The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust

A major factor affecting trustworthiness is the issue of whether you are self-focused or other-focused. A great phrase to remember is this: “It’s not about you.” If you can remember that, then you will always remember trust is about relationships.

Trust is created in your exchanges with others—especially one-on-one. That requires mastering the art of conversation, which you will learn to do using the Trust Creation Process: Engage, Listen, Frame, Envision, and Commit.

next time you are preparing for a difficult meeting, take a quiet moment and say to yourself, Let me check my ego at the door, and simply be there to help others as best I can.

Here are three steps to being more influential: 1. Change the way you think about how people think. 2. Understand an important driver of influence: reciprocity. 3. Do a better job of listening, not a better job of making your case.

Name It and Claim It is a tool for making difficult conversations easier. Use it for elephant-in-the-room issues, to speak about the unspeakable in socially acceptable terms.

People working to increase their trustworthiness generally devote more time and attention to improving their credibility and reliability variables because it is easier to figure out what to do about them. Unfortunately, these efforts are misguided because most professionals are already strong in these areas. On average, the greatest strength for pa

Remind yourself that the ultimate objective of the meeting is to improve your partner’s situation, as well as the relationship between you. Period.

to influence effectively, you must redirect your efforts from convincing the other person’s intellect to winning the other person’s heart.

A habit of being transparent in all your dealings. Instead of implicitly treating information on a need-to-know basis, start with the assumption that all information should be shared.