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The Truth About Getting the Best from People, Second Edition by Martha I. Finney

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Truth 34. Trust is your strongest persuasion tool

If you’ve been in the work world long enough to be managing people, chances are excellent that you’ve been subjected to that classic trust exercise—you know the one—where you fall backward like a board, with every expectation that the person standing behind you will break your fall. Of course, that person is going to catch you. Everyone is watching.

Here’s the real trust question: Would you depend on that same person to tell you the whole truth—even if that truth threatens careers? Or embarrasses your company? Or might cause key talent to quit? If you say no, you have a trust issue. If your people say no to the same question about you, you’ve got a big corporate culture, engagement problem.

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