1 © 2001 Massachusetts Institute of Technology Tips for Optimal Networking and Managing Social Events Meeting, Greeting, Making and Keeping Contacts BioMatrix Cambridge, MA 09 October 2001 Kenneth P. Morse, Senior Lecturer and Managing Director MIT Entrepreneurship Center

2 © 2001 Massachusetts Institute of Technology Desired Outcomes of this Meeting 1.You learn how to be more effective in planning and preparing for networking events. 2.You meet fine new colleagues, including my colleagues Anthony Ives and Christie Yih. 3.Your own network becomes more effective. 4.We have fun, and end on time. Note: I will not speak to all of these slides. They are included for your reference

3 © 2001 Massachusetts Institute of Technology Take some tips from Dale Carnegies Best Seller, How to Win Friends and Influence People (1952):

4 © 2001 Massachusetts Institute of Technology Fundamental Techniques in Handling People: Don't criticize, condemn or complain. Give honest and sincere appreciation. Arouse in the other person an eager want.

5 © 2001 Massachusetts Institute of Technology Six ways to make people like you: Become genuinely interested in other people. Smile. Remember that a person's name is to that person the sweetest and most important sound in any language. Be a good listener. Encourage others to talk about themselves. Talk in terms of the other person's interests. Make the other person feel important - and do it sincerely.

6 © 2001 Massachusetts Institute of Technology Win people to your way of thinking: The only way to get the best of an argument is to avoid it. Show respect for the other person's opinions. Never say, "You're wrong." If you are wrong, admit it quickly and emphatically. Begin in a friendly way. Get the other person saying "yes, yes" immediately. Let the other person do a great deal of the talking. Let the other person feel that the idea is his or hers. Try honestly to see things from the other person's point of view. Be sympathetic with the other person's ideas and desires. Appeal to the nobler motives. Dramatize your ideas. Throw down a challenge

7 © 2001 Massachusetts Institute of Technology Be a Leader: How to Change Peoples Attitudes Without Giving Offense or Arousing Resentment: A leader's job often includes changing your peoples attitudes and behavior. Begin with praise and honest appreciation. Call attention to people's mistakes indirectly. Talk about your own mistakes before criticizing the other person. Ask questions instead of giving direct orders. Let the other person save face. Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise." Give the other person a fine reputation to live up to. Use encouragement. Make the fault seem easy to correct. Make the other person happy about doing the thing(s) you suggest.

8 © 2001 Massachusetts Institute of Technology Cocktail Party Management Timing Mission Positioning Teamwork Paperwork

9 © 2001 Massachusetts Institute of Technology The Game Plan Entrance Coats Welcome Table (with Name Tags) Hors dOeuvres & Crudités BAR Stand up Tables

10 © 2001 Massachusetts Institute of Technology Timing Arrive Early Check the Name Tags Be Charming to Your Hosts Locate the Best Food Write Thank-you Letters within 3-4 Hours

11 © 2001 Massachusetts Institute of Technology Mission Desired impressions People to meet Deliver value to all you meet, with grace and charm Be recognized as a Network Resource Carrying water => power

12 © 2001 Massachusetts Institute of Technology Positioning Lighting Bar Food Doors Teamwork

13 © 2001 Massachusetts Institute of Technology Teamwork Know your capabilities - Team - Others Work the room together

14 © 2001 Massachusetts Institute of Technology Paperwork Prepare /study attendee list Distribute hardcopies at the start of your talk: – Controls the message – Facilitates note taking in your favor – Improves internal communication and filing

15 © 2001 Massachusetts Institute of Technology How to be Successful Say you, not I Ask questions; avoid statements Seek to understand needs Look at the world in their terms Dale Carnegie is still the best