Anubhav Raina shares an evergreen post on building trust using the steps of supply chain management as a guide.
Trust is a vague term & people use it in different contexts.
One good definition I’ve come across: “Trust is an individual’s ability to accept risk based on his or her expectations of another person’s behaviour.” (Source: www.ricklindquist.com)
Thus, the aim in building trust should be to increase the counterparty’s risk-tolerance.
But remember- risk tolerance (by its very nature) is rooted in our evolutionary journey.
Using the SCM model, we can predict that risk-tolerance (aka trust) be earned by focussing on things that matter from an evolutionary POV as well.
To refresh your memory, there are three behaviours we discussed that arise from our collective evolutionary journeys:
- Creation of sense of self-worth
- Creation of in-groups, out-groups & anti-groups
- Obsession with gathering more resources
This particular article will lay out a framework for building trust through a focus on the last two behaviours. I.e., by demonstrating emotional resonance (tied to in-groups) & competence (tied to ability to gather resources).
Key points include:
- Using effective questioning
- Expanding the size of the pie
- Negotiation: sweetening the deal
Read the full article, Building Trust using SCM, on Medium.