Which is a better deterrent to crime: jail sentences, or restraining orders? We normally apply these sanctions against perpetrators of domestic violence, or robbery. But what about the scandal du…

When I give seminars or training sessions, I often begin by asking for participants’ expectations. And reliably, at least one of the first two will say, “I’d just like to…

One of the biggest reasons sellers and marketers don’t become trustworthy is that they chicken out. At the last minute, they can’t give up control. They’ve got to tweak the…

Trust listening sales presentation pitch

Fortune talks about recommender systems. Take Amazon’s “if you liked The Da Vinci Code, you’ll love Blink.” Now move from book-to-book relationships into book-to-other relationships: “If you liked the Da…

I was on the afternoon Amtrak Acela Express from Boston to New York. I got on at the Back Bay stop in Boston (the second stop), and went to the…

Several months after 9/11, I had dinner with friends—a couple from New York. One’s a doctor, the other runs a small business. Both are well-educated, successful people. They told me…

Bear with me: this one’s going to get all abstract on you before it comes back to earth. Tiha von Ghyczy is a fellow of the Boston Consulting Group’s Strategy…

Put six toothpicks on the table in front of a friend. Lay three of them in the shape of an equilateral triangle. Ask your friend to arrange all six toothpicks…

Thank you very much to everyone who read, commented or linked to these posts.Trust Tip 14: More Hard Talk about Soft SkillsEveryone knows you’re supposed to listen with your complete…