“accept the offer” technique, 139
Acquaintances, 89–90, 99–100, 104, 105
Actives, 91, 96, 100–102, 105, 106
advice, asking for, 121
Advocates, 91–92, 96, 102–103, 105, 107
Agenda
at conferences, 191
in ending conversations, 124
for introverts, 146
when doing business with friends, 120
All-or-Nothing Rule, 51
alumni groups, 46
Amabile, Teresa, on seeking and giving help, 13
American Express, 33
Anthony, Mitch, 130
appreciation, showing, 136–137
Associates, 90–91, 96, 100, 105–107
attitudes toward networking, 11–12, 209–213
awkward moments, avoiding, 119–122
The Axis of Influence (Michael Lovas and Pam Holloway), 129, 130
Babauta, Leo, on idea generation, 184
beliefs
about yourself and others, 23–24
for networker identity, 183–185
see also mindset management
facts and inferences in, 162
Frequently Asked Questions about, 165–169
Big Picture, ix–x, 182
Bolden, Charles, 40
Boswell, Edwin, 206
The Brain, 78
Brown, Juanita, 219
Brown, Tim, on needing help, 151
Burris, Andy, on business literacy, 220
business development, 13
business literacy, 220
business referral groups, 44–45
buy-in, eliciting, 226
Casserly, Meghan, 195
“CEOs Say Investing in Innovation Is Not Paying Off” (Bernhard Warner), 206
Chambers of Commerce, 46
change, 180
definition of, 85
listening for evidence of, 146
in online trust-building, 197–200
teaching contacts about your, 85–87
The Cheerleader, 79
Cialdini, Robert, 132
Cisco, 33
Citibank, 33
civic organizations, 46
Clarke, Kristin, on intelligence gathering, 221
clichés, 138
Coach, changing Critic to, 22
Cole, Alan, on knowing and liking people, 42
collaboration
answering questions about, 222–225
for new value creation, 181–183
as outcome of networking, 205
see also Network-Oriented Workplace
Committed organizations, 210–211
communicating expertise, 8, 157–178
when answering “What do you do?”, 158–165
communication technologies, 2
definition of, 85
listening for evidence of, 146
in online trust-building, 197–200
teaching contacts about your, 87–88
“Competent Jerks, Lovable Fools, and the Formation of Social Networks” (Tiziana Casciaro and Miguel Sousa Lobo), 128
Concentration, 126
conferences, see networking events
connections
conversation(s)
accepting cues in, 139
avoiding awkward moments in, 119–122
deepening, see deepening interactions
in Network-Oriented Workplace, 217–221
“Cracking the Code of Change” (Michael Beer and Nitin Nohria), 205–206
The Creative, 79
creativity, 40, see also new value creation
Creativity, Inc. (Jeff Mauzy and Richard Harriman), 207
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
customer common groups, 44
Davis, Jocelyn, 206
“Declaration of Interdependence” (Center for Creative Leadership), 193
deepening interactions, 7–8, 133–156
Conversation Quiz for, 143–145
with dialogues that build/sustain relationships, 135–140
with people above you on organization chart, 140–141
and reasons people don’t talk, 134–135
Dell, Michael, on being the smartest person, 202
Deloitte, 33
differences, looking for, 137
Discouraging organizations, 209
discretionary effort, 226
diversifying contacts, 185–188
Don’t Shoot the Dog (Karen Pryor), 201
Doorway Test, 56
dormant relationships, see reconnecting
Economist Intelligence Unit, 205
The 8 Competencies, xii–xiii, 2–3, 5–8, 16, 204, see also individual competencies
electronic networking, 4
electronics, during face-to-face conversations, 122
emotion, in asking questions, 144
Enchantment (Guy Kawasaki), 129
Encouraging organizations, 210
energy, engaging with, 138
engagement, 138, 207–208, 224–225
“Engineering Serendipity” (New York Times), 40
enterprise-wide initiatives, contributing to, 29–32
enthusiasm, 138
expectations, raising, 140
expertise, 78–80, 146, see also communicating expertise
face-to-face networking, 4–5, 14–15, 211
facial expressions, 138
The Fifth Discipline (Peter Senge), 219
Fisher, Colin M., on seeking and giving help, 13
5-S story formula (storytelling), 172–174, 198–199
Forrest Gump, 111
see also individual Nets
Frechette, Henry, 206
friends, 106
fun, 137
Gandhi, Mahatma, on change, 194
Give and Take (Adam Grant), 151
Givers, 151
giving
deepening interactions by, 148–152
introductions as form of, 188
listening for clues for, 146–147
in Network-Oriented Workplace, 13
to online contacts, 198
reframing networking as, 18
“The Giving Habits of Americans” (Adam Grant), 188
The Global Citizen, 79
goals, 13, 54–60, 153–154, 172
Grant, Adam, 204
on giving, 151
on introductions, 188
to avoid joining, 118
developing relationships within, 50–51
maximizing existing memberships in, 51–54, see also social acumen
Groysberg, Boris, on organizational power, 218
The Guru, 79
Hargadon, Andrew, on difficulty in networking, 12
Harriman, Richard, on innovation, 207
The Heart, 80
Hewlett, Sylvia Ann, 33
Holloway, Pam, on likeability, 129, 130
Hseih, Tony, 216
The Human Side of Enterprise (Douglas McGregor), 229
iceberg statements, 139
“IDEO’s Culture of Helping” (Amabile, Fisher, and Pillemar), 13, 151, 216–217
Immerwahr, John, 226
industry, defining what you do in terms of, 159
industry-specific organizations, 45–46
Infectious (Achim Nowak), 140
The Influencer, 79
“Intelligence by Design” (Kristin Clarke), 221
interactions, deepening, see deepening interactions
interpersonal skills of collaboration, 1–8, see also individual skills
Isaacs, David, 219
Isaacson, Walter, 215
Jobs, Steve, on idea development, 215
Kawasaki, Guy, on likeability, 129, 132
choosing collaborators for, 78–80
in progress monitoring, 227
kicking ideas around, 144
Koch, Jim, on “string theory,” 195
language
in online communications, 197
secret, 121
“they,” 184
laughter, 137
Lessons on Leadership (Jack Stahl), 217–218
The Likeability Factor (Tim Sanders), 129
Lovas, Michael, 129
“Managing Yourself” (Rob Cross and Robert Thomas), 75
Matchers, 151
Mauzy, Jeff, on innovation, 207
McGregor, Douglas, on collaboration, 229
and beliefs about yourself and others, 23–24
and energizing yourself, 24–25
role models for, 25
see also beliefs
name(s)
Naus, Father John, on fun, 137
Network-Actualized, 213
Network-Aligning, 212
Network-Aspiring, 212
Network-Averse, 212
networker identity, 5–6, 10–25
analyzing your attitude toward, 11–12
and definition of networking, 15–16
and misconceptions about networking, 12–15
organizational, 209–213, see also Network-Oriented Workplace
as a strategic networker, 16–17
benefits of, 5
collaboration as outcome of, 205
electronic vs. face-to-face, 4–5
workplace role of, 149
see also specific topics
networking events
goals when attending, 13
return on investment in, 188–189
networking organizations, 45, see also groups
Network-Oriented Workplace, ix–xiii, 3, 203–229
creating connections in, 213–217
fostering collaboration in, 221–229
interpersonal skills of collaboration in, 1–8, see also individual skills
and organizational networker identity, 209–213
sparking conversation in, 217–221
network performance behaviors, 2–3
networks, building, 3
Newton, Isaac, on tact, 199
new value creation, 8, 179–202
by building trust online, 196–200
reframing networking for, 183–187
reinforcing collaborative culture for, 194–196
through mentoring and modeling, 200–202
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, 196–200
opinions, seeking, 144
opportunities, exploring, 10
organization, defining what you do in terms of, 159
eliminating redundancies in, 195
evaluating strength of, 193–194
reaching out through, 188
Parise, Salvatore, on difficulty in networking, 12
Pillemar, Julianna, on seeking and giving help, 13
Pixar Animation Studios, 184
Popcorn, Faith, 28
“The Power of Reconnection” (Levin, Walter, and Murnighan), 93–94
power poses, 24
productivity, 40
professional associations, 45
The Promoter, 79
Pryor, Karen, 201
Putting the Work Ethic to Work (Daniel Yankelovich and John Immerwahr), 226
questions
as Best/Test variation, 164–165
deepening interactions through, 141–143
Radcliffe, David, on innovation, 215–216
Rate Your Relationships quiz, 95–96
reaching out
to develop network identity, 19
for new value creation, 188–193
Rees, Jackie, 215
reframing networking, 18
relationships
assessing quality of, 77
dialogues that build/sustain, 135–140
enriching, 77
within networking groups, 50–51
prioritizing, 76
repairing, 77
trusting, see trusting relationships
religious organizations, 46–47
return on investment (ROI), 188–189
“ride-alongs,” 201
“The Rise of the Network Leader,” 2, 180
risk
in reaching out, 19
in trusting relationships, 97–105, 204
Rogers, Will, on bragging, 166
ROI (return on investment), 188–189
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, 78–80
listening for information about, 146
for strategic connections, 1–8
Slind, Michael, on organizational power, 218
and avoiding awkward moments, 119–122
and dealing with forgotten names, 113–114
and ending conversations, 123–128
and international names, 114–116
and joining groups comfortably, 116–118
and the likeability link, 128–132
social networking, online, 196–200
Social Physics (Alex Pentland), 92
Sociometric Solutions, 4
special purpose networks, 44
The Sponsor, 79
sponsors, 33
SPPs (Strategic Positioning Projects), 55–60
giving that reflects, 150
risk and value steps at, 97–105, 204
Stahl, Jack, on good leadership, 217–218
stakeholders, bringing together, 213–214
Start with the Why (Simon Sinek), 222
Steve Jobs (Walter Isaacson), 215
Stevens, Robert J., on Marilyn Hewson, 128–129
communicating expertise through, 170–178
5-S story formula for, 172–174
Frequently Asked Questions about, 176–178
in Network-Oriented Workplace, 219–220
S*U*C*C*E*S*S tips for, 174–175
strategic approach to networking, 6, 26–60
ChoicePoint connections in, 38–42
in the collaborative culture, 27–33
through existing group memberships, 51–54
strategic networkers, 16–17, see also networker identity
Strategic Positioning Projects (SPPs), 55–60
Strategic Speed (Davis, Frechette, and Boswell), 206
strategy execution, 205–206, 223–224
S*U*C*C*E*S*S tips (storytelling), 174–175
tact, 199
Takers, 151
Talk, Inc. (Boris Groysberg and Michael Slind), 218, 220
talking
to build and sustain relationships, 135–140
with people above you on organization chart, 140–141
see also conversation(s)
Tamkins, Melinda, on likeability, 130
teaching
reframing networking as, 18
in trusting relationships, 84–88
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, 183–184
Toffler, Alvin, on thinking about big things, 60
trade associations, 45
training, 211
trust
as learned skill, 203
trusting relationships, 7, 83–107
and analysis of current relationships, 94–97
Frequently Asked Questions about, 105–107
and renewal of dormant ties, 93–94
risk and value involved in, 97–105
teaching people to trust you for, 84–88
Unwilling employees, 211
value
creating, see new value creation
in trusting relationships, 97–105, 204
volunteer groups, 46
Waber, Ben, 204
on creativity and productivity, 40
on networking, 4
Warner, Bernhard, 206
Welch, Jack, on energized employees, 207
The Wise Elder, 80
The Wizard, 79
women’s leadership, 133
WorkNet, 63–64, 71–74, 185, 196
World Café, 219
Yahoo, 215
Yankelovich, Daniel, 226
Zappos, 216
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