TRUSTTRUST

FUNDAMENTAL REQUIREMENT OF FUNDAMENTAL REQUIREMENT OF INDIVIDUAL IN ORDER TO SURVIVE.INDIVIDUAL IN ORDER TO SURVIVE.

IT IS A TWO WAY PROCESS.IT IS A TWO WAY PROCESS.

IT IS UTMOST NECESSARY TO GIVE IT IS UTMOST NECESSARY TO GIVE AND RECEIVE TRUST IN ORDER TO AND RECEIVE TRUST IN ORDER TO SUCCECEED.SUCCECEED.

WITHOUT TRUST ACHIEVING ANY WITHOUT TRUST ACHIEVING ANY THING IS IMPOSSIBLE.THING IS IMPOSSIBLE.

WHY WE TRUSTWHY WE TRUST

WE WANT TO TRUST BECAUSE IT IS WE WANT TO TRUST BECAUSE IT IS FAR EASIER,LESS DEMANDINGA ND FAR EASIER,LESS DEMANDINGA ND OFFERS MORE POSSIBILITIES THAN OFFERS MORE POSSIBILITIES THAN CHRONIC SUSPICION.CHRONIC SUSPICION.

WITHOUT TRUST WE CANNOT WITHOUT TRUST WE CANNOT ENDURE THE COMPLEXITY OF THE ENDURE THE COMPLEXITY OF THE WORLD.WORLD.

WHY WE TRUSTWHY WE TRUST

WITH TRUST ,LIFE BECOMES MUCH WITH TRUST ,LIFE BECOMES MUCH SIMPLER,WITH TRUST WE CAN SIMPLER,WITH TRUST WE CAN DEVOTE OUR ATTENTION TO A MUCH DEVOTE OUR ATTENTION TO A MUCH BRODER RANGE OF ACTIVITIES THAN BRODER RANGE OF ACTIVITIES THAN WOULD BE POSSIBLE IN THE WOULD BE POSSIBLE IN THE ENVIRONMENT OF SUSPICION.ENVIRONMENT OF SUSPICION.

TRUST TRUST

DERIVED FROM A GERMAN WORD DERIVED FROM A GERMAN WORD ‘‘TROSTTROST’,WHICH SUGGEST COMFORT.’,WHICH SUGGEST COMFORT.

WE TRUST THOSE WHO DEMONSTRATE WE TRUST THOSE WHO DEMONSTRATE THEY ARE WORTHY OF IT.THEY ARE WORTHY OF IT.

DEFINITIONDEFINITION

BELIEF THAT THOSE ON WHOM WE BELIEF THAT THOSE ON WHOM WE DEPEND WILL MEET OUR EXPECTATIONSDEPEND WILL MEET OUR EXPECTATIONS..

`WE TRUST THOSE WHO MEET OUR POSITIVE EXPECTATIONS.`

`WHEN WE TRUST OTHERS ,WE ASSUME THAT THEY WILL BEHAVE IN A MANNER CONSISITENT WITH OUR INTERESTS AS FAR AS POSSILE.`

`WE BELIEVE THAT THOSE WE TRUST ARE BOTH WILLING AND ABLE TO MEET OUR NEEDS.`

`WE EVALUATE PEOPLES TRUSTWORTHYNESS IN RELATION TO WHAT WE EXPECT OF THEM.`

BUILD A TRUSTING RELATIONSHIP

`IT IS UTMOST ESSENTIAL THAT WE UNDERSTAND OTHER’S EXPECTATIONS.`

`TRUST BUILDS WHEN PEOPLE FOLLOW THROUGH ON CLEARLY SPECIFIED COMMITMENTS.`

EXPECTATIONSEXPECTATIONSEXPLICIT:EXPLICIT:

LEADS TO COMMITMENT RESULTING LEADS TO COMMITMENT RESULTING IN BUILDING TRUST.IN BUILDING TRUST.

IMPLICIT ( BACKGROUND)IMPLICIT ( BACKGROUND)`̀EXPECTATIONS THAT ARE TAKEN FOR EXPECTATIONS THAT ARE TAKEN FOR

GRANTED ARE THE ONES THAT GRANTED ARE THE ONES THAT MIGHT LEAD TO MISTRUST.`MIGHT LEAD TO MISTRUST.`

`ORGANISATIONS USUALLY SUFFER `ORGANISATIONS USUALLY SUFFER FROM THE ABOVE SYNDROME.`FROM THE ABOVE SYNDROME.`

•IT IS NOT THAT SIMPLY KNOWING AND FULFILLING EXPECTATIONS SUSTAINS TRUST,

•MALEVOLENCE AND INCOMPETANCE,EVEN WHEN THEY ARE EXPECTED OR ANTICIPATED,WILL THOROUGHLY UNDERMINE TRUST.

•`IT IS INCONSISITENCY BETWEEN WHAT ONE EXPECTS AND WHAT ONE OBSERVES RAISES DOUBTS ABOUT THE MOTIVES OR ABILITIES OF THOSE IN WHOM WE PLACE OUR TRUST.`

VULNERABILITYVULNERABILITY

AS WE GIVE TRUST,WE BECOME AS WE GIVE TRUST,WE BECOME VULNARABLE,WE DEPEND ON VULNARABLE,WE DEPEND ON OTHERS AND RELY ON THEM TO OTHERS AND RELY ON THEM TO FULFILL EXPECTATIONS.FULFILL EXPECTATIONS.

TRUST FADES AND TURNS IN TO TRUST FADES AND TURNS IN TO DISTRUST WHEN THOSE ON WHOM DISTRUST WHEN THOSE ON WHOM WE RELY FAIL TO MEET OUR WE RELY FAIL TO MEET OUR EXPECTATIONS.EXPECTATIONS.

•TRUST CANNOT GROW UNLESS WE TAKE RISKS THAT MAY RESULT IN DISTRUST.

•`SINCE INTERSTS OF PEOPLE AND CAPABILITIES DIFFER,TRUST BECOMES MORE PROBLEMATIC.

•WITHOUT RISKS THERE IS NO NEED FOR TRUST.

•TRUST & RISK GO TOGETHER.

TO TRUST OR NOTTO TRUST OR NOT

DEGREE OF FEAR VARIES WITH EACH DEGREE OF FEAR VARIES WITH EACH INDIVIDUAL.INDIVIDUAL.

THERE IS EITHER TRUST OR NO THERE IS EITHER TRUST OR NO TRUST,NOTHING IN BETWEEN.TRUST,NOTHING IN BETWEEN.

EACH OF US HAS OUR OWN LIMITS EACH OF US HAS OUR OWN LIMITS OF TRUST,AND ONCE IT IS OF TRUST,AND ONCE IT IS VIOLATED,WE BECOME VIOLATED,WE BECOME DISTRUSTFUL.DISTRUSTFUL.

“OUR TRUST WILL BEGIN TO ERODE IF A BUISNESS COLLEAQUE DOES NOT UNDERSTAND AND UTILISE HIS ABILITY TO OUR TRUST WILL BEGIN TO ERODE IF A BUISNESS COLLEAQUE DOES NOT UNDERSTAND AND UTILISE HIS ABILITY TO FORM A TASK THAT IS IMPORTANT TO THE BUISNESS.”

TRUST THRESHOLDTRUST THRESHOLD

A TRUST THRESHOLD HEPLS A TRUST THRESHOLD HEPLS PROTECT US FROM THE PROTECT US FROM THE UNTRUSTWORTHY.UNTRUSTWORTHY.

WITHOUT SOME POINT AT WHICH WE WITHOUT SOME POINT AT WHICH WE WITHDRAW OUR TRUST,WE EXPOSE WITHDRAW OUR TRUST,WE EXPOSE OURSELVES TO RISKS THAT COULD OURSELVES TO RISKS THAT COULD HARM US AS AN INDIVIDUAL OR THE HARM US AS AN INDIVIDUAL OR THE GROUP WE BELONG TO.GROUP WE BELONG TO.

TRUST THRESHOLDTRUST THRESHOLD

““TRUST- DIFFICULT TO REGAIN ONCE LOST”TRUST- DIFFICULT TO REGAIN ONCE LOST”

““EACH INDIVIDUAL ,TEAM AND ORGANISATION EACH INDIVIDUAL ,TEAM AND ORGANISATION HAS A POINT AT WHICH IT WILL WITHDRAW ITS HAS A POINT AT WHICH IT WILL WITHDRAW ITS TRUST OF OTHERS”TRUST OF OTHERS”

TRUST THRESHOLDTRUSTEASY

DIFFICULT

DISTRUST

THRESH HOLD ESABLISHMENTTHRESH HOLD ESABLISHMENT

THE SITUATION:THE SITUATION:DEPENDING ON THE RISK INVOLVED,SOME SITUATIONS DEPENDING ON THE RISK INVOLVED,SOME SITUATIONS

REQUIRE A HIGHER OR LOWER THRESHOLD OF TRUST.REQUIRE A HIGHER OR LOWER THRESHOLD OF TRUST.

THOSE GIVING THEIR TRUST:THOSE GIVING THEIR TRUST:BASED ON THEIR OWN HISTORY AND TEMPARAMENT,BASED ON THEIR OWN HISTORY AND TEMPARAMENT,

INDIVIDUALS,TEAMS AND ORGANISATIONS ARE INCLINED TO INDIVIDUALS,TEAMS AND ORGANISATIONS ARE INCLINED TO ESTABLISH HIGHER OR LOWER TRUST THRESHOLDS.ESTABLISH HIGHER OR LOWER TRUST THRESHOLDS.

THOSE ASKING TO BE TRUSTED.THOSE ASKING TO BE TRUSTED.DEPENDING ON THE PERCEIVED CREDIBILITY OF THOSE WE DEPENDING ON THE PERCEIVED CREDIBILITY OF THOSE WE

ARE CONSIDERING TRUSTING,WE MAY RAISE OR LOWER ARE CONSIDERING TRUSTING,WE MAY RAISE OR LOWER THE TRUST THRESHOLD WE USE.THE TRUST THRESHOLD WE USE.

DEGREE OF TRUSTDEGREE OF TRUSTHOW MUCH DO WE TRUST OTHERS IN GENERAL?HOW MUCH DO WE TRUST OTHERS IN GENERAL?WHOM DO WE TRUST IN SPECIFIC SITUATIONS?WHOM DO WE TRUST IN SPECIFIC SITUATIONS?

ASSESS THE ASSESS THE DEGREE TO WHICHDEGREE TO WHICH WE TRUST WE TRUST OTHERS OTHERS DEGREE TO WHICHDEGREE TO WHICH OUR TEAM AND OUR TEAM AND ORGANISATION IS WILLING TO TRUST OTHERS IN ORGANISATION IS WILLING TO TRUST OTHERS IN THE PURSUIT OF BUISNESS OBJECTIVES.THE PURSUIT OF BUISNESS OBJECTIVES.

ANSWERS

RADIUS OF TRUSTRADIUS OF TRUSTRESTRICTED TRUST RADIUSRESTRICTED TRUST RADIUS

•SUPPLIERS

•PARTNERS

•ALLIANCES

DISTRUST OF THOSE

OUTSIDE THE

ORGANISATION

•THOSE IN SAME GROUP

•THOSE IN OTHER GROUPS

•SENIOR LEADERSHIPS

DISTRUST OF OTHER

ORGANISATIONAL

MEMBERS

•CLOSE COLLEAQUES

•IMMEDIATE WORK TEAM

TRUST OF FELLOW

TEAM M

EMBERS

TRUST OF SELF

RADIUS OF TRUSTRADIUS OF TRUSTEXPANSIVE TRUST RADIUSEXPANSIVE TRUST RADIUS

•SUPPLIERS

•PARTNERS

•ALLIANCES

TRUST OF THOSE OUTSIDE THE

ORGANISATION

•THOSE IN SAME GROUP

•THOSE IN OTHER GROUPS

•SENIOR LEADERSHIPS

TRUST OF OTHER

ORGANISATIONAL

MEMBERS

•CLOSE COLLEAQUES

•IMMEDIATE WORK TEAM

TRUST OF FELLOW

TEAM M

EMBERS

TRUST OF

SELF

EXPANDING THE RADIUS OF TRUST IN EXPANDING THE RADIUS OF TRUST IN ORGANISATIONS.ORGANISATIONS.

WHAT ACTIONS CAN LEADERS TAKE WHAT ACTIONS CAN LEADERS TAKE TO CREATE THE TRUST NEEDED IN TO CREATE THE TRUST NEEDED IN RAPIDLY CHANGING MARKET PLACE?RAPIDLY CHANGING MARKET PLACE?

IN ORDER TO BUILD HIGH IN ORDER TO BUILD HIGH PERFORMANCE CORPORATIONS,WE PERFORMANCE CORPORATIONS,WE NEED TO UNDERSTAND THE KEY NEED TO UNDERSTAND THE KEY LEVERAGE POINTS THAT GIVES RISE LEVERAGE POINTS THAT GIVES RISE TO TRUST.TO TRUST.

WHAT ARE THE FACTORS THAT MUST WHAT ARE THE FACTORS THAT MUST BE EXHIBHITED & PRACTICED FOR BE EXHIBHITED & PRACTICED FOR GAINING HIGH LEVEL OF TRUST?GAINING HIGH LEVEL OF TRUST?

FOUNDATION OF TRUSTFOUNDATION OF TRUSTTHREE BASIC IMPERATIVES.THREE BASIC IMPERATIVES.

ACHIEVING RESULTSACHIEVING RESULTS

ACTING WITH INTEGRITYACTING WITH INTEGRITY

DEMONSTARTING CONCERNDEMONSTARTING CONCERN

““THESE FACTORS MUST BE EXHIBHITED AND THESE FACTORS MUST BE EXHIBHITED AND PRACTICED CONSISITENTLY”PRACTICED CONSISITENTLY”

ACHIEVING RESULTSACHIEVING RESULTSTRUST = ACTION + RESULTSTRUST = ACTION + RESULTS

INVOLVES PEOPLES PERFORMANCE INVOLVES PEOPLES PERFORMANCE IN FULFILLING OBLIGATIONS AND IN FULFILLING OBLIGATIONS AND COMMITMENTS.COMMITMENTS.

IF PEOPLE CANNOT DELIVER THEN IF PEOPLE CANNOT DELIVER THEN WE FIND THEM UNWORTHY OF WE FIND THEM UNWORTHY OF TRUSTTRUST

FUTURE OF HPFUTURE OF HP

BASIS OF TRUST WILL BE ON BASIS OF TRUST WILL BE ON COMPETANCE AND ABILITY COMPETANCE AND ABILITY TO PRODUCE RESULTS.TO PRODUCE RESULTS.

ACTING WITH INTEGRITYACTING WITH INTEGRITYINTEGRITY IS ADHERENCE TO A INTEGRITY IS ADHERENCE TO A CODE OF ETHICS OR SET OF VALUESCODE OF ETHICS OR SET OF VALUES

IT IS A MEASURE OF COHERANCE IT IS A MEASURE OF COHERANCE AND CONSISITENCY.AND CONSISITENCY.

WE TRUST THOSE WHO ARE HONEST WE TRUST THOSE WHO ARE HONEST IN WHAT THEY SAY AND IN WHAT THEY SAY AND CONSISITENT IN HOW THEY ACT.CONSISITENT IN HOW THEY ACT.

DEMONSTARTING CONCERNDEMONSTARTING CONCERN

CONCERN FOR OTHERS:WE TRUSTCONCERN FOR OTHERS:WE TRUST

WHO CARE ABOUT USWHO CARE ABOUT US

WHO UNDERSTAND OUR CONCERNSWHO UNDERSTAND OUR CONCERNS

WHO ARE NOT IN CONFLICT WITH WHO ARE NOT IN CONFLICT WITH OUR INTERESTS.OUR INTERESTS.

CONCERN FOR OTHERSCONCERN FOR OTHERS

GOES BEYOND INDIVIDUALSGOES BEYOND INDIVIDUALS

IT IS ABROADER CONCERN FOR THE IT IS ABROADER CONCERN FOR THE GROUPS OF WHICH WE ARE A PART.GROUPS OF WHICH WE ARE A PART.

PEOPLE IN POSITON OF LEADERSHIP AND PEOPLE IN POSITON OF LEADERSHIP AND AUTHORITY,IF THEY HAVE CONCERN,AUTHORITY,IF THEY HAVE CONCERN,

THEY WILL BENEFIT THE COMPANY.THEY WILL BENEFIT THE COMPANY.

IF NOT THEN THEY HAVE A SERIOUS IF NOT THEN THEY HAVE A SERIOUS IMPACT ON INDIVIDUALS AND THE IMPACT ON INDIVIDUALS AND THE ORGANISATION.ORGANISATION.

BALANCING ACTBALANCING ACT

AS LEADERS IN ORDER TO FULFILL AS LEADERS IN ORDER TO FULFILL RESPONSIBILITIES,WE HAVE TO ACT RESPONSIBILITIES,WE HAVE TO ACT COMPETANTLY.IN DOING THAT WE COMPETANTLY.IN DOING THAT WE MAY VIOLATE THE NEED FOR MAY VIOLATE THE NEED FOR DEMONSTRATING CONCERN.DEMONSTRATING CONCERN.

HOW WELL YOU DO THAT IS ALWAYS HOW WELL YOU DO THAT IS ALWAYS PERCEIVED BY THOSE AFFECTED.PERCEIVED BY THOSE AFFECTED.

BALANCING ACTBALANCING ACT

LEADERS WHO ACHIEVE RESULTS LEADERS WHO ACHIEVE RESULTS BUT WHO DO SO IN A WAY THAT BUT WHO DO SO IN A WAY THAT LACKS INTEGRITY WILL NOT BE LACKS INTEGRITY WILL NOT BE TRUSTED-EVEN THOUGH THEY HAVE TRUSTED-EVEN THOUGH THEY HAVE DELIVERED THE RESULTS EXPECTED DELIVERED THE RESULTS EXPECTED OF THEMOF THEM

BALANCING ACTBALANCING ACT

LEADERS CAN SOMETIMES LEADERS CAN SOMETIMES OVERCOME THE PERCEPTIONS OF OVERCOME THE PERCEPTIONS OF INCONSISITENCY IN THEIR ACTIONS INCONSISITENCY IN THEIR ACTIONS IF THEY DELIVER RESULTS AND IF THEY DELIVER RESULTS AND DEMONSTRATE CONCERN FOR DEMONSTRATE CONCERN FOR PEOPLE.PEOPLE.

MONITORING TRUSTMONITORING TRUST

WE CONSTANTLY ASSES AND REASSES WE CONSTANTLY ASSES AND REASSES THE TRUSTWORTHYNESS OF PEOPLE AND THE TRUSTWORTHYNESS OF PEOPLE AND MANAGE THE RISK. MANAGE THE RISK. THIS WAY WE BALANCE THE NEED TO THIS WAY WE BALANCE THE NEED TO SIMPLIFY A COMPLEX WORLD AND BUILD SIMPLIFY A COMPLEX WORLD AND BUILD SUPPORTIVE RELATIONSHIPS THROUGH SUPPORTIVE RELATIONSHIPS THROUGH TRUST.TRUST.THOSE IN LEADERSHIP POSITIONS NEED THOSE IN LEADERSHIP POSITIONS NEED BOTH TO TRUST OTHERS AND TO ENSURE BOTH TO TRUST OTHERS AND TO ENSURE THAT SUCH TRUST IS WARRENTED.THAT SUCH TRUST IS WARRENTED.

TRUSTWORTHYNESSTRUSTWORTHYNESSOUR ASSESMENT OF ANOTHER’S OUR ASSESMENT OF ANOTHER’S TRUSTWORTHYNESS DEPENDS ON TRUSTWORTHYNESS DEPENDS ON

ACHIEVING RESULTSACHIEVING RESULTS

ACTING WITH INTEGRITY ACTING WITH INTEGRITY &&

DEMONSTRATING CONCERN DEMONSTRATING CONCERN

ACHIEVING AND SUSTAINING ACHIEVING AND SUSTAINING TRUSTTRUST

ACHIEVING

RESULTS+ +ACTING WITH

INTEGRITYDEMONSTRATING CONCERN

=

LEVEL

OF

TRUST

THREE IMPERATIVESTHREE IMPERATIVES

DETERMINE WHY SOME ORGANISATIONS DETERMINE WHY SOME ORGANISATIONS DEVELOP APPROPRIATE LEVELS OF TRUST DEVELOP APPROPRIATE LEVELS OF TRUST WHILE OTHERS FIND THEMSELVES BEING WHILE OTHERS FIND THEMSELVES BEING TOO RESTRICTED OR TOO VULNERABLE.TOO RESTRICTED OR TOO VULNERABLE.