“I hate networking.” It’s a familiar refrain. But in today’s world,
networking is a necessity—and fortunately, an aversion to it can be
overcome. Drawing on laboratory experiments and on studies at a large
law firm, the authors have identified four strategies that can help
people become more excited about and effective at building
relationships: • Focus on learning. Adopt a “promotion mindset” and
concentrate on the positives, and you’re more likely to perceive
networking as an opportunity for discovery rather than a chore. •
Identify common interests. Consider how your goals align with those of
people you meet, and networking will feel more authentic. • Think
broadly about what you can give. Remember that you have something
valuable to offer, whether it’s knowledge, gratitude, or recognition. •
Find a higher purpose. Frame your networking in terms of a larger
goal—the collective benefits for your company, say—and the activity will
feel more authentic and will lead to connections that bear fruit for
everyone. [ABSTRACT FROM AUTHOR]