Building Social Building Social Capital:Capital:

Adaptability, Influence and Adaptability, Influence and ReciprocityReciprocity

Building Social Building Social Capital:Capital:

Adaptability, Influence and Adaptability, Influence and ReciprocityReciprocity

What is Social Capital?What is Social Capital?

• Resources in personal and business networks

– Information, leads, business opportunities, access to capital

Why is Social Capital Important

Why is Social Capital Important

• Key to:– Success– Happiness– Health– Longevity

Robert Putnam Bowling Alone

Keys to Building Social Capital

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

Understanding Your Social Style

Analytical:

Competence

Driver:

Control

Amiable:

Belonging

Expressive:

Meaning

AnalyticalAnalytical

• Strengths:reflective, logical, organized

• Vulnerabilities: likes to be right, slow, perfectionist, no need for relationships

• Growth Opportunities: be decisive and provide direction

DriverDriver

• Strengths: direct, disciplined, decisive

• Vulnerabilities: autocratic, scary, often right, no need for relationships

• Growth Opportunities: Listen and be patient

AmiableAmiable

• Strengths: Cooperative,care, empathy,responsive, dependable

• Vulnerabilities: indecisive, gives in, needs acceptance

• Growth Opportunities: take charge

ExpressiveExpressive

• Strengths: creative energetic, dynamic, visionary, motivating

• Vulnerabilities: impulsive, disorganized, underestimate cost of implementation

• Growth Opportunities: get buy-in

Versatility/AdaptabilityVersatility/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/PersuasionInfluence/Persuasion

Robert Cialdini Definition:

The deliberate, systematic process of getting others to support your ideas

Influence: Six MethodsInfluence: 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

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 ReciprocityWhat 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 LevelReciprocity at the Highest LevelReciprocity at the Highest LevelReciprocity at the Highest Level

Contributions to others

without regard to whether or not

it comes back to you

The Reciprocity DistinctionThe Reciprocity DistinctionThe Reciprocity DistinctionThe Reciprocity Distinction

Level 3 Focus on

contribution

Level 2Focus on giving to get

Level 1 Focus on getting

What is the Reciprocity Ring?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?

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

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 ContributionsSources 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-briefExercise 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 quoteClosing quote

“We are human because our ancestors learned to share their food and their

skills in an honored network of obligation.”

– Richard Leakey, archaelogist