Article on " The necessary "Art of Persuasion"
Article " Harnessing the Science of Persuasion"
Reciprocity "Give what you want to receive"
Session 5 Slides:
Reciprocity "People feel a sense of obligation to people who have given them something" Slide 16
Commitments and Consistency "People do what they believe is consistent with their commitments' Slide 16
Liking People are more likely to do things for people they like
Network Style Rainmaker – See slide 32
Article "What is Social Capital and Why Should you Care about it?’
Influence and Effectiveness
Session 6 Slide
Social Capital: Slide 2 – connections within and beyond your organization.
Strategic Network Rainmaker , Slide 7th
Trust Slide 8
Human Capital and Social Capital – slide 9
Brokers connect Echo Chambers slide 11
Self-Similarity Principle: pick ties that are similar to us. Slide 17
Clique Network – slide 19
Rainmaker – "combines the benefits of both clique and entrepreneurial networks" slide 31.
Question #1: Using assigned readings, provide an analysis of Roizen's network. What kinds of networks does Roizen build? What do they look like?
Analysis: Throughout her career, Heidi Roizen was able to build very large and rich social capital. A life-changing event, losing her fiancé to an airplane crush, became a seed for Heidi to start a new page in life pursuing her own interests and goals.
Heidi has a very outgoing, genuine, sincere, down-to-earth and high-energy personality. Ability to meet new people and establish deep relationships with them is very natural for her, therefore she is prone to meeting and increasing her network constantly. Heidi's ultimate goal is not seeking one way benefit in meeting new people and leveraging her existing relationships, but she simply enjoys meeting smart, quality and talented people.