Getting what you want is often a matter of staying in control: shaping the message, managing the flow of information, and keeping your cards close to the vest. But transparency, as scary as it can be, has the potential to build long-term trust between partners. This lets everyone win.
Jeanne Brett, a professor of management and organizations at the Kellogg School, relates a story of two sisters who only find out that their competing interests may not be mutually exclusive once they make themselves a bit vulnerable.
Jennifer Thompson, an independent consultant, shares the trust-building steps one company took in its difficult path through bankruptcy.
Bruce Carruthers, a professor of sociology at the Weinberg College of Arts and Sciences at Northwestern University, describes how peer-to-peer lending builds relationships and brings transparency back into modern economies.
The Trust Project is a unique body of knowledge, connecting scholars and executives from diverse backgrounds to share ideas, research, and actionable insights in a series of videos for research and management. Learn more about the project and its development in conjunction with the Kellogg Markets and Customers Initiative.