How to Make a Difference
in Interacting with Others.
George Vukotich, Ph.D.

WHY IT’S IMPORTANT
• Change (in many ways)
• Globalization
• Mobility
• Speed
• Technology
• Standardization (or lack of)
• Diversity
Need others to get things done.

KEY AREAS
 Dimensions of Trust
 Barriers to Building Trust
 Impact on the Organization’s Talent Base
 Building a Culture of Trust

TRUST
The sharing of information and feelings with
others with the hope that by sharing it will bring
us closer to the person we share with, and that
they may have some ideas or offer to help us in
some way.

WHERE TRUST MAKES A
DIFFERENCE
 Impact on Relationships
 Impact on Productivity
 Impact on Innovation
 Impact on the Ability to Change

DIMENSIONS OF TRUST
TRUST
TRIAD
And I am willing to RISK more in
the relationship.

ENABLERS AND INHIBITORS
ENABLERS INHIBITORS

WHO WE IMPACT
Why we want
drives what and
to do things…
how we act…
Organization
Teams
Individuals
RELATIONSHIPS
which impacts our capacity to trust others.

RIGHT RESULTS RIGHT WAY
Culture of “Winner Take All” Successful Individual
Successful Organization
No Collaboration
Right Results Collaboration, Sharing,
Development
Review Strategy Opportunity to Develop
Review Individual Organization and Individual
Wrong Results
Wrong Way Right Way

BARRIERS TO BUILDING TRUST
 Past Experiences
 Personal Values and Beliefs
 Rewards Systems
 Filters and Biases

DEGREES OF TRUST (HELP)
Do it All
Mentoring
Increasing Degrees of
Assistance
Desire to Help You
Guidance
Direction
Hand-off
Avoidance
Sabotage
Increasing Degrees of Commitment to You

BARRIER BUILDERS
MISPERCEPTIONS
DAMAGED MISSED
REPUTATIONS Lead to… OPPORTUNITY

THE STATUS QUO
3 Sides of
the Status Quo
Familiarity

IMPACT ON AN ORGANIZATION’S
TALENT BASE
 Recruiting / Selection
 Career Development
 Performance Management
 Turnover:
 Forced vs. Voluntary
 Push / Pull Factors

DIMENSIONS OF MANAGEMENT
LOW
DEPENDENT REFERENT
need for
EXPERT
control
HIGH MICRO
need for CONTROLLING
MANAGER
control
LOW HIGH
level of level of
knowledge knowledge

FIXING SYMPTOMS
OR SOLVING PROBLEMS
 Things happen – what makes a difference is how we
react to what happens.
 Avoidance
 Ready, Fire, Aim
 Blaming others

FEAR
 Personal Fear (self doubt)
 Fear of Others (what they can do to us)
 Fear of the Organization (larger fear)
 Recognize where it comes from
 Alternatives / Contingencies
 Alliances

HOW TO BUILD TRUST
WHAT
BUILDS
TRUST
Accepting risk collectively.

HOW TO MAKE A DIFFERENCE
3 Key
Solution
Techniques
Support…the Outcome

THINGS TO THINK ABOUT
 What can be done to accelerate trust
building?
 If trust is damaged how can it be repaired?
 Does the level of trust have an impact on
the overall success of individuals and
organizations?

WHAT CAN YOU DO
Keys
to
Success
Work Within Your
Collective Strengths

How to Make a Difference
in Interacting with Others.
George Vukotich

BREAKING
THE C H A I N S
OF
CULTURE
BUILDING TRUST IN INDIVIDUALS, TEAMS, AND ORGANIZATIONS
George Vukotich, Ph.D.