Lecture Outline for February 24,2000
Networks and Stories


I. Using Networks

A. The importance of networks
B. Types of networks
--Social Support
--Organizational networking
C. Some principles
--Task performance still matters
--It isn't who you know, it is who knows you

II. Networking Skills

A. You have a bigger network than you think
B. Never underestimate the value of "connecting"
C. Don't burn bridges --you may need them later
D. Keep in touch--regularly
E. Do favors that cost you little, but gain you a lot; be proactive--offer favors before they are asked
F. Keep records, stay personal
G. Exercise your network; a network that isn't used disappears
H. Differentiate between power and position--never assume a position implies power
    --look for the informal influencers
I. Seek out opportunities to expand your network
    --weak links matter
J. Proximity, Proximity, proximity K. Remember "Thumper's Rule"--don't be negative, it will get back to them L. Manage your disclosures--don't overestimate your relational strengths

III. Using Stories

A. Our lives revolve around stories
    --we think narratively
B. People often "get it" through stories
C. Guidelines for effective narrative
    --make a strong point quickly
    --confirm listeners' values
    --personal stories are best
    --invoke images listeners can identify with
        --set anchors
        --use vividness

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