Its not only makes business sense to start a relationship basing on the premise of *not* trusting an individual – it also makes a lot of sense in social relationships.
Not trusting to me is an act of self preservation. For me, in any In a transaction or a relationship, I have to know where I stand. I also need to know where to place my stop loss and when to increase it or let it go – For this I need to start with a -ve balance of trust and let it grow.. if it crosses the line and starts creeping towards the +ive, I know I can invest more.
This has always been my basis of any transaction and I feel it will be true for most people who value themselves and till date most of the relationship that matter to me have a positive balance.