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NETWORKING AND
NEGOTIATING 10
Changes in Chapter 10 from the 9th Edition to the 10th Edition
The entire chapter has been updated with 75 (94%) new references to this new edition.
Throughout the chapter, minor changes have been made to shorten the text.
The introduction section How Networking and Negotiating Affect Behavior, Human
Relations, and Performance has been re-written with all new references.
The first half of the Digital Networking section has been re-written with all new
references.
The introduction to the Negotiating section has been re-written with all new references to
better help students realize that we all negotiate to help us meet our objectives with the
help of others.
The section Negotiating Strategies has been deleted, as it is less relevant material to
understand, placing more focus on the more important negotiation process. This also
results in the elimination of two key terms: distributive and integrative bargaining
strategies, one Work Application 10-7 and Communication Skills question 6.
The case, Negotiating Women, has been updated and states that the work of Kolb and
Frohlinger is supported by Sheryl Sandberg (Facebook) in her book, Lean In.
Chapter Outline
I. HOW NETWORKING AND NEGOTIATING AFFECT BEHAVIOR, HUMAN
RELATIONS, AND PERFORMANCE
II. NETWORKING
A. The Why and Reality of Networking
1. Networking objectives, 2. Is the statement “It’s not what you know, it’s
who you know, that’s important” true, and if it is, is it fair?
B. Perform a Self-Assessment and Set Objectives
1. Accomplishments and Job Interviews, 2. Set Objectives
C. Create Your One-Minute Self-Sell
1. History, 2. Plans, 3. Question, 4. Write and practice
D. Develop Your Network
E. Conduct Networking Interviews
1. Ask for 15-20 minutes, 2. Follow the 6-step networking process
F. Maintain Your Network
G. Coalitions
H. Digital Networking
III. NEGOTIATING
A. The Negotiation Process
1. Follow the 4-step model 10.3
B. Negotiating Planning
1. Follow the 4-step process
C. Bargaining.
1. Follow the 5-step process
D. Postponement
1. Other party wants to postpone, 2. You want to postpone
E. Agreement or No Agreement
1. Agreement, 2. No agreement
IV. DO NETWORKING AND NEGOTIATING APPLY GLOBALLY?
V. THE INFLUENCING PROCESS
1. Key terms, 2. Follow the influencing process,
3. Where we have been and where we are going
LECTURE OUTLINE PLUS
Power Point: You may use the Power Point supplement to enhance your lectures. Even if your classroom is not
equipped to use Power Point, you can review the material on your personal computer to get teaching ideas and to
copy the slides. Copies of the slides can be made into overheads.
I. HOW NETWORKING AND NEGOTIATING AFFECT BEHAVIOR,
HUMAN RELATIONS, AND PERFORMANCE
People who are good at networking and negotiating behave differently, have different human relations, and have
higher levels of performance than those who are not.
WA-1 Explain how networking and/or negotiating affected behavior, human relations, and performance where you
work(ed).
SA- Where I worked, the boss’s son was hired as a manager after he graduated from college. Everyone knew he got
the job because of his network connection with his dad. Some of the employees resented him and gave him a hard
II. NETWORKING
Self-Assessment Exercise 10-1, Networking
KT- Networking is the ongoing process of building interconnected relationships for the purpose of politicking and
socializing. Networks are clusters of people joined by a variety of links.
Exhibit 10-1 Networks, illustrates a network.
A. The Why and Reality of Networking
1. Networking objectives:
a. To get a job or a better one.
b. To perform better at your current job.
c. To advance within an organization.
d. To stay current in your field.
e. To maintain mobility.
f. To develop relationships.
WA 2- Explain how you used networking to help your career.
SA- My friend Joe worked at McDonald’s and I asked him if he could help me find a part-time job. He spoke to his
2. Is the statement “It’s not what you know, it’s who you know, that’s important” true, and if it is, is it fair?
Being fair is really not the issue. You can complain that networking is not fair. Or if you want any type of help, you
can use networking.
The following 5 sub-sections provide a how to network process that will enhance your career development. The
process is summarized in Model 10-1, the Networking Process.
LO 1. List and explain the steps in the networking process.
The first step in the networking process is to perform a self-assessment to determine accomplishments and to set
objectives. Second, create a 1-minute self-sell that quickly summarizes history and career plan and asks a question.
B. Perform a Self-Assessment and set Objectives
The task of self-assessment can help to clarify your skills, competencies and knowledge. Self–assessment can also
give you insight into your transferable skills and the criteria that are important to you in a new job.
1. Accomplishments. Write down your accomplishments (at least two or three) and include them in your resume.
Tying Your Accomplishments to the Job Interview. You want to be sure to state your accomplishments that are based
on your skill during the job interview. If you are asked a broad general question, such as “tell me about yourself,”
use your accomplishment statements as your answer.
2. Set Networking Goals. You need to clearly state your goal.
WA 3- Write a networking objective.
SA- My networking objective is to get an internship during the fall semester. However, I will not directly ask for an
C. Create Your 1-Minute Self-Sell. KT- The one minute self–sell is an opening statement used in networking that
quickly summarizes your history and career plan and asks a question. To take 60 seconds or less, your message must
be concise, but it also needs to be clear and compelling.
LO 2. Describe what a 1-minute self-sell is and what it contains.
The 1-minute self–sell is an opening statement used in networking. It contains a history, career plan, and asks a
1. History: Start with a career summary of the highlights of your career to date. Include your most recent career or
2. Plans: Next, state the target career you are seeking, the industry you prefer and a specific function or role. You can
3. Question: Last, ask a question to encourage two-way communication. The question will vary depending on the
Write and Practice Your 1-Minute Self–Sell.
WA 4- Write a 1-minute self-sell to achieve your networking objective in work application 3.
SA- Hi, my name is Tom Burns. I’m a junior at Springfield College majoring in business. I’m seeking an internship
D. Develop Your Network
Start with your primary contacts and get secondary contacts from them. Then get new people you don’t know
through any type of organization.
Exhibit 10-2 Job Search Network Form, is an example
E. Conduct Networking Interviews. KT- The networking interviewing process includes: establish rapport—praise
and read the person, deliver the 1-minute self-sell, ask prepared questions, get additional contacts for your network,
ask your contacts how you might help them, and send a follow up with a thank-you note and status report.
Model 10-2 Networking Interview Process
LO 3. Briefly describe how to conduct a networking interview.
1. Establish rapport—praise and read the person, 2. Deliver the 1-minute self-sell, 3. Ask prepared questions, 4. Get
1. Establish Rapport—praise and read the person: Don’t start selling yourself; thank the person for their time and
project an interest in the other person.
2. Deliver Your One-Minute Self-Sell: Even if the person has already heard it, say it again.
3. Ask Prepared Questions: Do your homework, bring a series of questions to ask.
4. Get Additional Contacts for Your Network: Always ask whom else you should speak with.
5. Ask Your Contacts How You Might Help Them: Remember, reciprocity.
6. Follow-Up Thank You Note and Status Report: Also, assess the effectiveness of your networking meetings using
the first five steps.
F. Maintain Your Network
It is important to keep your network informed of your career progress. Try to contact everyone on your network list
at least once a year (calls, e-mail and cards are good), and find out what you can do for him or her. Send
congratulations on recent achievements.
Skill Development Exercise 10-1 Networking develops networking skills.
G. Coalitions. KT- A coalition is a short-term network used to met an objective.
WA 5- Give a job example of how a coalition was used to achieve an objective.
SA- Where I work there is a union and the union rep is elected during a union meeting. Prior to the meeting with the
election, Bill Lloyd and his two close friends went around talking to people to get them to vote for Bill. At the
WA 6- What is your strongest and weakest area of networking? How will you improve your networking skills?
Include two or three of the most important tips you learned that you will use.
SA- I’m strong on self-assessment, I’m an accomplished basketball player, and good at setting objectives. I’m weak
at starting small talk. I will improve my networking by using the 1-minute self-sell, as this will help me start small
APPLICATION SITUATION ANSWERS
Networking Do’s and Don’ts, AS-10-1
1. A. Do. Network to stay current in your field.
2. A. Do. Network to perform better at your current job.
3. B. Don’t. Fair is irrelevant. Network to get help meeting your objectives.
4. B. Don’t. You should set objectives.
5. B. Don’t. Focus on accomplishments and tie them to the job interview.
III. NEGOTIATING
In this section we focus on getting what you want through negotiation. Influence tactics, power, and politics with
networking can all be used during the negotiation process.
KT-Negotiating is a process in which two or more parties have something the other wants and attempt to come to an
exchange agreement.
Self-Assessment Exercise 10-2, Negotiating
A. The Negotiation Process
LO 4 List the steps in the negotiation process.
The negotiation process has three and possibly four steps: plan, negotiations, possibly a postponement, and an
agreement or no agreement.
Model 10-3 The Negotiating Process
KT- The negotiation process has three and possibly four steps: plan, negotiations, possibly a postponement, and an
agreement or no agreement.
B. Negotiating Planning.
KT- negotiating planning includes: researching the other parties, setting objectives, anticipating questions and
objections and preparing answers and developing options and tradeoffs. Planning has four steps:
LO 5. Briefly describe how to plan for negotiations.
Negotiating planning includes: researching the other parties, setting objectives, anticipating questions and objections
Exhibit 10-3 Negotiating Plan
Step 1 Research the other parties—read them
Step 2 Set objectives.
WA 7- Write negotiating objectives that include a limit, target objective, opening offer, and BATNA.
My boss was an antique dealer. When he sold things, he marked the prices higher (open offer) than he really
expected to sell things for (target), and he always had a lower limit to sell for. His BATNA, was just stay with the
Step 3 Anticipate questions and objections and prepare answers.
Step 3 Develop options and tradeoffs.
C. Bargaining.
KT—bargaining includes developing rapport and focus on obstacles, not the person, letting the other party make the
first offer, listening and asking questions to focus on meeting the other party’s needs, and not being too quick to give
in and ask for something in return.
LO 6 Briefly describe how to bargain.
Developing rapport and focus on obstacles not the person, letting the other party make the first offer, listening and
Step 1 Develop rapport and focus on obstacles not the person.
Step 2 Let the other party make the first offer.
Step 3 Listen and ask question to focus on meeting the other party’s needs.
Step 4 Don’t be too quick to give in and ask for something in return.
D. Agreement or No Agreement
Postponement. When there doesn’t seem to be any progress, it may be wise to postpone the negotiations.
The other party is postponing and you may create urgency.
You want to postpone and the other party may create urgency.
Exhibit 10-4 Bargaining Range
1. Agreement. Once the agreement has been made, restate it and/or put it in writing when appropriate.
2. No Agreement. Rejection, refusal, and failure happen to us all, even the super stars.
Skill-Development Exercise 10-2 develops negotiation skills.
WA 8- What is your strongest and weakest area of negotiating? How will you improve your negotiating skills?
Include two or three of the most important tips you learned that you will use.
SA- My strongest area is reading people. My weakest areas are not giving in too quickly and asking for something in
APPLICATION SITUATIONS
Negotiating Do’s and Don’ts AS 10-2
14. A. Do. This is suggested under no agreement.
15. A. Do. Developing rapport is the first step in negotiations.
16. B. Don’t. If you get the best deal, you have a I won, you lost situation.
17. A. Do. This is step 1 of planning the negotiation.
18. B. Don’t. You should set three objectives: a limit, target, and opening, plus a BATNA.
IV. DO NETWORKING AND NEGOTIATING APPLY GLOBALLY?
There are differences. The e-organization with the Internet makes global networking even easier. Some of the
cross-cultural differences in networking and negotiating include: time to reach an agreement and deadlines, the focus
on task vs. relationship, the use of power and influencing tactics (plus concessions with reciprocity),
communications (both verbal and nonverbal), where the negotiations should take place and the use of alcohol and
choice of food, and the use of name, rank/title, dress, greetings, and rituals.
1. Time to reach an agreement and deadlines
2. The focus on task versus relationship.
3. The use of power and influencing tactics.
4. Communications—both verbal and nonverbal.
5. Where the negotiations should take place and use of alcohol and choice of food.
V. THE INFLUENCING PROCESS
KT--The influencing process begins with an objective, to achieve it, ethical leadership, power, politics, networking,
and negotiating are used to motivate others to help reach the objective, through trust and creating a win-win situation
for all parties the objective is met.
Exhibit 10-5 The Influencing Process
LO 7. Explain the influencing process.
The influencing process begins with an objective to achieve it, ethical leadership, power, politics, networking, and
Self-Assessment Exercise 10-3, Your Personality, Networking and Negotiating
1. Review of Key Terms
2. The influencing Process—see key term
3. Where We’ve Been and Where We are Going
LEARNING OUTCOME ANSWERS
NOTE: Below are recommended answers to the learning objectives. The learning objectives with answers also
appear in the test bank so that you can test students on them as short answer/essay questions.
You may also want to limit the number of learning objectives that you expect students to know for the exams. For
example, you could select 2-5 from each chapter that you believe are the most important things that students should
know. Assume you have a total of 10 for an exam. You could tell students to know the answers to all 10 and that you
will select 3 of them for the exam.
LO 1. List and explain the steps in the networking process.
The first step in the networking process is to perform a self-assessment to determine accomplishments and to set
objectives. Second, create a 1-minute self-sell that quickly summarizes history and career plan and asks a question.
LO 2. Describe what a 1-minute self-sell is and what it contains.
The 1-minute self–sell is an opening statement used in networking to begin developing a relationship with the
LO 3. Briefly describe how to conduct a networking interview.
1. Establish rapport—praise and read the person, 2. Deliver the 1-minute self-sell, 3. Ask prepared
LO 4 List the steps in the negotiation process
The negotiation process has three and possibly four steps: plan, negotiations, possibly a postponement, and an
LO 5. Briefly describe how to plan for negotiations.
Negotiating planning includes: researching the other parties, setting objectives, anticipating questions
LO 6. Briefly describe how to bargain.
Develop rapport and focus on obstacles, not the person, letting the other party make the first offer, listening and
LO 7. Explain the influencing process
The influencing process begins with an objective, to achieve it, ethical leadership, power, politics, networking, and
all parties, the objective is met.
COMMUNICATION SKILLS
The following critical thinking questions can be used for class discussion and/or as written assignments to develop
communication skills. The questions can also be used for exams.
Note: The questions are based on opinions and personal experiences, so there are no correct answers.
1. The book lists six reasons to (or objectives of) network(ing). Which of these, and other reasons, do you have to
network?
2. You have heard the expression, “It’s not what you know, it’s who you know, that’s important.” Do you agree
with it? If it is true, is it fair?
3. The first step of the networking process is to perform a self-assessment. What are your three most important
accomplishments?
4. If you didn’t write out a one-minute self-sell for Work Application 4, do so now.
5. College students are poor at negotiating. Do you agree with this statement?
6. The text states that the distributive bargaining strategy of a fixed pie to fight over has changed to the integrative
bargaining strategy of increasing the size of the pie for all to share. Give examples of negotiation situations in
which a seemingly fixed pie can be increased and shared?
7. Next time you negotiate, will you actually set three objectives—limit, target, and opening? Why or why not?
8. Does it really matter who makes the first offer?
9. Think of a past, present, or future negotiation situation. Describe the situations and state what you can ask for in
return if you don’t get your target.
10. Can the influencing process really be conducted ethically and meet the goal of human relations, or is it just
manipulation?
WORK APPLICATION SAMPLE ANSWERS
You may give these student answers below as part of your lecture before, after, or in place of
getting student answers. You may have students write out their answers and pass them in to be
graded. Another option is to use them on the exams.
All the work application questions appear in the test bank so that you can assess students’
ability to apply the concepts to their work world. However, because student answers will vary,
there are no answers in the test bank.
You may also want to limit the number of work applications that you expect students to pass in for grading and/or to
know for the exams. For example testing, you could select 2-5 from each chapter that you believe are the most
important things that students should be able to apply to their jobs. Assume you have a total of 10 for an exam. You
could tell students to have prepared answers to all 10 and that you will select 3 of them for the exam.
WA-1 Explain how networking and/or negotiating affected behavior, human relations, and performance where you
work(ed).
SA- Where I worked, the boss’s son was hired as a manager after he graduated from college. Everyone knew he got
the job because of his network connection with his dad. Some of the employees resented him and gave him a hard
WA 2- Explain how you used networking to help your career.
SA- My friend Joe worked at McDonald’s and I asked him if he could help me find a part-time job. He spoke to his
WA 3- Write a networking objective.
SA- My networking objective is to get an internship with a stock brokerage firm for the fall semester. However, I
WA 4- Write a 1-minute self-sell to achieve your networking objective in work application 3.
SA- Hi, my name is Tom Burns. I’m a junior at Springfield College majoring in business. I’m seeking an internship
WA 5- Give a job example of how a coalition was used to achieve an objective.
SA- Where I work there is a union and the union rep is elected during a union meeting. Prior to the meeting with the
election, Bill Lloyd and his two close friends went around talking to people to get them to vote for Bill. At the
WA 6- What is your strongest and weakest area of networking? How will you improve your networking skills?
Include two or three of the most important tips you learned that you will use.
SA- I’m strong on self-assessment, I’m an accomplished basketball player, and good at setting objectives. I’m weak
at starting small talk. I will improve my networking by using the 1-minute self-sell, as this will help me start small
WA 7- Give a job example of a distributive and integrative bargain.
SA- If you are selling used cars, every dollar you don’t get for it is a loss to you and a gain for the buyer. Integrative
WA 8- Write negotiating objectives that include a limit, target objective, opening offer, and BATNA.
My boss was an antique dealer. When he sold things, he marked the prices higher (open offer) than he really
expected to sell things for (target), and he always had a lower limit to sell for. His BATNA, was just stay with the
WA 9- What is your strongest and weakest area of negotiating? How will you improve your negotiating skills?
Include two or three of the most important tips you learned that you will use.
SA- My strongest area is reading people. My weakest areas are not giving in too quickly, asking for something in
APPLICATION SITUATION ANSWERS
NOTE: There are multiple choice test questions in the test bank that are similar to the AS in
the text to assess application ability.
Networking Do’s and Don’ts, AS-10-1
1. A. Do. Network to stay current in your field.
2. A. Do. Network to perform better at your current job.
3. B. Don’t. Fair is irrelevant. Network to get help meeting your objectives.
4. B. Don’t. You should set objectives.
5. B. Don’t. Focus on accomplishments and tie them to the job interview.
Negotiating Do’s and Don’ts AS 10-2
14. A. Do. This is suggested under no agreement.
15. A. Do. Developing rapport is the first step in negotiations.
16. B. Don’t. If you get the best deal, you have a I won, you lost situation.
17. A. Do. This is step 1 of planning the negotiation.
18. B. Don’t. You should set three objectives: a limit, target, and opening, plus a BATNA.
