In her new book, “Presence”, Harvard Business School professor (and creator of “power posing”) Amy Cuddy shares that in first impression situations, people instantly answer two questions about each other:
- Can I trust this person?
- Can I respect this person?
Cuddy says that trust equates to warmth and respect to competence. Ideally, we want to be perceived as having both, but we can lose out if we think competence is the most important factor on which to be evaluated. The goal-to be seen first as warm and approachable. Others will respond more favorably when they sense first that you’re trustworthy. It’s only when trust has been established that competence will be evaluated.
The takeaway? Trying too hard at the beginning to convey you’re smart, accomplished, and competent can send a vibe that you’re unapproachable and maybe even manipulative. Brush up on your social skills, ask questions, be a little transparent, and show interest in others. Cuddy says, “A warm, trustworthy person who is also strong elicits admiration, but only after you’ve established trust does your strength become a gift rather than a threat.”
© Jill Bremer 2016