You’ll take this deal and like it: the limits of rational trust, part 3
In the previous posts I discussed four ways in which rational trustworthiness, that is, the decision to be trustworthy because it is seen to pay off in the long run, breaks down. Today I’ll take a look at the last type of trust breakdown: the dominant strategy. In game theory a dominant strategy is one […]
Muses: Really Entertaining Business Blogs by Women
Some of the most entertaining, content-rich and downright helpful business blogs we love are written by women. Here are a few of our favorites. What are yours? Danah Boyd’s Apophenia is both scholarly and immensely readable. She has real research, real clues and real heart about what’s going on with young social media consumers. Want […]
The Limits of Rational Trust: Part 2
Last week we talked about how rational trust, which is to say, being trustworthy because it can be shown that being trustworthy leads to more money or other benefits, can break down, either because a the person involved knew they wouldn’t be around for the long term, or because the reward for betraying a trust […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.