Networking is a synergy of your ability to communicate, build relationship and lead others.

3 Basic human Needs

6 Ways to make people like you (Dale Carnegie):

• Genuinely interested to people.
• Smile.
• Remember names.
• Be a good listener. Encourage people to talk about themselves.
• Talk about other people interests (needs, dreams, hobbies, etc).
• Make others feel important - and do it genuinely.

The art of listening (Les Giblin):

• When someone speaks to you, look at his/her eyes.
• Show your deep and genuine interest.
• Move your body toward the speaker.
• Ask questions.
• Don't interrupt; on the other hand, ask people to talk more.
• Keep in the speaker's topic.
• Use the words from the speaker to tell your intention: "As you've said…….".

4 ways to make people feel important (Les Giblin):

• Think that other people are important.
• Pay attention to others.
• Do not compete with others --> let them know that they impress you.
• Know when to give critics --> care about their ego, make them feel important.

How to reach out:

• Say hi (with nice and genuine smile).
• Give and get name cards.
• Attend every meeting invitation and be active in organizational meetings.
• Make friends in every occasion.
• Make a target to add friends everyday.

Negotiation

The Core Characteristics of negotiation:

• They involve people.
• Have the thread of conflict.
• Use bargaining or bartering to exchange things.
• Almost always involve face-to-face contact.
• Are about the future.
• Arrive at jointly taken decision.

Win-Win Solution

Preparing your negotiation:

• Decide what you need rather than what you want.
• Decide your ideal, minimum and realistic values.

Some negotiation Principles:

• "In baiting a mouse-trap with cheese, always leave room for the mouse."
• "When the eyes say one thing, and the tongue another, a practised man relies on the language of the first."
• "You can't hatch chickens from fried eggs."
• "The thrill ain't in the winning, it's in the doing."

Negotiation Iceberg:

• Visible Surface: stated objectives, policies and procedures, formal business relation.
• The Hidden Depth: individual needs, desires, passion and feelings, individual values and beliefs, families and hobbies, character, etc.

Ways of behaving:

• Submissive or passive behavior.
• Assertive.
• Aggressive or attacking behavior.

The Negotiation Process

The Bargaining Zone

Begin your Negotiation

Breakdown and Deadlock

Stage of Recovery:

• Keep your communication open.
• Heal the rift.
• Find a way to move forward together.

Look for outside help:

• Conciliation.
• Mediation.
• Arbitration.

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