Keld Jensen, with info we can add to our learning within Palena 'ole (Key Concept 9 in MWA):
Nobel Prize winning Israeli-American psychologist, Daniel Kahneman, found that people would rather do business with a person they like and trust rather than someone they don’t, even if the likeable person is offering a lower quality product or service at a higher price.
No surprise there... so what to do?
With this in mind, instead of exclusively focusing on your conventional intelligence quotient, you should make an investment in strengthening your EQ (Emotional Intelligence), MQ (Moral Intelligence), and BQ (Body Intelligence). These concepts may be elusive and difficult to measure, but their significance is far greater than IQ.
MQ, or Moral Intelligence, strikes me as a good 2-word description of our values-based management at Managing with Aloha, for Jensen describes it as dealing with our integrity, responsibility, compassion, and forgiveness.
After reading this article, I enjoyed learning more about what author Keld Jensen does. He seems to have found a niche in negotiations, and his communications approach is rooted in some strong values: Can you pick them out?
[Related posting at Managing with Aloha: Values in the Drivers Seat]
Another from Keld Jensen for Forbes: Rebuilding Trust: It All Starts With You
...the single most powerful way to build trust is to show a willingness to trust others. This does not mean being naïve, weak, or overly susceptible to people driven by greed. It does mean being open to taking calculated risks with coworkers, employees, and in relationships that are in the earliest stages of development. The fact is, trust will always be based on a certain willingness to take risks—and you can’t win if you don’t play the game.
