Building Social Capital: Adaptability, Influence and Reciprocity

What is Social Capital? Resources in personal and business networks –Information, leads, business opportunities, access to capital

Why is Social Capital Important Key to: –Success –Happiness –Health –Longevity Robert Putnam Bowling Alone

Keys to Building Social Capital Understanding Your Social Style and Adapting to the Styles of Others Positively Influencing Others Understanding and Applying Reciprocity

Understanding Your Social Style Analytical: Competence Driver: Control Amiable: Belonging Expressive: Meaning

Analytical Strengths:r eflective, logical, organized Vulnerabilities: likes to be right, slow, perfectionist, no need for relationships Growth Opportunities: be decisive and provide direction

Driver Strengths: direct, disciplined, decisive Vulnerabilities: autocratic, scary, often right, no need for relationships Growth Opportunities: Listen and be patient

Amiable Strengths: Cooperative,care, empathy,responsive, dependable Vulnerabilities: indecisive, gives in, needs acceptance Growth Opportunities: take charge

Expressive Strengths: creative energetic, dynamic, visionary, motivating Vulnerabilities: impulsive, disorganized, underestimate cost of implementation Growth Opportunities: get buy-in

Versatility/Adaptability Identify Styles of Others React in a manner appropriate to the style You will be viewed as empathetic and with respect You will be rewarded!

Influence/Persuasion Robert Cialdini Definition: The deliberate, systematic process of getting others to support your ideas

Influence: Six Methods Reciprocity: People want to help those who help them Liking: People support people they like Scarcity: People like what they believe is unique or scare

Influence/Persuasion: Six Forms Authority: People obey/respect expertise Commitment and Consistency: Connect your request to a personal beliefs. People want to do what they say they will do Social Proof: People believe something they believe other people believe in. Solidarity

What is Reciprocity Definition: –Contributing and receiving –Engine of social capital –Natural but sometimes organization or ego can get in the way Why is it important? –You give a little, you get a lot

Reciprocity at the Highest Level Contributions to others without regard to whether or not it comes back to you

The Reciprocity Distinction Level 3 Focus on contribution Level 2 Focus on giving to get Level 1 Focus on getting

What is the Reciprocity Ring? Participants have actual professional needs met during the exercise The Reciprocity Ring emphasizes the importance of contribution. Participants learn the power of reciprocity by having their needs met while they focus on contributing to others. Participants build trust as they learn about and help one another

Reciprocity Ring Exercise: What is a Good Request? A real need--big or small Meaningful and important to you Specific (what, when, where, etc.) Doesn’t prejudge the capabilities of the group Not a goal!

Reciprocity Ring Exercise: Examples of requests –We want to establish a corporate partnership with Coca-Cola. Does anybody have any contacts in that organization? –We’d like to start a newsletter at our organization. Does anybody have a sample newsletter they could share with me? –We want to start charging a membership fee. Can anybody share their experience with structuring membership fees?

Sources of Contributions You have the resource You have a connection to someone who has the resource Challenge: see how many requests you can meet! (a prize will be awarded to those who meet the most requests!)

Exercise De-brief Did you get what you want? Do you feel good about your contribution? What did you learn that you can use in practice in your organization? Do you feel closer to the people around you now? What motivated you to help others during this exercise?

Closing quote “We are human because our ancestors learned to share their food and their skills in an honored network of obligation.” –Richard Leakey, archaelogist