Do you have Captive Value [Huffington Post] Hult Blog

Written by Cari E. Guittard, Professor of Global Management, Corporate Diplomacy, and Womens Leadership at Hult International Business School, for the Huffington Post Do you have Captive Value? I just recently wrapped teaching my annual Womens Leadership course at the Hult International Business School here in San Francisco. By design, the course delves deeply into Gender Intelligence, Social Capital, and Strategic Influence. As Ive shared in past posts, pursuing a leadership path, irrespective of gender, requires strength in each of these three fundamental areas. Of the three, Strategic Influence the science and art of persuasion is always the most challenging to master. This is due in part to the very fact that strategic influence is experiential and needs to be practiced over and over throughout ones lifetime, with application in varying environments, to reach a certain level of proficiency and mastery. And, unless youve had extensive experience in diplomacy, law enforcement, military and/or intelligence services, chances are you have never been taught the discipline or the skills and tools involved. I was fortunate early on in my career to learn and hone these skills in an overseas environment when I worked for Diplomatic Security at the US Department of State. Further and post 9/11 I worked for Charlotte Beers who served as the Under Secretary for Public Diplomacy and came to deeply appreciate and learn from some of the best public diplomacy practitioners serving in our posts around the world. I have continued to develop and test these skills as my career has progressed globally from the public to private sector and Ive found that strategic influence is increasingly an essential, hard skillset that too few ever focus or spend any time on. Harnessing Your Captive Value As I introduce the concept of strategic influence to my business school students, whether in a leadership or negotiation course, I always begin with the fundamentals. The seminal tome Influence: The Psychology of Persuasion by Robert Cialdini lays the foundation by outlining the six principles of strategic influence. This is the essential must read first step in understanding the discipline. From there we explore an area that I have coined Captive Valueâ„ ¢. FA x SC = CV Focused Attention x Social Capital = Captive Valueâ„ ¢ Captive Valueâ„ ¢ is essentially the amount of focused attention (time) multiplied by ones social capital (number of diverse, trusted relationships). Captive Valueâ„ ¢ is a skillset that is an essential building block for strategic influence. The term captive is derived from captivate which involves attract(ing) and hold(ing) the attention or interest of; enchant. A good test of captive value is the airplane seat scenario. You board a plane, sit down next to a perfect stranger, strike up a conversation. How many of us are able to get from the five minute pleasantries and perfunctory to a deeper, more meaningful dialogue on a consistent basis? Or in a networking situation how many of us are routinely able to go beyond the What do you do? questions and Can I have your card? to repeatedly building a memorable connection with someone? Social Capital, the extent to which one is able to build diverse, trusted relationships, is essential to developing ones captive value. Social Capital, the term which was coined by the Global Mindset Institute at the Thunderbird School of Global Management, involves leveraging intercultural empathy, interpersonal impact and diplomacy. In a global career, developing extensive social capital is imperative and often a key predictor of long-term success. I have found in my own global experience that there are several practices to unlocking social capital and thereby amplifying ones captive value: Three Keys to Unlocking Mastering Captive Value Active Listener True engagement and effective communication begins with active listening and asking the right questions. Active Learner Constantly nurturing a sense of curiosity and wonder while building upon ones diverse internal knowledge database with insights in addition to and outside of ones professional scope. Active learners, especially those who are open-minded and genuinely curious about others and their surroundings, are universally attractive. Awareness Consistent Application of the 3 Rs Respect, Relationship, Reaction In any new environment that one wants to influence it is essential to begin by observing and adapting before you begin communicating. From there communicate from a place of respect, focusing on the relationship not the transaction. Extreme self-awareness is essential throughout, as your reaction (body language, nonverbal cues) to any given stimuli can immediately halt the development of trust and divert attention. Talent Borrows, Genius Steals Developing captive value will prove instrumental in both professional and personal pursuits, particularly if you live and/or work in a cross-cultural environment. One of the best ways to build on your captive value is to be more aware of what and who most influences you. What is it about their style, approach, body language that you find attractive and most persuasive? Ive gleaned numerous captive value insights and tactics from the public diplomacy practitioners, law enforcement officers, and corporate diplomats Ive been fortunate enough to work with over the years. Ask yourself who in your inner circle repeatedly achieves a high rate of captive value in social settings. What do they do differently and how do they influence you and your peer group. One of my former bosses was famous for saying, talent borrows, genius steals, meaning if you are more aware of what influences you and make note of something that youve found deeply influential why not take that approach and make it your own? Indeed. Invest in your captive value to unlock and expand your influence. This article was originally published by the Huffington Post, Do you have Captive Value? Professor Cari E. Guittard is the Professor of Global Management, Corporate Diplomacy, and Womens Leadership at Hult. Grow your leadership capabilities with an MBA in international business at Hult. To learn more, take a look at our blog Leadership training: Are you learning fast enough?, or give your career a boost with our Masters in International Business. Download a brochure or get in touch today to find out how Hult can help you to learn about the business world, the future, and yourself. 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We look for diverse students with a wide range of experiences, perspectives, and interests—students who will thrive in our unique educational atmosphere. Are you ready for a truly global experience? 📠¸: @iambrunadiniz . Each year, Hult seeks to enroll a talented and ambitious incoming class from all over the world. We look for diverse students with a wide range of experiences, perspectives, and interests—students who will thrive in our unique educational atmosphere. Are you ready for a truly global experience? 📠¸: @iambrunadiniz . We’re excited to start 2020 on a ranking high! Hult is proud to have been placed #28 in Poets Quants 2020 rankings for Best Undergraduate Business Schools in the US. Taking a huge leap of 32 places from our 2019 position, we’re also very happy to have secured top positions in key categories like: life-changing experience, practicality of the degree, and global immersion. . With five global campuses, a student body of over 130 nationalities, and a learn-by-doing approach—Hult offers a student experience like no other. . We’re excited to start 2020 on a ranking high! Hult is proud to have been placed #28 in Poets Quants 2020 rankings for Best Undergraduate Business Schools in the US. Taking a huge leap of 32 places from our 2019 position, we’re also very happy to have secured top positions in key categories like: life-changing experience, practicality of the degree, and global immersion. . With five global campuses, a student body of over 130 nationalities, and a learn-by-doing approach—Hult offers a student experience like no other. . â€Å"I’m from an engineering background and needed a whole new skill set for the industry I wanted to switch to. I learned a lot about myself and how I deal with being out of my comfort zone. I learned both soft and hard skills, from how to work in very diverse teams to key accounting metrics and strategy. I was surprised by how weak I was at certain tasks in English or how strong I actually was in other areas. Hult gave me opportunities to try new things and meet people from places I never thought I would have friends. . My internship experiences gave me the chance to broaden my view of different cultures and different companies. I had the opportunity to work and live with people whose values differed from people in my home country. I thought that this would be difficult, but it gave me the chance to reflect on my own values and assess if they were a result of my home country environment or if they were intrinsically mine. . Diederick ter Kulve (@diederick.terkulve) Netherlands Masters in International Business . â€Å"I’m from an engineering background and needed a whole new skill set for the industry I wanted to switch to. I learned a lot about myself and how I deal with being out of my comfort zone. I learned both soft and hard skills, from how to work in very diverse teams to key accounting metrics and strategy. I was surprised by how weak I was at certain tasks in English or how strong I actually was in other areas. Hult gave me opportunities to try new things and meet people from places I never thought I would have friends. . My internship experiences gave me the chance to broaden my view of different cultures and different companies. I had the opportunity to work and live with people whose values differed from people in my home country. I thought that this would be difficult, but it gave me the chance to reflect on my own values and assess if they were a result of my home country environment or if they were intrinsically mine. . Diederick ter Kulve (@diederick.terkulve) Netherlands Masters in International Business . Say a big hello to our Bachelor of Business Administration program cover star, Elisa Orus Plana âÅ" ¨ . â€Å"I’m excited for the future—especially that I cant predict whats going to happen. Maybe Ill end up in Mexico working for a trading company or maybe in Africa, developing my own business. Everything is possible, and the options are constantly changing. I love the idea that Im never going to be stuck doing the same job until the end of my life if I dont want it to be like this. . Hult really supports me and my ambitions and truly believes that we deserve to be considered as professionals as well as students. Here, I get to express not just my opinions but all elements of myself. From my creative side with the Fashion Society to my finance and business sides in Trading Club and the Management Consulting Club. We get a different type of learning here. Not just essential knowledge and theory, but practical skills and mindset. The school is always evolving. We’re encouraged to innovate and to always look for new ways of doing traditional things. We learn how to be more confident and become aware of how we can impact our environment. The school aims to help you become a better version of yourself and to stand out from the crowd.â€Å" . Elisa Orus Plana French Bachelor of Business Administration Class of 2021 Say a big hello to our Bachelor of Business Administration program cover star, Elisa Orus Plana âÅ" ¨ . â€Å"I’m excited for the future—especially that I cant predict whats going to happen. Maybe Ill end up in Mexico working for a trading company or maybe in Africa, developing my own business. Everything is possible, and the options are constantly changing. I love the idea that Im never going to be stuck doing the same job until the end of my life if I dont want it to be like this. . Hult really supports me and my ambitions and truly believes that we deserve to be considered as professionals as well as students. Here, I get to express not just my opinions but all elements of myself. From my creative side with the Fashion Society to my finance and business sides in Trading Club and the Management Consulting Club. We get a different type of learning here. Not just essential knowledge and theory, but practical skills and mindset. The school is always evolving. We’re encouraged to innovate and to always look for new ways of doing traditional things. We learn how to be more confident and become aware of how we can impact our environment. The school aims to help you become a better version of yourself and to stand out from the crowd.â€Å" . Elisa Orus Plana French Bachelor of Business Administration Class of 2021"> During the final days of 2019, you probably reflected on what you’ve accomplished this year—and even this decade—and what you’d like to achieve in 2020. Let us know in the comments below. During the final days of 2019, you probably reflected on what you’ve accomplished this year—and even this decade—and what you’d like to achieve in 2020. Let us know in the comments below. â€Å"The first time we did group work on the program, I went head-to-head with a colleague. It taught me a lot about how I see people, how people see me, and how conflict can be resolved in a kind and productive way. The best feedback you get, when delivered constructively, is the most critical because it really feeds into how you lead. I’ve completely reversed my leadership style—the result is so much richer and more powerful when you lead from behind and lead with strength. . Studying in tandem with working, whilst challenging, gave me the perfect platform to directly apply learning concepts into my business environment, the competitive landscape, and the real-estate industry as a whole. When I started the program, I was very happy in my corporate role. But my courage and aspirations grew to the point that I took on a whole new direction. Having my career coach, Joanna, as a sounding board allowed me to really be strategic and get to know myself. She coached me thro ugh all the interviews, the research, and the questions. It went in parallel with what I was doing academically and after six months everything just clicked. . I went into the EMBA knowing I had nothing to lose and I’ve come out with everything. Great strength, global friends, amazing learning, mentors from professors, a job I love, and the knowledge that I can set my mind to achieve anything and with the right support and resources I’ll get there.† . Kashani Wijetunga British, New Zealand Sri Lankan Associate Director Senior Strategy Consultant CBRE EMBA Class of 2019 . â€Å"The first time we did group work on the program, I went head-to-head with a colleague. It taught me a lot about how I see people, how people see me, and how conflict can be resolved in a kind and productive way. The best feedback you get, when delivered constructively, is the most critical because it really feeds into how you lead. I’ve completely reversed my leadership style—the result is so much richer and more powerful when you lead from behind and lead with strength. . Studying in tandem with working, whilst challenging, gave me the perfect platform to directly apply learning concepts into my business environment, the competitive landscape, and the real-estate industry as a whole. When I started the program, I was very happy in my corporate role. But my courage and aspirations grew to the point that I took on a whole new direction. Having my career coach, Joanna, as a sounding board allowed me to really be strategic and get to know myself. She coached me thro ugh all the interviews, the research, and the questions. It went in parallel with what I was doing academically and after six months everything just clicked. . I went into the EMBA knowing I had nothing to lose and I’ve come out with everything. Great strength, global friends, amazing learning, mentors from professors, a job I love, and the knowledge that I can set my mind to achieve anything and with the right support and resources I’ll get there.† . Kashani Wijetunga British, New Zealand Sri Lankan Associate Director Senior Strategy Consultant CBRE EMBA Class of 2019 . â€Å"It was now or never. I knew that I’d have likely stayed in my neighborhood for years to come if I didn’t take this opportunity. I’d not lived or studied outside of the U.S. before. So I left my job as a global strategist at an advertising agency and moved halfway around the world. I’ve come back a more culturally aware, well-versed person. I’ve realized that everything is a learning experience and an opportunity for growth. Ill definitely carry this mindset with me into the future. Technology and social media allow us to be different people in several places at once. Im excited to see how I can establish myself in whatever city Ill be lucky enough to call home and still maintain deep connections with people all over the world. I’m inspired by my classmates every day. Hearing some of their life stories and how getting this degree fits into their greater mission has been very humbling. My biggest challenge has been finding the ‘right’ path for me. There have been rooms Ive felt like I shouldnt be in, but now Im proud to feel as though I truly belong, wherever I am.† . Dwayne Logan, Jnr. American MBA Class of 2019 . â€Å"It was now or never. I knew that I’d have likely stayed in my neighborhood for years to come if I didn’t take this opportunity. I’d not lived or studied outside of the U.S. before. So I left my job as a global strategist at an advertising agency and moved halfway around the world. I’ve come back a more culturally aware, well-versed person. I’ve realized that everything is a learning experience and an opportunity for growth. Ill definitely carry this mindset with me into the future. Technology and social media allow us to be different people in several places at once. Im excited to see how I can establish myself in whatever city Ill be lucky enough to call home and still maintain deep connections with people all over the world. I’m inspired by my classmates every day. Hearing some of their life stories and how getting this degree fits into their greater mission has been very humbling. My biggest challenge has been finding the ‘right’ path for me. There have been rooms Ive felt like I shouldnt be in, but now Im proud to feel as though I truly belong, wherever I am.† . Dwayne Logan, Jnr. American MBA Class of 2019 . Happy New Year, Hultians! . Happy New Year, Hultians! .