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Building Trust The Key To Influencing People |
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By: Vadim Kotelnikov, Founder, Ten3 Business e-Coach – Inspiration and Innovation Unlimited, 1000ventures.com, 1000advices.com
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"If you don't trust people, people will not trust you." – Lao Tzu "To be trusted is a greater compliment than to be loved." – George MacDonald |
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Stray Birds By: Rabindranath Tagore "Let this be my last word, but I trust in thy love."... More Trust Defined Mutual trust is a shared belief that you can depend on each other to achieve a common purpose. More comprehensively trust defined as "the willingness of a party (trustor) to be vulnerable to the actions of another party (trustee) based on the expectation that the trustee will perform an action important to the trustor, regardless of the trustor's ability to monitor or control the trustee."8 "People sense how you feel about them. If you want to change their attitudes toward you, change the negative attitudes you have toward them." Building relationships requires the building of trust. Trust is the expectancy of people that they can rely on your word. It is built through integrity and consistency in relationships. Effective Listening: The Bottom Line of Trust If you listen well people will trust you. "You cannot establish trust if you cannot listen. A conversation is a relationship. Both speaker and listener play a part, each influencing the other. Instead of being a passive recipient, the listener has as much to do in shaping the conversation as the speaker"9... More Managing Cultural Differences
Empathy Empathy is valued currency. It allows us to create bonds of trust, it gives us insights into what others may be feeling or thinking; it helps us understand how or why others are reacting to situations, it sharpens our “people acumen” and informs our decisions. Empathy is also particularly critical to leadership development in this age of young, independent, highly marketable and mobile workers... More Trust-based Working Relationships Trust has an important link with your organizational success. "Trust elevates levels of commitment and sustains effort and performance without the need for management controls and close monitoring."4 Trust between a manager and an employee is based on the trustor's perception of the trustee ability, benevolence, and integrity. Case in Point GE Work-Out
Trust as a Source of Competitive Advantage Trust-based working relationships are an important source of your sustainable competitive advantage because trust is valuable, rare, imperfectly imitable, and often nonsubstitutable. The level of trust a corporate leader is able to garner from his/her employees is contingent upon the employee's perceptions of the leader's ability, benevolence, and integrity. A study that was conducted to determine whether trust could be a source of competitive advantage8 showed that trust is significantly related to sales, profits, and turnover. More broadly, the study concluded that "the ability of a general manager to earn higher trust from her or his employees likely creates a competitive advantage for a firm over its rivals."7 Customers Will Come Back If...
Trustee's Ability, Benevolence, and Integrity... Establishing Rapport... Eye Contact... Building Trust in Business Partnerships... Eight Conditions for Trust Between Organizations... Building Trust By Acting Consistently... Assessing the Trust Level... Best Practices HP Values...
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