Post by leunas on Sept 27, 2006 19:00:05 GMT -5
Face it: trust is essential in building any relationship. Be it in politics, work, or even pulling of massive online heists, you'll need trust. Here are a few quick ways to gain trust - even if you might not deserve it.
Seem like someone people trust - this is the obvious first step according to Harvard Business School negotiations professor Deepak Malhotra. Give out references, show off your Friendster or Multiply testimonials, ask friends to give in good word. As always, perception is everything.
Go Slow - keeping things casual allows you and your client/target/mark to get to know each at a comfortable pace. Comfort doesn't lower the chances of doubt.
Propose setting milestones - if for example the person you're dealing with isn't willing to go all the way with you, offer a short term non exclusive deal first or something like that. Bottom-line is, go out of the way to prove your competency first. Your victim, er, I mean partner, will feel more comfortable committing to an exclusive agreement with you.
Body Language and General Appearance - Body language may differentiate from culture to culture, but knowing all those tiny little nuances really helps. In African countries for example, it is considered disrespectful to look your boss in the eye. In MMORPGs, calling someone a n00b is an insult most of the time. Follow the cultural mores and you'll be set. Also, studies show that showing skin (within that culture's limits of decency, of course) instills the thought that you're open and welcoming. Again, this leads back to that comfort leads to trust thing.
Know the lingo - knowing what to say and what not to say, and most importantly when to speak up, is important in convincing people that you're not fooling them.
Consistency - this is a key part of espionage according to Peter Earnest, director of the Spy Museum in Washington, D.C. He says basically that if someone is sloppy, the "source" fades away. Keep your facts straight. Present yourself consistently. This ties in with our next point...
Be credible - if at anytime your customer or client discovers you're lying, all trust goes out the window. You obviously do not want this to happen.
I guess consistency and credibility is bottom-line in maintaining trust. In simple terms: If you want keep someone's trust, call when you say you're going to call, and show up when you say you're going to show up. To gain that trust, go slow, know the culture, and always, always look the part.
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