alliteration, 57
Amazon-light model, 76
analogy, 57–58
Arden, D., 53
authority, 101
Bandura, A., 106
Barabási, A. L., 93
behavioral insights, 102–104
Benjamin Franklin effect (BF play), 74–75
be ready play, 30–34
Bongs play, 43–50
Briner, R., 113
Cain, S., 98–99
campari, 58–59
career management, 4
career rewards, 4
Catch 22 situation, 84–86
Cattell, R., 21
Chunking, 45
Cialdini, R., 101–102
Clance, P. R., 22, 46
coach, 1
commitment, 69
consistency, 101
context, 70
conversational groupings, 61–63
Covey, Stephen R., 11
Dalton, S., 100
discourse play, 34–39
Don’t Stay Too Late play, 64–65
Dunbar’s number play, 61–66
Dweck, Carol S., 19
EAST (Easy, Attractive, Social, and Timely), 102–103
Economic Graph, 92–94
Eureka moments, 94–95
Eysenck, Hans J., 20, 63
Eysenckian theory, 63
face-to-face networking events, 29–30
action immediately after the event, 39–41
conversation, 34–39
preparation, 30–34
final play, 113–114
flattery, 69
Fletcher, Ben C., 21
follow-up play, 39–41
Friedman, S., 105
Gestalt therapy, 22
Googling, 32
Goyder, C., 109
Graceland (Simon), 77–79
Granovetter, Mark S., 15
Grant, A., 18
Grant, H., 67, 107
Halpern, D., 102
humblebrag, 71
Ibarra, H., 66
Imes, S. A., 22, 46
imposter play, 17–27
imposter syndrome, 22–24
‘Inner chimp’, 25
Influence: The Psychology of Persuasion (Cialdini), 101–102
job search, 68
“Just Move on” play, 75–76
Karen J. Pine, 21
Kipling play, 83–84
Know Your Audience play, 81–96
likeability, 101
likeable, 107–108
LinkedIn play, 31, 82–84, 86, 90–96, 114
profile, 87–88
recommendations, 88–90
Little, B. R., 18, 63
Lopata, A., 46
lucky, 106
McLuhan, M., 83
Makin’ Whoopee, 110–112
meat play, 89–90
mentor play, 67–79
mentors and advocates, 67, 75–76
Milgram, S., 93
Misner, I., 37
network effects, 90
networking, 5
milestones, 24
myths, 17–20
nerves, 24–26
Networking Niceties, 107–108
networking niceties play, 107–108
networking playbook, 1
network smart, 105–106
“New-Age of Enlightenment,” 6–9
NEXTworking play, 97–104
nudge play, 102–104
OCEAN, 41
optimal distinctiveness, 14
personal development, 5
perspective taking, 69
Peters, S., 25
plan, 11, 26
Playbook play, 1–9
power play, 84–86
process play, 29–42
professional play, 110
Putnam, R. D., 15–16
Q and A play, 73–74
Ray, G., 109
reciprocity, 101
relationships, 5, 67–68
rhyme, 57
Rule of Three, 57
scarcity, 101
Schein, E., 98
self-less play, 12–14
self-projection, 4, 5, 13, 70, 82, 88
Senge, P., 18
Simon, P., 77–79
Sinek, S., 54
small talk, 32–34, 36, 40, 51, 61, 97
SMART, 24, 30
social media, 4, 31, 48, 49, 71, 81–84, 86
social proof, 101
Social Superglue, 16
Social WD40, 16
speaking play, 108–109
staying late play, 64
Stew play, 105–106
storytelling, 56
strategic business networking, 11–16, 29, 30, 40, 51, 65–66, 84
success, 5, 19, 41, 54, 70, 78, 79
Sunstein, C., 102
“Super Sub,” 58
tapping in, 43–50
Thaler, R., 102
TIARA technique, 100
Townsend, H., 56
trait theory, 21
troubleshooting play, 105–112
Twain play, 109
Twitter, 31, 32, 71, 83
2-Hour Job Search, The (Dalton), 100
type theory, 20–21
unforgiving minute, 83–84
upping our elvis, 58–59
Waldman, J., 52
Watts, D. J., 93
weak ties, 14–16
Wiseman play, 106
Wiseman, R., 106
“working a room,” 17