Download self-presentation speech. How to win people over? Preparation is the key to successful self-presentation

How to write a self-presentation to unlock your potential and create positive image? Can telling yourself “in a nutshell” set you apart from others and present you as a professional? We'll tell you in the article.

From the article you will learn:

A specialist who knows his strengths and shows himself in better light, has a number of advantages over colleagues. Self-presentation helps you make a positive impression, express yourself at an important meeting, demonstrate your best qualities. It forms people's opinion of you as a highly qualified specialist who knows his job. Effective self-presentation works for the benefit of your career and helps you reach new heights.

What is self-presentation and why does the secretary need it?

Presentations have become widespread in practice business communication. The term comes from Latin word“praesentatio” is the public presentation of something new. Self-presentation is the presentation of one’s own image in order to create a certain impression among others.

Presentation is a proven way to attract attention. Business self-presentation, when you briefly you tell About Me during a meeting or interview - example presenting yourself as a specialist. Its goals include:

• creating an opinion among colleagues about you as a professional who knows his job;
• manifestation of intellectual potential and leadership qualities;
• Demonstration of organization, initiative and creativity;
• acceptance of your ideas and suggestions by other people.

How to write a self-presentation: determine your goals and audience

The presentation of knowledge and skills is carried out in written or oral form. Self-presentation text aimed at a specific goal. Example such a “target” is an open vacancy, promotion or a useful acquaintance.

In the process of developing a self-presentation plan, clearly imagine who it is aimed at. Determine your target audience and think about how to win their favor. The goals of influence determine the mechanisms for constructing self-presentation.

To spend productively self-presentation about yourself use as sample next questions:

• who you plan to communicate with;
• what does the opponent expect from this communication;
• what can you offer him;
• who are your main competitors?

Improvise or learn the text of self-presentation?

Self-presentation is a story about yourself taking into account the needs of the listener. Think about what your opponent wants, study his needs. Work through the text so that it is clear and sufficiently varied. In preparation, study examples of writing self-presentations with comments from experienced HR specialists. This way you will understand what to expect potential employer, and how you can “hook” it. Even if you prepare for a presentation, don't shy away from improvising. It’s not for nothing that they say that the best improvisation is prepared in advance.

The material was prepared jointly with the editors of the electronic journal"Secretary and Office Manager Handbook" .

Maria Dolinova answers:
psychologist, head of the psychological workshop “Prosto”.

It seems to you that your portfolio will not be useful at your current place of work - after all, your business qualities and abilities are already known to both your superiors and personnel officers. But it is not so. A portfolio can be a career driver if used in the right situations.

How to behave during self-presentation?

To create a positive impression of yourself, it is important not only WHAT you say, but also HOW you say it. If you want to prove yourself as a confident person, a professional in your field, follow the following rules:

Speak clearly and confidently.

Make your speech loud enough for the entire target audience to hear. If people don't hear or understand you, they lose interest.

Limit your gestures.

- ...I worked as a regular sales manager for only 5 months. During this time, I became the best out of a team of 12 people 3 times. I was noticed because I effectively replaced a manager during a business trip and was appointed senior manager of the sales department...

In the first three minutes of the dialogue, give the speech maximum semantic load. Show your interlocutor that you have common interests and demonstrate your usefulness. Decide on a presentation order in advance and follow it during the interview.

We offer example algorithm self-presentation about yourself And sample text.

1. Smile and say your name.
2. Briefly tell about the details of education.
3. Highlight the competencies and practical skills that are important for the vacancy.
4. Tell us why you want to work for this company.
5. If necessary, say a few words about the family.
6. Briefly tell us about your hobbies and interests.
7. Mark yours useful personal qualities.
8. Point out your main advantages.
9. Thank the interviewer for his attention.

Figure 1. Sample text of self-presentation

Written Self-Presentation: Sample Structure

A written presentation is type of resume. If the document arouses the employer's interest, the candidate is invited to an additional interview. The text of the presentation is structured by highlighting semantic blocks in it. The purpose of each of them is a favorable reflection of your qualities. Sample structures self-presentations about yourself and examples The fillings of each block are given in the table.

Table 1. Self-presentation about yourself - sample text structure

In today's business environment, professional skills are not enough to achieve career success. The goal is achieved by those who know their strengths and competently “sell” them to the employer. Self-presentation - bright example such a “commercial offer”. It helps make a first impression and sets you apart from your competitors. A competent presentation increases the chances of expressing yourself at a business meeting, demonstrating initiative and leadership qualities.

Screening test

Take the test to find out if your self-presentation will interest a potential employer.

1. Is it possible to improvise during self-presentation?

1. Yes, let it be improvised. This will make the speech more lively.
2. Yes, if the improvisation is prepared and does not lead away from the intended plan.
3. No, it’s better to learn the text by heart and not deviate from it.

2. What should be the main emphasis in self-presentation?

1. On your education and all diplomas and certificates you have received.
2. On your varied interests and hobbies.
3. On how you can be useful in this company.

3. What documents should be included in the presentation?

1. All documents that may be of interest to the employer.
2. Letters of recommendation only.
3. Education documents.

4. Can natural presentation be adjusted?

1. No, this is intuitive behavior.
2. Yes, innate behavior patterns can be changed.
3. It is possible if you develop self-control skills.

5. What to write in the “About Me” section of your resume?

1. List all your positive qualities.
2. Indicate what the recruiter wants to hear in connection with the vacancy.
3. Tell us in detail about your career development.

6. What does the recruiter evaluate at the beginning of the interview?

1. Your profile.
2. Your level of competence.
3. Your appearance and demeanor.

7. What should you do at the end of the presentation?

1. Thank the interviewer.
2. Ask if they will hire you.
3. Give the recruiter your business card.

Social-perceptual aspect of social cognition.
Lecture 2. Self-presentation of personality

1. 
   The phenomenon of self-presentation. Theoretical approaches to the study of personality self-presentation.

2. Motives for self-presentation.

3. Strategies and techniques of self-presentation.

1. The phenomenon of personality self-presentation
Not a single social interaction is complete without the presentation of oneself, one’s personal or professional qualities. Moreover, self-presentation is an integral part of human nature.

The well-known American researcher of the phenomenon of self-presentation B. Shlenker notes that “twenty-five years ago the term “self-presentation” could not be found in the indices of social psychological research” (2003), but already in the 1980s. self-presentation is becoming a topic of research not only in social psychology, but also in counseling and clinical psychology, marketing, organizational behavior and management.

Self-presentation in modern social psychology is understood as the process of conscious or unconscious, purposeful or spontaneous presentation of certain aspects of one’s self to others, carried out during interaction between people.

The following synonyms of self-presentation are often found in the literature: impression management, self-presentation and self-presentation.

Thus, in the “Psychological Atlas of Human Behavior” (R. Cialdini, D. Kenrick, S. Neuberg), self-presentation is defined as “the process by which we try to control the impressions that other people have about us; synonymous with self-impression management.”

V. A. Yanchuk, referring to the encyclopedia on social psychology, notes that self-presentation acts as a subcategory of impression management associated with the broader process of monitoring and regulating information received about other people, objects and events.

For domestic works (where this phenomenon became an independent subject of research only in the late 1990s and early 2000s), the use of the concepts “ self-presentation" and "self-presentation».

Considering the relationship between the concept of “self-presentation” and the concepts of “self-presentation” and “self-presentation”, O.A. Pikuleva notes that all three concepts are derived from the translation from English into Russian of the term self-presentation. Lexico-semantic analysis of the word self-presentation (from English self-presentation - “himself” and “presentation, presentation”) shows that they are identical and can be used as synonyms.

Modern social psychology, although it has a fairly wide range of theoretical approaches to self-presentation, however, each considers this phenomenon from its own specific perspective.

The theoretical basis for the development of research on self-presentation was the works of representatives of symbolic interactionism. The first systematic socio-psychological examination of the mechanisms of self-presentation is widely presented famous work I. Goffman “Presentation of the self in Everyday life", excerpts from which were published in Russian under the title "Presenting oneself to others in everyday life" (1984). He is the “father” of the term “self-presentation” and the author of the concept of social drama – in fact, the only theoretical concept of personal self-presentation.

In his works, he used a dramaturgical approach and, accordingly, theatrical terminology: social interaction is considered as a performance, participants as actors. I. Goffman believed that in one person there are several “I” (“I” - for myself, “I” - for others and “I” - “pure”, manifested in extreme situations).

In the presence of other people (in the process of communication), a person presents his “public self”, using the “foreground” for this; alone or in a circle of close people, he is “behind the scenes”, so the need for a “public self” disappears, and the individual can show his “true self”.

According to E. Goffman, regardless of the specific intention, the individual ( "actor") interested in controlling the behavior of others and their response to his actions. Such control is possible primarily by influencing their “definition” of the situation. An individual can influence the “definition of the situation” by presenting himself in such a way that those around him voluntarily act in accordance with his own plans.

In order for interaction to be effective, a person must be able to identify the situational context and correctly select an adequate role from his role repertoire. For example, if a high status person expects to be treated with respect, it is not enough for him to simply have high status. He must also play his part by dressing appropriately, associating with certain people, maintaining proper distance from people of lower status, etc. (The king is played by his retinue). Once the desired identity is established, each of the participants in the interaction assumes moral obligations to behave in accordance with the chosen identity (the rule of self-respect - saving one's own face), and at the same time accept the identity of the other participant in the interaction (the rule of tact - saving the face of the other).

Thus, self-presentation allows participants to define each other and establish effective interaction.
In I. Hoffman’s theory of self-presentation, the problem of the subject's sincerity in the process of impression managementeny. In accordance with the fact that main subject of analysis for I. Hoffman is the definition of the situation, he calls “cynics” those performers who do not have faith in their own actions, and also show indifference to what their audience believes in. “Sincere” are those performers who create in the audience a certain adequate image of themselves and the situation.

The question of the sincerity of the subject of self-presentation in social psychology, after I. Hoffmann, was resolved negatively by researchers for a long time, however, modern theories proceed from the fact that in most cases the subject is inclined to present real, rather than false, self-images to others, choosing one or another image in accordance with with a certain situation.

Classification of self-presentation .

1. According to the awareness of the subject’s actions, B. Shlenker and M. Weigold distinguish – conscious(controlled) And unconscious (“automatic”) self-presentation.

Most researchers working in this direction are of the opinion that self-presentation is intentional and conscious behavior aimed at creating a certain impression among others.

Conscious or controlled self-presentation is used in the case when presenting oneself to others is very significant for the individual, since it can entail large potential gains or losses, and also in the case when a person foresees obstacles to the desired self-identification, fears of being perceived as insincere.

Unconscious(“automatic”) self-presentation is characterized by more positive self-descriptions. (we automatically smile, nod, put ourselves in order).

It is noted that they are confident in the intentional, and therefore conscious, expression of the desired impression by verbal and nonverbal means.

2. Based on the criterion of real interaction, they determine direct self-presentation (subject-subject interaction) and indirect self-presentation (subject-object-subject interaction).

Direct self-presentation involves direct contact of the individual with the target audience and is closely related to the concept social behavior.

When studying the features indirect self-presentation Special attention focused on identifying criteria for the productivity of marriage advertisements, as well as the uniqueness of self-presentation of single people.

3. According to the method of presenting information, they are distinguished direct And indirect self-presentation. Straight self-presentation involves the subject presenting information about himself. This type of self-presentation is close to the phenomenon of self-disclosure, which is understood as the process of voluntary and conscious disclosure of reliable, important personal and hitherto undisclosed information. However, direct self-presentation cannot be identified with self-disclosure, since this type involves not only the presentation of information about oneself intimate content.

Indirect sapopresentation implies the presentation of information not about the subject himself, but about other subjects or objects with which a person is connected in very distant and insignificant ways.

The mechanism of functioning of indirect self-presentation is the principle of association described by R. Cialdini. “By displaying positive associations and hiding negative ones, we try to make people watching us view us more favorably and feel more sympathy for us.” Means of indirect self-presentation, in addition to verbal associations of the subject with successful members of society (including through the use of appropriate pronouns), can be clothing or any distinctive signs.

The desire to distance oneself from unpleasant events and to emphasize the shortcomings of those to whom the individual has a negative attitude are also manifestations of indirect self-presentation.

1. 
   Based on the desire to gain social approval or to avoid significant losses in social approval, self-presentation is distinguished natural And protective style.

Natural self-presentation style is characterized by the active participation of the individual in social interaction, which is expressed in initiating a conversation, presenting special, flattering, embellishing qualities of the subject. According to B. Schlenker and M. Weigold, people use a natural style of self-presentation when they are confident in their ability to make a favorable impression. This style of self-presentation is associated with such characteristics as high self-esteem, a sense of personal control, self-confidence, and low social anxiety.

E. Weinstein showed that the natural style of self-presentation is based on the early acquisition by the child of the following abilities: the ability to empathically accept the role of another, which implies the ability to predict the reactions of others in response to various manifestations of self-presentation; the presence of a wide and flexible repertoire of behavioral tactics; the presence of intrapersonal resources that make it possible to determine the appropriateness of using certain behavioral tactics. The absence or underdevelopment of any of these components makes natural self-presentation unlikely.

Protective the style is characterized by “defensive” behavior and is associated with actions that limit or reduce participation in social interactions (rarely taking initiative in establishing contact; avoiding questions that may reveal ignorance or produce disagreement; less self-disclosure), as well as a cautious, restrained self-presentation intended in order to avoid attention. According to B. Shlenker and M. Weigold, people with low self-esteem, high fear of negative evaluations, socially anxious, shy, and depressed are more likely than others to use a defensive style of self-presentation.
2. Motives for self-presentation
I. Hoffman pointed out that in the presence of other people, the subject always has many motives in order to control the impression he makes. BUT, as the motivational foundation for impression management, I. Goffman defined a person’s desire to receive social approval and achieve significant social goals.

However, I. Hoffman was not interested in a detailed analysis of these motives, and only later in American social psychology mot problemIvations of self-presentation became one of the key points in the development of this issue. However, there is no consensus in determining the basic motives for impression management.

1. It is typical for the American tradition to consider self-presentation as demonstrative behavior aimed at creating a certain impression in the recipient in order to obtain a specific result.

Thus, E. Jones and T. Pittman believe that the basis of self-presentation is the desire to expand and maintain influence in interpersonal relationships. In their opinion, self-presentation is a fully conscious process and consciously constructed behavior to achieve power and control over the environment.

2. Researchers working in the interactionist tradition believe that self-presentation is a means of forming Self-Image and self-esteem. G. Mead and C. Cooley supported the idea that in social interaction a person demonstrates various social persons to various partners in order to present ourselves in the most advantageous way and produce best impression, and then form your own idea of ​​yourself, reflecting the opinions and behavior of others.

Since self-esteem and the Self-Image of an individual are directly dependent on the assessments and attitudes of others, self-presentation becomes an effective means of influencing the opinions of others, and therefore, through their reflection on ideas about themselves, which underlies self-esteem. Thus, by managing the impressions that other people form about us, we can manage our own impressions of ourselves.

In his theory of self-perception, D. Bem argues that self-presentation can more directly influence the image of an individual’s “I”. According to the concept of the self-perception process, there may be times when people serve themselves as their own audience—when they present themselves not only to others, but also to themselves.

Similar views on self-presentation are held by B. Schlenker and M. Weigold, as well as M. Leary and R. Kowalski, who believe that it is characteristic for an individual, intentionally or unintentionally, to strive to present the desired image of himself both in the eyes of others and in his own eyes. A person defends himself, makes excuses, seeks to excuse himself in order to confirm the desired Self-Image and maintain self-esteem. In familiar situations this happens without conscious effort. In unfamiliar situations, a deliberate staging occurs, which M. Leary and R. Kowalski call “showing off” (adonization - from Adonis), since in an unfamiliar, more difficult situation It becomes especially important for a person to make a favorable impression.

D. Myers also considers self-presentation to be a means of maintaining high self-esteem. In his textbook " Social Psychology“He devotes a special chapter to self-presentation, where he expresses the judgment that most people have a favorable, optimistic attitude towards themselves, i.e. Most people have inflated self-esteem. Such inflated self-esteem must be maintained, hence the desire to please, to make an impression, which manifests itself in special, playing along behavior (playing along behavior - self-presentation). The desire to show your best side in order to be positively perceived by others, in turn, affects self-esteem and self-respect.

It is known that unsuccessful self-presentation threatens self-concept and self-esteem. The fear that self-presentation will fail is called social anxiety.

3. The creators of theories of cognitive balance (F. Heider, L. Festinger) see the function of self-presentation in maintaining the cognitive unity of the Self-Image and self-esteem, and consider self-presentation as one of the methods for eliminating dissonance. To ensure consistency, a person can use such techniques: for example, distorting others' opinions about himself, bringing them closer to own self-esteem, or focuses on people whose relationships help maintain the usual “Image of Self.” Intentionally or unintentionally, an individual can behave in such a way as to evoke a response from others that corresponds to his image of himself, etc. These mostly unconscious ways allow the individual to maintain a certain level of self-esteem and maintain the unity of the “Image.”

4. There are attempts to consider self-presentation as a behavioral implementation of motivation. For example, R. Arkin and A. Schutz see in self-presentation the implementation of motivation to achieve or avoid failures and distinguish on this basis acquiring and defensive self-presentation.

Acquiring self-presentation expresses achievement motivation. It is characterized by the choice of adequate roles and tasks (corresponding to social status, education, etc.), the choice of a social environment corresponding to the level of identification of the subject (a person communicates with his peers).

Defensive self-presentation is a behavioral manifestation of motivation to avoid failure. Most often it is not realized. A person chooses an environment that is inadequate for solving problems: either with low requirements or with prohibitively high ones (opportunistic self-presentation).

5) A number of studies are based on the assumption that self-presentation is a personality trait. A. Fenigstein, M. Scheyer and A. Bass called this property self-awareness, and M. Snyder - self-reflection.

Mark Snyder, developing the main tenets of Goffman's approach, suggested that some people manage their impressions of themselves, while others do not. Some people manage their behavior by paying attention to their inner (real) “I”; others pay attention to the impression they create on others. M. Snyder called people who pay great attention to the impression they make on others as self-monitors.

To argue that self-monitoring is an important quality that differentiates people from one another, M. Snyder came up with forty-one self-descriptive statements related to five ways in which he believes people who score high on self-monitoring differ from people who score low on self-monitoring.

Five differences between people with a high self-monitoring score compared to people with a low score

High level of self-monitoring	Low level of self-monitoring
1. Are interested in the social conformity of their self-presentation	1. They are not interested in whether their behavior corresponds to what other people think.
2. Be attentive to what other people are doing as a guide for your own self-expression	2. Be attentive to your inner “I”; not interested in what others are doing
3. Able to control their self-expression	3. Not interested in managing their self-expression
4. Willing to manage your self-expression in social situations	4. Are not ready to control their self-expression in social situations
5. They are not consistent in their self-presentation from situation to situation.	5. Are consistent in their self-presentation from situation to situation

Based on these statements, M. Snyder created the Self-Monitoring Scale, consisting of twenty-five items. Analysis of this scale showed that it is very reliable and valid.

People with a high self-monitoring score are characterized by a high correspondence between the desired and actual self-presentation, because have the ability to reflect on their appearance, and can record discrepancies in the reactions of the audience. Another feature of them is flexibility and transformability depending on changing circumstances. (Chameleons). There is no doubt that they are also characterized by a high level of unpredictability in the behavior of others.

People with low levels of self-monitoring are more natural and predictable, because... their presentation reflects their truly stable dispositions.

Subsequent studies have confirmed that people who score high on self-monitoring, compared to people who score low on self-monitoring:

• 
  more suitable for sociological purposes;
• 
  adapt better to the views of the audience;
• 
  are less interested in their true attitudes in decision making;
• 
  have many acquaintances and friends for various activities;
• 
  are more interested in physical attractiveness ( appearance).

3. Strategies and tactics of self-presentation
Self-presentation strategy is a set of behavioral acts of an individual, separated in time and space, aimed at creating a certain image in the eyes of others.

Self-presentation tactics are a specific technique by which the chosen strategy is implemented. Self-presentation tactics are a short-term phenomenon and are aimed at creating the desired impression in a specific life situation.

A self-presentation strategy can include many individual tactics.

E. Jones and T. Pittman in 1982 created one of the first classifications of self-presentation strategies.

Understanding self-presentation as the behavioral implementation of the desire for power in interpersonal relationships. They identify five “types” of power and propose, accordingly, five strategies for achieving it.

In particular, the following stand out:

• 
  the “trying to please” strategy, which involves trying to present oneself as attractive in the eyes of others;
• 
  an intimidation strategy that involves presenting oneself as a powerful, potentially dangerous person;
• 
  the strategy of entreaty, that is, presenting oneself as weak and defenseless in order to evoke sympathy from the audience;
• 
  exemplary strategy, that is, presenting oneself as morally consistent in order to demonstrate the significance of one’s personality and
• 
  a self-promotion strategy that involves trying to appear competent in order to gain respect from others.

The most detailed classification of self-presentation strategies was carried out by A. Schutz , which based on generalization large quantity literature devoted to this problem has identified its own criteria for categorizing tactics and strategies of self-presentation. In the classification proposed by A. Schutz, four styles of self-presentation: assertive ( assertive ), aggressive ( offensive ), protective ( protective ) and making excuses ( defensive ). This classification is based on the analysis of two variables: 1) the leading motives of self-presentation (the desire to “look good”, that is, to gain social approval - the desire to “not look bad” or to avoid significant losses in social approval); 2) activity or passivity of self-presentational behavior.

Assertive self-presentation, according to A. Schutz, involves active, but not aggressive attempts to form a favorable impression of oneself. In the process of assertive self-presentation, people imagine traits that are desirable for them in a given situation. Assertive self-presentation includes strategies of self-promotion, exemplary behavior, demonstration of power and authority, and a strategy of identification with a specific group. The strategy of demonstrating power is not aimed at creating fear, but should convince the target person that the subject of self-presentation is capable of fulfilling promises and fulfilling demands.

Subject with aggressive self-presentation uses an aggressive way of presenting the desired image. This style of self-presentation is characterized by a high level of activity and the desire to gain social approval. According to A. Schutz, the ways to implement this style of self-presentation are the strategy of belittling the opposition (irony, critical assessments), the strategy of “criticism of the critic” (criticism directed at the person asking a critical question or making critical remarks) and the strategy of “limiting the topic of discussion”, which involves the desire change the topic of discussion.

Defensive self-presentation involves a “passive” desire to avoid negative impressions. Avoiding public attention, minimal self-disclosure, careful self-description reflecting the desire not to draw attention to one's abilities, minimizing social interactions, trying to remain silent, friendly but passive interaction - such behavior can be classified as defensive self-presentation.

Justifying self-presentation characterized by activity and the desire to avoid significant losses in social approval. Among the strategies that implement self-justifying self-presentation, A. Schutz includes: the strategy of denial (“Nothing happened, nothing bad happened”), the strategy of reinterpretation, which implies agreement that the main events took place and proves that they were not assessed negatively (“Everything was wrong”) This may also include apologies (“There was nothing I could have done”), justifications that involve acknowledging a negative event and asserting that it was inevitable or legitimate (“It was the right thing,” “It was the right thing to do”), and a strategy of concessions, which involves accepting full responsibility for negative events, demonstrating remorse, and promising that such actions will not happen again. A. Schutz's classification allows us to obtain the most holistic, systematic, meaningful understanding of the types and diverse forms of manifestation of self-presentation.
R. Baron argues that impression management has many various forms. However, most of them fall into two main categories: self-enhancement - attempts to maintain our own image and interlocutor empowerment - attempts to make the person we are interested in feel comfortable in our presence.

Specific types of tactics to strengthen one’s own position include actions to improve your own appearance. This can be achieved through changes to clothing, personal care (cosmetics, stylish hairstyle, use of perfume) and thoughtful use of non-verbal cues. Research evidence suggests that all of these tactics work, at least under certain conditions.

Among the most important tactics to strengthen the position of the interlocutor are compliments and flattery (when we shower the person we are interested in with praise, even if he does not deserve it); expressing agreement with the opinion of this person; showing a high level of interest in him (we catch his every word); small favors for him personally; requests for advice or feedback; expressing sympathy for him verbally or non-verbally.

R. Cialdini considers the most famous tactics of positive self-presentation to be enjoying reflected glory , which he defines as the process of demonstrating one's connection to successful, high-status people or events.

Research into strategies and tactics of personality self-presentation in domestic social psychology not too numerous.

In studies by E. A. Sokolova-Bausch proposes a new approach to the study of techniques and strategies of self-presentation. She considers already existing and known communication techniques as self-presentation techniques. E. A. Sokolova-Bausch identified non-verbal communication techniques that effectively influence the formation of favorable and unfavorable impressions of the communicator and the recipient. Thus, with the help of the nonverbal technique of “mirroring” the postures, movements, and facial expressions of a communication partner, the communicator most often forms a favorable impression of himself (the impression of a “cultured person in communication”). The recipient most often makes a favorable impression (the impression of an attentive and understanding listener) by adjusting to the interlocutor’s breathing. E. A. Sokolova-Bausch presents the logic of reasoning about self-presentation techniques, connecting common system concepts such as: communication techniques, rules of effective communication, self-presentation techniques, expressive behavior, communication effectiveness, impression and communicative competence.

N. A. Fedorova considers verbal techniques self-presentation (includes ways of organizing text and rhetorical devices) and nonverbalnal techniques, which include: appearance, clothing, demeanor, furnishings, speech manners, postures, facial expressions, gestures, behavioral techniques. According to the criterion of the subject of self-presentation, N. A. Fedorova distinguishes between direct techniques, when the subject uses information about himself for self-presentation, and indirect techniques, when the subject uses information about other people or phenomena for self-presentation.

So, self-presentation is a kind of bridge, an intermediary between inner world person and the external world of other people; it is a means of presentation

Have you noticed what kind of request baffles most of us? "Tell us about yourself". And now we hesitate, blush, fidget in our chairs, roll our eyes... Few people are capable of self-presentation at a decent level. Meanwhile, here's 5 for you simple rules her preparations, which the site shared with the portal Anastasia Takhtarova-Ivanova, self-management coach, trainer of stress and energy management programs.

If we want to be noticed and appreciated, we simply need to learn how to present ourselves. The skill of self-presentation is a real art. But this is not a gift from above. It is quite possible to learn it. The secret is simple: a few rules and recommendations, some effort and time, and voila - you did it!

1. Attract attention. First of all, self-presentation is a story. And the story should be fascinating and not too long, from 3 to 5 minutes.

It is also worth remembering the principles of good storytelling - listeners need to be interested, captivated, intrigued. If appropriate, you can start the story with a suitable metaphor, something unexpected or even a little provocative.

2. Give basic information - briefly, clearly, clearly. Now that you have received your quota of attention, you can move on to the main block of information. It is important that it be succinct, presenting the strengths of you as an individual or your project, and fairly short, since the listener’s attention span will quickly decline. If you don’t know where to start presenting yourself, you can start by simply making a list of your strengths, and not necessarily only on the stated topic. It is always easier to choose what you need from a large list. In addition, qualities that seem unimportant at first glance, upon closer examination, can help to favorably emphasize your advantages.

After all the main objective self-presentation - demonstration of one's strengths and transformation weak points to advantages . You may be asked difficult questions, so it's best to work through your options in advance.

3. Communicate with your interlocutor or audience. Remember that any presentation is a sale. You are selling yourself, your ideas, your personality and beliefs, your skills, your project, etc. What is the success of a good sale? That's right, in communication. Address those for whom you speak. Involve them in communication.

Ask questions that can be answered with “yes.” Because once they agree with you, people will be inclined to agree when you offer them something else. For example, yourself as a potential employee. Use this Golden Rule sales.

4. Be yourself. Audrey Hepburn, one of Hollywood's most genuine actresses, once said, “Be yourself—sincerely, honestly, and completely. No one can handle this better than you." This also works when presenting yourself. People sense insincerity and, on the contrary, open up in response to your real, true feelings.

You need to present your personality personal traits. It may not be ideal, but your “zest” will attract people’s sympathy to you. Perhaps a mask that meets your expectations will help you at first. But at some point it will have to be removed. And the consequences of disappointment can be very painful.

5. Rehearse in advance. The best impromptu is a prepared speech. Therefore, prepare your presentation carefully. It’s better to rehearse it several times in front of the mirror. And ideally, record it on video. This way, when watching, you will be able to see yourself from the outside and evaluate yourself more adequately.

P. S. If you're afraid

What to do in this case? Well, for starters, it’s worth reminding yourself that it’s completely normal to worry during important moments in your life. If you are afraid of public speaking, presence techniques, for example, so-called “power poses,” will greatly help you. If you suffer from low self-esteem, then you need to work in this direction. And such work will take time.

Train yourself to believe that you are good enough. No, not ideal, but good enough already here and now. You can write this to yourself on a sticky note and attach it to your mirror, refrigerator, etc. And train to feel that way. It will be difficult, so even a minute a day is enough to start.

Work with a list of your achievements. It can be made as detailed as your memory allows. Have you learned to walk and talk? Most likely yes, if you are reading this. This means that we have dealt with two of the most difficult things in life. Here's your first victory. And most likely, there will be many such victories. It's best to keep the list handy. When you feel yourself starting to doubt yourself, re-read it.

Very often this simple action has an almost magical effect.

For some, public speaking is their natural element, while others have difficulty speaking in front of. But both categories of people are probably familiar with the concept of “self-presentation.”

What does the concept of “self-presentation” include?

According to the well-known philosophical law, form always corresponds to content. Therefore, self-presentation involves both a person’s appearance and his speech. Self-presentation is considered to be a verbal and non-verbal demonstration of one’s personality in the communication system.

When a guest lecturer or leader talks about himself to the team, he attracts attention not only with words, but also with gestures and his involuntary movements. During self-presentation, it is important to achieve harmony between appearance, text and gestures.

How to conduct an effective self-presentation?

How to conduct a self-presentation and structure your speech so that others see you as a person whose personal effectiveness, competence and charisma capture the attention of the audience from the first minutes? Let's consider a simple algorithm.

The main thing is that the suit fits.

The catchphrase very accurately reflects the effect that the speaker’s clothing should have on the audience. The choice of costume depends on how the speaker wants to appear to others. If the goal is to look smart, businesslike, concentrated and strict, then dark colors, a minimum of details, good fabric and one bright accent. When the task is to show the audience competence, flexibility, and determination, then you can use several medium tones in clothing, and even some kind of decoration, and sometimes, depending on the audience, a “casual” style may be appropriate.

Our thoughts on paper and out loud.

Before the performance, everyone learns how to speak. But often you can overdo it with this exercise. It’s better to prepare thoroughly two days before the performance, and give your head a rest the day before. It is much more useful to spend the evening before the presentation not in front of the computer, but in nature. And start your speech with an appropriate joke, rather than look tired from endless cramming and go straight to the text of the presentation.

Talking about yourself is never easy. Therefore, personal effectiveness should consist of complete inner peace. Those who are terrified of speaking in public should take a small dose of a sedative. This will help avoid confused speech. It is better when speech is slightly slow and smooth.

People shouldn't fall asleep because you talk about yourself. For one self-presentation there should be one good joke, one real-life incident and a maximum of specific information. When you perform for the public, you are like an artist: even in a business presentation, people want to see « spectacle » , since we all value our time very much and do not want to waste it.

Gestures, facial expressions, movements.

Nervous twitching and “dancing” spoil the entire presentation. Movements must correspond to words, smiles are acceptable where appropriate. Taking the humor out of your speech entirely would be a critical mistake. Emotionality and involvement of yourself in your self-presentation will help to capture the attention of the audience.

“You are greeted by your clothes, you are seen off by your mind” - this popular proverb well reflects the essence of self-presentation. In fact, people present themselves every day when they choose a suit and makeup, when they tell their loved ones and strangers about themselves. And if you don’t become a tragedy in your own head, then in reality the question of how to conduct a successful self-presentation will not turn out to be overwhelmingly difficult.

How to win people over?

Self-presentation usually does not last long. But even during a short speech, it is not difficult to interest the people listening to you.

• Before starting your speech, you can ask someone with a small request. For example, ask to close the door, window or turn on additional lighting. Asking for a favor encourages a person to interact more openly;
• If the lecturer listens attentively during a speech, it is worth thanking people for this right in the middle of the speech, because by the end of any speech attention weakens;
• Sometimes it is useful to copy an involuntary gesture from someone in the audience. For example, straighten your hair like the girl in the blue jacket, or click your pen like the young man on the right. But you should not use this technique too often, otherwise it will be noticeable;
• You need to speak calmly, seek eye contact with the audience, and smile sincerely from time to time. Then people will be inclined to learn more about the speaker and listen with greater interest to the speech. Dry words, no matter how beautifully they are put on paper, will never be properly received by the public.

The formation and presentation of one’s own desired image to others is studied within various scientific fields. The understanding of self-presentation in them has pronounced features. Self-presentation is considered by different authors as:

• – a means of organizing interaction with other people to achieve one’s goals (I. Hoffman);
• – form of social behavior (J. Tedeschi and M. Ries);
• – a means of maintaining self-esteem (B. Schlenker and M. Weigold, M. Leary and R. Kowalski; D. Myers);
• – a means of forming the image of “I” and self-esteem (J. G. Mead and C. Cooley);
• – a means of self-expression (R. Baumeister and A. Steikhilber);
• – technique for eliminating cognitive dissonance (F. Heider and L. Festinger);
• – implementation of motivation to achieve or avoid failures (R. Arkin and A. Schutz);
• – creation of a state of objective self-awareness as a result of the perception of other people’s assessments (R. Wikland);
• – a consequence of increased motivation as a result of focusing attention on oneself (G. Gleitman);
• – manifestation of the desire for power in interpersonal relationships (I. Jones and T. Pittman);
• – personality trait (A. Festinger, M. Sherier and A. Bass, M. Snyder);
• – presentation of one’s personal qualities in connection with the need for trusting relationships (L. B. Filonov) or to establish interaction (R. Parfenov);
• – influence on the attitude of others (A. A. Bodalev), the direction of perception of a partner along a certain path (Yu. S. Krizhanskaya and V. P. Tretyakov, G. V. Borozdina);
• – creating a certain impression and regulation own behavior(Yu. M. Zhukov);
• – advertising activities (A. N. Lebedev-Lyubimov).

One of the most cited researchers in the field of self-presentation is the American sociologist I. Goffman. His work “Presenting Oneself to Others in Everyday Life,” published in 1959, was highly significant for many decades for many researchers of the phenomenon of self-presentation, so we will dwell on it in more detail.

I. Goffman's theory is devoted to social interaction and management of the impression made in this interaction. Having introduced the concept of “social dramaturgy,” I. Goffman described interpersonal behavior as a performance in which actors are engaged. In this performance we get to know each other in these roles; in them we recognize ourselves. The mask-picture we create about ourselves, the roles we play, are also masks of our true self - the self that we want to have. Eventually, playing a role becomes second nature and an integral part of our personality. We choose our own mask not by chance, but prefer the one that the best way depicts who we wish to be. Goffman was the first to raise the question of the existence of two “I”s within the same person: “I” for oneself and “I” for others, subordinate to the goals pursued in interaction. Subsequently, he came to the conclusion that there is also a third “I” - “pure” or “raw”, which manifests itself in extreme situations, for example in prison or a mental hospital.

In the work of I. Hoffman entitled “Face-work” (1955), we are talking about strategies for preserving and maintaining one’s “face”. They include techniques for creating a favorable impression of oneself among others and correcting an unfavorable one. In social interaction, these efforts are aimed at cooperation with other people. At the same time, the “face” ( Jace) is only partly an image of one’s own “I”. It ( face) is also the image that, according to the individual, others have about him.

In translations of Hoffmann's works into Russian, this “second image” is designated by the term “image”. The image of oneself and the image of others may contradict each other, so the individual must strive to disguise what contradicts the desired image.

In the context of studying the socio-psychological factors of self-presentation, the term “zone” is of interest to us, which is defined by I. Hoffman as any part of space, fenced to some extent by barriers to perception. In his opinion, it is convenient to use the term “zonal facade”, denoting the place where the action takes place.

Thus, a person’s self-presentation in the “zonal façade” is an attempt to create the impression that his behavior meets certain standards. When an activity occurs in public, some aspects of that activity are emphasized while others are suppressed. There is also a “back yard”, a “backstage” - a hidden area where you can not hide what is unacceptable on stage. Here the actor can relax, drop the mask and step out of the role. For example, some women can only truly feel free in the presence of their friends: in front of men they are always forced to pretend. VIPs should have a hidden area for privacy, in order to maintain an aura of mystery, which can be destroyed by informal appearances in public. In every social stratum one can notice a tendency to separate the façade and the hidden zone. The facade, unlike the backyard, is usually well decorated and kept clean and tidy.

There are zones that can be used both as a facade and as a hidden zone, depending on the time and occasion. For example, if there are no visitors in the office, employees can take off their jackets, loosen their ties, and exchange jokes. Sometimes for internal use offices use cheap colored paper to emphasize that it is for their own use only.

We can also distinguish a third zone, designated as far zone. It is neither a front nor a backyard. The front and backstage serve the success of one show, and when the back zone is mentioned, we are talking about another show. For example, an office “tyrant” can be gentle with those at home. The point is that the individual performs performances in front of different audiences. And he must control the strict separation of members of one audience from another. The hospitable hostess greets each guest in the hallway and demonstrates her special attitude in no case in front of other guests.

Thus, I. Hoffman distinguishes two limited zones: the zone of the facade, where the performance takes place or can take place, and the zone hidden from the audience. As a rule, if a bystander bursts into a hidden area unexpectedly, the "actors" feel that they are forced to be torn between two realities. The result of this is embarrassment.

I. Goffman’s approach focuses on important aspects of interpersonal interaction in the context of impression management - the presence of a specific goal of presenting a corresponding image and a person’s awareness of his own inauthenticity in self-presentation.

An important aspect in self-presentation, according to I. Hoffman, is dramatization. Having presented himself to others, a person, as a rule, includes in his game certain components designed to shed light and make clear facts that were not completely clear before. He must mobilize his activity in such a way that in the process of performance he expresses what he wants to convey to the public. At every moment he needs to be sure that the audience believes in his sincerity.

Appearing in front of other people in whom a person is interested (spectators), he must mobilize his activity in order to produce the right impression. This is done:

• – to cause the desired reaction;
• – to appear as “that person”;
• – because the audience expects this from a representative of this group;
• – because the social role requires it;
• – because otherwise he risks being misunderstood, which will change the situation as a whole;
• – to come to “understanding” and thus achieve your goals.

It is worth noting that I. Hoffman’s socio-dramatic constructions were criticized for exaggerating the influence of social roles, as well as for exaggerating the manipulative nature of interactions. Despite this, they served as the foundation for many works. Modern researchers identify several theoretical directions in the study of self-presentation, self-expression and other phenomena related to the self-presentation of personality.

According to I. Goffman, self-presentation consists of three components:

• – the one who presents himself (awareness of the goals of self-presentation, adequacy of self-esteem, confidence);
• – a goth to whom one presents oneself (his attitude, mood);
• - something that presents itself.

At the same time, the author highlights errors of self-presentation: 1) loss of muscular control over one’s body (coughing, sneezing, etc.); 2) demonstration of insincerity, “overacting”; 3) incorrect development of the entire process of self-presentation (inadequacy of the situation).

In the works of A. A. Bodalev, devoted to the study of the characteristics of human perception and understanding of a person, during the formation of the first impression, the person introducing himself acts as an object of cognition for other people. As a subject, a person has a gnostic ability when he shows some kind of attitude (for example, interest) towards other participants in communication, a desire to know communication partners. But at the same time, for his communication partners, a person also turns out to be an object of knowledge. A person in the role of an object of knowledge evokes a certain attitude among people who know him. Emphasizing the “dual”, passive-active position of a person in the process of communication, one can notice that with his behavior he influences the attitude of others towards him, since he himself is capable of “creating the world” and actively influencing the course of communication. In turn, the evaluative standards, stereotypes and attitudes that others have, being actualized during interaction with the person being evaluated, largely determine the uniqueness of the impression that this person evokes in them. A person, who is not only a subject, but also an object of knowledge, appears before people who perceive him as an individual, as a person, as an individuality.

In turn, Yu. M. Zhukov, in the book “Effectiveness of Business Communication,” examines the process of self-presentation in the context of business communication and, along with the rules of communication etiquette and coordination of interaction, identifies the rules of self-presentation. Self-feeding – an important communication skill that manifests itself in business communications, the rules of which must be learned.

According to Zhukov’s views, self-presentation performs at least two functions: creating a certain impression among others and regulating one’s own behavior in critical situations. The author also highlighted self-submission rules– communication techniques used to achieve the desired effects in the process of social communication:

• – rules for composing the text of messages;
• – rhetorical devices;
• – rules of spatio-temporal organization of communication;
• – techniques for using facial expressions and pantomimes, non-verbal means in communication, etc.

As a technique of self-presentation, according to Zhukov, one can designate the choice in the process of self-presentation of a certain image in the space of four dichotomies:

• 1) domination – subdominance (positions “Child”, “Parent”, “Adult”);
• 2) contact – distance (openness to social contact);
• 3) friendliness - hostility (positive or negative perception of the interlocutor);
• 4) activity - passivity (the role of the leader or follower in a communication situation).

A review of foreign and domestic strategies, techniques, techniques and methods of self-presentation allows us to conclude that, in general, the proposed recommendations for forming an impression can be divided into two groups. The criterion for separation is the proposed method of organizing the behavior of the communicator.

This group includes the self-presentation strategies of I. Jones and T. Pittman. IN in this case The communicator is asked to first select a type of person who seems charming, or competent, or dangerous, or in need of support. Then, using your life experience, you should try to recreate this image (play the role) using special techniques: flattery, boasting, threats, entreaties, etc. It turns out that the image of self-presentation is chosen in a social context, and the source of its embodiment is communicative techniques from everyday experience.

This group also includes strategies of self-difficulty (Theis, Jones and Berglas) and praise of the opponent’s performance (Sheppard and Arkin), as well as R. Cialdini’s impression management techniques, since they involve the creation of a new image of oneself or the opponent, different from the one that exists in real.

The dichotomies developed by Yu. M. Zhukov can be included in the same group. When choosing a point in a four-dimensional communicative space, the subject, in essence, must choose an image of self-presentation, for example, “dominant, distant, hostile, active” or “dominant, contact, friendly, active,” and build his behavior based on the requirements of the image.

This group includes self-presentation techniques by G.V. Borozdina, who focuses on the goals of self-presentation in communication and interaction. G.V. Borozdina speaks of self-presentation as managing the recipient’s attention in order to focus it on certain features of appearance and behavior in situations that “trigger” the mechanisms of social perception.

Each of the techniques involves highlighting certain characteristics and introducing them into your appearance or behavior in order to attract the recipient’s attention to them. Signs (superiority, attractiveness, attitude, state and reasons for behavior) are worked out and introduced into behavior separately and, when summed up, create the actual technique, which is a way of managing the impression of oneself.

Touching upon the issue of classification of self-presentations, it is worth mentioning its various types. Thus, R. Arkin and A. Schutz, considering self-presentation as a behavioral implementation of motivation to achieve or avoid failures, distinguish “acquiring” and “defensive” self-presentations on this basis. “Acquiring” self-presentation expresses achievement motivation. It is characterized by the choice of adequate roles and tasks (corresponding to social status, education, etc.), the choice of a social environment corresponding to the level of identification of the subject (a person communicates with his peers). “Defensive” self-presentation is a behavioral manifestation of motivation to avoid failure. Most often it is not realized. A person chooses an environment that is inadequate for solving problems: either with low requirements or with prohibitively high requirements (opportunistic self-presentation).

Oral and written (for example, resume) self-presentations are also distinguished.

Example 3.21

Resume structure."

• – socio-demographic block;
• - education;
• – work experience (knowledge, skills);
• – proficiency in English and specialized computer programs.

The resume should be informative, but concise, and not turn into an autobiography. It is better to omit the listing of personal qualities.

In their work, I. Jones and T. Pittman suggested that self-presentations are based on the desire to expand and maintain influence in interpersonal relationships, i.e. desire for power. They identify five strategies for achieving power (Table 3.3).

The first self-presentation strategy is called trying to please (ingratiating). Trying to please is an attempt to present yourself as attractive in the eyes of others. According to the authors, someone who is trying to please must hide the real purpose of his activity, or he achieves the opposite effect. There are several main ways in which a person can try to achieve the goal of appearing desirable to others.

The first way is to simply agree with what the target thinks and states. The second way is to praise the virtues and personality of the target. The third way is to show favor to the person who needs to be liked.

But as the authors note, these strategies require subtlety. If used thoughtlessly, they betray the subject's intentions. In addition, they can cause additional problems. The target who needs to be liked is easier to deceive than observers, since people tend to have a positive attitude towards themselves and their judgments. People believe that their opinions are correct; they are not very suspicious of those who agree with them. But this does not apply to outside observers who have their own sets of judgments. Therefore, a person seeking to be liked increases his position in the eyes of the object and at the same time decreases his position in the eyes of observers. An example is the following situations: a) a young man wants to please a girl, but her mother sees the situation in a black light; b) the girl decides to get the location of her chosen one at all costs young man, and his friends do not approve of this arrangement of things.

Self-promotion (self-promotion) is another self-presentation strategy, somewhat similar to the previous one. But if trying to be liked is an attempt to look attractive, then a person promoting himself is trying to look competent. For example, an applicant for a vacant position may choose to demonstrate his attractiveness, or he may demonstrate his competence. Trying to please is a strategy that aims to gain sympathy, while self-promotion aims to gain respect from others. The most effective way to promote yourself is to demonstrate your knowledge and skills.

The third strategy for gaining power is intimidation (intimidation). The intimidator must try to convince the target that he is potentially dangerous, i.e. can and will cause trouble if the subject refuses to do what is asked of him. This is also a dangerous strategy. First, the bully may appear rude. And secondly, people do not like those who bully them, and they communicate with them for good reasons.

The fourth strategy for achieving interpersonal influence is exemplification (exemplification). The person who chooses this strategy must convince the target that he can serve as an example of, say, honesty or moral virtue. Thus, one who is an example is, in a sense, self-promoting. However, the one who promotes himself demonstrates competence, while the one who explains by example demonstrates the significance of his personality. This strategy is also dangerous. The person who serves as an example runs the risk of revealing to the subject that he is not really what he is trying to demonstrate.

Fifth strategy - supplication (supplication), demonstration of weakness and dependence. Prayer works because it is a common norm in Western culture to care for someone in need. But pleading also does not always guarantee success, and besides, weakness is not always attractive.

A technique related to supplication, aimed at attracting attention, is called self-embarrassment (self-handicapping). It is believed that a person tries to avoid interference and difficulty. But there are circumstances when he can look for them. For example, if he has to be assessed while solving a certain task and he is not sure that he is able to complete it well. Self-embarrassment has two advantages: 1) if a person fails, it will provide him with an excuse; 2) if a person wins, it will increase his success. Some people create obstacles for themselves various reasons. People with high self-esteem can increase their achievements, and people with low self-esteem can use this strategy to protect themselves from failure (for example, this is the reason why a person drinks often).

Table 3.3

Strategies and techniques of self-presentation by I. Jones and T. Pittman

Strategy
Trying to please ( ingratiating)	Express consent. Flatter. Show favor	Seem attractive ( power of charm)
	Brag. Demonstrate knowledge. Demonstrate skills	Appear competent ( expert power)
Intimidation (intimidation)	Make demands. Threaten with trouble	Seem dangerous ( power of fear)
Explanation example (exemplification)	Brag. Showcase your strengths	Seem worthy of emulation (mentor power)
(supplication)	Demonstrate weakness and dependence (self-difficulty - self-handicapping)	Seem weak ( the power of compassion)

The work of S. R. Panteleev and E. M. Zimacheva describes certain ways a subject presents information about himself: “smug”, “reflexive”, “self-flagellation”, “self-justifying rejection”. The corresponding forms of presentation of the image of “I” and self-attitude are identified, which differ in psychological content and the degree of effectiveness of the “I” presented to others. E. M. Zimacheva describes five main forms of verbal self-presentation: 1) “social self-promotion”, aimed at enhancing the social desirability of the image of “I” in the eyes of others; 2) “non-reflective self-approval” - the subject’s efforts are aimed at self-praise and discrediting others, with the predominance of the evaluative approach, at the content of information about himself; 3) “loving self-flagellation” – emphasizing difficulties, problems and appealing for help; 4) “self-defense” is associated with hidden dissatisfaction with oneself when irritated towards others; 5) “consistency of self-image.”

There are other typologies of self-presentation. For example, V.V. Khoroshikh identifies the following paired types of verbal self-presentation.

• 1. In the desire to gain social approval or to avoid significant losses in social approval, a natural - defensive style of self-presentation is distinguished (natural is characterized by more complete participation in social interactions, defensive - behavior aimed at avoiding attention, it is associated with actions that limit or reduce participation in social interactions)
• 2. According to the awareness of the subject’s actions: conscious (controlled) – unconscious (“automatic”) self-presentation (depending on the significance of the representation for the subject or the obstacle to the desired self-identification).
• 3. Depending on the conditions of self-presentation: direct – indirect self-presentation (direct is characterized by subject-object interaction, indirect is characterized by subject-object-subject interaction).
• 4. According to the method of presenting information: direct - indirect self-presentation (direct - presentation of information about oneself, indirect - about subjects and objects with which it is connected indirectly).

Successful and unsuccessful self-submission are also distinguished. The main factors for the success of self-presentation are determined by characteristics that reflect the characteristics of a person’s socio-psychological interaction with the world of people: social activity, the need for identification with a group and sociability.