INDEX

“accept the offer” technique, 139

Accidents, 89, 99100, 105

Acquaintances, 8990, 99100, 104, 105

Actives, 91, 96, 100102, 105, 106

advice, asking for, 121

Advocates, 9192, 96, 102103, 105, 107

Agenda

for ChoicePoints, 3839

at conferences, 191

for conversations, 3338

in ending conversations, 124

for introverts, 146

when doing business with friends, 120

Allies, 9293, 96, 103107

All-or-Nothing Rule, 51

All-or-Nothing Test, 5657

alumni groups, 46

Amabile, Teresa, on seeking and giving help, 13

American Express, 33

Anthony, Mitch, 130

appreciation, showing, 136137

ASK formula, 144145

Associates, 9091, 96, 100, 105107

attitudes toward networking, 1112, 209213

awkward moments, avoiding, 119122

The Axis of Influence (Michael Lovas and Pam Holloway), 129, 130

Babauta, Leo, on idea generation, 184

Beer, Michael, 205206

beliefs

about networking, 1116

about yourself and others, 2324

for networker identity, 183185

see also mindset management

Best/Test, 160170

being interesting in, 162164

crafting your, 164165

facts and inferences in, 162

Frequently Asked Questions about, 165169

language in, 161162, 165

Big Picture, ix–x, 182

Blob, 159161, 163

body language, 2425

Bolden, Charles, 40

Boswell, Edwin, 206

Bottom-Line Test, 5758

bragging, 166167

The Brain, 78

BringBack, 189192, 220221

Brown, Juanita, 219

Brown, Tim, on needing help, 151

Burris, Andy, on business literacy, 220

Burt, Ron, 185, 204

business development, 13

business literacy, 220

business referral groups, 4445

buy-in, eliciting, 226

career, creating your, 3233

Casciaro, Tiziana, 128, 129

Casserly, Meghan, 195

Cement, 158160, 163

“CEOs Say Investing in Innovation Is Not Paying Off” (Bernhard Warner), 206

Chambers of Commerce, 46

change, 180

Character, 8485

definition of, 85

listening for evidence of, 146

in online trust-building, 197200

teaching contacts about your, 8587

The Cheerleader, 79

ChoicePoints, 3842, 216

Cialdini, Robert, 132

Cisco, 33

Citibank, 33

civic organizations, 46

Clarke, Kristin, on intelligence gathering, 221

clichés, 138

Coach, changing Critic to, 22

coaching club, 200201

Cole, Alan, on knowing and liking people, 42

collaboration

answering questions about, 222225

fostering, 221229

interpersonal skills of, 18

for new value creation, 181183

as outcome of networking, 205

collaborative culture, 2733

networking in, 2733

reinforcing, 19, 194196

see also Network-Oriented Workplace

Committed employees, 211, 212

Committed organizations, 210211

communicating expertise, 8, 157178

with Best/Test, 160170

through storytelling, 170178

when answering “What do you do?”, 158165

communication technologies, 2

Competence, 8485

definition of, 85

listening for evidence of, 146

in online trust-building, 197200

teaching contacts about your, 8788

“Competent Jerks, Lovable Fools, and the Formation of Social Networks” (Tiziana Casciaro and Miguel Sousa Lobo), 128

competitiveness, 208209, 223

Concentration, 126

conferences, see networking events

connections

at ChoicePoints, 3842

creating, 213217

helping others make, 122123

Conversation Quiz, 143145

conversation(s)

accepting cues in, 139

Agenda for, 3338

avoiding awkward moments in, 119122

at ChoicePoints, 3842

deepening, see deepening interactions

ending, 123128

in Network-Oriented Workplace, 217221

“Cracking the Code of Change” (Michael Beer and Nitin Nohria), 205206

The Creative, 79

creativity, 40, see also new value creation

Creativity, Inc. (Jeff Mauzy and Richard Harriman), 207

Critic, inner, 2223

The Critic, in your KeyNet, 79

“Critical Connections” (Rob Cross and Andrew Hargadon), 12

Cross, Rob, 204

on core networks, 75

on difficulty in networking, 12

Cuddy, Amy, 2425

curiosity, 141143

customer common groups, 44

Davis, Jocelyn, 206

“Declaration of Interdependence” (Center for Creative Leadership), 193

deepening interactions, 78, 133156

by asking questions, 141143

Conversation Quiz for, 143145

with dialogues that build/sustain relationships, 135140

by giving, 148152

by listening, 145148

with people above you on organization chart, 140141

and reasons people don’t talk, 134135

by reconnecting, 152156

Dell, Michael, on being the smartest person, 202

Deloitte, 33

differences, looking for, 137

Discouraging organizations, 209

discretionary effort, 226

diversifying contacts, 185188

Don’t Shoot the Dog (Karen Pryor), 201

Doorway Test, 56

dormant relationships, see reconnecting

Economist Intelligence Unit, 205

The 8 Competencies, xii–xiii, 23, 58, 16, 204, see also individual competencies

electronic networking, 4

electronics, during face-to-face conversations, 122

emotion, in asking questions, 144

empty box story, 206207

Enchantment (Guy Kawasaki), 129

Encouraging organizations, 210

ending conversations, 123128

energizing yourself, 2425

energy, engaging with, 138

engagement, 138, 207208, 224225

“Engineering Serendipity” (New York Times), 40

enterprise-wide initiatives, contributing to, 2932

enthusiasm, 138

expectations, raising, 140

expertise, 7880, 146, see also communicating expertise

face-to-face networking, 45, 1415, 211

facial expressions, 138

The Fifth Discipline (Peter Senge), 219

Fisher, Colin M., on seeking and giving help, 13

5-S story formula (storytelling), 172174, 198199

Five-Year Test, 5859

Flag, 159, 160, 163

Fog, 159161, 163

Follow-Through, 152156

forgotten names, 113114

Forrest Gump, 111

Four Net(s), 6273

developing, 7375

LifeNet as, 6975

OrgNet as, 6467, 7174

ProNet as, 6769, 7174

thinking in terms of, 6263

WorkNet as, 6364, 7174

see also individual Nets

Frechette, Henry, 206

friends, 106

fun, 137

Gandhi, Mahatma, on change, 194

Get list, 34, 35, 3738

Give and Take (Adam Grant), 151

Give list, 3438, 149

Givers, 151

giving

as Agenda item, 3537

deepening interactions by, 148152

introductions as form of, 188

listening for clues for, 146147

in Network-Oriented Workplace, 13

to online contacts, 198

reframing networking as, 18

research on, 151152

“The Giving Habits of Americans” (Adam Grant), 188

The Global Citizen, 79

goals, 13, 5460, 153154, 172

Google, 215216

Grant, Adam, 204

on giving, 151

on introductions, 188

groups, 4351

to avoid joining, 118

comfortably joining, 116118

developing relationships within, 5051

evaluating, 4850

maximizing existing memberships in, 5154, see also social acumen

types of, 4447

Groysberg, Boris, on organizational power, 218

The Guru, 79

Hargadon, Andrew, on difficulty in networking, 12

Harriman, Richard, on innovation, 207

The Heart, 80

help, asking for, 13, 201

Hewlett, Sylvia Ann, 33

Hewson, Marilyn A., 128129

Holloway, Pam, on likeability, 129, 130

Hseih, Tony, 216

The Human Side of Enterprise (Douglas McGregor), 229

humor, 137, 199

iceberg statements, 139

ideal network, 6, 6182

developing Nets for an, 7375

Four Nets in, 6273

KeyNet in, 7582

IDEO, 151152, 202

“IDEO’s Culture of Helping” (Amabile, Fisher, and Pillemar), 13, 151, 216217

Immerwahr, John, 226

industry, defining what you do in terms of, 159

industry-specific organizations, 4546

Infectious (Achim Nowak), 140

The Influencer, 79

inner critic, 2223

innovation, 206207, 224

“Intelligence by Design” (Kristin Clarke), 221

interactions, deepening, see deepening interactions

international names, 114116

interpersonal skills of collaboration, 18, see also individual skills

introverts, 14, 145146

Isaacs, David, 219

Isaacson, Walter, 215

Job + N(etworking), 2633

Jobs, Steve, on idea development, 215

joining groups, 116118

Kawasaki, Guy, on likeability, 129, 132

KeyNet, 7582, 214215

choosing collaborators for, 7880

examples of, 8082

in progress monitoring, 227

selecting, 7678

kicking ideas around, 144

Koch, Jim, on “string theory,” 195

language

in Best/Test, 161162, 165

mindset and, 2022

in online communications, 197

secret, 121

“they,” 184

laughter, 137

Lessons on Leadership (Jack Stahl), 217218

Levin, Daniel, 9394

LifeNet, 6975, 185

likeability, 128132

The Likeability Factor (Tim Sanders), 129

listening, 145148, 199

Lobo, Miguel Sousa, 128, 129

Lovas, Michael, 129

“Managing Yourself” (Rob Cross and Robert Thomas), 75

Matchers, 151

Mauzy, Jeff, on innovation, 207

McGregor, Douglas, on collaboration, 229

mentoring, 200202

mindset management, 11, 1925

and beliefs about yourself and others, 2324

and energizing yourself, 2425

role models for, 25

and your inner critic, 2223

and your language, 2022

see also beliefs

Murnighan, Keith, 9394

Name Exchanges, 109116

name(s)

forgotten, 113114

international, 114116

learning others’, 110111

teaching your, 111113

Naus, Father John, on fun, 137

Network-Actualized, 213

Network-Aligning, 212

Network-Aspiring, 212

Network-Averse, 212

networker identity, 56, 1025

activating your, 1719

analyzing your attitude toward, 1112

and definition of networking, 1516

and mindset management, 1925

and misconceptions about networking, 1215

organizational, 209213, see also Network-Oriented Workplace

as a strategic networker, 1617

networking, 1516

benefits of, 5

collaboration as outcome of, 205

competencies for, 58

electronic vs. face-to-face, 45

misconceptions about, 1215

reframing, 183187

workplace role of, 149

see also specific topics

networking events

BringBack from, 189192

goals when attending, 13

return on investment in, 188189

teaming up at, 201202

networking organizations, 45, see also groups

Network-Oriented Workplace, ixxiii, 3, 203229

creating connections in, 213217

fostering collaboration in, 221229

interpersonal skills of collaboration in, 18, see also individual skills

need for, 205209

and organizational networker identity, 209213

sparking conversation in, 217221

network performance behaviors, 23

networks, building, 3

Newton, Isaac, on tact, 199

new value creation, 8, 179202

by building trust online, 196200

collaboration for, 181183

principles for, 183196

reaching out for, 188193

reframing networking for, 183187

reinforcing collaborative culture for, 194196

through mentoring and modeling, 200202

Nohria, Nitin, 206

Nooyi, Indra, 192

“No,” saying, 138

noticing others, 139

The Novice, 80

Nowak, Achim, on playing it safe, 140

occupation, defining what you do in terms of, 158

offers, accepting, 139

Onken, Nick, on growing, 188

online trust-building, 196200

opinions, seeking, 144

opportunities, exploring, 10

organization, defining what you do in terms of, 159

OrgNet, 6467, 7174, 185

eliminating redundancies in, 195

evaluating strength of, 193194

reaching out through, 188

Parise, Salvatore, on difficulty in networking, 12

Pentland, Alex, 92, 204

Pig-in-Mud Test, 5960

Pillemar, Julianna, on seeking and giving help, 13

Pixar Animation Studios, 184

Popcorn, Faith, 28

“The Power of Reconnection” (Levin, Walter, and Murnighan), 9394

power poses, 24

productivity, 40

professional associations, 45

progress monitoring, 227229

The Promoter, 79

ProNet, 6769, 7174, 185

Pryor, Karen, 201

Putting the Work Ethic to Work (Daniel Yankelovich and John Immerwahr), 226

questions

about collaboration, 222225

about what you do, 158165

as Best/Test variation, 164165

deepening interactions through, 141143

“quiet careers,” 12, 209

Radcliffe, David, on innovation, 215216

Rate Your Relationships quiz, 9596

ReachBack strategies, 154156

reaching out

to develop network identity, 19

for new value creation, 188193

Reciprocity Principle, 3536

reconnecting, 9394, 152156

Rees, Jackie, 215

reframing networking, 18

relationships

assessing quality of, 77

dialogues that build/sustain, 135140

dormant, 9394

enriching, 77

within networking groups, 5051

prioritizing, 76

repairing, 77

starting/revving up, 7778

trusting, see trusting relationships

religious organizations, 4647

return on investment (ROI), 188189

“ride-alongs,” 201

“The Rise of the Network Leader,” 2, 180

risk

in reaching out, 19

in trusting relationships, 97105, 204

Rogers, Will, on bragging, 166

ROI (return on investment), 188189

role models, 25, 200202

Rozwell, Carol, on social business efforts, 197

Sanders, Tim, 129

The Sarge, 79

saying “no,” 138

Schweitzer, Albert, on example, 202

Selling with Emotional Intelligence (Mitch Anthony), 130

Senge, Peter, on World Café conversations, 219

service organizations, 46

Sinek, Simon, 222

skills

of KeyNet collaborators, 7880

listening for information about, 146

for strategic connections, 18

Slind, Michael, on organizational power, 218

social acumen, 7, 108132

and avoiding awkward moments, 119122

and dealing with forgotten names, 113114

and ending conversations, 123128

and international names, 114116

and joining groups comfortably, 116118

and the likeability link, 128132

and Name Exchanges, 109116

social networking, online, 196200

Social Physics (Alex Pentland), 92

Sociometric Solutions, 4

special purpose networks, 44

The Sponsor, 79

sponsors, 33

SPPs (Strategic Positioning Projects), 5560

Stages of Trust, 84, 8893

analyzing, 9496

descriptions of, 8993

giving that reflects, 150

response time in, 9697

risk and value steps at, 97105, 204

Stahl, Jack, on good leadership, 217218

stakeholders, bringing together, 213214

Start with the Why (Simon Sinek), 222

Steve Jobs (Walter Isaacson), 215

Stevens, Robert J., on Marilyn Hewson, 128129

storytelling, 157158

communicating expertise through, 170178

finding stories for, 171172

5-S story formula for, 172174

Frequently Asked Questions about, 176178

in Network-Oriented Workplace, 219220

online, 198199

S*U*C*C*E*S*S tips for, 174175

strategic approach to networking, 6, 2660

Agenda in, 3338

ChoicePoint connections in, 3842

choosing groups in, 4351

in the collaborative culture, 2733

goals in, 5460

through existing group memberships, 5154

strategic networkers, 1617, see also networker identity

Strategic Positioning Projects (SPPs), 5560

Strategic Speed (Davis, Frechette, and Boswell), 206

strategy execution, 205206, 223224

S*U*C*C*E*S*S tips (storytelling), 174175

tact, 199

Takers, 151

talent, see expertise; skills

Talk, Inc. (Boris Groysberg and Michael Slind), 218, 220

talking

to build and sustain relationships, 135140

with people above you on organization chart, 140141

reasons people avoid, 134135

“with” and not “at,” 217218

see also conversation(s)

Tamkins, Melinda, on likeability, 130

teaching

reframing networking as, 18

in trusting relationships, 8488

your name, 111113

teamwork, collaboration vs., 181

technologies, for connecting, 4

“they” language, 184

Thomas, Robert, on core networks, 75

Tired Network Syndrome, 107

title

defining what you do in terms of, 159

and working across boundaries, 183184

Toffler, Alvin, on thinking about big things, 60

trade associations, 45

training, 211

trust

among collaborators, 181, 183

analyzing level of, 9497

developing, 8488

as learned skill, 203

online, 196200

Stages of, 84, 8893

trusting relationships, 7, 83107

and analysis of current relationships, 9497

Frequently Asked Questions about, 105107

and renewal of dormant ties, 9394

risk and value involved in, 97105

six Stages of Trust in, 8893

teaching people to trust you for, 8488

Unwilling employees, 211

value

creating, see new value creation

in trusting relationships, 97105, 204

visibility, 67, 139

volunteer groups, 46

Waber, Ben, 204

on creativity and productivity, 40

on networking, 4

Walter, Jorge, 9394

Warner, Bernhard, 206

Welch, Jack, on energized employees, 207

“What do you do?”, 158165

Willing employees, 211212

The Wise Elder, 80

The Wizard, 79

women’s leadership, 133

WorkNet, 6364, 7174, 185, 196

World Café, 219

Yahoo, 215

Yankelovich, Daniel, 226

Zappos, 216

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