Why Does It Work?
Create Trust works because people do not like to be manipulated. Tougher than that is that people don’t want to even feel like they’re being manipulated. This is why the used-car salesman has such a bad common stereotype in our culture. They’re seen as deceptive and manipulative (even when they often aren’t).
Oftentimes when changing tools and technologies, you reach a point in the decision process where all of the empirical stuff has been revealed, choices have been weighed, and you still don’t have a complete victory for one tool or another. When an organization reaches that point, often they need a tiebreaker to make that decision. That tiebreaker is going to come from something not quite so rational, not quite so empirical. ...
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