When to use it
Use it to diagnose and strengthen a working relationship where trust is low or untested.
How to apply it
- Assess your credibility: do they believe what you say?
- Assess your reliability: do you consistently do what you promise?
- Assess intimacy: do they feel safe sharing concerns with you?
- Assess self-orientation: do you seem focused on their interests or your own?
- Pick the weakest factor and plan one concrete action to improve it.
Tip: Self-orientation is the divisor, so reducing it often has more effect than boosting the others.