the prisoner's dilemma: trust as a negative survival value...,

cluborlov | A cultural flip is needed to change from impersonal, commercial relationships to personal relationships based on trust, and the first hurdle, for many people, is in understanding what trust actually is, because there is no innate human quality called trustworthiness, possessed by some people, lacking in others. Rather, it is more along the lines of a generalization concerning a given individual’s behavior over time, within a given relationship. Trust is transactional: a person needs a reason to trust you, and you need a reason to trust that person. There is, however, such a quality as trustfulness: this is the property of small children, tame animals and, most unfortunately for them, many regular, salt-of-the-earth, mainstream Americans. It is of negative survival value in the context of financial collapse. It is being exhibited for all to see by some of the people who recently lost money when MF Global stole it to cover some private bets it had made. They licked their wounds, complained bitterly, and then...went looking for another financial company—to be taken advantage of again. Since the head of MF Global wasn’t punished, why wouldn’t another company do the same to them, knowing that it can do so with impunity?

There also seems to be a certain set of traits possessed in abundance by a category of highly effective American financial operators that makes it easy for them to prey on trustful people. It may be the suits they wear, or the English they speak or their general demeanor—let us call it “trustiness,” to go along with the “truthiness” of their financial disclosures. Deep down, trustful people feel privileged to be robbed by such superior specimens. The predator-prey relationship has been honed to the fine point of a pen: told to sign their life away on the dotted line, the besotted, trustful American gulps quietly—and signs.

Clearly, whenever there is an asymmetry between trustfulness and trustworthiness, the trustful party loses. Trust is not the property of one individual but the property of the relationship between individuals, and it must be balanced. There are roughly three types of trust. The first and best kind is trust borne of friendship, sympathy and love. People simply do not want to lose the trust of those they care about, and will do anything they can to make good on their promises. The second type of trust is based on reputation. It is not quite as solid, because someone’s reputation can be ruined without you knowing it. People who realize that their reputation has been ruined tend to stop being trustworthy rather suddenly, because they see that they have nothing left to lose in the trust game. Rather, they try to salvage whatever residual value their formerly trustworthy reputation still holds by taking full advantage of anyone who is still trustful through force of habit, lack of up-to-date information, inattention or sheer inertia. The last category of trust, the worst kind, is coerced: it is a matter of making it too expensive or too unpleasant for someone to break your trust. If you are forced to do business with someone you don’t trust at all, trade hostages for the duration of the transaction or come to some other arrangement that compels good behavior from both sides. Fist tap Dale.