networking
The ongoing process of building relationships for the purpose of politicking and socializing.
networks
Clusters of people joined by a variety of links.
networking process
Process that includes these tasks: (1) perform a self-assessment and set objectives, (2) create a one-minute self-sell, (3) develop a network, (4) conduct networking interviews, and (5) maintain the network.
one-minute self sell
An opening statement used in networking that quickly summarizes your history and career plan and asks a question.
networking interview process
Process that includes these steps: (1) establish rapport—praise and read the person; (2) deliver the one-minute self-sell; (3) ask prepared questions; (4) get additional contacts for your network; (5) ask your contacts how you might help them; and (6) follow up with a thank-you note and status report.
negotiating
A process in which two or more parties have something the other wants and attempt to come to an exchange agreement (also called bargaining).
coalition
A short-term network used to meet an objective.
negotiating process
Process that has three, and possibly four, steps: (1) planning, (2) bargaining, (3) possibly a postponement, and (4) an agreement or no agreement.
negotiating planning
Includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and developing options and trade-offs.
bargaining
Includes: (1) developing rapport and focusing on obstacles, not on the person; (2) letting the other party make the first offer; (3) listening and asking questions to focus on meeting the other party’s needs; (4) not being too quick to give in; and (5) asking for something in return.
influencing process
Process that begins with an objective; ethical leadership, power, politics, networking, and negotiating are used to motivate others to help reach the objective; and through trust and creating a win–win situation for all parties, the objective is met.
