Relationships are critical to any endeavor, and the inability to build and sustain them is one of the primary reasons for business and leadership failure. But, what really matters? The science is clear and compelling, but it requires us to work against some strong human tendencies. This session will review the scientific evidence and help participants make some simple changes that will yield more, and more valuable, connections. Presented by Jeff Anderson (President & CEO, Lake Forest School of Management) at the 2016 SPI Conference.

1. Relationship Building For Success
Jeff Anderson, President / CEO
August 29, 2016

2. What if you set out to build a business
100% dependent on your ability to
develop relationships?

4. What Matters to You?

5. Decades of Research (Fiske, Cuddy & Glick, 2006)
Two dimensions - 82% of variance
Tested and validated worldwide
Applies in multiple settings
The Research is Clear

6. Warmth & Competence
Warmth
Competence

7. Warmth is described as…
Friendly
Helpful
Sincere
Happy
Modest
Trustworthy
Moral
Generous
Sociable
Honest
Tolerant
Righteous
Understanding
Good Natured
Humorous

8. Competence is described as…
Intelligent
Clever
Creative
Efficient
Ingenious
Knowledgeable
Foresighted
Skillful
Scientific
Persistent

9. Warmth is always first
Less forgiveness on the warmth dimension
Our focus on competence
More complicated for professional women
Absolutely predictable reactions
Even More Interesting Findings

10. Predictable Emotional Reactions
Warmth
Competence
Pity Admiration
Contempt Resentment

11. 2001/2002 Mayo Clinic
Competent Jerks vs. Lovable Fools
Other Studies
Brands Are People Too
Expert Witnesses
Some Other Research

12. There are plenty of successful leaders who are not
very likable.
Extraversion = Warmth
It’s acceptable to be “unlikeable” in certain
situations.
You cannot be tough and warm.
Some Common Myths…

13. How Can You Add Warmth
to Your Interpersonal
Approach?

14. What Do You Fill A Room With?
Best Client Approach
Watch Out For Email
Engage By Saying Little
Be Here Now
Rebalance Your “To Do” List
A Few Tools