{"id":13636,"date":"2024-05-10T23:28:16","date_gmt":"2024-05-10T21:28:16","guid":{"rendered":"https:\/\/inkovema.de\/?p=13636"},"modified":"2025-05-04T09:35:14","modified_gmt":"2025-05-04T07:35:14","slug":"trust-part-2-enabling-others-to-trust-in-us-moellering-172","status":"publish","type":"post","link":"https:\/\/inkovema.de\/en\/blog\/trust-part-2-enabling-others-to-trust-in-us-moellering-172\/","title":{"rendered":"Trust. Part 2 &#8211; Enabling others to trust us. In conversation with Prof Guido M\u00f6llering (INKOVEMA podcast #172)"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container gradient-container-1 nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1144px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><h4>INKOVEMA Podcast &#8222;Well through time&#8220;<\/h4>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-title title fusion-title-1 sep-underline sep-solid fusion-title-text fusion-title-size-one\"><h1 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:34;line-height:1.4;\"><h1>#172 GddZ<\/h1>\n<h1>Trust. Part 2 &#8211; Enabling others to trust us.<\/h1><\/h1><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-text fusion-text-2\"><h2>Trust is not a leap into the fog of uncertainty, but into the arms of others &#8211; What can they do to make the leap?<\/h2>\n<h3>In conversation with Prof Guido M\u00f6llering<\/h3>\n<p>Well through time. The podcast about mediation, conflict coaching and organisational consulting.<\/p>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><ul style=\"--awb-size:18px;--awb-textcolor:#0000000;--awb-line-height:30.6px;--awb-icon-width:30.6px;--awb-icon-height:30.6px;--awb-icon-margin:12.6px;--awb-content-margin:43.2px;--awb-circlecolor:#fbba20;--awb-circle-yes-font-size:15.84px;\" class=\"fusion-checklist fusion-checklist-1 fusion-checklist-default type-icons\"><li class=\"fusion-li-item\" style=\"\"><span class=\"icon-wrapper circle-yes\"><i class=\"fusion-li-icon fa-arrow-alt-circle-right fas\" aria-hidden=\"true\"><\/i><\/span><div class=\"fusion-li-item-content\">\n<p><strong>#169 - Trust. Part 1 - The cancellation of uncertainty <\/strong>(<a href=\"https:\/\/inkovema.de\/en\/blog\/trust-cancellation-uncertainty-guido-moellering-169\/\" target=\"_blank\" rel=\"noopener\">Link<\/a>)<\/p>\n<\/div><\/li><li class=\"fusion-li-item\" style=\"\"><span class=\"icon-wrapper circle-yes\"><i class=\"fusion-li-icon fa-arrow-alt-circle-right fas\" aria-hidden=\"true\"><\/i><\/span><div class=\"fusion-li-item-content\">\n<p>#172 - Trust. Part 2 - Enabling others to trust us<\/p>\n<\/div><\/li><li class=\"fusion-li-item\" style=\"\"><span class=\"icon-wrapper circle-yes\"><i class=\"fusion-li-icon fa-arrow-alt-circle-right fas\" aria-hidden=\"true\"><\/i><\/span><div class=\"fusion-li-item-content\">\n<p><strong>#219 &#8211; Trust. Part 3 &#8211; The price of trust<\/strong> (<a href=\"https:\/\/inkovema.de\/en\/blog\/219-gddz-trust-3-price-trust-guido-moellering\/\" target=\"_blank\" rel=\"noopener\">Link<\/a>)<\/p>\n<\/div><\/li><\/ul><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><script class=\"podigee-podcast-player\" src=\"https:\/\/player.podigee-cdn.net\/podcast-player\/javascripts\/podigee-podcast-player.js\" data-configuration=\"https:\/\/inkovema.podigee.io\/173-172-vertrauen-teil-2-vertrauen-anderer-in-uns-ermoglichen-im-gesprach-mit-prof-guido-mollering\/embed?context=external\"><\/script><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-text fusion-text-3\"><p><strong>Prof Dr Guido M\u00f6llering<\/strong>, who completed his doctorate at the University of Cambridge in 2003 and his habilitation at the Free University of Berlin in 2011, has been Director and Chair of the Reinhard Mohn Institute for Corporate Management (RMI) at Witten\/Herdecke University since 2016. Under his leadership, the RMI's areas of specialisation include: Cooperative relationships, network and alliance strategies, management of openness and transparency, trust in and between organisations, new forms of leadership and work in the digital age and corporate responsibility. Guido M\u00f6llering has published in leading professional journals and is the author of books including\u00a0<em>Trust: Reason, Routine, Reflexivity\u00a0<\/em>(2006) and\u00a0<em>Production in networks<\/em>\u00a0(with J\u00f6rg Sydow, 3rd ed., 2015). In 2009, he received the Peregrinus Foundation Prize from the Bavarian Academy of Sciences and Humanities for his work of significance to business and society. Since 2018, he has been a member of the jury for the corporate responsibility competition \"My Good Example\".<\/p>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-text fusion-text-4\"><h2>Contents:<\/h2>\n<p>Our second part on the subject of trust deals with the question of what is necessary and can be done to create trust (on the other side) that then proves to be robust.<\/p>\n<p>In the <strong>Study by Nikolova\/M\u00f6llering\/Reihlen (2015)<\/strong> three central social practices are emphasised that strengthen trust, especially in the complex and uncertain relationships between clients and advisors:<\/p>\n<ol>\n<li><strong>Signalling capability and integrity<\/strong>This practice includes the demonstration of competence and ethical standards by advisors. Clients value consultants who have proven their expertise and reliability through previous successes and behaviour and can now demonstrate it in (new) client communication: This is why testimonials, certificates, testimonials, references etc. have an impact.<\/li>\n<li><strong>Demonstration of goodwill<\/strong>Consultants must actively demonstrate that they understand the needs and interests of their clients and are committed to meeting them. This includes responding to specific customer needs and adapting the advisory services to the customer's individual expectations. This can be done reactively, i.e. on demand, or proactively.<\/li>\n<li><strong>Building an emotional connection<\/strong>The development of a personal bond between advisor and client, based on mutual understanding and sympathy, is crucial. This emotional connection helps to reinforce the sense of security and personal commitment in the relationship, which in turn strengthens trust and makes it robust.<\/li>\n<\/ol>\n<p>These practices help to bridge the inherent uncertainty and vulnerability in advisor-client relationships &#8211; especially at the beginning &#8211; by creating a trusting and stable basis for collaboration.<\/p>\n<h2><strong>The process of building trust between clients and advisors<\/strong><\/h2>\n<p>The process of building trust in the relationship between clients and advisors, as described in the study by Nikolova et al. (2015), involves several key components that work together in a dynamic and interactive framework. This process is based on the <strong>Basic assumption that trust is not just a mental state, but also a social process that is actively shaped<\/strong>. Here are the main elements of the trust-building process:<\/p>\n<h3><strong>1. signalling capability and integrity<\/strong><\/h3>\n<p>This step involves the consultant actively demonstrating competence and reliability. Advisors must demonstrate their skills and ethical standards through past successes, references and professional behaviour. This creates a foundation of trust by showing clients that the advisor is qualified and trustworthy.<\/p>\n<h3><strong>2. demonstration of benevolence<\/strong><\/h3>\n<p>Consultants must not only be technically competent, but also show a genuine interest in the specific needs of their customers. This is achieved by providing customised solutions, taking the customer's interests into account and acting proactively. Customers need to feel that advisors understand and prioritise their needs, which is another important element of building trust.<\/p>\n<h3><strong>3. building an emotional connection<\/strong><\/h3>\n<p>The third component of the trust-building process is the establishment of an emotional bond between the consultant and the customer. This emotional connection is based on sympathy, personal compatibility and mutual respect. This bond reinforces trust by creating a more personal level of interaction and engagement that goes beyond purely business interactions.<\/p>\n<h3><strong>Process nature of trust<\/strong><\/h3>\n<p>The authors emphasise the process nature of trust, which requires continuous interaction and adaptation between advisor and client. Trust is seen as dynamic, meaning that it develops and changes over time and through different phases of the relationship. This process involves the constant assessment and reassessment of trustworthiness based on the experiences made in the course of the collaboration.<\/p>\n<p>Overall, this framework shows that trust in professional relationships is a complex interplay of skills, intentions and emotions that is fostered by social practices. These social practices should not be viewed in isolation, but interact and reinforce each other to build a stable and trusting relationship.<\/p>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"accordian fusion-accordian\" style=\"--awb-border-size:1px;--awb-icon-size:13px;--awb-content-font-size:18px;--awb-icon-alignment:left;--awb-hover-color:#b4c6d6;--awb-border-color:#b4c6d6;--awb-background-color:#ffffff;--awb-divider-color:#e0dede;--awb-divider-hover-color:#e0dede;--awb-icon-color:#ffffff;--awb-title-color:#356b8c;--awb-content-color:#4f4f4f;--awb-icon-box-color:#004767;--awb-toggle-hover-accent-color:#666666;--awb-title-font-family:&quot;Rubik&quot;;--awb-title-font-weight:regular;--awb-title-font-style:normal;--awb-title-font-size:16px;--awb-content-font-family:&quot;Rubik&quot;;--awb-content-font-style:normal;--awb-content-font-weight:300;\"><div class=\"panel-group fusion-toggle-icon-boxed\" id=\"accordion-13636-1\"><div class=\"fusion-panel panel-default panel-7792ca51e67954d86 fusion-toggle-no-divider fusion-toggle-boxed-mode\" style=\"--awb-title-color:#356b8c;\"><div class=\"panel-heading\"><h4 class=\"panel-title toggle\" id=\"toggle_7792ca51e67954d86\"><a aria-expanded=\"false\" aria-controls=\"7792ca51e67954d86\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-13636-1\" data-target=\"#7792ca51e67954d86\" href=\"#7792ca51e67954d86\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Literature<\/span><\/a><\/h4><\/div><div id=\"7792ca51e67954d86\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_7792ca51e67954d86\"><div class=\"panel-body toggle-content fusion-clearfix\">\n<ul>\n<li>\n<p class=\"Head u-font-serif u-h2 u-margin-s-ver\"><a href=\"https:\/\/www.sciencedirect.com\/science\/article\/abs\/pii\/S0956522114001031?via%3Dihub\" target=\"_blank\" rel=\"noopener\"><span class=\"title-text\">Nikolova\/M\u00f6llering\/Reihlen: Trusting as a 'Leap of Faith': Trust-building practices in client-consultant relationships, <\/span><span class=\"anchor-text\">Scandinavian Journal of Management,\u00a0<\/span><span class=\"anchor-text\">Volume 31, Issue 2<\/span>, June 2015, Pages 232-245<\/a><\/p>\n<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-1 content-boxes-icon-boxed content-left\" style=\"--awb-title-color:#607d8b;--awb-iconcolor:#b4c6d6;--awb-margin-top:20px;--awb-margin-bottom:20px;--awb-hover-accent-color:#607d8b;--awb-circle-hover-accent-color:#607d8b;--awb-item-margin-bottom:40px;\" data-animationoffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#b4c6d6;--awb-iconcolor:#b4c6d6;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background content-wrapper-boxed link-area-link-icon link-type-button icon-hover-animation-fade\" data-animationoffset=\"top-into-view\"><div class=\"heading heading-with-icon icon-left\"><a class=\"heading-link\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/business-mediation-training\/\" target=\"_blank\" rel=\"noopener noreferrer\"><div class=\"icon\"><i style=\"border-color:#81a0b8;border-width:1px;background-color:#d62f31;box-sizing:content-box;height:40px;width:40px;line-height:40px;top:-70px;margin-left:-20px;border-radius:50%;font-size:20px;\" aria-hidden=\"true\" class=\"fontawesome-icon fa-info-circle fas circle-yes\"><\/i><\/div><h2 class=\"content-box-heading fusion-responsive-typography-calculated\" style=\"--h2_typography-font-size:18px;--fontSize:18;line-height:1.5;\">Training in organisational mediation - mediation in and for organisations.<\/h2><\/a><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p>Organisational mediation is the handling of conflicts that arise in the business and working world. It takes place in, with and for the organisation - by enabling the relevant members of the organisation to deal with conflicts appropriately.<\/p>\n<p>We train you for this or professionalise your mediation and conflict counselling approach. We start our training programme regularly in March each year.<\/p>\n<\/div><div class=\"fusion-clearfix\"><\/div><a class=\"fusion-read-more-button fusion-content-box-button fusion-button button-default fusion-button-default-size button- button-flat\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/business-mediation-training\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span class=\"fusion-button-text\">More information here...<\/span><\/a><div class=\"fusion-clearfix\"><\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div>\n<\/div><\/div><\/div><\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"author":3,"featured_media":13639,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[314,42,1179],"tags":[1187,1188,1186,648],"class_list":["post-13636","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-inkovema-podcast","category-podcast","category-vertrauen","tag-verletzlichkeit","tag-vertrauensgueter","tag-vertrauenswuerdigkeit","tag-zutrauen"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.2 (Yoast SEO v26.5) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Vertrauen. 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