Learn to Love Networking

Even people who find it repugnant can do it effectively.

by

and

Tiziana Casciaro

by

and

Tiziana Casciaro

From the Magazine (May 2016)

Rami Niemi

Summary.

“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.

“I hate networking.” We hear this all the time from executives, other professionals, and MBA students. They tell us that networking makes them feel uncomfortable and phony—even dirty. Although some people have a natural passion for it—namely, the extroverts who love and thrive on social interaction—many understandably see it as brown-nosing, exploitative, and inauthentic.

A version of this article appeared in the May 2016 issue (pp.104–107) of Harvard Business Review.

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Francesca Gino is a behavioral scientist and the Tandon Family Professor of Business Administration at Harvard Business School. She is the author of Rebel Talent and Sidetracked.
francescagino
Maryam Kouchaki is a professor of management and organizations at the Kellogg School of Management. Her research explores ethics, morality, and the complexity and challenges of managing ethnic and gender diversity for organizations.
Tiziana Casciaro is a professor of organizational behavior and HR management and holds the Marcel Desautels Chair in Integrative Thinking at the University of Toronto’s Rotman School of Management. She is the co-author of Power, for All: How It Really Works and Why It’s Everyone’s Business (Simon & Schuster, 2021).

New!

HBR Learning

Leveraging Your Networks Course

Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Leveraging Your Networks. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.

Map, assess, and strengthen your professional relationships.

Start Course

Learn More & See All Courses

Learn to Love Networking

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