LEADER 06872nam 2200709 a 450 001 9910820165003321 005 20230207224918.0 010 $a1-281-12842-2 010 $a9786611128425 010 $a0-8144-2976-9 035 $a(CKB)1000000000470139 035 $a(EBL)863943 035 $a(OCoLC)123414915 035 $a(SSID)ssj0000195693 035 $a(PQKBManifestationID)11157120 035 $a(PQKBTitleCode)TC0000195693 035 $a(PQKBWorkID)10129880 035 $a(PQKB)10043173 035 $a(MiAaPQ)EBC863943 035 $a(Au-PeEL)EBL863943 035 $a(CaPaEBR)ebr10196162 035 $a(CaONFJC)MIL112842 035 $a(EXLCZ)991000000000470139 100 $a20060928d2007 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aMake your contacts count $enetworking know-how for business and career success /$fAnne Baber, Lynne Waymon 205 $a2nd ed. 210 $aNew York $cAMACOM$dc2007 215 $a1 online resource (272 p.) 300 $aIncludes index. 311 $a0-8144-7402-0 327 $aPreface. Get ready for state-of-the-art networking -- The time is right -- Are you ready? -- The contacts count networking system -- pt. I. Survey your skills and mindset -- 1. Assess your skills -- Instructions -- Observing the "netiquette" -- Assessing your comfort level -- Being strategic -- Meeting people -- Using networking organizations -- Making the most of events -- Achieving bottom-line results -- Following through -- Check your results -- Next steps -- 2. Change your mindset -- Come in from the cold -- The ten biggest misconceptions about networking -- Ten turnoffs in the language of networking -- You say you're shy? -- Catch your critic -- Convert your critic into your coach -- Believe the best about yourself and others -- Bonus : know your style -- 327 $apt. II. Set your strategy -- 3. Teach trust -- Move from taking to trusting -- Teach that you can be trusted -- The trust matrix -- Avoid manipulation -- 4. Develop your relationships -- Move through the six stages -- The next move is up to you -- Rate your relationships -- Have questions about the A's? -- 5. Go with your goals -- Size your project to match your goal -- Check out your choices -- Assess your network -- Plan your strategic positioning project -- Bonus : get off to a good start -- 327 $apt. III. Sharpen your skills -- 6. Know the "netiquette" -- Enter enthusiastically -- Brighten up your body language -- ENGAGE your partner -- Tune up your tone of voice -- Consider closeness -- Watch what you put in your mouth -- Treat touching as taboo -- Forego flirting -- Pay your way -- Exchange business cards effectively -- Join groups comfortably -- Bonus : ten tips on the nuances of "netiquette" -- 7. Avoid the top twenty turn-offs -- 8. "Who are you?" -- Why remembering names is hard -- Learn someone's name -- Teach your name -- Try these twenty tips -- Break up bunches of introductions -- Deal skillfully with forgotten names -- Give yourself a tagline -- Yes, mind your manners -- The introduction rule : FIRST IS FOREMOST -- 9. "What do you do?" -- Why most answers bomb -- Make the right things happen -- Give it your BEST -- Be interesting -- Try these tips -- Read these frequently asked questions -- 10. "What are we going to talk about?" -- Listen for your cue -- Use success stories to tell what's new -- Figure out your agenda -- Begin with the right side -- What do you have to give? -- What do you want to get? -- Give and get with ease -- Practice agenda-making -- Go Public with your agenda -- Exchange something -- 11. Make conversation flow -- Listen generously -- Use your EARS -- How listening generously pays off -- Be seriously curious -- Tell success stories -- Construct your story carefully -- Sample these stories -- People want to know... -- 12. End with the future in mind -- Prepare for the next time -- Listen for the bell -- Eight ways to leave -- A ritual for leave-taking -- Do you have questions? -- 13. Follow through -- Focus on follow through -- Figure out your reasons to reconnect -- Face your fears -- Fill in the blanks on your calendar -- The five goals of follow through -- Freshen up your relationships -- Find the way -- Bonus : five more ingenious ways to fit in follow through -- 327 $apt. IV. Select your settings -- 14. Network at work -- Got the right word? -- Bank on the benefits -- Ten ways to get on board quickly -- Assess your corporate culture -- How strong is your inside network? -- Map out a plan -- Pair up with peers -- Avoid erroneous assumptions -- Overcome the barriers -- Bonus : after organizational earthquakes, rebuild your network -- 15. Make it rain clients -- What people think -- Professionalize your practice development -- Make conversations count -- What's one conversation worth? -- Create constellations -- Cross-sell your clients -- Make asking for referrals a ritual -- 16. (Net)work from home -- Tune in to the trends -- Conquer the challenges -- Link up your life and your livelihood -- Bonus : create a constellation -- 17. Make the most of your memberships -- Size your network to fit your needs -- Link up one-on-one -- Access anybody -- Join groups -- Choose groups strategically -- Understand the hierarchy -- Know the group before you join -- Orchestrate who knows you -- The twelve biggest mistakes members make -- Jump right in -- 18. Rev up referral groups -- See how they run -- Shop around -- Check it out -- Don't just join, join in -- Start small -- Spice up the meetings -- Start your own -- 19. Connect at conventions -- Expand your expectations -- Get ready, get set : before you go -- Show up at the conference -- Follow up after you get home -- Later on, get re-inspired -- Bonus : plan meetings that get people talking -- 20. Jump-start your job hunt -- Use the contacts count networking system -- Twenty-five tactics to find a job fast -- Bonus : manage your strategy support group. 330 $aThe book that makes networking an art, not an accident, now completely revised and expanded! 606 $aCareer development 606 $aBusiness networks 606 $aSocial networks 606 $aInterpersonal relations 606 $aBusiness etiquette 606 $aSuccess in business 615 0$aCareer development. 615 0$aBusiness networks. 615 0$aSocial networks. 615 0$aInterpersonal relations. 615 0$aBusiness etiquette. 615 0$aSuccess in business. 676 $a650.1/3 700 $aBaber$b Anne$f1938-$01632420 701 $aWaymon$b Lynne$01663098 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910820165003321 996 $aMake your contacts count$94020157 997 $aUNINA