(1 minute read)
We know that the practise of active listening enhances credibility and trust between individuals and within groups.
We also know the essential roles of confidence and conviction for communicating effectively with others.
But is there an often-overlooked element of communication which has a positive impact on how and when our messages are received with the right intent – and acted upon where required?
The Trust Equation
In determining how receptive an individual or group are to our messaging, we are advised to pay attention the above equation.
Our ability to influence and persuade another person is heavily dependent upon our level of trustworthiness.
As illustrated in the equation, our trustworthiness is dependent upon our credibility, reliability, and intimacy (connectedness).
To enhance our trustworthiness, we need to rate highly in each of these 3 elements.
However, a high level of self-orientation can quickly diminish any chance of building trust with individuals or a group.
Self-orientation is where an individual has more focus on personal gain (or personal impact) rather than the impact or effect something may have upon others.
Therefore, we’re reminded that to be more effective and impactful communicators, we need to focus upon others, not ourselves – or how we may be impacted by a situation or event.
It’s all about them after all!
So true! There’s nothing worse than trying to hold a conversation with a self-oriented person… let alone be influenced by them.