use of NLP techniques for managerial communication and marketing.

Topics
1. An introduction to impression management: impression formation
2. Tactics using NLP
3. The self presentation motive
4. Techniques for lasting impressions
5. The social Context: Norms and Roles
6. The target’s values
7. Physical appearance; Body language; voice, communication style; context of communication; actions, the environment; success, changing from the outside-in
8. Current social image
9. Instrumental complementarity
10. The private self
11. Worrying about impressions Evaluation
Exam on creating emotional states: 10%
Ad Analysis using Metaprograms 15%
Speech delivery using NLP: 10%
Class presentation using NLP 15%
Project 15%
Theory exam: 35%
BIBLIOGRAPHY


Grinder, John, and Richard Bandler. Structure of Magic: A Book About Language and Therapy, Vol. 2. Palo Alto, CA: Science and Behavior Books, Inc., 1976.
Bandler, Richard. Magic in Action. Cupertino, CA: Meta Publications, 1984.
Bandler, Richard, and Will MacDonald. An Insider’s Guide to Sub-Modalities. Cupertino, CA: Meta Publications, 1988.
Grinder, John, and Judith DeLozier . Turtles All the Way Down. Santa Cruz, CA: Grinder, DeLozier & Assoc., 1987
Bandler, Richard, and John Grinder. Frogs into Princes: Neuro-Linguistic Programming. Ed. Steve Andreas (formerly John O. Stevens). Moab, CA: Real People Press, 1979.
Grinder, John, and Richard Bandler. Trans-formations: Neuro-Linguistic Programming and the Structure of Hypnosis. Ed. Connirae Andreas. Moab, CA: Real People Press, 1981.
Bandler, Richard, and John Grinder. Reframing. Eds. Steve Andreas and Connirae Andreas. Moab, CA: Real People Press, 1982.
Bandler, Richard. Using Your Brain—for a CHANGE. Eds. Steve Andreas and Connirae Andreas. Moab, CA: Real People Press, 1985.
Andreas, Connirae, and Steve Andreas. Change Your Mind—and Keep the Change: Advanced NLP Submodalities Interventions. Ed. Assts. Michael Eric Benett and Donna Wilson. Moab, CA: Real People Press, 1987.
Cameron-Bandler, Leslie, and Michael Lebeau. New Choices: NLP Introductory Workshop. San Rafael, CA: Future Pace Inc., 1984.
Cameron-Bandler, Leslie. Solutions: Practical and Effective Antidotes for Sexual and Relationship Problems. San Rafael, CA: Future Pace, Inc., 1985.
David Gordon and Michael Lebeau. Know How: Guided Programs for Inventing Your Own Best Future. San Rafael, CA: Future Pace, Inc., 1985.
Cameron-Bandler, Leslie, David Gordon and Michael Lebeau. The Emprint Method: A Guide to Reproducing Competence. San Rafael, CA: Future Pace, Inc., 1985.
Cameron-Bandler, Leslie, and Michael Lebeau. The Emotional Hostage: Rescuing Your Emotional Life. San Rafael, CA: Future Pace Inc., 1986.
Coren, Stanley. The Left-Hander Syndrome: The Causes and Consequences of Left- Handedness. New York, NY: Free Press, 1992.
Dilts, Robert. Changing Belief Systems with NLP. Ben Lomond, CA: Dynamic Learning Publications, 1990.
Created By: Bijoy Kar on 08/28/2008 at 11:02 AM
Category: PGP-II Doctype: Document

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