#65 Lack Of Trust: A Threat To Collaborative Negotiation And How To Get Past It

This is the second in a series of blogs exploring factors that can threaten collaborative negotiation. The previous blog examined tricks and power grabs; this one looks at lack of trust. In Getting to Yes, Fisher and Ury suggest that one can proceed in negotiation independent of trust. Counter-intuitively, they … Continue reading

#57 Building Trust in the Absence of Integrity

Building Trust

This blog further explores the notion introduced in Blog #17 that there are different approaches to trust. There, I initially named these approaches ‘faces of trust,’ and in this blog I am describing them as qualities that we can rely on in someone else to build trust. This blog also … Continue reading

#22 Vulnerability on Teams

  High performance teams where the group achieves surprising levels of productivity are rare. The consultant Patrick Lencioni writes about five important team capacities: trust, conflict engagement, commitment, accountability, and results focus. When referring to trust, which he places at the foundation of a well-functioning team, Lencioni stresses the vulnerability … Continue reading

#21 Predictability Is Better Than No Trust At All

  In my first blog on trust I ended by stating that people focus too much on whether or not to trust, and not enough on how to trust.  Thinking of trust as having different faces reveals how to trust more effectively. By faces I mean different ways that trust … Continue reading

#20 Our Trust In Competence – The Bright And Dim Sides

  There are two sides to the competence face of trust that I have noticed. You might say there’s a bright side and a dim side. The bright side first. In a couple of classes I have asked participants to break into pairs and talk about a time when someone … Continue reading

#19 How Trustworthy Is That Person? Four Considerations

  In my first blog on trust I introduced five faces of trust. Integrity is probably the face of trust that we most often relate to.  It involves relying on people behaving and acting in the way that they present themselves to us. In The Truth about Trust David DeSteno … Continue reading

#18 Assessing Trustworthiness – Using Your Head Or Gut?

  In determining whether to trust and how much to trust someone we don’t know, we humans rely on several factors. If we don’t have access to information from others on someone’s reputation, we are often stuck with having to make a determination from being with that person. I find … Continue reading

#17 Betting On Trust

  Trust is a permeating and pervasive feature of relationships that often enters into conflict dynamics. I frequently hear from my mediation clients, “I don’t trust him.” What do they mean? In his important new book, The Truth about Trust, David DeSteno takes an adaptive perspective on trust. He says … Continue reading

#16 Avoid a Pitfall: Be Transparent About Your Decision-Making

  You might be a manager speaking to subordinates, a coach talking to players, or a respected older sibling being consulted. When you have different priorities than others who you have some influence or control over, how do you work out differences? In every case your approach will lie somewhere … Continue reading

#10 Why Victims are Attracted to Offenders

  You leave work and approach your car. Someone has tried to break in. You look around, but see no one. You feel angry and frustrated by the damage and inconvenience this will cause. You feel violated. Who was the person who did this? Why did he or she do … Continue reading