Relationship Management Competency Flashcards
networking
a process of developing mutually beneficial contacts through the exchange of information
effective networking
finding people who have something you would like to share
having something yourself that other people would like to share
allocating time to make and maintain connections when there is not need for current support
stakeholder concept
proposed that any organization operates within a complex environment in which it affects and is affected by a variety of forces or stakeholders
states that the objective of a business is to create as much wealth as possible which is returned to shareholders in the business and that manager’s objectives both in the short and longer term should maximization of profit
the different perspectives of an organization
investors, governments, political groups, customers, employees, suppliers, communities, trade associations
stakeholder perspectives in global organizations
customers’ expectations of service will vary globally
in a culture that values long-term relationships, suppliers might not understand being asked reapply for supplier status periodically, but in a country where short-term results are valued, the request may be expected
employees in different countries often value certain kinds of benefits
effective relationships will
improve the quality of communication
increase productivity
create a positive work environment
characteristics of good working relationships
trust and openness
effective work relationships are mutual. each side gains something
paths to effective work relationships
strive for diversity
invest in time and energy in developing and sustaining relationships
develop an ease with “small talk” about non-work matters
talk about yourself without dominating the conversation
learn to ask others about without prying into personal matters
be considerate of other people’s time and obligations
emotional intelligence
the quality of being sensitive to and understanding of one’s own and others emotions and ability to manage one’s own emotions and impulses
common values
finding commonalities helps overcome the sense of “otherness”
aligned interests
when individuals share a common purpose
benevolence
having genuine concern about another’s well-being, above or at least equal to his or her own interests
capability or competence
people must feel that a person can deliver on commitments
predictability and integrity
consistency between values and behavior
communication
trustworthy people communicate often and fully
