How to Persuade and Influence People: Powerful techniques to get your own way more often

Chapter 31. HOW TO BUILD TRUST THAT LASTS A LIFETIME

Building a long-term relationship is always about trust. And 'intellectual trust' can be measured—by you. It begins with honesty.

Case study

Let me take you to New Zealand and the story of Brent Marris. Marris started Wither Hills in 1994 as a small boutique winery and began blending Sauvignon Blanc, Chardonnay and Pinot grapes from his father John's Marlborough vineyard and his own land, jointly owned with another winemaker in Auckland. Marlborough is an area in the northeast corner of the south island of New Zealand and Marris was good at his job. Awards and recognition followed.

Marris went into partnership with his father, combining their land, and by 2001 they were producing about 10,000 cases ...