Success in business requires trusting colleagues. When your organizations money and resources are on the line, how can you do a better job of gauging trustworthiness and thereby improve the probability of success? Here are 3 tips to affect behavior:
- Be generous. Feelings of gratitude foster trustworthy behavior. Giving new partners a reason to feel grateful to you is a win-win: They benefit in the short term from your generosity, and you will benefit from their loyalty.
- Find commonality. Focus on the common ground increases the likelihood that your counterpart will see you as someone with whom it’s possible to build a lasting and beneficial relationship.
- Don’t punish. Threats of punishment can provide a temporary solution in the moment but can be counterproductive in the long term: new partners may be less likely to take risks to support one another.
Adapted from “Who Can You Trust?” by David DeSteno.