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How do you inspire trust?
I used to think that trust was something that couldn't be controlled and that should come
naturally. Well, scholars have been working on trust theories for quite a while now,
and I'm going to introduce two frameworks that you can use to better understand how
trust works between people and how you can appear more trustworthy.
The first framework comes from the social psychology area: The Competency and Warmth

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Model. People frequently judge others based on two dimensions: competency,
which is how capable and skilled the person appears, and warmth, which is how friendly and
well-intentioned the person appears. By crossing these two, we can have four combinations. First,
low warmth and low competency. This is the worst combination. The person has a bad
reputation and is known for their poor skills and ineffectiveness. Then we have low warmth

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and high competency. The person is respected for their skills but not necessarily liked.
Maybe they are a boss that seems cold or a business partner that doesn't seem to have
the best intentions for your project. We also have high warmth and low competency.
Here, the person is liked but also pitied as they are seen as struggling at work. And finally,
we have high warmth and high competency. Ideally, this is where you want to be because you'll be
both respected for your work and knowledge and liked for your attention to others. So,

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when building a presentation, try to think of these two dimensions. What elements show your
expertise, and what elements might help you be perceived as more likable? Sometimes it might just
be finding a common interest with the audience, making a joke, or mirroring their body language.
The second framework that can help you is The Giver or Taker Model,
from organizational psychology. According to this model, people display three primary

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interaction styles in the workplace. First, we have the givers: the people who provide help,
share knowledge, mentor others, and give feedback without expecting anything else in return. They
tend to give more than they take. Then we have the takers: the people who put themselves first and
try to gain as much as possible while giving back as little as possible. Then we have the matchers:
people who try to balance what they give and take, often on the principle of fairness and

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reciprocity. If they do something for you, they expect something in return. So
when building a presentation, try to think about how you will be perceived. Ideally,
you want to be seen as a giver or a matcher. Are you providing useful information?
Are you helping others, or are you only here to ask for budget or commitment from your audience?