Effective communication has many aspects to itself and today I’d like to discuss the trust aspect of it. When it comes to communicating with others, of the talking you do deals with essentially convincing the other person of your genuineness. If you like strawberries and you’d like to communicate this, your goal is to convince them that you do like strawberries. This is a very low-level goal of convincing because the consequence of success isn’t that great. Compare this to higher-levels goals of convincing, that have much higher consequences pertaining to their outcome. An example of this would be if you were convincing your mate that you didn’t cheat on him/her. Trust is the essential component when persuading someone else of these kinds of things and so now the question becomes, how do you build trust?
Building Trust
When it comes to building trust, you have to show consistency of the bare essentials. There are many ways to communicate with others, but the two main methods are through speech and body language. Many people don’t realize how these two components compliment each other, but since these methods are the two most used, it’s within your best interest to understand their outcomes.
We’ll start off with a question, “how do you know when someone is lying?” Most people understand it on a very intuitive level, “I just know. I can feel it.” Others have no idea that someone else may be lying, either because the other person is a good liar, or they are not very mindful and aware. Breaking a liar down, to lie and get caught means to have an incongruency with the usage of speech and the usage of body language. There is a difference between someone telling you something and someone showing you. If you want to understand better what someone else is saying, you need to not only pay attention to what they are saying, but also be aware of their body language.
Be Congruent
For the longest time, I thought one of my sorority sisters could read people very intuitively. She knew when people were ‘off’ and this was always very helpful when we were trying to get things done. Not everyone is very vocal with what may be going on in their lives and this can make it very difficult when you are trying to coordinate projects. It is very easy to make the mistake of assigning the wrong person to the job. Everyone has off weeks or off semesters and knowing these kinds of things puts you in a position where you can find the right people that will get the work done. As I said before, I just thought she was highly intuitive, or just very psychic, but it took me a whole year to figure out what was going on. She understood very deeply the relationship between words and body language and she understood when they were congruent or incongruent.
This not only helped her when she was getting business done, but also socially. I noticed she tended to be very socially selective and I found that to be unfair. I didn’t feel she was giving people a chance. In my ignorance, I never realized what was really going on. I never realized that she was in fact giving others a chance, but when she found someone to be incongruent, consistently, she knew being around this kind of person was not good for her. If someone told me that they were doing this, I wouldn’t have a problem because I want my friends to be truthful and genuine. I don’t see anything wrong with surrounding yourself with others that will be empowering for you. Like I said, I didn’t realize what was going on and once I did, I had a much deeper respect for her. Not to say I didn’t respect her before, but I was able to understand her better. Whether or not she is actually aware of this I do not know, but I don’t blame her for keeping it up since she can’t deny her positive results.
In comparison with myself, I had always been the kind of person that trusted others too much. I’ve always know this because, there have been times where I have been disappointed by others and it was just getting annoying. My problem had always been how I would always listen to what I wanted to hear, rather than also consider what the other person’s body language was telling me. If I was more aware, I would have known whether or not this person was lying, or what this person really meant by what they were saying. Taking a lesson from my sorority sister, I started building my awareness and understanding others on that deeper level.
To give a better description of what congruent communication is, it is the proper matching of speech and body language. If you see someone who is talking about how they’re excited, but is sitting hunched over and looks depressed, isn’t someone who is congruent. This person is sending two incongruent messages. Someone who is telling the same image would be someone who is jumping up and down saying how they excited they are. This is a very straightforward example, but the real skill in observation is noticing incongruencies on more subtle levels. Most of the time, it is usually in their body language where you see this, which is why building the skill of reading body language is very helpful.
Body Language
The saying, “I can read you like a book,” rings true with the component of body language. When you get to know others better and you grow closer, you can begin to realize when this person is lying or not. This is because the more you see and talk with this person, the more of a feel you get for their body language. You don’t necessarily need to be around someone a lot in order to tell whether or not they are being incongruent, but when you begin a relationship with someone else, most people tend to be more genuine and congruent than incongruent. They show you their good sides, the sides their proud of. When you get to know someone on a deeper level, you begin to see their demons, and whether they play these demons off or not, you can tell because of their congruency or incongruency.
Sometimes at this point you may hear the phrase, “I don’t know you anymore.” There are two things that are usually going on when you hear this phrase. Either the person wasn’t very aware in the inception of the relationship and didn’t notice the incongruency, or they just choose to not accept the person as a whole. This happens a lot in relationships, where there isn’t full acceptance of the person, warts and all. You cannot truly care for someone (friend/lover/family member) if you cannot accept them fully for who they are. If you only accept the good side and can’t accept the bad, you don’t truly care for them. It’s fine to not necessarily like certain aspects of his/her personality, but if you can’t accept it, then there will be problems to come. You must take in the person as a whole, rather than a series of personality traits that you either like or dislike. You will find your social circle to be much more fulfilling once you start to disconnect from the people you can’t fully accept and re-connect more deeply with those you fully accept. This builds a very powerful environment for yourself.
When it comes to the nit and gritty of the actual body language movements that are congruent with certain speech patterns, this will prove to be the more difficult part of the communication equation. Unfortunately these specifics go beyond the scope of this article, but there are many books you can read that will help you understand more deeply body language. If you’d like to know more, I suggest reading The Definitive Book of Body Language by Allen and Barbara Pease.
Be Consistent
The second piece to the trust equation is consistency. Not only do you have to be congruent with what you say and how you show it, but you also have to do it consistently. If you can’t do this, they will either take you to be a dishonest person or wishy washy. You want to be neither, since this doesn’t help your persuasion capabilities. You want to be a genuine and honest person, but if you can’t learn the skills to portray this, then you’re working on a lost cause.
Let’s take for example actors. In the movie Fight Club, Brad Pitt plays a character named Tyler Durden. There is a scene where he lets himself get assaulted by this Italian mobster-type guy. Tyler Durden freaks this guy out because he acts as if he actually enjoys getting beat up as brutally as he was. His friends around him looked at him like he was crazy and stood stunned because this was completely incongruent with his normal behavior. Tyler is the cool, calm and collected leader that everyone looks up to and to act like this was to go against the normal way in which he portrayed himself. Once the mobster left, he went right back into his normal character and his friends realized that he was just putting up a front to scare the mobster. If the people you surround yourself with are even somewhat aware, they will know when you are putting up a front. You don’t want to put up a front because, like I said, you will not be convincing to say the least. If anything you ruin your reputation with them.
Once you break the trust of another, it doesn’t take one conversation to rebuilt it. You need to show that your whole nature has changed. Let’s say for example your spouse knows you had an affair. In order to regain the trust of this person, you need to consistently show that you care for this person deeply. You also have to show that you can be trusted. Just like Stephen Covey said, “You can’t talk your way out of something you’ve behaved yourself into.” You need to show your spouse that you’re a different new person. Instead of being the unloving, cheating partner, you need to show that you are now a loving, respectful and honorable partner. To prove your authenticity, they need to see this over a period of time. Depending on how long this takes depends on the people and the situation, but it can take weeks, even months to rebuild trust. This is not something that changes over night.
Bringing it Together
To sum this all up, in order to achieve effective communication, you need to build trust and rapport with whomever you are communicating with. To build trust, you need to be congruent and consistent. When it comes down to it, effective communication is essentially what you always aim for when communicating with others. What’s the point of communicating if they don’t understand what you’re saying, don’t believe you and don’t want to listen? That will just end up in no communication at all and it’s been shown scientifically that human beings are communal creatures. There have been studies that showed how babies need to feel human touch and be talked to, or else they essentially die; even when they are fed and cared for on the level of survival. You could even go so far as to say communication with others is essential for survival. It’s not necessarily on the level of physical (food, water and shelter) but on the level of emotions.
Don’t take communication for granted, because if you can develop strong communication skills, you can bring so much life into your existence. Build a supportive and empowering environment for yourself. Surround yourself with genuine and honest people and you will find life to be much easier; no drama, no un-needed social stress. Building this kind of environment is very helpful when going through transitional or difficult periods in your life, especially when you are trying to achieve very difficult, but meaningful goals in your life. So take the challenge and surround yourself with the right kind of people. You’ll be glad you did.
Communication Part 1 – Trust
Communication Part 2 – Authenticity
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