Trust Equation
Updated 2026-08-10
INTRODUCTION
English translation pending.
CORE DEFINITION
Proposed by Charles H. Green in The Trusted Advisor, the trust equation states that trust equals the sum of credibility, reliability, and intimacy divided by self-orientation. The numerator holds the three things that make a person worthy of trust, while the denominator measures how much they care about themselves over the other party. Because it is a divisor, a large self-orientation can cancel even outstanding competence.
SCAFFOLDING EFFECT
Reduce cognitive load
- Diagnose the fraction: decide whether trust is low on the numerator or high on the denominator - Shrink the divisor: act visibly in the other party's interest, which is the fastest lever - Stock the numerator: build credibility, keep commitments reliably, and stay genuinely close
Anchor fast decisions
The equation's structure does the explanatory work: credibility, reliability, and intimacy add as positive terms, while self-orientation divides the whole sum, so any increase in perceived self-interest dilutes everything else. That is why technical brilliance alone fails to build trust; the denominator multiplies suspicion faster than the numerator can accumulate proof.
MINIMUM ACTION
In progress 0/1Practice this model in one real situation:
account_treeGenealogyexpand_more
menu_bookReferencesexpand_more
Source support: Explicit
- en.wikipedia.orghttps://en.wikipedia.org/wiki/David_Maisterverified
PRIVATE NOTES · Only visible to you
SAVED Q&A
ENTRY Q&A · Private saving available
Ask with a clear boundary
thinkingmodels answers from published entry context only.
Your question is sent to thinkingmodels. The answer uses public entry context only.
RELATED MODELS