Chapter 1
Fundamental Truths
Building trust can be a surprisingly simple thing—yet it is anything but easy. Trust is a complex concept in human relationships. It is often misunderstood, even though it is something practiced somewhat unconsciously all the time. We intend this book to do double duty: to give you practical, commonsense advice, while at the same time allowing you to think critically and speak fluently about trust.
In this chapter we take aim at the complexities of trust, breaking it down so that it can be managed and more readily increased. We take a critical look at the paradoxes, dynamics, and language of trust. We explore maxims, such as “Trust is personal,” “Trust takes time,” and “There is no trust without risk.” We also describe the relationship between trust and influence and reveal the key that unlocks the mystery to being influential.
Fundamental Truth 1: Trust Requires Trusting and Being Trusted
Too often people use the word trust when what they mean is something else. In plain language, people talk about trusting—being willing to take a risk. People also talk about being trusted, or being trustworthy. When one person trusts and another is trustworthy, there is trust.
It is important to remember the distinction between trusting and being trustworthy. Usually, leading with trust requires you to focus on being trustworthy. However you cannot avoid occasionally having to do the trusting.
Fundamental Truth 2: Trust Is Personal
When trust is discussed, it ...
