BEHAVIOR #12: Keep Commitments (pp. 215 - 221)

Have you ever been in a situation in which you were dependent upon someone else, you are trying to negotiate a mutually-beneficial agreement - - but you simply cannot get him or her to commit or agree to an action or outcome? Perhaps he says, "Yeah, that is interesting." Or perhaps she says, "Let's take a look at that." Or even, "Thanks for the information. We will want to think about that."

This technique of communication is called equivocating. It is a way that people can avoid making commitments. Napoleon Bonaparte was a believer that, "The best way to keep one's word is not to give it."

Leadership requires both the wisdom not to commit too soon, as well as the courage to take a stand, laying your trust credits on the line.  Behavior #12 is all about moving past indecision, fear or ambivalence into commitment.  "'Keep Commitments' is based on the principles of integrity, performance, courage and humility (and related to 'Talk Straight' and 'Deliver Results'.

Covey talks about trust deposits and withdrawals related to being late or on-time and even family commitments. Even though we don't like to think that our trust-behavior is being valuated, relationship math says that our actions do make deposits and withdrawals and we live in the wealth or poverty we have created through our behaviors.

Covey suggests the best way to build trust in a new relationship is to repeat this cycle: Make-Keep-Repeat over and over again until you have established a reputation as a person who keeps commitments.