ORGANIZATIONAL

NETWORKS
Week 5 | Wednesday April 21
 RECORDING CLASS

• I will record every class and post recordings to Canvas so they can be viewed
asynchronously
• You can find recorded classes under “Files” > “Class Recordings”
• Recordings are not to be shared outside of our class cohort
• You do not have to turn on video or unmute yourself if you are uncomfortable being
recorded
• Staying on and engaged now is your consent to recording
Class today
■ We have a special guest!
■ Connecting meaningfully with others, building relationships, shifting to influence
■ Agenda:
– Revisit authentic connection concepts
– Listening
– Presence (& being present)
– Influence
– Assignment check in & some notes on next few weeks
Monday: Trust-based relationships

From The Trusted Advisor, Maister, Green & Galford

Speech acts:
Being mindful of your words
■ Language is how we coordinate action
■ The way you speak and approach a conversation speaks things into being
■ A few ways to think about speech acts – three are most relevant for our purposes
■ In your interactions with others you may make:
– Requests (something that you need/want)
– Offers (advice, help, ideas, information)
– Promises (commitments, future actions you will take… will you uphold them?)
■ Why do these matter for making connections and building relationships?

From Language and the Pursuit of Happiness, Chalmers Brothers

Listening: the real superpower
How to really listen

■ With your ears, your eyes, your full attention

■ Quiet your inner monologue
■ To really understand, not judge, evaluate, or respond

■ Don’t just take it from me

Level 1 v. Level 2 Listening
Level 1 Listening
■ About YOU
■ Listening to respond
■ Connect to your frame of reference
■ Casual conversation
Level 2 Listening
■ About the OTHER person
■ Listening to really understand
■ Stays focused on them
■ Deeper conversation
■ People will feel heard and leave
the conversation feeling good
Let’s try it

■ With a partner
■ Decide who will listen first and who will talk first
■ Listener: Start with an open-ended question (can’t be answered with yes or no),
such as:
– How was you weekend?
– How is your work going on assignment #2?
– What are you looking forward to this week / weekend?
■ Practice listening at level 2 – to really hear and understand them, follow their
interest, not your own
■ 5 minutes, then switch roles (I’ll tell you when to switch)
Your personal presence

■ How you show up to others

■ Authenticity is key
■ Four elements

■ Why is your personal presence important for connecting with and influencing
others?
Being present

■ What does it look like and feel like when the person you are talking to is completely
present?

■ What does it look like and feel like when they are not?
Moving beyond connection, to using our
influence
Wrapping your arms (and head) around your network

Increasing self-awareness

Finding your authentic way of connecting

Using critical communication skills – speech acts, listening

Engaging with people in your network to get things done

Cialdini – leading researcher on
persuasion and influence
■ Influence: Your ability to have an impact on something or someone, directly or
indirectly
■ Persuasion: Intentionally trying to influence someone’s decisions or behavior
6 principles of influence/persuasion

■ Reciprocity
■ Scarcity
■ Authority
■ Consistency (and “commitment” in article)
■ Liking
■ Consensus (“social proof” in article)

Video
Upcoming Assignments
■ Questions on Assignment #2? (Due Sunday 11:59pm)
■ Tips for Assignment #2:
– Review grading criteria in the syllabus
– Visit the writing center to earn 2 extra credit points
– Be proactive if you have questions or need help
■ Group project
– Read the assignment overview
– Get creative!
– Every group will present to the class on Wednesday 5/5
■ You can pre-record your presentation OR present it live
■ Change to syllabus: your presentation can go up to 10 minutes but not exceed
– Each group will turn in 1 document with your solution (after the presentation – so
you can make changes if you want)
– Every individual will turn in a rating form on Canvas – you will rate your self and
your teammates
On the horizon…
■ Next week: No office hour Tuesday 4/27 at 9am. If you need help / want to talk:
– Roger office hour Wednesday 3-4
– My office hour M/W 5:30-6pm
– Reach out to set up 1:1 time
■ Next week: Social Influence
■ Group work time Monday 5/3 during class
– I will have an office hour 4-5pm