Networking is building relationships. Once a relationship is built, one may start to think about meeting people on a business footing and, hopefully do business in the normal way.

It is a cliché but so true, 'people buy people before buying goods and services'. The three core steps to build a social or business relationship are knowing, liking and trusting.

People like it when a person is polite, courteous and respectful. Good manners are good business, and bad manners are often no business. Life is too short to be dealing with unsavoury and objectionable characters: during business events one should look out for these people and try to avoid them as much as possible.

When networking, people's key fear is that of rejection. 'FEAR' is an acronym standing for 'false expectations appearing real' and most of the time this is true. When one meets the odd hooligan, their norm is to reject in a subtle, but sometimes obvious, manner. Therefore, it is wise knowing that there is a tiny percentage of these people around. In such cases, one is advised to excuse himself politely and move on to other people.

The 10 important rules to avoid unpleasant behaviours and avoid becoming a networking hooligan are:

1. Giving physical space and not standing too close during a conversation;

2. Not disrupting another group's conversation;

3. Making sure to integrate all the persons within the group into the conversation;

4. Acknowledging one's departure from a conversation;

5. Allowing the other person to converse without feeling hijacked;

6. Avoiding sneers or uncomplimentary comments about other people and their business;

7. Drinking within reasonable measure;

8. Approaching only the open;

9. Avoiding inappropriate jokes or anecdotes;

10. Making eye contact during a conversation.

It is wise to ensure that one does not act or is not accused of behaving like a hooligan. These behavioural attitudes guide a person to approaching and fulfilling successfully the networking practice.

Mr Kintish is a leading UK authority on effective and confident networking. He will be visiting Malta between March 3 and 8. On March 4 he will present a public seminar at the Westin Dragonara Resort. For more details and booking information visit www.mgimalta.com.