Results Through Relationships: Building Trust, Performance, and Profit Through People

Chapter 2. Reveal Your Flaws without Fear

Admit it. There are times when you're reluctant to say to a business colleague, "I don't know," or "I'm not good at x." You're convinced she'll be disappointed in you. Or at the very least, she'll decide you're not as capable as she assumed you were.

This is a very human reaction, even more so in business relationships than in personal ones. But it's not the way you should act if you want the highest possible results. There's paranoia in the work place that surrounds accepting blame or admitting that you're not sure how to achieve a goal. It goes back to the idea of not showing weakness to an enemy. In today's organizations, however, your bosses and customers are not your enemies (unless you treat them that way).

Revealing flaws without fear communicates authenticity, attracts others, and is a firm seed-planting behavior that builds trust. The most genuine people in the room are the ones who are the most transparent. They are not hesitant to express their doubts and uncertainties as well as their visions and values. People love to work with individuals who are authentic. It ratchets relationships up to new levels—levels where people are eager to give as well as receive.

The following story illustrates the challenges that often prevent people from making themselves vulnerable.

TURN A MISSED OPPORTUNITY INTO A MADE ONE

Have you ever committed an incredibly bad business blunder? Have you ever experienced that awful, rollercoaster stomach-dropping ...