#permanentnote - Source: [[book - The Trusted Advisor]] - Topics: - [[topic - leading and managing]] - [[topic - mentoring, advising and coaching]] - [[topic - having a great relationship]] - How to - [[how to be a better leader]] - [[how to be a better negotiator]] - [[how to be a better advisor]] - Relevant notes - [[zt - trust is a must for long term relationship]] - Notes - In the [[book - The Trusted Advisor]] there is a trust equation that goes like this: - $Trustworthiness = \frac{Credibility + Reliability + Intimacy}{Self-orientation}$ - Credibility is about diplomas and honesty - Reliability is about action correlated with concistency. - Under-promise, over deliver - Intimacy is about emotional closeness with the issue at hand. Creating intimacy requires courage. [[zt - go first]] - Self-orientation is the negative aspect of the equation and is about a desire by the advisor of being seen on top of things, to just to conclusions or the desire to be right. - Self-orientation is visible when customers cannot finish their sentences, filling empty spaces, name dropping of other clients, being too quick to answer.