Page 180 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

• Display genuine warmth. Be supportive, open, positive, empathic,

constructive, and engaging—not simply “friendly.”

• Be confident. Be challenging, in control, confident, strong,

authoritative, and direct.

• Display assertive behavior. Combine appropriate levels of challenge

and support.

• Listen. Be open and genuine, and listen in a way that seeks

mutual benefit.

• Build trust. Be diligent and consistent, acting with integrity

and sincerity:

– Deliver what you say you will and treat others as you would
wish to be treated.

– Understand who you are dealing with; take time to find out
how others work and what motivates them.

– Understand and trust yourself. Self-trust is essential to
creating positive relationships.

– Show commitment and value reciprocal relationships.
Trust requires commitment, personal responsibility, and
vigilance.

– Consider why people should (or do) respect you. Understand
your own motivation and objectives.

– Remember that trust is time-sensitive and fragile—it takes
time and attention to develop.

– Be clear and honest—without hidden agendas.

– Show your passion.

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