Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


How to Build Trust. And Why it Matters in Influence & Persuasion

There is no way you can persuade someone who does not trust you. Trust is a vital part of Influence and persuasion. So, let’s look at how to build Trust.

We already have a very popular video about trust, that discusses Maister, Green, and Galford’s Trust Equation: https://youtu.be/ikVmmhONXig

Watching this video is worth 1 Management Courses CPD Point*.
🔎 See below for details

Influencing and Persuading
This video is part of course module number 2.6.1
Program 2: Manager as Communicator
Course 6: Influencing and Persuading
Section 1: Basics of Influence and Persuasion

Other videos in this section include:
🎬 The Good, The Bad, and The Ugly of Influence and Persuasion https://youtu.be/V6yNgVVCAl8
🎬 The Core of Influence & Persuasion: Ethos, Logos, and Pathos – Character, Reason, and Emotion https://youtu.be/GV0TGdhc1kw
🎬 Ethos: the Importance of Character in Influence & Persuasion https://youtu.be/QRlhd9hJm_s
🎬 Appearance Matters in Influence & Persuasion https://youtu.be/lSyAf9Htr7A
🎬 How to Influence by Making People Feel Good https://youtu.be/Ry7YVyCQE9c
🎬 How to Use Your Authority to Influence & Persuade https://youtu.be/NpiPqZYt0vM
🎬 How to Use Reason and Logic in Influence & Persuasion https://youtu.be/dzyu8ApJ-_c
🎬 How to Influence People by Appealing to their Emotion https://youtu.be/yOFsPPgrS30
🎬 Tit-for-Tat: How to Influence with Reciprocation https://youtu.be/x9h-rEvfyrs
🎬 Matching & Mirroring: How to Influence by Building Rapport https://youtu.be/DRR0P5Yidpw
🎬 KISS: Keep It Short & Simple when You Want to Influence & Persuade https://youtu.be/4mQZoX-wT28

= = LESSON NOTES = =
To trust you:
1. I must trust that you are who you purport to be. Are you someone I can trust?
2. I must trust that your facts are solid, your reasoning is rigorous, and your judgment is sound.
3. I must trust that you care about me and about how any outcomes will affect me and the things I care about.

In their book, Unleashed, Frances Frei and Anne Morriss have a similar model of ‘The Trust Triangle’ of Authenticity, Logic, and Empathy. https://geni.us/LVBdUMo

= = RECOMMENDED EXERCISE = =
1. If you haven’t done so already, take a look at our video on the Trust Equation https://youtu.be/ikVmmhONXig
2. Do the exercises in the description of that video
3. What can you do to ensure that your integrity shows through in everything you do? (2 MC CPD Points)
4. What can you do to ensure that your arguments are always robust? (2 MC CPD Points)
5. What can you do to ensure that you empathize with and show you care about the people around you? (2 MC CPD Points)

= = DOWNLOADS = =
Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

= = RECOMMENDED READING = =
📖 My own book on Influence (introductory level)
– How to Influence in Any Situation (Brilliant Influence 2nd Ed) https://geni.us/dAS7
📖 Excellent books at a more advanced level
– Influence: Science and Practice (a classic) https://geni.us/DIX0kFL
– Influencer: The New Science of Leading Change https://geni.us/3nBJM
– The Influence Agenda (for Stakeholder Engagement) https://geni.us/InfAg
– Methods of Persuasion https://geni.us/EVYP
– Presuasion https://geni.us/aBZo0XO
– 5 Paths to Persuasion https://geni.us/Vg2vB

⭕️ Links to our book recommendations are affiliated through Amazon

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

= = MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS = =
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 1 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 7 MC CPD points

00:00 – Trust is a vital part of influence and persuasion
00:22 – The Trust Equation video: https://youtu.be/ikVmmhONXig
00:39 – Trust Model linked to Ethos, Logos, and Pathos
01:10 – https://youtu.be/ikVmmhONXigCharacter
01:35 – Trust and Reasoning
01:54 – Trust and Emotion
02:29 – Relating this Trust model to the Trust Equation
03:50 – The Trust Triangle – Frei and Morriss – https://geni.us/LVBdUMo
04:22 – Conclusion: Trust in Influence

#influence #ManagementCourses #trust

source

WIIFM? How to Use Self-interest to Influence and Persuade
Forgiveness: How to Get Forgiven
How to Change Someone’s Mind
Get a Favor: How to Get Someone to Help you or Do You a Favor
How to Win an Argument
Social Proof: Recruiting Support for Your Verbal Persuasion
Help them Persuade Themselves: the Influence of Questions
Persuasive Language: How to Influence with the Words You Choose
Rhetoric: The Golden Key to Verbal Persuasion
KISS: Keep It Short & Simple when You Want to Influence & Persuade
Matching & Mirroring: How to Influence by Building Rapport
Tit-for-Tat: How to Influence with Reciprocation
How to Influence People by Appealing to their Emotion
How to Use Reason and Logic in Influence & Persuasion
How to Use Your Authority to Influence and Persuade
How to Influence by Making People Feel Good
Appearance Matters in Influence & Persuasion
Ethos: the Importance of Character in Influence & Persuasion
The Core of Influence & Persuasion: Ethos, Logos, and Pathos – Character, Reason, and Emotion
The Good, The Bad, and The Ugly: the Ethics of Influence and Persuasion

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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