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Building Authentic Trust in Business Relationships

Trust, a dynamic element in human interactions, is crucial in business. Learn about simple, blind, and authentic trust, and why lying can be devastating to authentic trust in the business world. Discover how stable relationships are built on authentic trust, enabling companies to thrive by staying true to their word.

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Building Authentic Trust in Business Relationships

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  1. Building Trust By Robert C. Solomon and Fernando Flores

  2. Solomon & Flores’ central point. • “Trust is a dynamic aspect of human relationships.” • Trust is NOT a static condition that has to be present for relationships to exist (much as oxygen has to be present for people to live). • Trust IS an emotional dimension that shapes and sustains ongoing relationships (much as love does).

  3. There are different types of trust. • Simple trust – naïve, unchallenged, unquestioned trust (trust that has no knowledge that trust can be broken). • Blind trust – stubborn, obstinate, sometimes self-deluding trust (trust that refuses to accept evidence that trust can be broken). • Authentic trust – realistic, reflective trust (trust that knows the strengths, challenges, and limits of trust.

  4. Authentic trust if the stuff of business. • Business consists of a network of ongoing relationships. • Stable relationships require stable, that is, authentic, trust. • Lying destroys authentic trust, because authentic trust is not simple (i.e., it knows breaking trust is possible) and it is not blind (i.e., it does not delude itself). • Therefore, lying is bad business practice.

  5. So what? • The network of business relationships is so dense that companies can successfully operate by doing business only with other companies they (authentically) trust. • So, if company A breaks authentic trust with company B by lying, B will just end its relationship with A. • If A acts badly enough that many companies end their relationship, that is the death of A.

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