Read the following passage about building trust and mark the letter A, B, C or D on your answer sheet to indicate the best answer to each of the following questions from 31 to 40.
BUILDING TRUST
Establishing robust business relationships is predicated on collaboration and teamwork, with trust forming an essential cornerstone. Nevertheless, the methods for cultivating trust can vary widely among individuals and cultures. Understanding these differences allows us to strengthen trust with colleagues and clients, thereby fostering deeper professional relationships. [I]
Take Valeria, for example. She tried to build rapport with her international clients by discussing personal topics such as her family life and parenting techniques, even going so far as to share pictures of her children. Unfortunately, her clients found this behavior unprofessional, which undermined their trust in her. [II] Similarly, Kelly engaged in a team-building activity at a British company, where she highlighted her academic accomplishments in an attempt to impress her new colleagues. Instead of being impressed, her coworkers were uncomfortable, interpreting her remarks as self-promotion. Likewise, trainer David encountered challenges when he attempted to establish credibility with his trainees by recounting his experiences with prestigious companies and high-profile clients. However, the participants deemed his approach irrelevant, preferring that he focus on the training content rather than on his past achievements. [III]
[IV] The intricacies of building trust stem from the differing expectations of those involved. Trust expert Richard Barrett identifies two core dimensions of trust: character and competence. Building trust through character involves exhibiting qualities such as integrity, fairness, and transparency, while building trust through competence focuses on demonstrating expertise, achievements, and experience. The emphasis placed on these two approaches largely depends on the context. In a job interview, for instance, competence may take precedence, whereas in a collaborative team setting, character traits like honesty and openness are more highly valued.
In the end, there is no single, definitive approach to cultivating trust. Quick judgments, like those made by Valeria’s clients or Kelly’s colleagues, can impede the development of trust. By assuming positive intent and practicing generosity in our evaluations of others, we create an environment where trust can thrive in professional relationships.
(Adapted from Building trust - LearnEnglish)
