People Skills:

Establishing Relationships

Building Trust

The Key To Influencing People

Vadim Kotelnikov personal logo Vadim Kotelnikov

Founder, Ten3 Business e-Coach Happiness, Achievement, Inspiration, and Innovation unlimited!

"To be trusted is a greater compliment than to be loved." ~ George MacDonald

"If you don't trust people, people will not trust you." ~ Lao Tzu

Trust versus Credibility

  • Credibility is intellectual

  • Trust is visceral

 

Building Trust: Behavioral Attributes4

  • sharing important information, especially about oneself

  • willingness to be influenced

  • avoiding the abuse of team-members' vulnerability (because of their inadequate access to information or lack of positional power, and so on)

  • being fair

  • fulfilling promises

Manager's Tasks: Placing Trust in People

Demonstrate trust in your staff, and prove yourself worthy of trust:

  • Never make promises that you are not able or are not intending to keep

  • Never ask others to do anything that you would not do yourself

  • Ensure your people know that they can count on your respect and your loyalty, unless and until they prove undeserving

12 Effective Leadership Roles

A. Create an Inspiring Vision & Lead by Example

  1. Demonstrate confidence; win respect and trust without courting popularity... More

Best Practices: HP Values

  • We expect HP people to be open and honest in their dealings, so as to earn the trust and loyalty of others. People at every level are expected to adhere to the highest standards of business ethics and must understand that anything less is totally unaccepted... More

Turn Your Customers Into Teachers: Listening Tips

By: Michael Dell

 

12 Tips for Global Business Travelers

People Skills

Win-Win Mindset

Coaching

Business Success Secrets

Trust As a Source of Competitive Advantage

Strategic Partnerships

Developing Trust Between Two Organizations

8 Conditions for Trust Between Organizations

Getting People Issues Right in Mergers and Acquisitions

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.

"Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships." ~ Stephen Covey

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

Yin-Yang of Influencing People

Eye Contact

There's an old myth if you won't look at me I can't trust you. It might be true, might be not. But if they believe it, it's true!... More

NLP Technology of Achievement: Rapport

Rapport is a process of building a sustaining relationship of mutual trust, harmony and understanding. It is essentially meeting individuals in their model of the world. Rapport starts with acceptance of the other person's point of view, their state and their style of communication.

Same Reality, Different Perceptions

This happens through matching the accessing cues from words, eye movements and body language. Rapport is the ability to be on the same wavelength and to connect mentally and emotionally. It is the ability to join people where they are in order to build a climate of trust and respect.

4 NLP Perceptual Positions

Having rapport does not mean that you have to agree, but that you understand where the other person or people are coming from... More

Managing Cultural Differences

Cultural differences play a key role in the creation of trust, since trust is built in different ways, and means different things in different cultures... 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.

Building Trust in Global Virtual Teams

In global virtual teams, when your team is not in one building but all over the globe, you must build trust differently. "Trust takes on a whole new meaning in virtual teams. When you meet your workmates by the water cooler or photocopier every day, you know instinctively who you can and cannot trust. In a geographically distributed team, trust is measured almost exclusively in terms of reliability," says Erin Meyer10 from INSEAD.

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 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... More

Building Trust in Business Partnerships

Trust both between individuals and organizations is at the core of and delivers significant benefits in today's complex and rapidly changing knowledge economy.

New Economy: Key Features

With trust as a foundation, the companies or teams within a company can share their know-how to achieve synergy results that exceed the sum or the parts. "Unlike formal contracts or rigid hierarchies, trust frees partners to respond together to the unexpected, which is essential for mutual creativity. Trust also fosters enthusiasm, ensuring the best performance from everyone."5... More

 Lessons from Jack Welch  3Ss of Winning

3Ss of Winning in Business

Self-confidence: Give people a voice, get them talking and listening to and trusting one another... More

 Case in Point  General Electric (GE) Work-Out

One of the four GE Work-Out's major goals is to build trust through encouraging employees to speak out critically inside the company about GE and the way they perform their jobs without negative consequences to their careers... More

 

 

References:

  1. The Tao of Coaching, Max Landsberg

  2. Secrets of Power Persuasion for Salespeople, Roger Dawson

  3. Essential Manager's Manual, Robert Heller and Tim Hindle

  4. The Leadership Crash Course, Paul Taffinder

  5. Trusted Partners, Jordan D. Lewis

  6. Building Trust Across Cultural Boundaries, Ira Asherman, John W. Bing, Ed.D., and Lionel Laroche

  7. Strategic Management: Competitiveness and Globalization, Edition 4, Thomson Learning

  8. The Trusted General Manager and Business Unit Performance: Empirical Evidence of a Competitive Advantage, J.H.Davis, F.D.Schoorman, & H.H.Tan

  9. Selling With NLP, Kerry L. Johnson

  10. The Four Keys To Success With Virtual Teams, Erin Meyer