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Managers as Mentors, 3rd Edition by Marshall Goldsmith, Chip R. Bell

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Communicating Credibility, Allen-Style

Trust depends on credibility. We trust another when we believe the person has the wherewithal to actually perform what is promised or needed. Wherewithal includes competence, credentials, and correct conduct. We examine the plaques on the physician’s wall, see the badge on the police officer’s uniform, or hear the tone of the pilot’s voice during in-flight turbulence to gain clues into matters of credibility.

Allen was great at demonstrating credibility as a step in trust building. “What if we did it like this?” prefaced his lessons in stage performance. His tone carried three essential ingredients for communicating credibility: exposition, exploration, and inclusion. Allen knew how to show off without being ...

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