Use powerless communication to build trust

Ask questions and admit uncertainty rather than projecting confidence — it builds credibility with givers.

Why it works

Grant’s research found that in relationship-driven contexts, a tentative, questioning communication style (powerless communication) builds more trust and generates more useful input than a declarative, authoritative style. It signals that you value others’ expertise, which attracts the high-quality help givers and experts are motivated to provide.

How to do it

1. Replace declarative statements with genuine questions: “I’m wondering if…” or “What’s your read on…?”
2. Admit openly when you don’t know something, and name the specific thing you’re uncertain about.
3. Express vulnerability in proportion to the relationship — deep uncertainty with strangers can misfire.
4. In negotiations and sales contexts, reserve this style for contexts where relationship matters more than perceived authority.

Evidence

Grant cites studies showing that advisory questions and hedged language can increase trust and advice-giving in peer contexts. The persuasion effect is more nuanced in high-authority contexts. (observational)

Powerless communication can backfire in contexts where credibility is signalled by authority — surgery, legal advice, crisis management. Context determines which style builds trust.

Sources

• Grant (2013), Give and Take

Common mistake

Using powerless communication universally, including in contexts where decisiveness and authority are what the situation requires.