Winning trust requires participating socially and absorbing others’ expectations into one’s self-presentation

Evidence

In the light of this reflexivity, personal trust becomes to a significant extent trust in tact and discipline in the way one expresses oneself. In this form, it becomes transparent without its function being lost. Thus, one can see through one’s partner’s presentation, and, seeing it as a presentation, one is able to weigh and react in a balanced way and assess how far it is likely to go. One can estimate what strains personal trust can take without breaking down, in which role-context it belongs and in which it does not, and where its weak points lie, which should not be exposed – except if one does so intentionally and accepts responsibility for the consequences. Conversely, seeing through the tact of one’s partner, particularly where it is socially institutionalized and expected, acts as a guarantee for the security of one’s own self-presentation and thus makes it easier to learn a self-trust which is independent of emotion. Thus the uncovering of tact as a foundation of trust makes possible a reasonably frictionless control of social contact, a way around embarrassment and personal sensitivities, an avoidance of breakdowns or emotional reactions which get out of control, and, moreover, a greater reliability and durability of interaction as a building block for larger, complex, social systems. — Niklas Luhmann, Trust and Power, 255 (#expands, via linked claim)

Categorization

• XREF: connects to: Self-presentation presumes minimum trust, and trust expands possible actions and accumulates as capital.; Deviant initiative signals trustworthiness because it assumes and strengthens existing trust; Personal trust forms only where a personality is socially indispensable (+12 more)

Related

• Self-presentation presumes minimum trust, and trust expands possible actions and accumulates as capital. (similarity 0.96)
• Reflexive personal trust becomes trust in tact and disciplined self-presentation (similarity 0.91)
• Trust stems from societal self-presentation conditions, not only individual strategies as Goffman holds. (similarity 0.91)
• Personal trust forms only where a personality is socially indispensable (similarity 0.91)
• Social norms make people present stable identities that others can trust (similarity 0.89)
• Personal trust becomes a variant of system trust when it reflects on self-presentation (similarity 0.89)
• Learning to trust is steered by the developing self-identity (similarity 0.86)
• Trust in trust takes several structurally distinct forms (similarity 0.86)
• Trust requires interactive self-presentation, not mere predictable distance (similarity 0.86)
• Modern societies increasingly substitute self-presentation for feeling as a basis of trust (similarity 0.85)
• Trust itself is an act of self-presentation exposing the truster to ridicule if misplaced (similarity 0.85)
• Personal trust rests on expecting others to keep the personality they display (similarity 0.85)
• Primary emotional attachments ground trust that later extends far beyond them (similarity 0.83)
• Modern intimate trust demands self-revelation that produces permanent psychological tension (similarity 0.83)
• Trust requires controlling one’s own readiness to accept risk (similarity 0.83)

Broader Connections

• Reflexive personal trust becomes trust in tact and disciplined self-presentation #expands (0.80) — Niklas Luhmann, Trust and Power, 255
• Trust is won by a transformative rather than conforming response to expectations #qualifies (0.75)
• Modern societies increasingly substitute self-presentation for feeling as a basis of trust #expands (0.70)
• Social norms make people present stable identities that others can trust #exemplifies (0.65)
• Learning to trust is steered by the developing self-identity #corroborates (0.50)