Page 32 - engage workbook

Maister and his colleagues assert that the Trust Equation explains why it is easier to win
work from people that you have worked with before. In such cases you should already
have a degree of Credibility, Reliability, and Intimacy and so Trust will be higher.

Activity

Consider the degree to which another person’s perception of your trustworthiness derives
from your efforts as opposed to your organization’s:

% derived from my % derived from my
actions organization’s actions

Credibility

Reliability

Intimacy

Self-orientation

27 engage-universe.com