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.