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Trust Equation PDF

The document introduces "The Trust Equation" which was created by Charles H. Green to benchmark trustworthiness. The equation considers credibility (C), reliability (R), intimacy (I) as factors that build trust, while self-orientation (S) erodes trust. It also includes a link to a video that uses the trust equation to explain how trust is created in relationships and provides insights to increase trust with clients.

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Mohammed Bilal
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2K views1 page

Trust Equation PDF

The document introduces "The Trust Equation" which was created by Charles H. Green to benchmark trustworthiness. The equation considers credibility (C), reliability (R), intimacy (I) as factors that build trust, while self-orientation (S) erodes trust. It also includes a link to a video that uses the trust equation to explain how trust is created in relationships and provides insights to increase trust with clients.

Uploaded by

Mohammed Bilal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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The trust equation

Created specifically for Accenture by Charles H. Green (author


of Trust-Based Selling, and The Trusted Advisor). The equation
benchmarks your trustworthiness against four variables:

The Trust Equation C = Credibility


R = Reliability Increasing C, R and I
C + R + I builds trust. Increasing
I = Intimacy
T= S S = Self-Orientation
S erodes trust.

Click here to see a video that uses The Trust Equation to explain how trust is
created in any relationship. It will provide you with insights about the level of
trust in your own key client relationships and where to focus to increase trust.

So, being a great people manager needs your expertise plus a genuine
interest in, and commitment to, the people you lead and work alongside.

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