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

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100 GREAT BUSINESS IDEAS • 173

-^ Display genuine warmth. Be supportive, open, positive, empathic,
constructive, and engaging—not simply “friendly.”
-^ Be confi dent. Be challenging, in control, confi dent, 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 benefi t.
-^ 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 fi nd 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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