3. Steps to build trust V andelay I ndustries

4. Agenda  How we build our model  Why trust is important?  Why do individuals lack trust?  Vandelay’s Model Steps to build trust  Trust quadrant Where are you?  Conclusion

5. How we build our model  Research  Analyze data  Discussion  Personal perception of trust  Professional x personal experience

6. Why trust is important?  Promotes creativity  Facilitates conflict resolution  Empower people  Increase teamwork  Improves leadership

7. Why do individuals lack trust?  Self preservation  Lack of faith  Personal history  Place a high value on trust  Has to be earned, not freely given

8. Vandelay’s Model TRUST!! Perception AlignmentCommunicateCredibilityLoyalty Fairness Trustworthiness

9. Trust quadrant  Where are you? Adapted from Geof Lory

10. Conclusion  The model is design to be utilized in a two-step process: 1. It needs to be done internally for your self 2. Then externally as a group Perception TRUST !! Alignment Communicate Credibility Loyalty Fairness Trustworthiness

11. The Face of Trust

12. References  Bohnet, I., & Meier, S. (2006, March). How Much Should You Trust? Negotiation.  Breckenridge Institute. (2007). Breckenridge Institute. Retrieved from The Organizational Trust Index™ as a Window into Organizational Culture: http://www.breckenridgeinstitute.com/03-08-article.htm  Dubick, L. (2009, February 22). Building trust in a time of scandal. Retrieved from Investment News: http://www.investmentnews.com  Greiner, B., Ockenfels, A., & Werner, P. (2007, October 11). The Dynamic Interplay of Inequality and Trust - HBS Working Paper Number 08-026. Retrieved from HBS Faculty & Research Working Papers: http://www.hbs.edu/research/pdf/08-026.pdf  Lory, G. (2007). Extending Trust Wisely. Retrieved from Project Connections: http://www.projectconnections.com/articles/041007- glory.html  Malhotra, D. (2004, April 5). Six Ways to Build Trust in Negotiations. Retrieved from HBS Working Knowledge: http://hbswk.hbs.edu/item/4033.html http://hbswk.hbs.edu/item/4033.html  Drucker, Peter F. "Managing Oneself." Harvard Business Review 2005

13. References  Malhotra, D., & Bazerman, M. (2008, January 8). Psychological Influence in Negotiation: An Introduction Long Overdue - HBS Working Paper Number 08-058. Retrieved from HBS Faculty & Research Working Papers: http://www.hbs.edu/research/pdf/08-058.pdf  Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An Integrative Model of Organizational Trust. The Academy of Management Review, 20 (3), 709-734.  Pirson, M., & Malhotra, D. (2008, January 1). Unconventional Insights for Managing Stakeholder Trust - HBS Working Paper 08-057. Retrieved from HBS Faculty & Research Working Paper: http://www.hbs.edu/research/pdf/08-057.pdf  Rewers, A. (2008). How to Build Organizational Trust That Boosts the Bottom Line. (Bon Mot Communications ) Retrieved from E-Zine Articles: http://ezinearticles.com/?How-to-Build-Organizational-Trust-That-Boosts- the-Bottom-Line&id=1758312  Rinke, D. W. (n.d.). Six Steps for Building Trust. Retrieved March 2009, from What's your Return on Relationships?: http://www.returnonrelationships.com/id31.htm http://www.returnonrelationships.com/id31.htm  http://www.hahastop.com/pictures/Points_Of_View.jpg