Networking – A Professional Discipline

• About the Author
• Introduction

1. It should be so easy
2. How do you create a good network?
   1. How many people do you need in your network?
   2. Definition and how to build relations
   3. Network is about giving – then taking
   4. Networking is learned from experience
   5. Building a network
   6. Short-term strategy – your strategy here and now
   7. Long-term strategy (nodes)
   8. Use your old contacts
3. Links to influence
4. Look for what you want
5. Switch from “me” to “you”
6. What do we work with?
   1. Check the four parameters
7. Create a good atmosphere
   1. How do you create a good atmosphere?
8. Body language
   1. Open and closed body language
9. Status
   1. It’s all about adaptability
   2. Eye contact, smiles, and praise confer status
   3. Clothes
   4. Being well-dressed confers status
10. Small talk
    1. The anatomy of small talk
    2. Small talk – the beginning of a good relationship
    3. Classic topics
    4. Use open questions
    5. Beware of parallel talk
    6. People good at small talk are good listeners too
    7. The worst mistakes a “small-talker” can make
    8. The difficulty of making contact
    9. How to deal with the problem
11. Culture
    1. Group formation
    2. Make introductions
    3. Remember to circulate
    4. Find role models
12. Ten good pieces of advice

• Epilogue

Develop skills to create and sustain a useful network. Practice clear communication for successful networking interactions. Use networking to enhance opportunities in both personal and career development.