Likeability in Business
How social skills make and
break careers
© KSW 2009

People would rather work with someone they like —
even if that person is incompetent
Harvard Business Review 2005
 Non-profit (NGO) – For profit
 Large – Small
 North American – European
 Competence – Likeability

Competent jerk
Loveable star
Loveable fool Incompetent jerk

What they found…
Loveable Star Competent Jerk
Incompetent Jerk Loveable Fool

What makes someone likeable?
 The ability to “connect” with people
 Being interested in, and liking others
 Positive attitude

Don’t be “shy”—come out and
talk
 Being shy and being
introverted are not the
same thing
 Be conscious of the
messages you might
be sending
 Social skills can be
learned and improved

Beware of “TMI”
 Too much information
can make you seem
crass, rude and
vulgar
 Don’t over share and
don’t pry

Share Credit
 Make sure team members get credit for
their contributions
 Be generous with your time and praise
 Let people know their ideas will be heard
and valued

Accept Responsibility
 Everyone makes mistakes—own up to
yours
 Don’t waste time trying to shift blame
 Immediately start looking for
opportunities…

Show interest in others
 Ask questions
 Use listening
“prompts”
 Celebrate and
Commiserate

Build up your Social Skills
 Convey confidence and approachability
 Discover how to read people
 Practice conversation

Seek help, support and
guidance when you need it
www.karensouthallwatts.com