1. Are your interpersonal skills well developed?

2. Objectives Examine interpersonal skills in the context of entrepreneurial behaviors Explore the impact of interpersonal skills on success as an entrepreneur Assess your interpersonal skills

3. Macroeconomic Change Entrepreneurial Motivation Entrepreneurial Behavior Confidence Risk tolerance Interpersonal skills Social capital Industry Condition Industry Status Opportunity Identification Value Curve Competition The Opportunity Analysis Canvas TM Entrepreneurial Mindset

4. How often do you… seek approval and affirmation from others, but fear criticism? guess at what normal behavior is? isolate yourself from people in authority roles? downplay your own accomplishments? have difficulty following a project through from beginning to end? get frightened or stressed in the company of an angry person. lie in order to avoid conflict? feel that others (or society) take advantage of you? take yourself seriously, and view other relationships just as seriously? have problems developing and maintaining intimate relationships? feel guilty when you stand up for yourself or put your needs first? feel responsible for others and find it easier to have concern for others than for yourself? act impulsive, before considering alternative actions or possible consequences? have difficulty feeling or expressing your own feelings?

7. Defining interpersonal skills “skills relating to relationships or communication between people” Involves building relationships with new people Requires renewing, maintaining, and enhancing existing relationships

8. Examples of interpersonal skills 1.Communication skills in listening and speaking effectively 2.Assertiveness skills involve expressing yourself without violating others’ rights 3.Conflict resolution skills to resolve differences and continue relationships 4.Anger management skills

9. (1) To improve communication Understand that people want to feel heard more than they care about whether you agree with them –Listen to what is being said Remember that what someone says can be amazingly different than what you hear –Assumptions, judgments, and beliefs can distort –Repeat or summarize to ensure that you understand Respond, don’t react –Monitor yourself as you attempt to communicate –Focus on understanding what is being said and clarify

10. (2) To improve assertiveness Be as specific and clear as possible about what you want, think, and feel. Be direct –Deliver your message to the person for whom it is intended. Own your message –Acknowledge that your message comes from your frame of reference, your conception of good vs. bad or right vs. wrong, your perceptions

11. (3) To improve conflict resolution Focus on the problem instead of the person Express issues directly Set a positive tone Acknowledge and valid the other party Summarize new understandings Develop alternative solutions Determine next steps and follow-up

12. (4) To improve anger management Be aware of what you are feeling –Notice the signs that anger is building Ask “What is really bothering me?” –Is an interaction with someone else or something inside you causing your anger? Avoid displacing De-escalate with a “time out” Examine your options –Visualize how you might respond Assert yourself, and address the root cause Develop activities that help you cope with anger

13. Benefits of interpersonal skills Interpersonal relationships contribute to the quantity and quality of your social networks Influence one’s ability to access information that facilitates discovery of entrepreneurial opportunities (Aldrich and Zimmer, 1986; Baron and Markman, 2000)

14. Building and maintaining is key Knowing key stakeholders can open access to information and resources Facilitate meeting new individuals and building positive relationships Bypass normal communications process and/or speed up the process of communicating effectively

16. Summary Others’ perception of us are the true measure of our interpersonal skills –Requires communications skills, assertiveness, conflict resolution, and anger management Focus on building and maintaining relationships –Learn how to connect with people in a constructive and influential way