Capítulo 1
Beyond Networking: The Authentic Path to Meaningful Connections
In a world obsessed with strategic networking and calculated relationship-building, Michelle Tillis Lederman's "The 11 Laws of Likability" offers a refreshingly different approach. The book has quietly become a cornerstone text in business schools across the country, with endorsements from leadership experts like Marshall Goldsmith and companies including JPMorgan Chase. What makes this book stand out in the crowded field of professional development literature is its radical premise: that authentic connection, not manipulation, creates the most powerful professional relationships.
Lederman's epiphany came during a teaching moment at NYU when a student bluntly pointed out that her objective was simply to make them like her. Her initial defensive reaction-"I don't care if you like me!"-revealed her discomfort with this fundamental truth about human interaction. This moment transformed her understanding of relationship-building and led to the framework that has helped thousands of professionals move from transactional networking to meaningful connection.
The book's approach has proven particularly valuable in our post-pandemic world, where authentic relationships have become even more crucial as we navigate hybrid work environments. Unlike traditional networking advice that focuses on working a room with strategic objectives, Lederman's laws guide readers toward uncovering what's genuinely likable in themselves and others-creating relationships that benefit everyone involved through honest, authentic interaction.
Capítulo 2
The Foundation: Authenticity as Your Greatest Asset
The real you is the best you. This deceptively simple principle forms the cornerstone of all eleven laws of likability. When we're authentic, we feel natural and energized. When we're inauthentic, we feel uncomfortable, awkward, and drained from the mental effort of acting unnaturally.
We often put on false faces when we dread situations or feel inadequate. Samuel, a passionate museum manager, considered quitting his job because he felt his networking ineptitude would hurt fundraising efforts. At events, his forced laughter and plastered-on smile prevented him from conveying his genuine passion to potential donors. Yet in one-on-one settings, his enthusiasm for the museum's plans was moving and infectious.
The secret to authenticity is simple yet challenging: don't try, just be. Stop trying to be who you think you "should" be. Quit monitoring your actions. Don't think, just be. This doesn't mean being rude or inappropriate-it means connecting with your true self and letting it shine through so others can connect with you too.
Introverts often believe they're at a disadvantage in networking situations, but they possess natural strengths for making connections, particularly their listening skills. The key is honoring your own rhythms rather than trying to emulate extroverted colleagues. It's perfectly acceptable to leave functions early if socializing drains you, or to speak only when you have something meaningful to contribute.
Even in difficult situations-like working with people you don't particularly like-authenticity remains crucial. When managing Kevin, an underperforming team member who caused extra work for everyone, I initially approached his performance review with frustration. However, by deliberately seeking out his strengths-his consistently positive attitude and exceptional rapport with clients-I found an authentic way to connect. This led to a productive conversation that ultimately helped him find a better-fitting role in the company.
The lesson is clear: when dealing with difficult people, "find the good" rather than forcing fake pleasantries, which are usually transparent anyway. Authenticity creates the foundation for all other aspects of likability.
Capítulo 3
Self-Image: The Mirror That Shapes Your Connections
Before others can like you, you must first like yourself-this is the law of self-image. We often judge ourselves more harshly than we judge others, letting negative self-perceptions limit our potential. When we don't pursue opportunities because we assume rejection, we're affirming these negative assumptions as our reality.
Creating a positive self-image isn't about achieving perfection, but about managing self-doubts while appreciating our unique qualities. Even the most self-assured people experience moments of self-doubt. The key is learning to work through these moments by reconnecting with what you know you can contribute rather than focusing on what you can't.
One executive confided that it took years to feel worthy among "the big dogs," but by consistently reassessing his value during moments of doubt, he trained himself to embody awareness of his assets, allowing his career to thrive alongside his positive self-image.
Negative self-perceptions adversely impact productivity, decisions, and even health. We often hold onto these patterns as protection against failure or to avoid upsetting the status quo. While holding ourselves back may feel safe, it limits our growth and achievement.
What we think about ourselves becomes who we are. Through coaching sessions, clients like Sandy discover their strengths by identifying positive adjectives that truly describe them. When Sandy initially struggled to name her qualities, guided questioning revealed she was responsible, organized, and strategic. As Sandy recognized these qualities in herself, her entire presence transformed from physically minimizing herself to becoming animated and confident.
We all engage in self-talk, and when we repeatedly tell ourselves something, we eventually believe it. Sports psychology studies consistently show that transforming harsh thoughts into self-encouragement and positive self-talk helps athletes succeed. Negative thoughts become true when played on repeat in your mind, as others pick up on and believe what you project about yourself.
When negative thoughts arise, treat yourself as you would treat a friend experiencing self-doubt. Counter the inner bully with your inner cheerleader. Like Sandy, who replaced "You are unqualified and inexperienced" with "You have valuable skills from life experience; you're responsible, organized, and strategic," you can learn to catch negative thoughts earlier and transform them into positive self-perceptions.
Capítulo 4
Perception: Managing How Others See You
The law of perception states that what we perceive becomes our reality about others. First impressions form quickly and are powerful-it's far easier to make a good first impression than to change a bad one. While we can't completely control others' perceptions of us, we can influence them positively.
Perceptions can differ from reality for three main reasons: different communication styles, inconsistent communications, and self-doubt. Understanding these factors helps us manage how others perceive us.
We all have natural tendencies in how we communicate, interact, solve problems, and make decisions. These different styles can be categorized into four main types based on how we make decisions (fast vs. considered) and what influences those decisions (objective vs. subjective): Straight Line (fast/objective), Zig Zag (fast/subjective), Angle (considered/objective), and Circle (considered/subjective).
Understanding your own style and recognizing others' helps manage perceptions. Interestingly, people with diagonally opposite styles on this matrix often create the most innovative collaborations because they balance each other's approaches.
The three Vs of communication-verbal (word choice), vocal (tone), and visual (facial expressions and body language)-must be consistent to transmit an authentic message. When they're misaligned, people perceive you as inauthentic or confused. According to psychologist Albert Mehrabian's research, a person's "Total Liking" is determined 7% by verbal content, 38% by vocal tone, and 55% by facial expressions. Your body language must support your words for your message to be believed.
When you don't believe your own message, your body and voice betray you. To project your authentic self, you must believe in the positive qualities you want to express. Before important interactions, visualize the words that define you and imagine how they would look in action.
How you frame your messages significantly impacts others' perceptions. Comparing two employees describing the same outcome-one focusing on past failures, the other on improvement-demonstrates how emphasizing positives creates favorable impressions.
Understanding how our actions create others' perceptions gives us significant control over those perceptions. Be comfortable being yourself while remaining aware of signals from others. Use your knowledge about communication styles to stay flexible and moderate your behavior for best effect.
Capítulo 5
Energy: The Contagious Force That Drives Connection
Energy is contagious and significantly impacts our interactions. When career counselor Rick dreaded meeting with a difficult student, his negative energy manifested physically-his smile disappeared, his body tensed, and his demeanor became distracted. By consciously shifting to positive energy (recalling a successful student interaction), Rick transformed his next meeting with the challenging student into a productive session.
The energy we bring to situations impacts how our interactions unfold. Whether reflected in personal mottos like "Never let them see you sweat" or "You're never fully dressed without a smile," energy derives from both natural personality and moment-to-moment mood. Others perceive this energy through our body language, facial expressions, stance, breathing, and word choices.
Authentic positive energy is likable, but this doesn't mean artificially becoming the peppiest person in the room. It means being sincere while not letting a bad day negatively impact your interactions. Learning to project the right energy at the right time in the right place-authentically-is fundamental to connecting effectively with others.
To harness energy effectively, we must be aware of what vibe we're giving off, determine how well it's working, and adjust if necessary. When entering a situation where you don't feel your best, shift your energy by thinking about the emotion you want to embody and conjuring a specific memory of feeling that way. Recall details to strengthen the memory: hear the client praising your solution, see colleagues' admiration, remember completing a challenging task successfully.
Creating connections requires awareness of both your energy signals and those of others. We often instinctively interpret energy from subtle cues-the way someone says "Hello" on the phone reveals whether they're curt, chipper, or guarded. Body language, tone of voice, and speech rate all indicate someone's energy state.
We all have an energy persona driven by our natural personality and outlook. Understanding your own energy helps you recognize when it's working for or against you. By understanding our energy patterns, we can make strategic adjustments that create more productive and fulfilling interactions.
Capítulo 6
Curiosity: The Gateway to Genuine Connection
Curiosity creates connections-that's the fundamental law. When you don't know how to start a conversation, begin by being genuinely curious. People love to talk; you just need to know how to engage them. Good conversations involve give-and-take where both people are genuinely engaged, listening, responding, and connecting.
Starting conversations can feel awkward or like a chore. You might worry about not having anything interesting to offer, saying something embarrassing, or simply feeling too busy to meet someone new. Yet initiating conversations and remaining curious about people is fundamental to building valuable relationships.
When uncertain how to begin, tap into your genuine curiosity about the person-wondering about their successful projects, hobbies, or interests-and ask general questions about topics you enjoy discussing. Often, pursuing just one topic gets the dialogue rolling, with subjects flowing naturally into one another until you've formed a connection.
Effective curiosity requires skill in asking questions. Vary your approach depending on the conversation's stage and your partner's answering style. Open-ended questions work best at the beginning or when conversation stalls, while probing questions help deepen ongoing discussions.
Open-ended questions require more than one-word responses and typically begin with what, how, how come, or why. Rather than asking "Did your company send you?" which invites a simple yes or no, ask "What brings you here?" to encourage fuller responses. Almost any closed question can be rephrased to stimulate dialogue-"Do you like living in Atlanta?" becomes "What do you like about living in Atlanta?"
When meeting someone new, especially in unfamiliar settings, you can rely on broad fallback questions to break the ice. While questions like "What do you do?" may seem trite, they're effective starting points. The key is genuinely listening to responses and following curiosity threads.
Asking for opinions sparks engaging conversations, whether about speakers, corporate news, or politics. The key is genuine interest-if you're not curious about the topic, your disengagement will show.
Hypothetical questions work best after establishing initial rapport, as they encourage deeper thinking and reveal unexpected insights. These can range from professional scenarios ("How would you handle a promotion over a close colleague?") to fanciful ones ("What would you do first if you won the lottery?").
Asking for advice creates positive connections because helping others feels good. Whether seeking directions or recommendations, these questions make people feel valued for their knowledge.
When we remain genuinely curious, conversations flow naturally and authentically. Curiosity eliminates distractions and uncertainties, allowing us to naturally demonstrate engagement through good eye contact, appropriate head nods, and interesting follow-up questions.
Capítulo 7
Listening: The Undervalued Art of Connection
Listening is not a passive activity but requires energy and concentration to truly understand what others mean rather than what we think or want them to mean. How we listen impacts our likability as much as what we say, making effective listening crucial for building relationships.
The foundation of the law of listening is listening to understand. We fundamentally want to be understood, but this requires receptive listening from others. Effective listening builds trust and collaboration, allowing us to assess needs, identify interests, discover commonalities, tune into emotions, determine communication preferences, and uncover concerns.
Understanding different listening levels helps us use them appropriately in conversations to build relationships:
Level 1: Inward listening is filtering what we hear through our own experiences. When someone says "I love that color blue" and we respond "Me too!" or "I prefer darker shades," we're responding based on our preferences. This basic level helps establish commonalities and express empathy through self-disclosure, making others comfortable enough to open up. However, overreliance can make conversations all about us rather than building genuine connection.
Level 2: Outward listening focuses on the speaker, relating what they're saying to what we know about them. When someone likes blue, we might respond "Blue looks good on you" or "Why do you like it?" This level leverages curiosity through expansion probes like "Tell me more" or "How come?" Moving between inward and outward listening creates powerful communication that establishes commonality while broadening conversation.
Level 3: Intuitive listening expands beyond merely focusing on words to perceiving how things are said and what remains unsaid. It involves reading body language, tone, facial expressions, and overall energy. When listening intuitively, you verbalize perceptions while remaining open to correction. While intuitive listening makes people feel deeply heard and validated, it should be used judiciously-it's exhausting to maintain constantly and can seem intrusive with new acquaintances.
Effective listening requires recognizing what level you're engaged in and building skills to listen more effectively. We all process information differently based on our accumulated experiences-our "pedestals." The problem is that no one else shares our exact viewpoint. To truly listen, we must stay open to the possibility that our perceptions aren't entirely accurate and continually ask, "How else can I interpret this situation?"
Active listening requires focus despite the mind's tendency toward distraction. Several techniques can help manage internal interruptions: acknowledging distractions briefly, jotting down distracting thoughts, incorporating distractions into conversation when appropriate, or honestly postponing conversations when you're too distracted to engage meaningfully.
Capítulo 8
Similarity: Finding Common Ground in Unexpected Places
We naturally connect with people who share similarities with us, even when those commonalities aren't immediately obvious. The law of similarity states that people naturally like those who resemble them. When we meet someone with strong similarities, our comfort level increases rapidly, conversation flows easily, and likability becomes palpable.
People validate their impressions by consulting trusted sources-a principle called the "law of association," which is a sublaw of similarity. We trust recommendations from people in our industry about vendors or software, consider job candidates endorsed by colleagues, and feel more comfortable with blind dates arranged by friends. This explains why companies offer employee referral bonuses-they value recommendations from trusted staff.
Commonalities exist everywhere, even when not immediately obvious. Social media platforms like LinkedIn demonstrate how closely connected we are. Beyond mutual acquaintances, we can discover similarities in experiences, beliefs, values, demographics, education, and work history-all potential foundations for authentic connection.
Initial conversations often involve ritualized questions about school, hometown, and work-finding matching responses instantly increases interest. This "you too, me too" phenomenon leads to continued conversation and willingness to deepen the connection. To uncover similarities effectively, avoid interrogation-style questioning by sharing information about yourself-mentioning organizations, places, hobbies and interests creates opportunities for others to discover commonalities too.
Discovering parallel life experiences creates instantaneous connections. While simple shared experiences like learning to drive can be relatable, emotional or personal disclosures often create deeper bonds. These significant shared experiences build trust because they communicate "you really get me."
Common causes create powerful connections when two people share passionate beliefs, whether through religious faith, political views, or volunteer work. These shared values forge fast, intense bonds. To discover these commonalities, ask questions about volunteering, religious affiliations, or political views-just remain sensitive if conversations become heated.
When we connect with someone, we often unconsciously mirror their actions and speech patterns. This mirroring happens naturally when we're engaged, but you can also consciously use it to show understanding-like leaning forward when someone speaks excitedly. Don't force it or play copycat; simply allow your genuine engagement to show in your movements.
When meeting new people, actively look for commonalities to build trust. Ask questions and remain attentive to responses-the ways you might connect with someone are virtually limitless. These commonalities create the foundation for trust in new relationships.
Capítulo 9
Creating Lasting Impressions Through Mood Memory
People remember how you made them feel more than what you said. This illustrates how our emotional responses to people linger long after interactions end. When we recall pleasant conversations with friends, we often smile; when remembering difficult interactions, we experience discomfort.
Research shows memories are encoded not just with sensory data but with our emotional state. These mood memories significantly impact likability-if people associate positive feelings with you, they'll want to interact with you again.
We've all experienced thinking about someone and feeling good without remembering exactly what was discussed. This illustrates the law of mood memory: people remember how you made them feel rather than what you said. The colleague who puts everyone at ease leaves a positive impression, while the one who dismisses ideas and talks over others creates negative associations.
Mood memory represents the culmination of all previous likability laws. By applying these principles effectively, you create positive impressions that linger after conversations end. The laws work together as an interconnected system to enhance your connections with others.
Your word choices, body language, and energy create a cycle that shapes others' mood memories of you. The energy you bring influences your words and body language, which transmits to others and impacts how they remember the interaction. With awareness, you can consciously affect this cycle.
Words reflect our thinking patterns and can be deliberately chosen to frame situations positively. Body language contributes over 50% to overall likability, with verbal and nonverbal messages needing consistency. Four key aspects deserve attention: eye contact (which releases feel-good endorphins), genuine smiling (perhaps the most immediate expression of likability), appropriate nodding (being mindful of gender differences in nodding patterns), and respecting personal space.
Verbalizing positive thoughts creates meaningful connections. When my colleague Laurie faced cancer with grace and courage, I told her how much I admired her-a moment that became meaningful for us both before she passed. This experience taught me to express appreciation in everyday moments too. Noticing and articulating what you genuinely admire in others makes them feel understood and valued, building stronger connections.
Asking for advice from those you admire sends the message "I value you," creating positive mood memories as people feel respected for their strengths. Though seeking advice may leave you feeling vulnerable, this openness demonstrates authenticity-a highly likable quality that invites ongoing communication.
Ending conversations requires perfect timing-too early signals disinterest, too late suggests you're oblivious to social cues. Ideally, leave others wanting more and feeling energized. The essence of mood memory is creating positive associations so people remember you favorably. While there are many techniques to increase the likelihood of good mood memory, authenticity remains the most crucial factor.
Capítulo 10
Building Trust Through Familiarity
Familiarity breeds trust and comfort, enhancing likability even when you're not physically present. People naturally feel more comfortable with what they know. This principle drives advertising too, where increased exposure builds trust and brand validity. The key is building familiarity authentically, reaching out for genuine connection rather than self-promotion.
After establishing a connection and creating positive mood memory, maintaining familiarity becomes essential. Regular outreach in various ways strengthens connections. Even simple language choices like using "we" in follow-ups reinforces the relationship you're building.
Sending congratulatory notes is an unobtrusive way to stay in someone's mind while showing you were genuinely listening during your conversation. Topics might include upcoming work events, alma mater news, vacation plans, family milestones, or birthdays.
The internet has revolutionized how we create familiarity. Social networking sites offer excellent ways to maintain connections without needing specific reasons to reach out. Facebook provides a pure social networking platform for reconnecting with old acquaintances and establishing new connections. LinkedIn serves as a business-oriented networking site with a "gated access" approach that creates immediate trust since connections require preexisting relationships or shared contacts. Twitter functions as the internet's short message service with open networks that allow following anyone from average citizens to celebrities.
Creating familiarity doesn't require scheduled meetings or planned conversations. By following up on shared details and using electronic resources, you can steadily build familiarity and associate your name with appropriate ideas and events. The key is pursuing these strategies authentically without being obtrusive or pushy. Don't get in someone's face-just be in their circle.
Capítulo 11
The Generous Spirit: Giving Without Expectation
The Law of Giving emphasizes doing things for others simply because you want to, not expecting anything in return. Even small gestures signal that you think someone is worth the effort. Everyone needs assistance, regardless of seniority. Generosity with support and time fosters likability and familiarity, keeping you in people's minds.
Everyone has something to offer others, whether suggesting resources, creating opportunities for interaction, or offering feedback. By expanding our creative approaches beyond tried-and-true methods, we can see giving as a never-ending process that benefits our careers. Embracing opportunities to help others adds value to relationships in countless ways.
I'm a natural matchmaker, constantly thinking about connecting people who would benefit from meeting each other. This process activates multiple likability laws: I get curious, listen attentively, and recognize similarities. Before making introductions, I always confirm both parties' interest, mindful that introductions carry the weight of my reputation.
Extending an invitation is one of the easiest ways to give to someone. Everyone enjoys being invited to events. Look for opportunities to include people in activities that connect to your shared interests, backgrounds, or mutual acquaintances.
Creating groups around shared interests builds powerful connections. The power of these informal associations lies in their mutual support and resource sharing. Groups can form around any common interest-professional networks, book clubs, investment clubs-providing regular opportunities for meaningful connection.
Sharing relevant information builds meaningful connections. When following up with new contacts, I note their interests and later share relevant articles or resources. This targeted sharing demonstrates thoughtfulness, though I'm careful to understand my audience and avoid overwhelming them with unwanted information.
Favors and advice are powerful ways to give, though they require sensitivity. When offering advice, I ask permission first with questions like "Are you interested in an opinion?" to avoid creating tension. The key is offering value conscientiously-being mindful not to overextend connections or impose unwanted guidance. True giving comes from genuine desire to help, not expectation of return.
Giving freely often yields unexpected returns. When I share travel recommendations or connect people with resources, I frequently gain new knowledge myself. The key is honest intentions; if you expect repayment, it's not truly giving, and others will sense your motivations.
Capítulo 12
The Power of Patience in Building Relationships
Patience may be a virtue, but it's not natural for everyone. Yet it yields incredible value. After six proposals and more than twelve months of providing free advice and resources, I finally landed Aaron as a client. Many would have given up, but patience ultimately paid off.
Early in my career, I lived by "quid pro quo"-expecting equal exchanges of favors. This led to disappointment with colleagues like Todd, whose lack of reciprocation made me feel taken advantage of. Only during my exit interview did I learn Todd had given me a glowing recommendation to his manager. The law of patience means freeing your mind from the burden of expectations. Your results may not be what you expect or when you expect them-you may not even be aware of them at all.
When you act selflessly in relationships, good things eventually come from those actions. Sometimes benefits appear quickly, sometimes years later, and sometimes nothing happens-that's okay too. The goodness you put into the world multiplies in ways you may never see.
Friendships take time to develop and often the strongest bonds form with people different from ourselves. When we're impatient with relationships, we can appear pushy or needy. The lesson: truly lasting friendships are rarely instantaneous. Stay open to possibilities in every connection, adjust your style when needed, and don't force closeness that isn't authentically there yet.
Patience is the culminating law because it's needed to embrace all others. Having patience means doing something without expecting immediate returns, trusting that kindness repays kindness even in non-obvious ways. It means having patience with ourselves and others while we find similarities, build relationships, establish trust, and create familiarity. The true essence of patience is knowing that somewhere, someone benefits from how you've lived the laws of likability.
Capítulo 13
From Theory to Practice: Living the Laws of Likability
Likability isn't just a nice concept but an approach to life that creates meaningful connections strengthening relationships, self-awareness, productivity, and results. Though authenticity is the foundational principle, all eleven laws work together in concert. The book isn't meant to be linear-focus on laws most useful for your current situation, master one before moving to another, and always apply them with openness and authenticity.
When people ask how I get clients and build my business, the answer is simple: I "live the book." By providing value beyond what I'm hired for without expecting returns, I've built strong relationships with clients who give me repeat business. We find commonalities, stay proactively connected, and talk about things beyond work. We simply like each other-and people do business with people they like.
The laws of likability aren't manipulative techniques but rather pathways to authentic connection. By embracing authenticity, cultivating positive self-image, managing perceptions, harnessing energy, practicing curiosity, developing listening skills, finding similarities, creating positive mood memories, building familiarity, giving generously, and exercising patience, we create meaningful relationships that enrich both our professional and personal lives.
In a world increasingly dominated by digital communication and transactional interactions, the ability to form genuine human connections becomes even more valuable. The 11 laws provide a framework not just for professional success but for a more fulfilling approach to all our relationships-one based on authenticity rather than calculation, on giving rather than taking, and on patience rather than immediate gratification.
