影响力是你的超能力
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:06 | All right. | 好吧,我们走。 |
| 0:06 | Hello everybody. | 哈罗,大家好。 |
| 0:08 | Welcome, welcome. | 欢迎,欢迎。 |
| 0:11 | And I'm going to let people sort of take their time to get logged on. | 我会让人们花点时间登上记录。 |
| 0:18 | And if you are able to and willing to turn on your webcams that would be great as well. | 如果你能够并且愿意打开你的网络摄像头 那也会很棒 |
| 0:26 | Always nice to see who we're actually talking to. | 总是很高兴看到我们在和谁说话。 |
| 0:34 | Yes. | 对 |
| 0:35 | All right. | 好吧,我们走。 |
| 0:35 | So I'll remind everybody before we begin officially to turn on their webcams one more time. | 所以我会提醒大家,在我们开始正式 打开他们的网络摄像头一次。 |
| 0:42 | All right. | 好吧,我们走。 |
展开字幕全文（481 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | All right. | 好吧,我们走。 |
| 2 | Hello everybody. | 哈罗,大家好。 |
| 3 | Welcome, welcome. | 欢迎,欢迎。 |
| 4 | And I'm going to let people sort of take their time to get logged on. | 我会让人们花点时间登上记录。 |
| 5 | And if you are able to and willing to turn on your webcams that would be great as well. | 如果你能够并且愿意打开你的网络摄像头 那也会很棒 |
| 6 | Always nice to see who we're actually talking to. | 总是很高兴看到我们在和谁说话。 |
| 7 | Yes. | 对 |
| 8 | All right. | 好吧,我们走。 |
| 9 | So I'll remind everybody before we begin officially to turn on their webcams one more time. | 所以我会提醒大家,在我们开始正式 打开他们的网络摄像头一次。 |
| 10 | All right. | 好吧,我们走。 |
| 11 | Hello. | 哈罗 |
| 12 | Welcome. | 欢迎 |
| 13 | Good morning for those of you guys joining us from the US and good evening for those of you guys joining us from China. | 早上好,你们这些家伙从美国加入我们 晚上好,你们这些家伙从中国加入我们。 |
| 14 | My name is Devin Lau and I'm the assistant director for Yale Center Beijing, and we're very happy to have Professor Zoe Chance join us today for a wonderful talk on her new book, which I will get to introducing real soon. | 我叫刘德文,我是耶鲁中心北京的助理主任,我们非常高兴今天让佐伊·钱斯教授与我们一起就她的新书进行精彩的演讲,我将很快介绍一下。 |
| 15 | I know that some of you guys must be new to Yale Center Beijing and our activities. | 我知道你们中有些人一定是新来的 耶鲁中心北京和我们的活动。 |
| 16 | So a quick introduction. | 这么简短的介绍。 |
| 17 | We are established in 2014. | 我们成立于2014年。 |
| 18 | We are Yale's only university wide center, and we host all sorts of professors students and alum, as well as thought leaders from around the world on various topics. | 我们是耶鲁唯一的大学宽度中心,我们主办各种教授学生和校友,以及来自世界各地的各种主题的思想领袖. |
| 19 | Everything from biology to art history to astronomy economics. | 从生物学到艺术史 到天文学经济学的一切 |
| 20 | You name it. | 你说吧 |
| 21 | We've done a program on it. | 我们已经做了一个程序。 |
| 22 | And so today we're very happy to have Professor Zoe Chance join us for a topic that transcends all topics, which is on influence. | 因此,今天我们非常高兴 佐伊·钱斯教授与我们一起 讨论一个超越所有话题的主题, 事关影响。 |
| 23 | So quick introduction. | 这么快的介绍。 |
| 24 | Professor Zoe Chance is assistant professor of marketing at Yale SOM, as well as a very popular writer, teacher, speaker, researcher, as well as climate philanthropist. | Zoe Chance教授是耶鲁SOM的营销助理教授,也是一位非常受欢迎的作家,教师,演讲者,研究员,以及气候慈善家. |
| 25 | She's earned her doctorate from Harvard, and now teaches the most popular course at Yale School of Management, which is her mastering influence and persuasion course. | 她从哈佛大学获得博士学位,现在在耶鲁管理学院教授最受欢迎的课程,这是她精通的影响和说服课程. |
| 26 | Her research has been published in top academic journals as well as covered in popular global media outlets. | 她的研究已经在顶级学术期刊上发表,并被热门的全球媒体报道. |
| 27 | Her fascination with today's topic of interpersonal influence led her to publish a science based, but also very fun and I would say life changing book, which is the inspiration for today's conversation. | 她对今天的人际影响这个话题的着迷,使她发表了一部基于科学的著作,但也非常有趣,我想说,改变人生的书,这是今天对话的灵感所在. |
| 28 | This book influences your superpower, the science of winning hearts, sparking change, and making good things happen is being published in more than 20 languages around the world. | 这本书影响了你的超能力,赢得心灵,激发变化,使好事发生的科学,正在以全世界20多种语言出版. |
| 29 | And I just want to say that of special note, she is one of the rare professors whose research has traveled out of the ivory tower and into everyday life, as she's clearly doing with this book. | 我只想说,在特别的注解中, 她是一个罕见的教授, 她的研究已经从象牙塔走出去,进入了日常生活, 就像她用这本书做的那样。 |
| 30 | For example, her framework for behavior change is the foundation for Google's global food policy, which affects tens of thousands of people around the world. | 例如,她的行为改变框架是谷歌全球粮食政策的基础,它影响到全世界数万人. |
| 31 | And I'm sure it has a lot to do with her own experience before joining academia, which includes managing a $200 million segment of the Barbie brand, as well as helping out with political campaigns and working in jobs such as door to door sales and telemar | 我敢肯定,在加入学术界之前,这与她自己的经历有很大的关系,这包括管理芭比品牌中价值2亿美元的部分,以及帮助开展政治运动和从事门到门销售和电话营销等工作. |
| 32 | So a host of experiences that I'm sure we'll be able to get to. | 所以,我敢肯定,我们将能够取得许多经验。 |
| 33 | And so we're very excited to have her. | 我们很兴奋她能来 |
| 34 | So, today, our typical event is usually a talk of about 20 to 30 minutes plus a q amp a but what we discussed and we thought that it would be more beneficial today to have just an open conversation and so I'll start the time with a few questions for | 因此,今天,我们的典型活动 通常是谈论 大约20到30分钟 加上一个q anp, 但我们讨论什么, 我们认为,这将是 更有益的今天 |
| 35 | Professor Zoe chance and then I'll open it up to the rest of the audience to ask questions. | 教授 佐伊的机会,然后我会打开它 给其他观众提问。 |
| 36 | The way that we can do this is on the bottom of your zoom screen you'll see that there is a chat button. | 我们能做到这一点的方式是在你的缩放屏幕底部 你会看到有一个聊天按钮。 |
| 37 | Feel free to and start entering your questions on onto the chat and I will do my best to sort through them and try to get to the ones that I think will be most relevant. | 随你便,开始在聊天时问问题 我会尽力整理一下 试着找出我认为最相关的问题 |
| 38 | Alternatively, you can also raise your hand, using the zoom raise hand function, and we'd be happy to call on you. | 或者,你也可以举起你的手, 使用缩放的手功能, 我们很乐意拜访你。 |
| 39 | We do ask again that if you are able to and willing to please turn on your webcams. | 我们再次要求,如果你能够并且愿意打开你的网络摄像头。 |
| 40 | It's always better to talk to at least a face, instead of just a black screen or many boxes of black screens. | 至少和一张脸说话总更好,而不只是黑幕或许多盒黑幕. |
| 41 | And so that would be very helpful for those of you guys that are willing to enable to to please turn on your webcams. | 这样对你们这些 愿意打开你的网络摄像头的人会很有帮助。 |
| 42 | Alright, so with that let's get started. | 好吧,我们开始吧 |
| 43 | Thank you again for joining us, Professor, and before we jump into the specifics of the book I just wanted to hear a little bit more about all of your own fascinating experiences which I touched on. | 再次感谢你加入我们 教授 在我们跳进书中的细节之前 我只想多听一些关于 你所有我所经历的令人着迷的经历 |
| 44 | But I know that, you know, there have been very various things that have kind of led you to this point in publishing this book. | 但我知道,你知道, 有一些非常不同的事情, 已经引导你到这一点, 出版这本书。 |
| 45 | You of course teach yields most popular yellow so I'm most popular course mastering influence and persuasion. | 当然,你教最流行的黄色 所以我最受欢迎的课程 掌握影响力和说服力。 |
| 46 | So could you tell us a little bit more about yourself as well as your class and how you started to become interested in this topic. | 你可以告诉我们更多关于你自己和你的班级 以及你是如何开始对这个话题感兴趣。 |
| 47 | Sure, and Devon thank you so much for the kind introduction and I'm really happy to be here with everyone I wish that we could be in person. | 当然 德文非常感谢你的介绍 我真的很高兴能和大家在一起 我希望我们能亲临现场 |
| 48 | I've come to teach multiple times in China and including at Yale Center of Beijing, and I look forward to when I get to | 我曾多次来中国教书,包括在北京耶鲁中心,我期待着我到 |
| 49 | come back, or when you get to come to Yale to hang out with us. | 回来,或者当你来耶鲁 和我们在一起。 |
| 50 | When I was growing up, I felt very uninfluential and I was was very uninfluential. | 当我长大的时候,我感到非常无意义,我非常无意义. |
| 51 | I was very very shy, and I was such a nerd that I had a theory that the reason people talked over me when I spoke was that my voice was the exact same frequency as the | 我非常害羞,我是一个书呆子,我有一个理论, 人们谈论我的原因 当我说话, |
| 52 | ambient sounds of the universe. | 宇宙的环境声音。 |
| 53 | So this is what a nerd I was so you can imagine why I didn't have a whole lot of friends. | 所以我是个书呆子 所以你可以想象为什么我没有那么多朋友 |
| 54 | And I wanted to be able to relate to people and I wanted to have them hear me. | 我想能够和人打交道 我想让他们听到我的声音 |
| 55 | When I spoke, I started doing theater and drama, and my first play I audition for was guaranteeing everyone is speaking role it was the play of Aladdin, and my role was shoemaker number three, and I got shoes for sale was not auspicious, but I started lea | 我开始演戏和戏剧 我试演的第一部戏是保证每个人都在演阿拉丁的剧, 我的角色是鞋匠第3名, 我买的鞋子不是吉利的, 但我开始学会如何 |
| 56 | do theater acting directing, and then through marketing and sales. | 做戏剧表演 导演,然后通过营销和销售。 |
| 57 | And when I came to. | 及来时. |
| 58 | First of all, back to academia I studied at MIT and then Harvard to get my doctorate to understand decision making. | 首先,回到学术界,我在麻省理工学院和哈佛大学学习,以便获得博士学位,了解决策。 |
| 59 | And when I began teaching influence. | 当我开始教书的时候 |
| 60 | I was teaching standard influence strategies and techniques that people are writing about researching about that I learned in marketing and sales, but my students and the executives who came to my workshops were telling me that might be okay for influenci | 我教标准影响策略和技巧 人们正在写 研究我在营销和销售学过, 但我的学生和高管 来我的工作室告诉我,也许可以 影响 |
| 61 | a customer, but that's not anything that I can use to influence my boss or my employee my colleague, my partner my child. | 但这不是我能用来影响我的老板 或我的雇员... ...我的同事,我的伙伴... ...我的孩子 |
| 62 | And so what I've been working on developing over the past 10 years of teaching the class and five years of writing this book is influence | 所以我过去10年 一直致力于发展 教课和写这本书的五年 |
| 63 | strategies for having long term relationships that feel comfortable on both sides. | 建立双方均感到舒适的长期关系的战略。 |
| 64 | And one thing that's been really fun about writing this book it got published on February 1 so just one month ago, and it will be published in Chinese, I don't know exactly | 写这本书很有趣 一个月前出版的 中文版,我不知道 |
| 65 | what time but there will be lots going on. | 什么时候会发生很多事 |
| 66 | When, when that happens so far it's been in the US and the UK, and the UK distributes internationally in English in both the US and the UK. | 英国以英文在国际上发行。 |
| 67 | This book reached second fastest selling of all books on Amazon so it's been very exciting. | 这本书达到了亚马逊所有书籍的第二快销量,所以非常令人兴奋. |
| 68 | And multiple people have reached out to me to say that they are getting this book for their manager, lots for their employees, but also for their manager, and, and their partner and people are giving this book to people who are trying to influence them. | 很多人联系我说, 他们正在为他们的经理, 很多员工, 但也为他们的经理, 他们的伙伴和人们 把这个书送给那些试图影响他们的人。 |
| 69 | And to me that's the biggest mark of success for my work, and certainly for this book. | 对我来说,这是我作品的最大成功标志, 当然,对于这本书。 |
| 70 | What I've been trying to do is empower people to have a voice who don't have as much influence as they could, or as they should. | 我一直试图做的是增强人们的能力, 让他们拥有一个没有足够影响力的声音, 或者他们应该拥有的。 |
| 71 | Wonderful. | 真不错 |
| 72 | That's, that's a very good introduction. | 这,这是一个非常好的介绍。 |
| 73 | So, so then how did you sort of. | 所以,那么你是如何排序。 |
| 74 | I mean because you've been teaching this class for a while now on influence and persuasion so how did you decide that you know what I need to put this information down into a book form and get this out to more than just the people at the LSM. | 我的意思是,因为你已经教这个课 一段时间了,现在的影响力和说服 所以,你是如何决定 你知道什么我需要 把这个信息 下到一个书本表 并把这个 得到更多的人 在LSM。 |
| 75 | I, as soon as I started teaching the class, actually, before I started the class was already popular. | 我,当我开始教课, 实际上,在我开始上课之前,已经很受欢迎了。 |
| 76 | So, yes, I'm a great teacher, but I didn't have to be for people to be excited. | 所以,是的,我是一个伟大的老师,但我不必为人们感到兴奋. |
| 77 | Day one was standing room only. | 第一天只是站着 |
| 78 | Nobody knew who I was, but we didn't even have enough chairs in the room to seat all of the people from across the whole university who wanted to come and learn about influence, because influence is power. | 没有人知道我是谁, 但我们甚至没有 足够的椅子在房间里,坐 整个大学的人 谁想来学习 影响, 因为影响是权力。 |
| 79 | And we don't get trained in this very most basic skill of how to relate to other people were collaboratively together. | 我们没有受过这种 如何与其他人联系的最基本技能的训练, 我们合作。 |
| 80 | We don't get trained in how to get what we want. | 我们不会被训练 如何得到我们想要的。 |
| 81 | And as a result, so many of us are frustrated and especially the people who come to Yale, it's not that there aren't smart nice people all over the entire world in every city in town and school, but the ethos of Yale, in particular, especially | 因此,我们很多人都感到沮丧,特别是来到耶鲁的人, 并不是说在城镇和学校的每一个城市里, 全世界都没有聪明的好人, 而是耶鲁的特质,特别是 |
| 82 | out of all the business schools, at least out of all the top business schools, the ethos of Yale is very consistent with what I call the Spider-Man doctrine and some other comic book fans do, but it's been made famous by Winston Churchill. | 在所有商学院中,至少在所有顶尖商学院中,耶鲁的气质与我所说的"蜘蛛侠"学说和其他一些漫画爱好者所做的事非常一致,但被温斯顿·丘吉尔(Winston Churchill)定名. |
| 83 | It's in the Christian and I guess Jewish Bible, this idea that with great power comes great responsibility and influences the path of power. | 它在基督教和我想犹太圣经中, 这个思想,有了强大的力量,就带来了巨大的责任,并影响了权力的道路. |
| 84 | So I believe that when we choose the path of influence, we have a great responsibility to other people. | 所以我相信,当我们选择影响的道路时,我们对其他人负有重大的责任. |
| 85 | And I've been, I've been trying to teach that. | 我一直在努力教书 |
| 86 | So since this is my belief, it's my responsibility to share the power outside of these ivory halls of this very elite institution that so few people get to come and be a part of. | 因此,既然这是我的信念,我有责任分享这个精英机构 象牙厅之外的力量, 很少有人能来参与其中。 |
| 87 | And some of it is hard work. | 其中一些工作很艰苦。 |
| 88 | Some of it is talent and a lot of it is luck and some of it is money. | 有些是才华,很多是运气,有些是金钱。 |
| 89 | Right. | 对 |
| 90 | So I don't want to restrict power to those of us who are lucky enough and have enough money and connections and all of the other things to get to have it. | 所以,我不想把权力限制在我们当中 那些够幸运,有足够的钱和联系的人 以及其他所有的东西 来拥有它。 |
| 91 | Absolutely. | 当然 |
| 92 | That's great. | 赞曰. |
| 93 | I think that, you know, you use sort of the Spider-Man doctrine as you call it, which I think is a great sort of example of just how your book overall is sort of structured is you try to use very fun and approachable ways to sort of make your points. | 我认为,你知道,你用你所说的蜘蛛侠学说, 我认为这是一个很好的例子, 说明你的书是怎样编排的, 你试图用非常有趣和接近的方法 来表达你的观点。 |
| 94 | And I think anybody who sort of will pick up your book will notice right away that it's just a really fun and inviting book. | 我认为,任何会拿起你的书的人 都会立刻发现它只是一本很有趣的 邀请书。 |
| 95 | And, you know, you put a lot of creative spins on what you're trying to do, you know, even from like the book title itself to the stories you tell and even the names of the chapters. | 而且,你知道,你把很多创造性的旋转 你试图做的事情,你知道, 即使从书标题本身 到你讲的故事,甚至章节的名字。 |
| 96 | So I'm just going to share some of the names of the chapters, which I think are just pretty hilarious. | 所以我要分享一些章节的名字, 我认为这些章节很搞笑。 |
| 97 | You know, there's one called The Inner Two-Year-Old and there's Defense Against the Dark Arts, The Know That Saved the World, you know, just to give people a taste of sort of what they're going to be looking at. | 你知道,有一个叫"内两年老"的, 还有"防御黑暗的艺术", "拯救世界的知识", 你知道, 只是为了让人们尝到他们将要看到的东西。 |
| 98 | And so, and I also love how you've organized the book. | 所以,我也喜欢你如何组织这本书。 |
| 99 | It's sort of a choose your own adventure kind of thing that you're doing. | 这是一种选择 你自己的冒险 那种你正在做的事情。 |
| 100 | So I'm assuming that all this sort of fun way to write all this material was intentional. | 所以,我假设所有这些有趣的写作方式 都是有意的。 |
| 101 | And, of course, there are specific reasons you chose to come up with this creative format as well as these fun chapter titles. | 当然,你选择提出这种创造性的格式 以及这些有趣的章节标题是有具体原因的。 |
| 102 | So I'm just curious, you know, what are there are these are these strategies of influence that you're using on us? | 所以,我只是好奇,你知道,有什么 这些是 这些影响策略 你正在对我们使用? |
| 103 | I mean, and are they like based on, you know, specific academic or scientific studies that you've seen in your studies? | 我的意思是,他们喜欢基于,你知道, 具体的学术或科学研究 你见过在你的研究? |
| 104 | I absolutely first and foremost wanted to please myself when I was writing this book, because I've been working so hard on it for the past five years. | 在我写这本书的时候,我绝对首先想取悦自己,因为我在过去5年里一直在努力研究这本书. |
| 105 | So if it wasn't fun for me, then I wasn't even going to finish the book. | 所以,如果这对我来说不好玩, 那我甚至不会完成这本书。 |
| 106 | So I was my number one target target reader and writer. | 所以我是第一目标读者和作家。 |
| 107 | But this is but obviously that's not enough. | 但这显然是不够的。 |
| 108 | And that's not me pleasing myself is not going to serve the purpose of getting the ideas out there. | 这不是我讨人喜欢的 不是为了把想法传出去 |
| 109 | And when we're trying to influence other people, one of our biggest hurdles is that everyone has, as Devin mentioned, what I call this inner two year old who's resistant to being told what to do. | 当我们试图影响其他人时, 我们最大的障碍之一是, 正如德文提到的那样, 每个人都有我所称的 内在的两岁老人, 他们抵制别人的教导。 |
| 110 | And this is even when we pick up a book that we wanted to read to learn something, even when we've gone to ask somebody for advice, we have this resistance to being told what to do. | 这甚至就是当我们拿起一本我们想读的书来学习一些东西的时候, 即使我们去征求别人的意见, 我们还是有这种阻力, 不愿被别人告诉该怎么做。 |
| 111 | And we have this natural skepticism. | 我们有这种自然的怀疑。 |
| 112 | And also, we are designed and I read about this in the book, we're, we're designed to follow the path of least resistance, ease has a bigger impact on behavior than anything else, literally anything else. | 而且,我们被设计出来,我在书里读到过, 我们被设计成遵循最不抵抗的路线, 放松对行为的影响比其他任何事物都大, 几乎是其他任何事物。 |
| 113 | And it's not. | 则不然. |
| 114 | It's not actually logistical ease, but the feeling of ease that makes all the difference. | 这其实不是后勤上的轻松,而是一种轻松的感觉,使得一切不同. |
| 115 | So it was so important to me that in writing this book, which has a ton of science in it, and lots of advice that it didn't feel like I'm trying to tell you what you have to do. | 所以对于我来说非常重要的是,在写这本书的时候,它包含了大量的科学, 以及很多建议,我并不觉得自己想告诉你该怎么做。 |
| 116 | Even though I'm giving you lots of ideas, and it needed to feel easy to read and so that included being fun, having stories in it, and the half chapters. | 尽管我给你很多想法, 它需要感觉容易阅读, 所以包括有趣, 故事在里面, 和半章。 |
| 117 | I just really I wrote because it was fun for me to write and easier to work on something small, | 我写作是因为写作很有趣 写一些小东西比较容易 |
| 118 | more interactive than something big, but the, the research idea behind that is that when we're evaluating a series of episodes, like, say, every time you go to class right or every meeting that you have with a particular team of people. | 比大的东西更具互动性, 但是,背后的研究思想是 当我们评估一系列的剧集时, 比如说,每一次你去上课,或者每一次你与特定团队的会面。 |
| 119 | We average them. | 我们平均他们。 |
| 120 | And when we are averaging the experience of say reading some long half chapters and some short half chapters. | 当我们平均说读半个章节和半个章节。 |
| 121 | Overall, it feels easier to read because we have these half chapters interspersed in between, and there's also just specifically for books. | 总的来说,阅读起来容易一些, 因为我们有这半个章节相互交织, 也有专为书写的。 |
| 122 | And I read somewhere and I don't remember what the study was but books with shorter chapters, get read more because a lot of people read a chapter before going to sleep, and they'll look ahead and see, can I get through this next chapter before going to s | 我在某处读过书,我不记得书里写了什么 只读了较短的章节,读得更多, 因为很多人在睡觉前读过一章, 他们会向前看,看看, 我能在睡觉前读过下一章吗? |
| 123 | no they close the book and if yes, they go ahead and go through. | 不,他们关闭 书,如果是, 他们继续通过。 |
| 124 | So these are some of the things behind this idea. | 所以这些是这个想法背后的一些东西。 |
| 125 | Absolutely guilty as charged. | 罪名成立 |
| 126 | So, I mean we so we you know we talked about how much of the book is based on a lot of scientific studies from psychology and neuroscience and cognitive science. | 所以,我的意思是,我们让大家知道,我们谈论了这本书 有多少是基于心理学、神经科学和认知科学的科学研究。 |
| 127 | So without giving away too much of the book because I you know it, there's a lot of fun stuff in there. | 所以不要因为我知道而把太多的书丢掉 那里有很多有趣的东西 |
| 128 | Could you maybe go a little bit more into one or two of the key scientific findings that that I think a lot of us might be surprised by and sort of talk about how that forms | 你可以多谈一点 关键科学发现之一或两个 我认为我们很多人 可能会感到惊讶 并谈论它是如何形成的 |
| 129 | the basis of some of the strategies that you suggest people use the fundamental idea in behavioral economics which is the fundamental psychology of the book is related to what we just talked about about this experience of ease and having fun while reading | 你建议人们在行为经济学中运用基本思想的策略基础 也就是书中的基本心理学原理 与我们刚才谈论的 轻松和快乐的体验有关 |
| 130 | the book, which is so relevant to you as an influencer, not necessarily social media influencer, although you maybe you are, but someone who wants to be influential, and I'm going to assume most people are not currently writing a book. | 这本书对你影响很大, 不一定是社交媒体影响者, 虽然你也许有, 但有人想有影响力, 我假设大多数人现在没有写一本书。 |
| 131 | If you are, good luck to you. | 如果你是,祝你好运。 |
| 132 | This idea is that we have two systems in our mind that are working together or against one another to determine all of our decisions and all of our behavior. | 这个想法是,我们心中有两种系统,它们共同或互相对抗,决定我们的所有决定和所有的行为. |
| 133 | If you've read or studied at all about behavioral economics. | 如果你读过或研究过行为经济学 |
| 134 | The official name that I don't use is system one and system to and I don't use that official name because when I've been teaching behavioral economics I find that even the smartest people mix up, which one is system one and which one is system to use the | 我不使用的官方名称是系统一和系统 我也不使用这个正式名称 因为当我教行为经济学时 我发现即使是最聪明的人 也会混在一起 |
| 135 | analogy of a Gator, and a judge system one is the Gator, and like an alligator. | 盖托的类比,一个法官系统就是盖托,就像鳄鱼。 |
| 136 | It is fast. | 这是快速的。 |
| 137 | It is unconscious and this is like a Gator lurking below the surface of the water the system is lurking below the surface of your conscious awareness, constantly | 系统潜伏在水面下 一直潜伏在你的意识下 |
| 138 | scanning the environment for opportunities and threats. | 寻找机会和威胁的环境。 |
| 139 | When it acts, it's so fast, it's almost instantaneous, even though you can't mostly perceive this, but also like an alligator, it is very very efficient, and what that looks like is being incredibly | 当它运行时,它是如此的快, 它几乎瞬间, 尽管你无法多知这一点, 但也像鳄鱼, 它非常高效, |
| 140 | lazy. | 懒惰. |
| 141 | A real life alligator is so efficient that they only want to eat about a kilogram of meat per week, and they can go up to three years without eating anything at all, although they weigh 500 kilos. | 真正的生活鳄鱼如此高效,以至于他们每周只想要吃大约一公斤的肉,他们可以长达三年,完全不吃任何东西,尽管它们重达500公斤. |
| 142 | So these are animals that at least I think of as being vicious or I have thought of as being vicious but what they really are is lazy. | 所以这些动物,至少我认为是凶恶的, 或者我认为是凶恶的, 但他们真正是懒惰的。 |
| 143 | And that's like us with almost all influence attempts that come across our radar, we're scanning the environment. | 这就像我们几乎所有的影响 尝试穿过我们的雷达, 我们正在扫描环境。 |
| 144 | But first of all, if you're trying to influence me, then you are trying to take my attention, maybe my time maybe my money, maybe my social capital, whatever you're trying to take from you are a threat. | 但首先,如果你想影响我, 那么你是试图吸引我的注意力, 也许是我的时间,也许我的钱,也许我的社会资本, 无论你想从你身上夺走什么,都是个威胁。 |
| 145 | And so my institute my inner two year old is instantly like, you're not the boss of me and I'm trying to resist, and the main way that I resist as I ignore. | 所以,我的研究所 我的内在两岁大 立刻一样, 你不是我老板 我试图抵制, |
| 146 | The second way that I resist is obviously just to say no, but, and then no no no, that this whole unconscious system is also the same part of us that is determining our habitual behavior and everything that we've done over time through practice becomes | 我抗拒的第二种方式显然是说不, 但,然后不,不,这个无意识的系统 也是我们中决定我们习惯行为的一部分 通过实践我们所做的一切 |
| 147 | So that we don't have to think about it that much. | 故不须多想. |
| 148 | And that's the other reason that ease is the biggest determining factor in what we do that this Gator system can take care of everything that's easy. | 这是另一个原因, 放松是我们所做的最大的决定因素, 这个Gator系统可以处理一切容易的事情。 |
| 149 | And this system takes almost no energy or conscious attention at all. | 而这个系统几乎无需任何精力或自觉的注意. |
| 150 | The other system officially system to but I call it the judge, like a human judge is conscious, slow, deliberative, trying to be rational, and this takes a lot of effort. | 另一种系统是正式的,但我称之为法官, 就像一个人类法官是自觉的, 缓慢的,考虑的, 试图理性的, 这需要很多努力。 |
| 151 | They can consider only one case or only one topic at a time. | 他们只能考虑一个案件或一个专题。 |
| 152 | And this is our conscious attention, we actually can't multitask with our conscious attention. | 这是我们有意识的注意, 我们实际上不能以有意识的注意来多任务。 |
| 153 | We can only focus on one thing at a time. | 我们每次只能专注于一件事。 |
| 154 | And anytime we're trying to multitask on things that take our conscious attention what we're really doing is task switching. | 每当我们试图多任务的事情 引起我们清醒的注意 我们真正要做的就是任务转换。 |
| 155 | Although you can you can multitask when the other thing that you're doing is something taken care of by the Gator, including something like driving. | 虽然你可以多任务 当你正在做的另一件事 是Gator处理的事情, 包括驾驶。 |
| 156 | If you're used to driving, it's incredibly complex and dangerous. | 如果你习惯开车,它非常复杂和危险。 |
| 157 | However, through practice it's become habitual so you don't have to consciously think about it, and you can talk to somebody sitting in the car with you, right. | 然而,通过练习,它已经成为习惯,所以你不必有意识地思考它, 你可以和你坐在车里的人说话,对吗? |
| 158 | Hopefully not texting. | 希望不要发短信 |
| 159 | But the judge part, like a real human judge is not actually objective, just trying to be objective. | 但是,法官的部分,就像真正的人类法官实际上不是客观的,只是试图客观. |
| 160 | The judge is very heavily influenced by the Gator researchers who study unconscious processes, imagine, or they estimate that the Gators responsible for up to 95% of all of our decisions and behavior. | 法官受到Gator研究者的影响很大,他们研究无意识过程,想象,或者他们估计Gator对我们高达95%的决定和行为负责. |
| 161 | And this is the opposite of how we, especially if we're smart, try to, and I know that you are because you're here, and you were interested in coming here and only nerds do that. | 这与我们如何,特别是如果我们很聪明, 尝试相反, 我知道你是因为你在这里, 你对来这里感兴趣, 只有书呆子才会这么做。 |
| 162 | The Gator influences the judge, but we are trying to reach that judge part of other people when we influence them through facts, data, information. | 盖特会影响法官,但我们试图通过事实,数据,信息来影响其他人的一部分。 |
| 163 | All of that stuff is important, but only if we're interested. | 所有的东西都是重要的,但只有我们感兴趣。 |
| 164 | Information is not important unless we're already interested in hearing it. | 信息不重要 除非我们已经有兴趣听到它。 |
| 165 | So the Gator stuff because it's fast, our unconscious, immediate, intuitive, emotional reactions always happen first. | 所以Gator的东西,因为它是快速的, 我们的无意识,即时的,直觉的,情感的反应总是首先发生的. |
| 166 | The judge processing of data and information only happened second, and all of that had to go through the gatekeeper of the judge. | 法官对数据和信息的处理仅次于次,所有这一切都必须通过法官的守门员。 |
| 167 | And I know that's a mouthful of the Gator and the judge, but this is the fundamental shift that we can make when trying to influence people is we want to figure out how to have them have a positive gut reaction to us. | 我知道这是盖特和法官的口吻, 但这是我们在试图影响人们时 所能做出的根本转变, 我们想知道如何让他们对我们有积极的直觉反应。 |
| 168 | And then they will do the rationalizing so that they'll be looking for information and evidence that suits those desires and hypotheses. | 然后他们会做合理化的工作, 这样他们就会寻找 符合这些愿望和假设的信息和证据。 |
| 169 | So their judge will always be biased, and we want their judge to be biased toward us instead of against us. | 因此,他们的法官总是有偏见,我们希望他们的法官偏向我们而不是我们。 |
| 170 | So let's maybe come up with some concrete examples to sort of illustrate some of this, because it does seem like one of the main themes of the book is basically that nobody actually operates the way we think we operate. | 因此,也许我们想出一些具体的例子来说明其中的一些, 因为这本书的主题之一 基本上是没有人能像我们想象的那样运作。 |
| 171 | And so can you sort of come up with maybe one or two examples that we can sort of dive into? | 你可以想出一个或两个例子 我们可以潜入其中吗? |
| 172 | Sure, let's just go as simple as possible, like we're all here on Zoom, and there are lots of things that you can do on your next Zoom meeting to have other people feel engaged, included, interested, more than they normally do. | 当然,让我们尽可能的简单, 就像我们都在这里的Zoom, 有很多事情你可以做 在你的下一次Zoom会议 让其他人感到参与, 包括,感兴趣, 比他们通常做的更多。 |
| 173 | And when we're on Zoom, the Gator temptation is always going to be multitasking. | 当我们在Zoom上时,Gator的诱惑总是会是多重任务的. |
| 174 | So every time we're in a group Zoom meeting, everyone in the Zoom meeting is tempted to be doing other stuff, and I know plenty of you are doing other stuff, and that's okay, that's totally natural. | 所以,每当我们参加一个小组的Zoom会议, 每个人在Zoom会议上都想做别的事情, 我知道你们中很多人都在做别的事情, 没关系, 这是完全自然的。 |
| 175 | What I suggest is that you encourage people, and I'll encourage you right now, to engage anytime, all the time, with the chat, and it doesn't have to be smart things, it doesn't have to be questions for whoever is talking. | 我建议你鼓励人们, 我鼓励你,现在, 随时,随时,与聊天, 它不必是聪明的事情, 它不必是问 谁说话。 |
| 176 | But let's just start with, in the chat right now, would you just type in one adjective to describe how you're doing today? | 但是,让我们只是开始, 在现在的聊天, 你会只是输入一个形容词 描述你今天在做什么? |
| 177 | Just type in one adjective. | 只要输入一个形容词。 |
| 178 | Great. | 不错 |
| 179 | Thank you. | 谢谢 |
| 180 | And a lot of us are doing well in different ways, complex, and some of us are nervous, right? | 我们很多人在不同的方面都做得很好, 复杂,我们有些人很紧张,对吧? |
| 181 | Complex. | 复杂 |
| 182 | You don't have to be doing great. | 你不必做伟大的。 |
| 183 | But when I ask you, type into the chat, how are you doing, then your attention immediately comes into the present moment, and you get engaged. | 但是当我问你,输入 聊天,你在做什么, 然后你的注意力 立即进入现在, 你订婚。 |
| 184 | So this is now your Gator brain attention is here, more closely than it was already. | 所以现在你的Gator大脑的注意力就在这里, 比以前更紧密。 |
| 185 | Something that Devin is doing that I ask my TAs, so if you were TAing for my online class, the students wouldn't know, but I would have told you it's part of your job to smile, that it's part of your job to smile online, and just having one smiling person | 德文正在做的东西,我问我的TA, 所以如果你是TAing 我的在线课堂,学生不会知道, 但我会告诉你这是你的一部分工作 微笑,这是你的一部分工作 微笑在线, |
| 186 | And Luke, I feel you. | 卢克,我感觉到了 |
| 187 | I feel you being exhausted. | 我感觉你累坏了 |
| 188 | Thank you for being here anyway. | 谢谢你能来 |
| 189 | Another thing that helps, and just a bunch of people smile, have your cameras on. | 另一件事有帮助, 和只是一群人笑, 把你的摄像机。 |
| 190 | Thank you. | 谢谢 |
| 191 | It's really helpful. | 这真的有帮助。 |
| 192 | And when you are in a Zoom meeting talking to people, we feel your presence more when we feel that you're making eye contact with us. | 当你在Zoom会议上与人们交谈时, 当我们觉得你和我们有眼神接触时, 我们更能感受到你的出现。 |
| 193 | And the way that you do that is by, instead of making eye contact with the person and say, you know, I'm looking over there and talking to where I see them, I can look at the person when I'm listening. | 你这样做的方式是, 而不是与人的眼睛接触, 并说,你知道,我看着那里, 和说话的地方我看到他们, 我可以看着一个人 当我在听。 |
| 194 | And that's what we usually do, but often when we're speaking, we kind of look off into the ether as we're thinking of what to say, and you can practice speaking to the camera. | 这就是我们通常要做的, 但经常当我们说话的时候, 我们一想到要说什么,就看一看醚, 你可以练习对镜头说话。 |
| 195 | So the camera, so make eye contact with the camera when you're speaking, and it's fine to be looking off camera when you're listening. | 所以摄影机,所以在说话时与摄影机进行眼睛接触,在监听时看镜头是好的. |
| 196 | And these are just some so so so simple things that has other people feel interested and present. | 这些只是一些如此简单的事情, 让其他人感到感兴趣并呈现。 |
| 197 | You can also use their name more. | 也可以多使用他们的名字. |
| 198 | So, and, and when you're leading a meeting, I suggest that when it's online, you do cold calling, much more than in real life. | 所以,当你领导一个会议的时候, 我建议当它在网上的时候, 你做冷电话, 比在现实生活中还要多。 |
| 199 | Because if you just ask a question of the room that's an open ended question, it's easy to have silence for a long time, right. | 因为如果你只是问一个问题 房间是一个开放式的问题, 它很容易有沉默 长时间,对不对。 |
| 200 | I believe cold calling questions so the cold calling is when you just ask somebody and I would just call on one of you give you a question and expect you to respond immediately when people know that they might be cold called. | 我相信冷打问题,所以冷打是 当你只是问某人, 我只要打电话给你中的一个 给你一个问题, |
| 201 | That means that they're less likely to multitask and more likely to pay attention. | 这意味着他们不太可能多任务,更可能关注. |
| 202 | So, when we're in the situation that all of us are paying attention, we're just, we're listening better. | 所以,当我们处于大家都注意的局面时,我们只是,我们听得更好. |
| 203 | And then we're able to take in more information in an offline world. | 然后我们就可以在离线世界中获取更多的信息。 |
| 204 | Very simple thing is just asking people, when is a good time to talk to them about whatever the topic is that you want to talk about. | 很简单的事情就是问人们,什么时候是和他们谈论你想要谈论的话题的好时机。 |
| 205 | And then you say okay, so we were going to talk about this topic, is this still a good time if they tell you yes, then they're already paying attention. | 然后,你说好, 所以我们要谈谈这个话题, 如果他们告诉你是的, 那么他们已经注意了, 现在还是个好时机。 |
| 206 | And these are the simple simple hurdles to have them be receptive to receptive to this information. | 这些是简单的障碍 让他们能够接受这些信息。 |
| 207 | So, and I guess I'll just while I'm on a roll giving very concrete advice like baby baby baby steps, the little stuff is the big stuff. | 所以,我想我会在卷子里 给一个非常具体的建议, 像婴儿宝宝步骤,小东西是大的东西。 |
| 208 | Another thing that almost nobody does as well as they could and should is prepare for a meeting. | 几乎没有人能够和应该做的另外一件事是筹备一次会议。 |
| 209 | When you're encountering somebody new, and before you do that, find as much information as you can about them online, so that you are predisposed to like them. | 当你遇到新的人, 在你这样做之前, 在网上找到尽可能多的关于他们的信息, 这样你就会喜欢他们。 |
| 210 | When you meet them, find things, maybe there are things you have in common. | 当你遇到他们,找到一些东西, 也许有些东西是共同的。 |
| 211 | Maybe there are things that you're curious about maybe there are things that you're impressed or intrigued by. | 也许有些事情你好奇 也许有些事情你印象深刻或感兴趣 |
| 212 | When you show up predisposed to like them, you have already in your own mind a more personal connection, and then you can ask those questions so that they feel it, too. | 当你出现喜欢他们的时候, 你心里已经有一种 更个人的联系, 然后你可以问那些问题,让他们也感受到。 |
| 213 | And by your liking them. | 也因为你喜欢他们 |
| 214 | That is the, that gives them the biggest chance of liking you, which puts them into that space of wanting to say yes to whatever it is that you're offering or asking, and wanting to rationalize reasons for doing so. | 这就是,这给他们最大的机会 喜欢你, 这使得他们进入一个空间 想要说是 你提供或要求的, 并希望合理化的理由这样做。 |
| 215 | We're already getting into a lot of very good practical tips here, | 我们已经得到了很多非常好的实用提示 |
| 216 | which is great. | 这是伟大的。 |
| 217 | And I'm sure that there's many more that we'll cover. | 我敢肯定,还有更多的,我们将覆盖。 |
| 218 | One of the things I mentioned when I introduced you was, you were very influential actually in setting Google's food policy and I think that that may be another way that we can sort of discuss some of these influential nudges. | 我在介绍你时提到的一件事是, 你实际上在设定谷歌的食品政策方面很有影响力, 我认为这可能是另一种方法, 我们可以讨论一些有影响力的软糖。 |
| 219 | I think that's what people often call them right. | 我想人们常这样称呼他们 |
| 220 | I know that I've been lucky enough to sort of eat at many of the various Google campuses around the world. | 我知道我很幸运能在世界各地的谷歌校区吃东西。 |
| 221 | And, and they do really put a lot of thought and time and energy and money into these little nudges that influence how they think about what to eat, and not just for their personal health but also for environmental and planetary health reasons. | 而且,他们真的把很多思考、时间、精力和金钱 投入到这些影响他们如何思考食物的小运动中, 不仅仅是为了个人的健康, 也是为了环境和地球的健康。 |
| 222 | And they take really great pride in it right like I know that they hire a lot of top chefs from, you know, 11 Madison Park and other famous restaurants. | 他们对此非常自豪 就像我知道他们从麦迪逊公园 和其他著名餐馆 雇用了很多顶级厨师 |
| 223 | So, I'd be very curious to hear sort of. | 所以,我会非常好奇 听到那种。 |
| 224 | I know some of the strategies that they've used because they've, they've discussed them but could you share about your experience working on Google's food policy especially for people who may not be as familiar with, with it and sort of give some | 我知道他们使用的一些策略 因为他们已经,他们已经讨论过 但是,你可以分享你的经验 在Google的食品政策, 特别是对于那些可能不太熟悉的人, |
| 225 | examples of some of the simple ideas that you sort of proposed that they utilize to nudge people in the right direction. | 举例来说,你提出的一些简单的想法 它们用来把人们推向正确的方向。 |
| 226 | Yeah, the philosophy of behavioral economics is sometimes called libertarian paternalism. | 对 行为经济学的哲学有时被称为自由主义的家长主义. |
| 227 | I'm not a libertarian, and I have mixed feelings about paternalism. | 我不是自由主义者,我对家长制有好坏参半的感觉. |
| 228 | What Google describe the words Google uses to describe their food policy is along the lines of maternalism, and I've never heard anyone else use this to describe a policy but the idea is like your mom. | Google用什么来形容他们的食品政策, 是像母性一样的, 我从来没有听到其他人用这个来形容一个政策, |
| 229 | They're the people who run the food team are trying to take good care of you. | 他们是管理食物团队的人 想好好照顾你 |
| 230 | So they're trying to help you be healthy, but they also really want you to be happy, and they really want you to feel good. | 所以他们想帮助你健康, 但他们也希望你快乐, 他们真的希望你感觉很好。 |
| 231 | And so, when, as they're trying to help you be healthy and, as you said Devin trying to take care of the world. | 所以,当他们试图帮助你健康的时候, 就像你说的,德文试图照顾世界。 |
| 232 | They're not going to prohibit you from, say, eating something that's not healthy, but they just want to very very gently encourage you to make good choices, partly because Googler, so Google employees call themselves Googlers and new Google employees | 他们不会禁止你,比如说,吃一些不健康的东西,但他们只是想非常温柔地鼓励你做出好选择,部分原因是Googleer,所以Google员工自称是Google用户和新的Google员工. |
| 233 | Googlers complain about what they call the Noogler 15, which is the businesses in pounds not kilos, but it's the weight that they say that they gain their first year at Google, because one of the Google policies has been to have free food available within | 谷歌用户抱怨他们所谓的"Noogler 15",即以磅而不是公斤为单位的企业,但这是他们所说的在Google获得第一年收入的重量,因为Google政策之一是在内部提供免费食物. |
| 234 | 30 meters at all times. | 时长30米. |
| 235 | So wherever you are, you have food somewhere nearby. | 所以无论你在哪里,你都有食物在附近。 |
| 236 | So what we did with this is with the Yale Center for customer insights here at the business school that's run by my colleague, Ravi Dar, and, and I connected the Google food team with this center so that lots of us could work on this project and not just | 因此,我们所做的是耶鲁中心 客户的洞察力在这里 商学院 由我的同事,拉维达尔, 我连接 Google 食品团队 与这个中心, |
| 237 | this relationship has been ongoing since, gosh, I don't know, it's probably like 2014 or something a long standing relationship now where students work with them faculty work with them, and we do research we write papers. | 这种关系一直持续着,因为,天哪,我不知道, 它可能像2014年 或者某种长期的关系 现在,学生们与他们一起工作, 我们做研究 我们写论文。 |
| 238 | They come here we go there they've hired a bunch of our students. | 他们来到这里,我们去那里 他们雇用了我们的学生。 |
| 239 | We help them help their employees without making them angry with so without getting that of the inner two year old. | 我们帮助他们帮助他们的雇员,而不是让他们生气,而不会让他们的内在2岁。 |
| 240 | And we've had studies that are as simple as sending experimenters like spies into their break rooms, where they'll have two different beverage | 我们的研究就像派间谍一样 进入他们的休息室一样简单 他们有两种不同的饮料 |
| 241 | stations in different areas where you could get coffee or whatever. | 在不同的地区 你可以得到咖啡什么的。 |
| 242 | And there's a snack bar that's closer to one of those areas and farther to the other one but the two drinking stations are in the same room, and we'll just have a research assistant, be they pretend | 还有一家小吃店 离其中一个更近 离另一个更远 但是两个酒站在同一间房里 |
| 243 | that they're texting on their phone, and they're just marking off for each person who goes to one of those drink stations. | 他们正在发短信 在他们的手机上, 他们只是标记 每个人谁去 其中的饮料站。 |
| 244 | Did they get a snack, and we found in this study with over on site over 1000 observations that. | 他们收到零食了吗? 我们在这项研究中发现了1000多个观测点。 |
| 245 | And then we just stopped because it was so clear that people who were getting a drink from the drink station closer to the snacks were 50% more likely to get a snack, and then we see how often people come to the drink stations and we can calculate the eff | 然后我们停下来,因为非常清楚, 正在从饮品站得到饮料的人 更接近小吃 50%的可能性 得到一个小吃, 然后我们看看 人们多久来 饮品站,我们可以计算的效果 |
| 246 | which was a little bigger for men than for women, but, but if you were a man, then just this one simple thing was likely to lead to you gaining two pounds, sorry, two kilos per year, just because of where you got your drink. | 这对男人来说比女人要大一点, 但是,如果你是男人, 那么只有一个简单的事情 可能导致你得到两磅, 对不起,每年两公斤, 只是因为你得到了你的饮料。 |
| 247 | And so, this tiny tiny finding, not only influence those of us who are working on it like I just started hiding snack that junk food for myself in my cupboard, like my family likes cookies, and we just put the cookies in an opaque container in the same | 所以,这个小小的小发现, 不仅影响我们中那些正在研究它的人, 就像我刚开始把零食藏在我的橱柜里, 像我的家人喜欢饼干, |
| 248 | cabinet where they were one of the other students on the project was drinking a little too much beer and he just started leaving beer in the basement, so that he would have to go down to the basement every time he wanted to get a beer. | 里面是项目上的其他学生之一的柜子喝多了一点啤酒,他刚开始把啤酒留在地下室,这样他每次想喝啤酒时都要下到地下室. |
| 249 | And, and I found the cookies molded he found he wasn't drinking very much anymore. | 我发现饼干的模具 他发现他不再喝酒了 |
| 250 | But, and, and not just Google but the architectural firm who designs the break rooms for Google and many other employers decided to change their policies and architectural | 但是 不只是谷歌 还有设计谷歌休息室的建筑公司 还有许多其他雇主 决定改变政策和建筑设计 |
| 251 | design to just separate drinks and snacks. | 设计只是分离 饮料和零食。 |
| 252 | So this is coming back again to the power of ease. | 因此,这又回到了轻松的力量。 |
| 253 | Almost all nudges when you hear behavioral economics nudges, almost all of them operate on this principle. | 当你听到行为经济学的动静时,几乎所有的动静都会在这一原则下运行. |
| 254 | That if you make it easier for somebody to do something, or you make it harder for them to do something. | 如果你让别人更容易做点什么 或者让他们更难做点什么 |
| 255 | That's the most influential thing that you can do to change their behavior. | 这是改变他们行为最有影响力的事情. |
| 256 | And one of the important principles behind this is that if what you're trying to influence is somebody's behavior. | 其中一个重要原则是 如果你想影响某人的行为 |
| 257 | You might not need to change their mind at all. | 你可能不需要改变他们的想法。 |
| 258 | A lot of energy is wasted trying to change minds when what we really wanted to do is change behaviors. | 大量精力被浪费了 试图改变想法 当我们真正想要做的是改变行为。 |
| 259 | It's often harder, in fact, to change people's minds, and to change people's behaviors. | 事实上,改变人们的思想,改变人们的行为往往比较困难. |
| 260 | And just because you've changed their mind doesn't at all mean you're going to change their behavior. | 仅仅因为你改变了他们的想法 根本不意味着你会改变他们的行为 |
| 261 | And you, you know, like if I just asked you to write down. | 而你,你知道, 就像我刚刚让你写下来。 |
| 262 | What is the number one behavior you would like to change guaranteed. | 你想改变的第一行为是什么? |
| 263 | You've already been trying to do it. | 你已经尝试了 |
| 264 | You already have the motivation, but it's just not easy. | 你已经有动机了,但是这不容易 |
| 265 | And so the best thing you could do for yourself is figure out how to make it a little bit easier, let go of the idea of motivation, because ease is going to have a bigger impact. | 所以,你对自己所能做的最好的事情就是 想办法让它变得简单一点, 放弃动机的想法, 因为轻松将产生更大的影响。 |
| 266 | So that sort of brings us back to this idea of there are a lot of mistaken assumptions I think that that we have about ourselves and about other people and how we can influence other people. | 因此,这让我们回到这个想法, 有很多错误的假设, 我认为,我们有关于我们自己和关于其他人, 以及如何影响其他人。 |
| 267 | What are there any other obvious kind of mistaken assumptions that we probably have that you think would be sort of low hanging fruit for us to change. | 还有什么其他明显错误的假设, 我们可能有,你认为会 是一种低悬的果实,让我们改变。 |
| 268 | Yeah, the simplest mistaken assumption, and actually I'm going to give everybody a challenge right now if you're up for it for the next 24 hours. | 是的,最简单的错误假设, 实际上,我现在就会给大家一个挑战 如果你愿意在接下来的24小时。 |
| 269 | The simplest misunderstanding we can shift is this idea that people are not going to like us if we say no to them, because we're imagining that saying no to somebody is a personal rejection, and they're going to experience it that way. | 我们所能改变的最简单的误解是, 人们不会喜欢我们, 如果我们对他们说不, 因为我们想象着,对某人说不是个人的拒绝, 他们将那样体验。 |
| 270 | And rejection is processed in the brain, actually, the same way as physical pain. | 而拒绝在大脑中被处理,实际上,与身体疼痛一样。 |
| 271 | So that part is real, and we're kind, and we don't want to cause pain to other people. | 所以这个部分是真实的,我们是善良的,我们不想给别人造成痛苦. |
| 272 | But what happens is, we're reluctant to say no. | 但发生的情况是 我们不愿意拒绝 |
| 273 | And what, and this is just about all of us are people pleasers. | 什么,这是关于我们所有人的 人取悦。 |
| 274 | I've had the interesting privilege to read now, 1000 private journals that students are keeping about influences they practice and reflect on the influence challenges and experiences that they have | 我有幸读了1000本私人杂志 学生们保留着他们所练习的影响力 思考他们拥有的影响力挑战和经验 |
| 275 | and to talk with thousands of executives around the world to find that even the most extroverted privileged senior people are uncomfortable with influence and uncomfortable specifically saying no in some context of their lives. | 并且与全世界成千上万的主管谈话,发现即使是最被推崇的特权阶层的老年人,对影响也感到不舒服,并且特别在他们生活中的某些情况下说不。 |
| 276 | So, if you're up for it. | 所以,如果你愿意的话。 |
| 277 | Practice saying no for the next 24 hours. | 接下来24小时的练习都拒绝 |
| 278 | Practice saying no to every single person who asks you for something, and it could be professional or personal, big or small, something you want to do something you don't want to do. | 实践对每一个要求你的东西的人都说不,它可以是专业的或者个人的,大的或者小的,你想做你不想做的事. |
| 279 | And the reason that I'm asking you to do this, there are multiple reasons but, first of all, is that what I found is that most of us don't realize how uncomfortable we are saying no, until we start practicing it and we feel it's, it's scary. | 我之所以要你这么做,有多种原因, 但首先,我发现的是,我们大多数人 并不意识到我们说不有多不舒服, 直到我们开始练习它,我们觉得它很可怕。 |
| 280 | And when we start practicing it, if we practice saying no warmly, then we get to separate what we get to separate saying no to the request, but yes to the person. | 当我们开始练习时,如果我们练习不说热情的话, 然后我们就可以分开,我们得到什么 分开说不 请求,但是是的人。 |
| 281 | So we're interacting warmly with the other person. | 所以我们在和另一个人进行热烈的互动。 |
| 282 | And it doesn't have to be like, oh my gosh, I would really love to I'm so sorry but I can't, that's fine. | 也不必像,哦,我的天啊, 我真的很想 我很抱歉,但我不能,这很好。 |
| 283 | It could also be on the other end of the spectrum like, oh my god, absolutely no I would really hate that it would be terrible, it would be terrible and I understand that there are cultural differences in how like major major cultural differences, and how | 也可能在另一端 比如,哦,我的上帝,绝对不, 我真的很讨厌它会是可怕的, 它会是可怕的, |
| 284 | We are expected to be in saying no. | 人们期望我们说不。 |
| 285 | So, you know, so much better than I do in China, in your organization, in your family. | 所以,你知道, 比我在中国做的, 在你的组织, 在你的家庭。 |
| 286 | What's the range of acceptable ways to say no, but what I'm asking you is to say no more directly than you're used to. | 什么是可接受的方法 说不, 但我要你做的是 不要直接说 比你习惯。 |
| 287 | So it might not be as directly as I do, like, oh my god no that would be my worst nightmare. | 所以可能不像我那么直接 哦,我的上帝,不,那会是我最糟糕的噩梦。 |
| 288 | If that's not going to work for you, like, maybe with your boss. | 如果那样对你不行的话 也许和你老板一样 |
| 289 | Never never. | 从来没有 |
| 290 | But with your boss you could say no by saying, I can absolutely do that for you, and I need to reprioritize. | 但是有了你的老板,你可以拒绝,说, 我绝对可以为你做到这一点, 我需要调整优先次序。 |
| 291 | So let's take a look at what else is on my plate. | 让我们来看看我盘子里还有什么 |
| 292 | So what you're doing is saying no to something so that you can work on that thing instead of just accepting the pile on and pile on of stuff that gets requested. | 所以,你所做的是拒绝一些东西, 这样你就可以工作 在那个东西上,而不是仅仅接受堆积 堆积的东西, |
| 293 | As you say no, don't ruin your life. | 你说不,不要毁了你的生活。 |
| 294 | Obviously, if you get your dream job or your sweetie proposes to you, don't be like, oh, take care of your life you're the boss of you, and you always have the right to change your mind. | 很明显,如果你得到你的梦想工作 或者你的甜心向你求婚, 不要像,哦,照顾你的生活 你是你的老板, 你总是有权利改变你的想法。 |
| 295 | So experience what it's like to say no, experience their reaction, which is typically less bad than you expect by a long shot. | 体验一下说不的感觉 体验一下他们的反应 这通常比你预期的要少 |
| 296 | And then, in that moment, or tomorrow, or next week, or in a year, if you want to change your mind and say yes they'll be perfectly happy. | 然后,在那一刻, 或明天, 或下周,或一年, 如果你想改变你的想法 并说是,他们会 完全幸福。 |
| 297 | The other huge reason that I invite you to do this, and the reason that I teach it as the first challenge, and I think it's probably the first challenge of my book it's the first challenge of my class, is that as we get more comfortable saying no, we get | 我邀请你这样做的另一个巨大原因, 和我教它作为第一个挑战的原因, 我认为这可能是我书中的第一个挑战, |
| 298 | with the idea of other people saying no to us. | 还有别人拒绝我们的想法 |
| 299 | And then when we're asking for things, we ask with less pressure, which, ironically, by making them more comfortable saying no, has the more inclined to say yes because there's nothing for them to resist from us. | 然后,当我们要求的东西, 我们以更少的压力要求, 具有讽刺意味的是, 通过让他们更舒服地说不, 更倾向于说是, 因为他们没有什么可以抗拒我们。 |
| 300 | When we pressure them, or we have this needy kind of edge that's repulsive. | 当我们给他们施压, 或者我们有这种需要的边缘 是令人厌恶的。 |
| 301 | But when we're relaxed and we're warm, making an open invitation. | 但是,当我们放松和温暖, 发出公开邀请。 |
| 302 | They want to be part of that, like, like Devin's attitude that he shows you so clearly in this conversation and through his nonverbal body language is so open and welcoming that you kind of want to | 他们想成为其中的一部分 就像德文的态度,他在这场谈话中如此清晰地展示了你 通过他的非口头身体语言 是如此开放和欢迎你 那种想 |
| 303 | about having somebody's gator reaction be, I'd like to figure out how to be part of that. | 关于某人的鳄鱼反应, 我想找出如何参与。 |
| 304 | So thank you for that. | 谢谢你们 |
| 305 | Thank you for that. | 谢谢你 |
| 306 | Thanks. | 谢谢 |
| 307 | I feel like I should be asking for everybody to like donate money to me or something now. | 我觉得我应该要求每个人都喜欢 捐钱给我或现在的东西。 |
| 308 | Go for it if there's a request you want to make. | 如果你想提出要求的话就去 |
| 309 | Go for it. | 来啊 |
| 310 | Instead, I will focus our attention to one of the questions in the chat, which you actually already touched on. | 相反,我将把注意力集中在你实际已经谈到的聊天中的一个问题上。 |
| 311 | But I think maybe there's, there's room for expansion here. | 但我想也许这里有扩张的余地 |
| 312 | Jean Wong asked how to influence people when they told you they have no interest in what you want to say. | 让 黄帝问道,当人们告诉你自己对你想说的话没有兴趣时,如何影响他们. |
| 313 | I'm so glad you're asking. | 我很高兴你问。 |
| 314 | I actually I don't think I have. | 其实,我不认为我有。 |
| 315 | I would, I would only ask if I can check back with them later. | 我会的,我只问,如果我可以 回来与他们以后。 |
| 316 | I would not try in that moment at all to influence them, because they're not going to be open. | 我不会在那一刻试图影响他们, 因为他们是不会开放的。 |
| 317 | If they've told me they have no interest. | 如果他们已经告诉我 他们没有兴趣。 |
| 318 | I take that seriously I take that at face value. | 我认真对待,我认真对待 |
| 319 | And the only thing that I can do is make them angry. | 我唯一能做的就是让他们生气 |
| 320 | If I'm trying to influence them in that situation. | 如果我想在那种情况下影响他们 |
| 321 | However, if I ask, okay I understand I don't want to bother you. | 但是,如果我问, 好吧,我知道 我不想打扰你。 |
| 322 | Would you mind if I check back later. | 你介意我稍后再查一下吗? |
| 323 | If they say yes I'm not going to check back later. | 如果他们答应了 我以后不会回去了 |
| 324 | Right, that's it. | 对,就是这样。 |
| 325 | That's done. | 结束了 |
| 326 | But if they say, yes, you can check back with me. | 但是如果他们说,是的, 你可以跟我回去检查。 |
| 327 | I'll choose a timeframe. | 我会选择一个时间框架。 |
| 328 | And then when I come back to them and I say you know I reached out to you a month ago, and you said that it wasn't a good time. | 然后当我回到他们身边,我说你知道我一个月前联系过你, 你说现在不是时候。 |
| 329 | Is this still a good time to talk about this issue. | 现在还是讨论这个问题的好时机。 |
| 330 | There's a principle that's called commitment and consistency that has us feel strong internal pressure to do the things we said we were going to do. | 有一条原则叫做承诺和一致性,使我们感到强大的内部压力来做我们说过要做的事情. |
| 331 | And so when I remind them, you said that I could check back with you in a month. | 所以当我提醒他们, 你说我可以在一个月内与你核对。 |
| 332 | They feel internal pressure to be consistent with that promise that they made, and to allow me to follow up with them. | 他们感到内部压力,要求遵守他们作出的承诺,并允许我与他们一起采取后续行动。 |
| 333 | And then I have their attention. | 然后我得到了他们的注意。 |
| 334 | And what they didn't realize probably when they were making this agreement with me is that they were committing to be as open minded as they could. | 他们可能没有意识到 当他们与我达成这个协议时, 他们承诺尽可能的开放思想。 |
| 335 | It doesn't mean they're going to say yes, but it means they're giving me as much of their open minded attention as they possibly can. | 这并不意味着他们要答应, 但它意味着他们给我 尽可能多的开放的注意力 他们可能可以。 |
| 336 | And what I am exchanging for that is my sincere commitment to not bothering them. | 我所要交换的是,我真诚承诺不打扰他们。 |
| 337 | If they've told me, affirmed, they really don't want to be bothered. | 如果他们告诉我,肯定, 他们真的不想被打扰。 |
| 338 | So we're being sincere on both sides. | 於是两岸诚恳. |
| 339 | I think that's really helpful. | 我觉得这很有帮助 |
| 340 | Part of it is just being, I think, okay with people saying no to us as well. | 一部分只是,我想, 同意的人说不给我们。 |
| 341 | And that's sort of what the practice is for. | 这就是练习的目的 |
| 342 | There's another question on the chat. | 聊天还有另一个问题 |
| 343 | How do we influence people who have doubt on our character or the character of anyone who's in our industry? | 我们如何影响那些对我们的性格有怀疑的人,或者我们这个行业里的人的性格有怀疑的人? |
| 344 | For example, how do we ask someone who's convinced the FTs are Ponzi schemes to check it out? | 例如,我们如何要求一个相信FT的人是庞氏阴谋的人去检查一下? |
| 345 | So I guess the question of sort of open mindedness, I think we can expand this to a lot of other things that we're seeing as well, right? | 所以,我想这个问题 某种开放的心态, 我认为我们可以 扩大这一点 到很多其他的东西,我们看到的一样,对不对? |
| 346 | So how do we help people become more open minded and I guess susceptible to influence in a positive way? | 那么,我们如何帮助人们 更加开放的思维, 我想我们很容易 以积极的方式施加影响? |
| 347 | So two separate things on this. | 所以有两个不同的东西在这里。 |
| 348 | The first one is if you're trying to change people's behavior in a meaningful way, absolutely focus on people who are already open minded and already interested. | 第一个问题是,如果你试图以有意义的方式改变人们的行为,绝对关注那些已经开明的头脑和已经有兴趣的人. |
| 349 | Focus on making it easier for them to take action and getting a coalition, like aim for a coalition of the willing. | 专注于使他们更容易采取行动并获得一个联盟,比如以一个自愿者联盟为目标. |
| 350 | That's what you want to activate. | 这就是你想激活的。 |
| 351 | It's so much harder to open somebody's mind who's closed. | 打开一个闭门的人的心灵会更难 |
| 352 | What I'll say though is that there will be some, so I don't know if the NFT situation is for any reason something that you really need to open somebody's mind about, but it's totally fun, so I love that you asked it. | 但我会说,会有一些, 所以我不知道NFT的情况 是否出于任何原因,你确实需要 打开某人的思想, |
| 353 | When you are hoping to open somebody's mind a little bit and they're closed minded to this thing, first of all, focus on baby steps. | 当你希望 打开某人的头脑一点点 他们闭着心 这件事情,首先, 专注于婴儿步骤。 |
| 354 | Baby, baby, baby, baby, baby steps because opening somebody's mind is very rare and it takes a very long time and it happens in a relationship, not a conversation. | 宝贝,宝贝,宝贝,宝贝,宝贝步,因为打开某人的心灵是非常罕见的,它需要很长的时间,它发生在一种关系中,而不是对话中. |
| 355 | Conversion never happens in a conversation, a single conversation, but in the relationship with baby steps that are, because they're baby steps, they're not sparking so much resistance and one of the best strategies that you can use along with warmth is h | 转换从不发生在一个对话,单一对话中,但是在与婴儿步骤的关系中,因为这些步骤是婴儿步骤,所以它们并没有引发如此多的阻力,而与温暖一起使用的最佳策略之一是幽默. |
| 356 | Humor is very, very hard to resist and when you're reaching out to someone with warmth and with humor, they will at the very least pay attention to what it is that you have to offer. | 幽默是非常,非常难以抗拒,当你与一个有热情和幽默的人接触时,他们至少会注意你必须提供的东西. |
| 357 | And when, like, let's say you're wanting to share with them the awesomeness of NFTs, you would, for example, be sharing with them some super funny awesome ones and maybe some great news about how you made a whole giant pile of money trading these things, | 而当,比如,让我们假设你想 与他们分享NFT的威严, 你将会,例如, 和他们分享一些超级搞笑的威严, 也许一些伟大的消息 关于你是如何制造 一大堆钱 交易这些东西,对不对? |
| 358 | And you're not saying, hey, you need to do this. | 你没有说,嘿,你需要这样做。 |
| 359 | You're just saying, hey, look at this funny thing and hey, oh my God, look how great this is for me. | 你只是说,嘿,看看这个有趣的东西 嘿,我的上帝,看看这对我有多好。 |
| 360 | So when they don't feel that you're trying to influence them and it's just baby, baby, baby steps, they'll be a little bit more receptive. | 所以,当他们不觉得 你试图影响他们, 它只是婴儿,宝贝,婴儿步骤, 他们会更容易接受。 |
| 361 | Great. | 不错 |
| 362 | Looks like Connie has a question. | 看来康妮有个问题 |
| 363 | Thank you for raising your hand. | 谢谢你举起手来 |
| 364 | It's good to have other people talking. | 让别人说话真好 |
| 365 | Hi, Connie. | 嗨,康妮,你好吗? |
| 366 | Hi. | 顿 |
| 367 | Thank you so much, Professor. | 谢谢你,教授 |
| 368 | It was so lovely to hear from you. | 很高兴听到你的消息 |
| 369 | Yeah, so I really, can you guys hear me, by the way? | 是啊,所以我真的, 你们能听到我吗,顺便说一句? |
| 370 | Yeah. | 对 |
| 371 | Oh, okay. | 哦,还好。 |
| 372 | Yeah, I really resonated with you when you said that, you know, when you were young, you were also quite introverted and you sometimes felt like you, you know, your voice wasn't really heard. | 是啊,我真的与你共鸣 当你说, 你知道,当你年轻的时候, 你也是相当内向的, 有时你感觉像你,你知道, 你的声音没有真正听到。 |
| 373 | I think I'm right now I'm at this transition stage where I try to break out of my, you know, comfort zone and sometimes I would find it very comfortable to speak in front of others, sometimes especially in front of people who seem a bit more dominant or a | 我觉得我现在正处于一个过渡阶段, 我试图打破我的,你知道的,舒适的地带, 有时我会觉得很舒服地在别人面前说话, 有时特别当着别人的面说话, 他们看起来更占优势, 或者更像更强大。 |
| 374 | Their, their, you know, ambience, it's like a bit stronger than mine, then I get intimidated and then I don't know what to say. | 他们,他们,你知道, 气氛, 它就像比我的有点强壮, 然后我受到恐吓,然后我不知道说什么。 |
| 375 | Like, I think my reaction towards people like really changes. | 就像,我觉得我对人的反应 像真正的改变。 |
| 376 | Yeah, depending on like how they present themselves to me so I guess my question is how do I assert myself in front of different audiences. | 是的,取决于他们如何向我展示自己 所以我想问,我如何在不同的观众面前表达自己。 |
| 377 | Thank you, Connie and I bet a lot of other people on the call have similar concerns because this is very, very common and totally normal. | 谢谢,康妮和我在电话上打赌 很多其他人 也有类似的担心 因为这是非常,非常常见和完全正常的。 |
| 378 | And two ideas that I have for you and the fruit and they're both super simple. | 我有两个想法 为你和水果, 它们都是超简单的。 |
| 379 | And so this is for everybody. | 所以这是给每个人的。 |
| 380 | The first one is a piece of advice that I received from my worst boss ever. | 第一个是我从我最坏的老板那里得到的建议 |
| 381 | I absolutely hated this guy, and he was a terrible manager, except he gave me this one piece of advice that changed my life that I've shared widely and heard is useful for many other people have in your mind the goal to be in a in a group meeting. | 我非常讨厌这个家伙, 他是一个可怕的管理者, 但他给了我一个建议,改变了我的生活, 我广泛分享和听到的对许多其他人来说是有用的, |
| 382 | The goal to be one of the first three people to speak. | 入为前三句人之一之目标. |
| 383 | It doesn't mean you always have to be, but the goal of speaking early changes the whole dynamic for you in the experience of this meeting and this is especially if you're a junior person which I was when he was my boss. | 这并不意味着你总是必须的, 但早期说话的目标 改变了整个动态 在你的经验 这次会议,这是特别的 如果你是一个初级的人, |
| 384 | What happens when there is a group of people in the room, and they're dominant people who are sharing their ideas. | 当房间里有一群人的时候,会发生什么,他们是主导者,他们分享自己的想法. |
| 385 | They're not making eye contact with everyone. | 他们没有和每个人进行眼神接触 |
| 386 | Right, because we don't in a group we make eye contact with a few people in the group. | 是的,因为我们不在一个小组 我们与小组中的几个人进行眼睛接触。 |
| 387 | And if they haven't registered your presence. | 如果他们没有登记你的存在 |
| 388 | They're not making eye contact with you. | 他们不会和你眼神接触的 |
| 389 | They're making eye contact with other people and you increasingly feel invisible, and it gets harder | 他们正在和别人进行眼神接触 你越来越觉得自己看不见了 越来越难了 |
| 390 | and harder for you to speak up later. | 以后你更难说话 |
| 391 | And then if you do speak up say 45 minutes into a one hour meeting not like this but like, you know, group conversation, then all of a sudden, everybody's attention is like, right on you and it's very uncomfortable. | 然后如果你说话,说45分钟 一个小时的会议 不是像这样,而是,你知道的, 集体对话, 然后突然,每个人的注意力 就像,正确的在你身上,它非常不舒服。 |
| 392 | When you speak up early though, it's not that you need to say anything smart at all. | 你早点说话 根本不需要说聪明的话 |
| 393 | You're speaking up can happen in the conversational pattern before the meeting officially starts, you can bring up something about the weather or current events, or you can just | 在会议正式开始之前,你可以在对话模式中发言, 你可以提出一些天气或时事, 或者你可以只是 |
| 394 | an emotional reaction like somebody shares your shares an idea and you just say out loud. | 一种情绪反应 就像有人分享你的想法 你只是大声说出来 |
| 395 | That's a great idea I love that, or whatever it is that you're reacting to so it's just you having sounds come out of your mouth in the early part of the meeting. | 我喜欢这个主意,或者说不管你有什么反应 所以在会议初期你只听到声音 |
| 396 | Then, later on in the meeting, you feel much more comfortable and able to speak, and your bar for your contribution internally has lowered. | 然后,在会后,你觉得舒服得多,能说话,而你为内部贡献而设的酒吧也降低了。 |
| 397 | You don't need to be brilliant, you don't need to say only brilliant things, but the longer you wait to speak the higher your bar goes. | 你不需要聪明,你不需要只说聪明的事情, 但你等待说话的时间越长 你的酒吧去。 |
| 398 | The second thing is, have we talked about, I talked about a coalition of the willing having allies that you are motivating and supportive your cause to have this actively and strategically happening at work or at school, where you and some friends, | 第二件事是,我们说过, 我谈到一个联盟 愿意有盟友, 你正在激励和支持你的事业 积极和战略地发生这一点 在工作或学校, |
| 399 | classmates, colleagues are amplifying each other's voices intentionally, so that you share an idea Connie and you know that your friend, Lily is going to say when she has the opportunity. | 同学们,同事们正在有意地扩大彼此的声音, 这样你就可以分享康妮的想法,你知道你的朋友,莉莉会在她有机会的时候说. |
| 400 | So like Connie said, and later or later in the meeting she's going to come back and say, you know, I want to, I want to come back again to what Connie said, or she's when you share an idea she's going to say yes great idea, and you do the same thing for C | 所以,正如康妮所说, 或晚或晚在会议上, 她会回来 说,你知道,我想,我想, 我想回来 康妮说的话, 或者她,当你分享一个想法 她会说是伟大的想法, |
| 401 | and Leo is also on your team and you do the same thing for Leo. | 里欧也在你的队伍里 你也会为里欧做同样的事情 |
| 402 | This is something that senior women on boards do for each other. | 董事会的高层妇女都这样做。 |
| 403 | So, they've women, I talked to a number of senior women and I don't know if there's any research, but it's just, it's a thing it's a widespread practice where it's hard to be in the minority and be the only woman on a board, but when you have at least | 所以,她们有女人, 我和很多高级妇女谈过 我不知道有没有研究, 但这只是,这是一件普遍的做法, |
| 404 | two women, or three women on the board, then you can do this amplification of each other and this is something I've talked about specific talked about specifically with Asian students at SOM, where their cultural differences that have students from the US | 两位女性,或者三位女性在董事会, 然后你们可以做这种放大 彼此,这是我已经谈论 具体谈到的具体 与亚洲学生在SOM, |
| 405 | about amplifying each other's voices and as a teacher, I can see and I've witnessed it makes a huge difference. | 关于扩大彼此的声音, 作为一个老师,我看得出来,我亲眼目睹了 这会有很大的改变。 |
| 406 | So those are two small things. | 所以这是两个小东西。 |
| 407 | That's, that's just amazing. | 这太神奇了 |
| 408 | Thank you so much. | 非常感谢 |
| 409 | Yeah, I just really appreciate it. | 是啊,我只是真的很感谢它。 |
| 410 | Yeah, it was very very inspiring. | 是啊,这是非常鼓舞人心的。 |
| 411 | Thank you. | 谢谢 |
| 412 | And I think that sort of touches on another question that somebody asked in the chat which is the difference between male and female when it comes to how they approach influencing others. | 我认为,这触及了另一个问题, 有人在聊天时问到, 当他们如何对待别人时, 这个问题是男女的区别。 |
| 413 | And you touched on it a little bit but I think this is worth getting into a little more. | 你碰了一下,但我觉得这值得多一点。 |
| 414 | Yeah, I can mention one more piece about this, where I've suggested to everybody that people will be more receptive when they're warm, when you are warm, which is | 是的,我可以再提一篇 关于这一点, 我建议大家, 当他们温暖, 当你温暖, |
| 415 | absolutely true, but it's even more important for women than for men, because women, far more than men, get backlash when people don't perceive us as being warm, and they call us some gender specific keywords like bitchy, bratty, bossy. | 对女人来说,这比男人更重要, 因为女人,远比男人, 当人们不认为我们是温暖的时, 就会受到反弹, 他们称我们是一些针对性别的 关键词,如婊子,小气,霸道。 |
| 416 | It's crazy that bossy is an insult, and it's only for girls and women. | 狂言霸道是侮辱,只为少女和女人. |
| 417 | Right. | 对 |
| 418 | So, even more than men, women need to come across as warm, in order to be influential. | 因此,女性比男性更需要像温暖一样的相遇,才能有影响力. |
| 419 | Now, having said that, you may be a woman that says, forget it, I hate it, don't tell me what to do. | 现在,说到这个,你可能是一个女人 说,忘了它,我讨厌它, 不要告诉我该怎么做。 |
| 420 | That's not authentic to me. | 这对我来说不真实 |
| 421 | I'm a serious person and I'm, or I'm an aggressive person and that's just my style. | 我是一个严肃的人,我是一个, 或者我是一个攻击性的人,那只是我的风格。 |
| 422 | I can't tell you what to do. | 我不能告诉你该怎么做。 |
| 423 | I'm just letting you know that what you've already experienced of getting pushback is going to continue as, as long as you have that as your dominant personality style, but it doesn't mean that you can't succeed it just means it's | 我只是让你知道,你已经经历的 被推回 将会继续下去, 只要你有 作为你的主导人格风格, 但这并不意味着你不能成功 只是意味着它是 |
| 424 | going to be a little bit harder. | 将更难。 |
| 425 | When we're expressing warmth. | 表示温暖时. |
| 426 | We need to not just feel it, but we need to do it intentionally. | 我们需要的不仅仅是感觉,而是有意的。 |
| 427 | So that includes things like smiling like we talked about on a zoom meeting, but also when we're writing like we're writing texts, messages, emails, we need to be expressing more warmth than | 所以,这包括一些事情,像微笑,我们谈论 在放大会议, 但也当我们写 像我们写短信, 消息,电子邮件,我们需要表达 比 |
| 428 | we do in words in a conversation, because typically it's our non verbals that show a lot of our warmth, and those are stripped out and research finds that when people are reading messages. | 我们在谈话中用言语来表达, 因为典型的是,我们的非言语 显示了我们很多的温暖, 而那些被剥去,研究发现,当人们在阅读信息。 |
| 429 | They perceive far less warmth than the sender intended, and they can perceive far greater insults than the sender intended so especially when we're writing, being conscious of that is good. | 他们的感受远不如发件人的预想, 他们能感受到远比发件人的预想更大的侮辱, 特别是当我们在写作时, |
| 430 | I do want to give Mavis the chance to ask a question since they were were raising their hand earlier so maybe you can be our last question. | 我确实想给梅维斯一个机会 问一个问题,因为他们是 举起手来早,也许你可以成为我们最后一个问题。 |
| 431 | Thank you, David. | 谢谢你,大卫 |
| 432 | Hi Professor, your advice was really great and I think currently I'm facing a challenging situation where I'm transforming myself from industry or corporate to to consulting, strategic consulting, management consulting so one | 嗨,教授,你的建议真的很棒 我觉得现在我正面临一个挑战性的局面 我从工业或公司转变为咨询,战略咨询,管理咨询 |
| 433 | particular situation I was facing every day is that my colleagues or leaders, they consider me a professional from someone who is very professional from industry but they don't really, really see me as a, as a, as, as competent as those | 我每天面临的特别情况是,我的同事或领导人认为我是一个专业的行业人士,但他们并不真正、真正地认为我是一个,一个,一个,一个,一个,一个,一个有能力的人。 |
| 434 | consulting babies who really have methodologies, structures, everything, you, everything. | 咨询那些真的有方法,结构,一切,你,一切的婴儿. |
| 435 | Specifically, in consulting industry. | 特别是咨询行业。 |
| 436 | I don't know whether I made myself clear but yeah it's just, I think they are sometimes biased. | 我不知道我是否说得很清楚 但只是,我觉得他们有时候有偏见 |
| 437 | So when I get tasks or projects. | 所以当我得到任务或项目。 |
| 438 | I'm always assigned to to to content related content building but not storylining or methodology building or proposal | 我总是被分配到与内容相关的内容建设, 但不是故事情节或方法建设或建议 |
| 439 | or making this kind of tasks. | 或做这种任务。 |
| 440 | So, my question was, is, how can you handle this kind of bias this situation or are there any differences when you trying to influencing people. | 所以,我的问题是,你怎样才能处理这种偏见呢? 或者,当你试图影响人们时,有什么不同。 |
| 441 | If they are biased or not, should I just take them as, as they were not biased, but in the meanwhile I feel like they were really biased, they are biased, or I should do something strategic, strategically or practically to change this situation. | 如果他们有偏见或没有偏见,我是否应该认为他们没有偏见,但与此同时,我觉得他们确实有偏见,他们有偏见,或者我应该采取战略、战略或实际行动来改变这种情况。 |
| 442 | So I'm sorry you're in this situation, Mavis, and the big broad question about bias. | 很抱歉你陷入这种境地,梅维斯 还有关于偏见的大问题 |
| 443 | Can we debias people? | 我们可以去除恐惧的人吗? |
| 444 | No, people are always biased in all kinds of ways. | 不,人们总是有偏见 各种各样的方式。 |
| 445 | So what we want. | 所以,我们想要什么。 |
| 446 | The only thing that we can do is we can accept the fact that they're biased, and we can try to influence their behavior. | 我们唯一能做的就是接受他们有偏见的事实,我们可以试图影响他们的行为. |
| 447 | And the specific question that I would recommend that you ask and this is for this is really many of my students | 我建议你问的这个具体问题 是因为我有很多学生 |
| 448 | very favorite influence technique that I teach is called the magic question. | 我教的很受欢迎的影响力技术 叫做魔法问题 |
| 449 | And very briefly, what all the question is, is asking, what would it take, and that you can use this in almost any influence situation but this is a perfect example where, rather than making the situation be about bias, and how do I deal with bias, | 简言之,所有的问题是, 问,它需要什么, 你可以使用这个 在几乎任何影响的情况, 但这是一个很好的例子, |
| 450 | that bring it down to the specific behavior that you would like to influence which is your boss or whoever's doing the assigning of projects, assigning a different kind of project, and you want to be working on storylining projects for example and you jus | 将它降格为您想影响的具体行为 谁是您的老板 或任何人的 分配项目, 分配不同种类的项目, |
| 451 | So you ask for a meeting to, so that they know in advance and they're willing to pay attention and they've committed to it. | 所以,你要求开会,让他们事先知道,他们愿意注意,他们也承诺这样做。 |
| 452 | And then, and you ask them, what would it take for me to be able to do some storylining rather project rather than just all content, and your | 然后,你问他们,我需要什么 能够做一些故事 而不是所有的内容,和你 |
| 453 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}会告诉你需要什么 | |
| 454 | And that is really all it will take to make this happen. | 而这正是实现这一点所必须的。 |
| 455 | I'm not saying that it's going to happen instantaneously it's possible that your boss will say, you need to do some other kind of thing first, or you need to, you know, display | 我不是说它会瞬间发生 你老板可能会说 你需要先做一些别的事情 或者你需要,你知道,展示 |
| 456 | some kind of experience or show them in some way, it's going to be the start of a conversation. | 某种体验 或以某种方式向他们展示, 这将是一个谈话的开始。 |
| 457 | But your boss wants you to be happy, wants you to be engaged at work, knows that you can do this by working on the kind of work that you love and can do well. | 但你的老板希望你快乐,希望你参与工作,知道自己可以通过从事你所爱的,并且能够做得很好的工作来做到这一点. |
| 458 | And unless you have a bad boss in which case you should leave and go to another boss. | 除非你有个坏老板,在这种情况下你应该离开 去找另一个老板。 |
| 459 | But as long as you have a decent boss, they will absolutely tell you what it will take. | 但只要你有个正派的老板 他们会告诉你需要什么 |
| 460 | And I'm sorry and you know that you're that you're frustrated I feel you and I would feel the same way. | 我很抱歉,你知道 你感到沮丧... ...我觉得你和我也会有同样的感觉。 |
| 461 | Thank you for asking. | 谢谢你的问候 |
| 462 | Thank you very much. | 谢谢 |
| 463 | I will, I will try this next time. | 我会的,我会尝试这个下次。 |
| 464 | Thank you. | 谢谢 |
| 465 | Good luck. | 祝你好运 |
| 466 | Thank you. | 谢谢 |
| 467 | I know that there are many questions that we didn't have time to get to, but I do want | 我知道有很多问题 我们没有时间去, 但我确实想要 |
| 468 | to be respectful of everybody's time as well as Professor Zoe Chance's time. | 要尊重每个人的时间 以及佐伊·钱斯教授的时间 |
| 469 | And so this, I think we should officially end. | 因此,我认为我们应该正式结束。 |
| 470 | And I think Professor has graciously agreed to stay on for a little bit. | 我认为教授已经慷慨地同意 继续留一会。 |
| 471 | I think we have to hear whether it's okay if other people stay on as well. | 我想我们得听听如果其他人也留下来 是否还好 |
| 472 | But this is the official end of today's event. | 但今天的活动正式结束. |
| 473 | Thank you all for joining us. | 感谢大家加入我们。 |
| 474 | I just wanted to say that we do have a tradition here, which is that we take a group photo. | 我只是想说,我们在这里确实有一个传统,那就是我们拍一张集体照片。 |
| 475 | And so for everybody that is able to turn on your webcams so that we can have a group | 所以每个人都可以打开你的摄像头 这样我们就可以有一个团体 |
| 476 | with Professor here, and also unmute everybody so that everybody gets a chance to say thank | 和教授在这里, 同时也不默不作声 每个人都有机会说谢谢 |
| 477 | you personally. | 你个人。 |
| 478 | Thank you so much. | 非常感谢 |
| 479 | Thank you. | 谢谢 |
| 480 | Bye bye. | 再见 |
| 481 | Bye. | 再见。 |
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