Do Lawyers Behave Rationally?
Lawyers and other professionals often equate sensible and rational with linear, deductive and logical. Sometimes it makes much more sense to be human. A story.
How Obama and McCain flubbed the trust question and how they could have answered it right
The presidential debate this week offered up a direct trust question: how did the candidates do in defining their trustworthiness? Not well.
Failing Trust Has Led to Failing Markets
Markets have limits in creating trust; so does regulation. Here are three principles for getting the balance right.
Talk To Us
Build deeper trust with your clients and colleagues
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.