Part 2: Character Dimension One: Establishing Trust
Chapter 4 (part 1 of 3): Building Trust Through Connection
Cloud begins the chapter by recounting a story of a merger between two health-care companies. They had to choose one CEO from either of the company to lead the new one and it came down to a person who was successful at selling anything and a person who was analytical; they ended up choosing the latter who also turned out to be a nice guy.
In the first meeting with upper management, the new CEO fielded questions and concerns. Rather than addressing them directly, he invalidates the concerns arising from the merger. He assures the crowd that everything would be okay. Concerns ranged from having to relocate employees who had already moved recently, to combining different cultures of the companies, and to choosing which compensation package. Cloud goes on to observe that this CEO’s response sucked the energy out of the room. He failed to empathize with their concerns and enter into their reality. His answers were dismissive. Even though his answers may have been correct and true to reality, he lost the trust of his management team as he failed to understand their vantage point. Had he done this, it would not have mattered that his answers would have remained the same.
Heart, desire, and passion go hand in hand like peanut butter and jelly. When you lose one of these elements, you’ll only get compliance but won’t be able to get people’s best efforts. These leaders who miss out on these elements will only be able to impose their will on others. Good leaders are able to win the hearts and wills of people when they first connect with them and understand where they are coming from. The same goes for parents who would be able to successfully to garner their child’s obedience from understanding why it is they’re hanging out with the bad kids as opposed to just telling them to stop hanging out with them.
To connect is to be involved in the ‘other.’ It is “the curiosity and desire to know them, to understand them, to be ‘with’ them, to be present with them, and ultimately to care for them.”
What are the building blocks to connecting with people? Empathy, or connecting with other people, involves the following building blocks:
- The ability to feel and be what is referred to as softhearted.
- People who are out of touch with their own feelings are unable to empathize.
- Having good boundaries.
- When you empathize, you are aware that it is their experience and not yours. To overidentify with someone would lead to foolish behaviors.
- The ability to listen in a way that communicates understanding.
- They talk.
- You experience them.
- You share what you have heard and experienced about their experience.
- They experience you as having heard them.
Invalidation is the connection killer. It is the cause of cancers in relationships. Sometimes, a person is able to empathize but because of the nature of the relationship where it is hierarchical, there is the fear that what they hear would be valid and would be giving up credibility to the underling. Cloud says that to empathize, you are validating that what they are experiencing is really their own experience, whether it is true or not.
Invalidation comes in the form in trying to talk people out of their problems. For example, someone would say that “I’m a loser” and you would reply “No, you are not!!!” Two problems have now been created instead of a resolution. The initial problem of feeling like a loser persists but now he also feels like no one truly understands him. Cloud, thankfully, tells us that decades of research have shown that one can help someone by not giving them any answers but empathy.
To further illustrate the cancerous nature of invalidation, Cloud uses a parent-child relationship. The parent is the source of lessons that the child needs to learn and internalize. Lessons include impulse control, discipline, empathy, reality testing, emotional regulation, hope, trust, and judgment. When a child learns from an early age that his feelings and emotions are invalidated, he will disconnect and disengage himself from the parent. As a result, he disconnects himself from the parent who is the source of all good lessons in life. Had the CEO validated the fears and concerns of the management team, discipline, hope, judgment, and creativity would have ensued. The same goes for marriage.
There are consequences of not having a connecting character. When empathy fails to occur, “the human heart will seek to be known, understood, and connected with above all else. If you do not connect, the ones you care about will find someone who will.” Reading this sent shudders down my spine as I thought about my child and my wife and other important relationships. Cloud goes on to point out the consequences such as a spouse finding someone new, child finding alliances with unsavory characters and so forth.
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Filed under: Christianity, Business, Ministry, Leadership , Henry Cloud, leadership, books, empathy, marriage