【沟通技巧】像顶级CEO一样说话 · 让别人真正听进去

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P1 · 【沟通技巧】像顶级CEO一样说话 · 让别人真正听进去 p01 中英字幕 (P1)

【沟通技巧】像顶级CEO一样说话 · 让别人真正听进去 p01 中英字幕 (P1)

发布于 2026-08-24 · 时长 21:07

字幕摘录

时间	英文	中文
0:00	Hi, and welcome back to the Big Deal Podcast.	嗨,欢迎回到大政坛
0:01	I'm Cody Sanchez.	我是科迪・桑切斯。
0:02	If you want to be respected	如果你想受到尊重
0:04	for your words to carry weight, then this episode is for you.	你的话要重,那么这个插曲是给你的。
0:07	I'm breaking down the	我要打破这个
0:08	communication techniques the top 1% use to get people leaning in, not tuning out.	通讯技术使用率最高的1% 让人们倾斜,而不是调整。
0:15	By the end,	最终
0:16	you'll know how to stop sounding like everyone else and start speaking like the leader people	你会知道如何停止 听起来像其他人 开始说话像领袖人民
0:20	want to follow.	想跟随。
0:21	So today, I want you to steal my confidence and respect.	今天,我要你夺走我的信任和尊重

展开字幕全文（551 条）

序号	英文	中文
1	Hi, and welcome back to the Big Deal Podcast.	嗨,欢迎回到大政坛
2	I'm Cody Sanchez.	我是科迪・桑切斯。
3	If you want to be respected	如果你想受到尊重
4	for your words to carry weight, then this episode is for you.	你的话要重,那么这个插曲是给你的。
5	I'm breaking down the	我要打破这个
6	communication techniques the top 1% use to get people leaning in, not tuning out.	通讯技术使用率最高的1% 让人们倾斜,而不是调整。
7	By the end,	最终
8	you'll know how to stop sounding like everyone else and start speaking like the leader people	你会知道如何停止 听起来像其他人 开始说话像领袖人民
9	want to follow.	想跟随。
10	So today, I want you to steal my confidence and respect.	今天,我要你夺走我的信任和尊重
11	First, speaking headlines.	首先,讲头条新闻。
12	Start with the point, not the preamble.	从重点开始,而不是序言。
13	I obsess on my first sentence.	我执念初句.
14	Why?	为什么?
15	Executives don't waste time on throat clearing or setting up a big runway before they	高管不要浪费时间 清喉咙或设置一条大跑道
16	get to the takeoff.	去起飞。
17	By giving the headline first, you frame the conversation and make people lean	先给头条,你把对话画成框架,让人精瘦
18	in instead of tune out.	而不是调出。
19	This is also how you never have somebody repeat your idea to a group of	这也是你从来没有人 重复你的想法
20	people and be able to take credit for it again, right?	人们又能为它获得荣誉 对吧?
21	When you speak decisively and you say	当你说话果断,你说
22	something in front of a group, it would be ridiculous for somebody else to reframe your	当着一个团体的面 别人重新塑造你的身材是荒谬的
23	ideas and take them as your own.	并把它们当作自己的想法。
24	This is called decisive speech.	这叫做决定性的演讲。
25	Here's what that means.	这就是它的意思。
26	Clear,	清除
27	direct statements, limited hedging, and using few qualifiers or apologies.	直接声明、有限套期保值,以及很少使用限定词或道歉。
28	That's really signaling	这真是信号
29	I am competent.	我是有能力的。
30	Let's say you want to talk to someone for a few minutes.	假设你想和某人谈几分钟
31	You're trying to get	你试图得到
32	a few seconds with them, a boss, a coworker.	几秒钟后,一个老板,一个同事。
33	I brought this up last week.	我上周提起这个
34	And what I think	和我想的一样
35	we should do instead is probably talk about this a little bit more, or we could table it and talk	我们应该多谈一点 或者我们可以讨论一下
36	about it later.	回头再说吧
37	Can I steal a few minutes?	我能偷几分钟吗?
38	Is now a good time?	现在是时候了吗?
39	Hey, can we talk about that?	我们能谈谈吗?
40	A good time for what?	什么好时机?
41	Why?	为什么?
42	Why do you need to steal my minutes?	你为什么要偷我的时间?
43	Where are they going?	他们要去哪?
44	What you don't realize?	你没意识到什么?
45	Most people sound like that.	大多数人听起来都像那样。
46	You instead will sound something like this.	你会听到这样的声音
47	I have a problem that is leading to misrevenue.	我有一个问题 导致错误的回报。
48	Can we discuss no longer than five minutes?	我们能讨论不超过五分钟吗?
49	Or I found a problem.	或者我发现一个问题。
50	I have a solution.	我有办法了
51	I need 30 seconds to get an okay for it.	我需要30秒 才能得到一个同意。
52	The formula is	这个公式是
53	what?	你说什么?
54	What's wrong?	有什么不对吗?
55	Why does the other person care?	为什么别人在乎?
56	How long will you bother them?	你会打扰他们多久?
57	The real	真实的
58	issue here is marketing.	这里的问题是营销。
59	It's not moving fast enough.	动不及速.
60	We need to replace these two hires.	我们需要替换这两个雇员。
61	The budget is too low.	预算太低。
62	If we do these three things, work in 24-hour cycles, spend one hour	如果我们做这三件事 24小时工作 花一个小时
63	a day recruiting, increase the budget, we will win.	一天的招募,增加预算,我们会赢的。
64	That is how you get people to listen to you.	这就是你如何让人们听你的。
65	Warmth and competence.	温暖与能力.
66	It's not how smart, rich, or pretty you are.	这不是你的聪明,富有,或漂亮。
67	Respect is about how fast you	尊重是关于你有多快
68	signal, I'm a friend, which is trust and warmth, and you can rely on me, competence.	信号,我是一个朋友, 这是信任和温暖, 你可以依赖我,能力。
69	The faster you	你开得越快
70	can signal those two things, the more people like you and respect you.	可以发出这两个信号 像你这样的人越多 就越尊重你
71	I learned this from the number	我从号码里学到的
72	one behavioral psychologist I know, Vanessa Van Edwards.	一个我认识的行为心理学家 凡妮莎·范·爱德华兹
73	There are warmth cues.	有温暖的提示。
74	That means like	意思是说
75	smiling, nodding, for instance.	比如笑,点头
76	A fun one is the slow triple nod, which is like this.	一个有趣的是慢的三点头 像这样
77	The other person speaks 67% longer.	彼人语长六十七分.
78	That's because it is a nonverbal way to say, I hear you.	因为它是一个非口头方式 说,我听到你。
79	I see you.	我看见你了
80	Tell me more.	告诉我更多。
81	If instead you go three fast shakes like that, what is that signaling?	如果你去三个快速摇动 这样,是什么信号?
82	Okay, I'm moving along.	好吧,我要继续前进。
83	I'm ready to go.	我准备好了
84	Let's keep talking here about something else.	我们继续谈别的事
85	You do	没错
86	three little nods, a pause, and that signals, hey, I'm warm.	三个小点头,一个停顿, 和信号,嘿,我很温暖。
87	I want you to keep listening.	我要你继续听
88	Another warmth cue is a head tilt.	另一个温暖的提示是头部倾斜。
89	So you could say, I have some news.	所以你可以说,我有一些消息。
90	Straight shoulders,	双肩直立
91	no movement.	没有动静。
92	I have some news.	我有个消息
93	That is a competent way to do it, but not warmth.	这是一种能干的方法,但不是温暖。
94	A warmth cue would be like, I have some news.	一个温暖的提示会像, 我有一些消息。
95	What are the two things that change?	两件事有什么变化?
96	Head tilt	头倾
97	and a lift of the shoulders.	并举起肩膀。
98	Now, more competence cues for those of you who are listening, which is	现在,更多的能力提示 给那些在听的人,这就是
99	probably the most important thing you can do, is confident posture.	也许最重要的事情 你可以做的是自信的姿态。
100	So that's standing tall,	所以这是站高,
101	shoulders back, occupying space, shows certainty, credibility, not hands below the table,	肩背, 占据空间, 显示确定性, 可信度, 不是手在桌子下,
102	hands in lap, hands hidden.	手放在腿上 手藏起来
103	Instead, hands on the table or the microphone showing straight up	相反,手放在桌子上,或者麦克风 直接出现
104	and shoulders back.	并肩还肩.
105	Another way to show competence, steepling of the fingers.	另一种显示能力的方式, 尖锐的手指。
106	I'm listening.	我听着呢
107	I'm thinking about that.	我在考虑这个
108	What do we think we could do there?	我们在那里能做什么?
109	It's not like this,	不是这样的
110	though.	虽然.
111	That looks creepy.	看起来很恐怖
112	This is a classic gesture.	这是一个典型的姿态。
113	What it basically means is, hey,	它基本上意味着,嘿,
114	I'm self-assured.	我自证.
115	Next, cut words, add weight.	接下来,切字,增加重量.
116	You want to use fewer words, but make them sharper.	你想用更少的词,但让他们更锋利。
117	We'll double revenue in 12 months.	12个月内收入翻一番.
118	Okay.	摆
119	That is better than we have a plan to increase revenue	这比我们计划增加收入好
120	significantly over the next year.	在下一年里很显着
121	What's significantly?	什么是显著的?
122	When next year?	明年什么时候?
123	We want numbers,	我们要数字,
124	data, and credentials.	数据和全权证书。
125	So when we mention certifications, awards, supporting ideas with	因此,当我们提到 认证,奖项,支持的想法
126	numbers, it reinforces our expertise.	数字,它加强了我们的专门知识。
127	So we don't have to be better or smarter.	所以,我们不需要更好或更聪明。
128	The numbers do that	数字是那样的
129	for us.	为了我们
130	Data plus brevity signals confidence, and it makes every word carry weight, which commands	数据加上简洁的信号表示信心, 它使每个字都带有重量,它命令
131	attention to us.	注意我们
132	So if I was a boss and I said, tell me what you're going to do about this problem,	所以如果我是老板,我说, 告诉我,你会怎么做 关于这个问题,
133	a bad example would be something like, well, I think maybe what we should do next is try new	一个不好的例子会像,嗯,我想 也许我们应该做的是尝试新的
134	hiring processes, or maybe we could talk to so-and-so about that person that they knew last week.	或者我们可以跟其他人谈谈 他们上周认识的人
135	I'm not really sure.	我不太确定 说不定
136	Can I get back to you?	我能回你电话吗?
137	Bad answer.	答错.
138	A good answer is pause.	一个好的答案是暂停。
139	My gut reaction,	我的直觉反应,
140	which allows you to back out of it later if you find a better reaction, my gut reaction is	如果你找到更好的反应 我直觉的反应是
141	first step, we go and we talk to this person.	第一步,我们去和这个人谈谈。
142	Second step, we write down the findings.	第二步,我们写下调查结果。
143	Third	第三届
144	step, we come back together in 24 hours for an assessment because I don't want to make too quick	步骤,我们24小时后回来评估 因为我不想太快
145	a decision.	一个决定。
146	What do you think?	你觉得呢?
147	Great.	不错
148	You've basically non-committed just as much as the	你基本上没有承诺 就像
149	other person has, but you sound like you have authority even while you're saying, I don't know,	其他人有,但你听起来有权威 即使你说,我不知道,
150	I've got to talk to a couple of people.	我得跟几个人谈谈
151	It'll probably take me a day or two, right?	我可能要花一两天时间,对吧?
152	Instead,	相反,
153	we're pausing, we're framing, and we're saying we're going to regroup at a date, time, and checking	说要重新组合 一次约会 一次检查
154	for understanding.	为了理解
155	Speak like you want to be heard.	说如是想听.
156	This falls into three categories.	这分为三类。
157	I call it	и硂
158	the get.	获取。
159	Gestures, eyes, tone.	手势,眼睛,语气.
160	So you get heard.	这么说你听得到
161	So let's talk about gestures first.	所以先谈手势.
162	Gestures need	手势需要
163	to be precise.	确切地说。
164	Using clear, purposeful hand gestures like finger steepling indicates deep	使用清晰,有目的的手势,如指尖显示深处
165	thinking and self-assurance.	思考和自我保证。
166	So we want to really use our hands in an intelligent way.	因此,我们想真正用我们的双手 以一种明智的方式。
167	Authoritative vocal tone, speaking with a lower pitch, projecting the voice,	授权声调 用低调的音调说话 投射声音
168	avoiding filter words like signals, competence, and competence.	避免诸如信号、能力和能力等过滤词。
169	Narrowing your eyes briefly signals, I'm thinking about this.	缩小你的眼睛 短暂的信号, 我想着这一点。
170	I'm really focusing on what you're	我真的专注于你是什么
171	saying.	说
172	I've got active engagement and analysis.	我得到了积极的参与和分析。
173	A bad example of a tone, especially for women,	一个不好的语气例子, 特别是对于女性来说,
174	sounds like this.	听起来像这个
175	Hi, my name is Cody.	嗨,我的名字是科迪。
176	I'm really excited to work here today.	我真的很兴奋 今天在这里工作。
177	I have worked in	我工作过
178	marketing for the past 10 years.	过去10年的市场营销。
179	I'm really excited about what we're going to do here next.	我非常兴奋我们接下来要做的事
180	I can still smile.	我还能笑
181	I can still nod, but my tone is flat and a little bit lower than normal.	我仍然可以点头,但我的语气平坦,比正常的低一点.
182	If you hear me talk every single day, it probably sounds like,	如果你每天听到我说话, 它可能听起来像,
183	Hey, what's going on?	嘿,发生什么事了?
184	Hey, guys, how are you?	嘿,伙计们,你好吗?
185	Like, God, I'm so excited to see you.	就像,上帝,我很高兴见到你。
186	This podcast	这个播客
187	is going to be so great.	这将是如此伟大的。
188	That's what I normally sound like.	这就是我通常的声音。
189	When I'm trying to be competent,	当我想要胜任的时候
190	I'm not going to be that.	我不会那样的
191	I'm going to be one octave lower and I'm going to be a little bit	我将低一个八度,我会一点点
192	flatter.	恭维.
193	When I'm talking to somebody, I'm not trying to be competent.	当我在跟别人说话时 我不是想成为有能力的人
194	My eyes are big.	我的眼睛是巨大的。
195	They're	他们是
196	like, I'm curious.	喜欢,我很好奇。
197	I want to know more about that.	我想知道更多关于这一点。
198	This face does not make you feel like I'm	这张脸不会让你觉得像我
199	competent.	有能力。
200	This face does.	这张脸是。
201	So I am going to really focus in.	所以我真的要专心工作。
202	I'm almost going to picture a pinprick	我几乎要画一个皮普里克
203	of my attention going to that other person.	我注意到另一个人
204	It's signaling I'm listening, but you're going to have	它的信号,我在听, 但你会有
205	to prove to me what you're talking about next.	向我证明你在说什么
206	Master the pause.	师曰暂停.
207	What to do after delivering a	交货后怎么办?
208	key point.	关键点。
209	Stop talking.	别说话了
210	This is where we let the silence work.	这就是我们让沉默发挥作用的地方。
211	Why pauses?	为什么暂停?
212	They create gravity.	它们制造引力。
213	They make your words echo longer and show you're comfortable owning the room without filling space.	他们让你的言语回响更长 并显示你自在拥有房间而不填满空间。
214	Let's try.	让我们试试。
215	Let's say you have something really hard to say to a group and you need to say	假设你对一个团体说了一些很难听的话
216	something like, we're not talking about the right things.	像是,我们不是在谈论正确的事情
217	I might say something like,	我可能会说一些类似,
218	I think we all know we're not talking about what we need to pause.	我想我们都知道我们不是在谈论我们需要暂停什么。
219	Look around the room,	看看周围的房间,
220	get in people's eyes.	进入人们的眼睛。
221	At this point, most people keep talking because they're worried that somebody	这时候,大多数人一直说 因为他们担心有人
222	is going to jump in.	要跳进去。
223	You don't have enough competence or authority for people to wait	你没有足够的能力或权威让人们等待
224	for you to pause dramatically.	让你暂停一下
225	So how do you fake that authority?	那么,你如何伪造 权威?
226	If you don't have it,	如果你没有的话
227	you go like this.	你就这样走
228	I think we all know we're not talking about the right thing.	我想我们都知道我们不是在谈论正确的事情。
229	Put up a finger.	竖起一指.
230	This is basically telling them non-verbally to wait.	这基本上是要他们非口头等待。
231	And if you see somebody jump in,	如果你看到有人跳进去
232	you just push the finger out a little bit more intensely.	你只是把手指推出 一点点强烈。
233	This allows you to hold the frame.	这让你可以拿着这个框
234	If somebody starts to speak, you shake it a little bit more formally.	如果有人开始说话,你就更正式地摇动它。
235	When I do this in my head,	当我在脑子里这样做时
236	I like the count to five as an example.	我喜欢数到五作为例子。
237	So I think we all know that we're not talking about	我想我们都知道 我们不是在谈论
238	what we need to.	我们需要什么。
239	One, two, look around the room, three, four, five.	一,二,看四周的房间,三,四,五。
240	Uncomfortable.	难堪.
241	Then I give an example, then I release the finger and I keep going.	我举个例子,然后放出手指,然后继续前进。
242	Try this in your next meeting.	下次会议试试这个
243	It will blow you away by how much more people will actually listen to what you have to say.	它会吹走你 多少人会真正听 你不得不说的话。
244	Next, tell stories, not stats.	接下来,讲故事,而不是统计。
245	Use a narrative.	用叙事.
246	We almost lost that company because of one bad hire.	我们几乎失去了那家公司 因为一个糟糕的雇用。
247	Is much better than, well, turnover rose by 12% last year.	比去年的营业额上升12%要好得多。
248	Why?	为什么?
249	Humans follow stories,	人类追随故事
250	not spreadsheets.	不是电子表格。
251	Stories are sticky.	故事是黏糊糊的。
252	Numbers slide off.	数字滑动。
253	CEOs weave both, but stories always	首席执行官都编织,但故事总是
254	lead.	领头
255	Historically, we call this passing through parable.	历史上,我们称之为通过比喻。
256	At my company's, I have a saying, which	在我的公司,我有一个说法,
257	is, show me, don't tell me, which means that I want to hear the story.	告诉我 别告诉我 这意味着我想听故事
258	I want to see the data	我想看看数据
259	and I want it backed by numbers.	我要得到数字的支持
260	When you have those three, we can get to solutions,	当你有这三种, 我们可以找到解决方案,
261	but I don't just want you to talk about it.	但我不只想让你说说
262	I want you to show me.	我要你给我看
263	Let's say you're trying to get a	假设你试图得到一个
264	friend to listen to you.	朋友听你的话。
265	You've talked to this person a million times about something that they	你和这个人谈过无数次了
266	should do differently in their life and they have never listened to you to date.	他们的生活中应该有不同的方式 他们从未听你的
267	I would put a few	我会放几个
268	in these into effect.	执行中。
269	Let me tell you what a bad example sounds like.	让我告诉你一个坏例子听起来像什么
270	Well, you've dated this guy	你和这个人约会过
271	a few times.	几经.
272	Do you really think it's going to go well if you keep dating him?	你真的认为如果你继续和他约会会顺利吗?
273	Don't you think	你不觉得吗
274	we've learned our lesson here?	我们在这里学到了教训吗?
275	Do we want to really date him again?	我们真的想跟他约会吗?
276	What are we doing?	我们在做什么?
277	That's	这是
278	questions.	问题。
279	You're not holding the frame.	你没有拿着这个框。
280	You're not pausing.	你不是在流泪。
281	What would a good example look like?	一个好的例子是什么样子?
282	Mary, I remember about six months ago, called me in the middle of the night crying.	玛丽,我记得大约六个月前, 打电话给我半夜哭。
283	You were	你曾经是
284	despondent.	沮丧。
285	I could barely understand what you were saying.	我几乎听不懂你在说什么
286	You really couldn't speak because	你真的不能说话,因为
287	you were crying so hard.	你哭得这么厉害
288	I thought maybe somebody had died, but that was the night that you called	我想也许有人死了, 但那晚你打电话
289	and told me that he cheated on you and that she would never speak to that man again.	并告诉我他欺骗了你 她再也不会和那个人说话了
290	And now here	现在在这里
291	we are six months later when the tears are dried and you're going back to him.	六个月后,当泪水干涸,你就要回去找他了
292	Do you feel the	你觉得
293	difference between the two?	两者的区别?
294	One is like, yeah, well, you've already done this again.	一个是,是的,嗯, 你已经这样做了。
295	Are we going	我们要走了吗?
296	back?	回来?
297	Whatever.	随便吧
298	The second you will remember.	你记得的那一刻
299	So take a moment and become a storyteller.	所以,花点时间成为一个讲故事的人。
300	Over the past 90 days, we've grown by over 60,000 subscribers, which is crazy.	在过去90天里,我们有超过6万个订户,这太疯狂了.
301	And still	临Τ
302	less than half of our viewers are subscribed.	不到一半的观众被订阅。
303	So if you could double check your subscribe below,	所以,如果你可以加倍 检查你的订阅下面,
304	that would be incredibly helpful for the show.	那对演出很有帮助
305	You truly are a big deal to me.	你真的是一件大事给我。
306	Let's jump back in.	让我们跳回来。
307	Next use the three point rule.	接下来使用三分规则.
308	So what to do frame everything in threes.	那么,怎样做 框架的一切在三。
309	This one's super easy and	这个超容易的
310	super powerful.	超级强大的。
311	So use it wisely.	所以,明智地使用它。
312	If I wanted to get somebody to follow my framework on something,	如果我想找人来跟踪我的框架
313	I might say, here's the opportunity, the risk and the next step.	我可以说,这是机会,风险和下一步。
314	I don't even have to say one,	我甚至不用说
315	two, three.	两三
316	I could just show it with my fingers, but I know that it will frame my brain a specific	我可以用手指来显示它 但我知道它会陷害我的大脑
317	sequence that other people can remember why the brain loves patterns.	序列,其他人可以记住为什么 大脑喜欢模式。
318	And we like patterns of	我们喜欢模式
319	three, you know, the father, son, the Holy ghost.	三,你知道的,父亲,儿子,神圣的幽灵。
320	It feels complete, memorable and persuasive without	感觉很完整、令人难忘、很有说服力
321	overwhelming people.	让人无法忍受
322	Really easy to remember three, hard to remember four, very difficult	很容易记起三个 很难记起四个 非常困难
323	to remember five.	以记五.
324	And if you probably haven't noticed, I've been doing that a lot in this	如果你可能没注意到,我一直在做很多
325	video.	视频。
326	Anytime you can insert rules of three and what I call named and framed segments,	你随时可以插入三条规则 以及我所说的命名和框架部分
327	your speech will be better.	你的演讲会更好
328	So let's say for instance, somebody is doing something really	举个例子,有人在做一些事情
329	stupid and you want to tell them, wow, that's so stupid.	愚蠢,你想告诉他们, 哇,这太愚蠢了。
330	And there are all these underlying	还有这些基础
331	reasons why that's so stupid.	这是为什么如此愚蠢。
332	And we should never do that.	我们不应该这样做。
333	Instead, you might say, let's get to first	相反,你可能会说, 让我们先开始
334	principles on this.	原则。
335	Let's get to foundational principles on what we're talking about here.	让我们来谈谈我们在这里谈论的基本原则。
336	You're basically saying, can we, can we take a step back to really see what's going on?	你基本上说,我们能, 我们可以退一步 真正看到发生了什么?
337	Let's get to second and third order effects, which is a fancy way of saying, what are the	让我们来谈谈二、三顺序效果, 这是一个花哨的方式说, 什么是
338	repercussions of the actions?	行动的影响?
339	If we do that, what's going to happen next?	如果我们这样做,接下来会发生什么?
340	I believe that	我认为
341	what's happening right now is a lack of urgency bias.	现在发生的情况是缺乏紧迫性。
342	What you're really saying is I think you	你真的在说,我认为你
343	guys are slow, like really slow, but because we frame it in this fancier way, it's harder to push	男人是慢的,像真正的慢, 但是因为我们的框框 以这种幻想的方式, 它很难推
344	back on next command the frame, define the lens.	回到下一个命令框,定义镜头。
345	Others see the conversation through example,	其他人通过例子来看待对话,
346	somebody says something to you and they're like, we shouldn't spend that money.	有人跟你说了些什么 他们好像 我们不该花那些钱
347	I don't want to	我不想这样
348	instead of saying, no, we should spend that money.	而不是说,不, 我们应该花那些钱。
349	No, I disagree with you.	不,我不同意你的观点。
350	You say,	你说,
351	this isn't about money.	这跟钱无关
352	It's about survival.	是为求生.
353	This isn't about cost.	这跟成本无关
354	It's about happiness.	这是关于幸福。
355	This isn't about money.	这跟钱无关
356	It's about our family.	这是关于我们的家人。
357	What are you doing?	你在干吗?
358	Well,	那个
359	whoever controls the frame controls the debate and communication.	控制框架的人控制辩论和交流
360	This means not letting somebody	这表示不让别人
361	else take your frame.	换个角度
362	You never want to respond with that.	你从不想用这个回应
363	Not right.	不对
364	No, no, we're not going to	不,不,我们不会
365	do it that way.	这样做。
366	I didn't say that.	我没这么说
367	Instead, you would say, that's a separate issue, Matt.	相反,你会说, 这是一个单独的问题,马特。
368	Let's focus on the core problem.	集中力量解决核心问题.
369	What you're basically saying is I don't want to talk about	你想说的是 我不想谈
370	that.	那个
371	I want to focus on this other issue, but you're doing it without ever having to debate	我想专注于另一个问题, 但你这样做 从来没有辩论
372	and get into the, no, no, I disagree with you, which is really a childish way to try to communicate.	不,不,不,不,我不同意你的观点 这真是幼稚的沟通方式
373	The last part of this that's really important is the way you communicate when we are frame breaking.	最重要的最后一部分 就是当我们打破框架时 你如何沟通
374	How people will not allow you to steal their frame is when you fake it.	人们不会允许你偷他们的画框 当你假装它。
375	So be really careful	所以小心点
376	about saying, let's focus on the core problem, Matt.	关于说,让我们专注于核心问题,马特。
377	It's not really that this little side smirk	并不是说这个小边笑
378	here, this is an immediate signal of condescension.	在这里,这是一个即时信号 恭敬。
379	I don't like you.	我不喜欢你
380	I think you're dumb	我觉得你是哑巴
381	or Matt.	或者马特
382	That's not really the core issue here.	这不是真正的核心问题。
383	You know, what we're trying to do is something else.	你知道,我们想做的是别的事情。
384	This is a fake smile and it's visceral.	这是一个假的微笑 它的粘膜。
385	Like, do you guys feel it?	你们感觉到了吗?
386	Like I'm so happy that we're	就像我很高兴,我们
387	hanging out.	挂出来。
388	You're like, no, you're not.	你就像,不,你没有。
389	You hate me.	你讨厌我。
390	Like you don't even have to say anything.	就像你什么都不用说
391	Instead, you need to either turn it off or turn it on.	相反,你需要要么关掉,要么打开。
392	假ake.
393	I'm so happy to be here.	我很高兴在这里。
394	No, you're not.	不,你没有。
395	I can tell.	我看得出来
396	I'm so happy to be here.	我很高兴在这里。
397	I actually have no emotional difference	其实我没有感情上的差异
398	right now between the two.	现在在两人之间
399	I'm just committed to the bit, right?	我只是致力于这一点,对不对?
400	I'm so happy to be here.	我很高兴在这里。
401	And if you can't be happy in the moment, then think about something that makes you happy and	如果你现在不能快乐 那就想想让你快乐的事
402	plaster that on your face instead.	把它贴在你脸上
403	But be really careful with the feelings of condescension coming	不过要小心 恭敬的心情
404	out on your face.	在你的脸上。
405	Next, project calm certainty.	接下来,项目稳定。
406	People trust leaders who seem unshakable.	人们信任那些看起来不动摇的领导人.
407	I find certainty to be contagious.	我觉得肯定有传染性
408	Even if you're still figuring things out behind the scenes,	即使你还在幕后调查
409	be the duck gliding above the water, even though underneath you are paddling like a crazy	鸭子在水面上滑翔 尽管你下面像疯子一样横行
410	motherfucker.	他妈的。
411	Now, this is very unpopular for the internet, but I'm just going to tell you the truth.	现在,这是非常不受互联网欢迎的, 但我要告诉你真相。
412	There is no crying in business.	生意上没有哭
413	Do not cry in meetings where things are going sideways.	不要在会场上哭 事情正在向一边发展。
414	Do not believe the influencers that tell you that that's okay.	不要相信那些影响者 告诉你这没关系。
415	Do not show weakness.	不要表现出软弱。
416	From an	从一个
417	emotional deregulation standpoint, it is not okay to cry.	情绪放松,这是不好的哭。
418	Now, if somebody dies,	现在,如果有人死了,
419	if you hurt yourself, perfectly fine.	如果你伤害了自己,完全罚款。
420	If you have something else in your life that just	如果你有别的东西在你的生活中
421	hurts in that moment, okay, of course.	当然,在那一刻很痛
422	But you do not cry because you are frustrated like a small	但你不要哭 因为你像一个小人一样沮丧
423	child at your inability to communicate properly in work settings.	在工作环境中无法正常沟通的儿童。
424	You allow somebody else to cry.	你允许别人哭
425	You pass them the tissue.	你把纸巾递给他们
426	You say, hey, no problem.	你说,嘿,没问题。
427	Take your time.	慢慢来
428	But that's not you,	但这不是你,
429	because that is not a 1% move ever.	因为这永远不是1%的动作。
430	Every single leader that I have seen cry in business	每一个领导,我见过在生意中哭泣
431	is not a leader for very long.	不是一个领导者很长一段时间。
432	Business does not allow for crying.	生意不允许哭
433	You can hate me on the internet	你可以在互联网上恨我
434	for this, but your bank account will love me.	你的银行账户会爱我的
435	Next, name the elephant.	接下来,命名大象。
436	Call out the obvious	大声叫出来
437	thing when no one wants to.	当没人愿意的时候
438	So if you're sitting in a meeting, like I often am, and everybody's	所以,如果你坐在一个会议, 像我经常是,和每个人的
439	sort of talking around the issue, right?	有点在谈论这个问题,对不对?
440	There's this big hairy elephant in the middle of your	你中间有个大毛象
441	meeting room.	会议室。
442	I want you to try out saying it.	我要你试着说出来
443	Guys, are we not hitting our sales numbers because	伙计们,我们不打我们的销售号 因为
444	our product isn't good enough yet?	我们的产品还不够好吗?
445	That's phase one.	这是第一阶段。
446	We're saying it as a question.	我们说它作为一个问题。
447	We also use	我们也用
448	the word guys as an opener.	男人是开场白
449	It's like, I'm not saying it.	这就像,我没有说。
450	It's a question.	问曰.
451	Guys means it's a	伙计们的意思是
452	question we all have, isn't it?	我们都有疑问,不是吗?
453	If you have a stronger frame and more authority, you can say,	如果你有一个更强大的框架和 更权威,你可以说,
454	we're not hitting our numbers because our product isn't good enough yet.	我们不打我们的数字,因为我们的产品还不够好。
455	Now, I did a couple really subtle cues there.	现在,我做了一些非常微妙的提示。
456	I looked to the side.	我看着那边
457	I put up my shoulders.	我举起肩膀
458	I kind of, I do a little, you know, all of that is a stage two.	我有点,你知道,所有这一切都是一个第二阶段。
459	And if you want the highest frame,	如果你想要最高的帧,
460	you would say, we are not hitting our numbers because our product is not good enough yet.	你会说,我们没有打我们的数字 因为我们的产品还不够好。
461	Straight to frame, serious, no side.	直截了当的 严肃的 没有侧面
462	Anytime you like lift up side, side smirk, all of that	每当你喜欢举起边,边笑,这一切
463	warmth cue as opposed to competence cue.	温暖的提示而不是能力提示。
464	Now leaders earn respect by voicing uncomfortable	现在,领导者通过表达不舒服来赢得尊重
465	truths.	事实
466	It breaks tension.	它打破了紧张。
467	It actually makes people believe in you more than anyone else in	这让别人更相信你
468	the room.	房间。
469	You should really try it in a room where everybody else is doing the PC thing.	你应该在别人做电脑工作的房间里试试
470	If you can find that there is a truth that nobody is talking about, and especially if the truth	如果你能发现有 一个真理 没有人在谈论, 尤其是如果真相
471	maybe is on you, that's the ultimate, like, you know what I think the real problem is guys?	也许是你,这是 最终,喜欢,你知道什么 我认为真正的问题 是男人?
472	I think I made the wrong call on this.	我想我打错电话了
473	We should have done this.	我们应该这样做。
474	We did this instead.	我们这样做了。
475	So I'm going	所以我会去
476	to have this outcome.	以取得这一结果。
477	I'm going to take my burden of this.	我要承担我的重担
478	What else should we have done differently?	我们还应该做别的什么?
479	If you are going to do this one, you better be right.	如果你要做这个 你最好是对的
480	And two, you need to find your ally	第二,你需要找到你的盟友
481	who already wants you to say the quiet part out loud, but maybe is scared to do it or really	已经希望你大声说出来了 但也许害怕这样做
482	needs somebody else to do it.	需要别人来做
483	This is also where power dynamics come in.	这也是动力动力的出现。
484	So you're going to need	所以你会需要
485	to understand who your allies are ahead of time.	来了解你的盟友是谁
486	Often in meetings, this means that you talk about	经常在会议上,这意味着你谈论
487	the meeting before the meeting to game plan.	开会前的会面是游戏计划
488	Never feel bad at thinking that top 1% communicators	从来没有觉得不好 认为前1%的通讯员
489	are born with it.	和它一起诞生
490	That's not true.	这不是真的。
491	We prep.	我们准备。
492	The way that you get to the top 1% is you prep more	你进入前1%的方式是多做点准备
493	than the other 99% do.	而不是其他99%的人一样
494	And finally, end with a command.	最后,以命令结束。
495	Always finish with a clear action.	总是以明确的动作完成.
496	Here's what happens next.	接下来会发生什么
497	By Friday, I want us to decide this.	周五之前,我要我们决定
498	Why?	为什么?
499	Influence without direction,	影响没有方向,
500	just noise.	只是声音。
501	CEOs do not leave conversations open ended.	首席执行官不会让对话结束。
502	They move people to act.	他们让人们行动起来。
503	A little extra	再来一点
504	add on for you guys.	给你们加点钱
505	Ask dangerous questions.	问危险问题.
506	Lots of people ask safe questions.	很多人问安全的问题。
507	How's everyone	大家好吗?
508	feeling about this?	感觉呢?
509	How was your weekend?	周末怎么样?
510	Instead, get a little sharper.	换句话说,更锋利一点
511	What's the one risk that	什么样的风险
512	could kill this deal?	可以杀死这个交易?
513	Because real leaders don't just talk, they provoke thought.	因为真正的领袖们不只是说话,他们挑起了思想.
514	Questions like	问题如
515	make people take you seriously because they can tell you what the truths, not just to dodge.	让人们认真对待你 因为他们能告诉你真相 不只是逃避
516	Sometimes the most authoritative thing you can do is say, I don't know, but I think we can find the	有时候你能做的最权威的事情是说,我不知道, 但我想我们可以找到
517	answer to this question.	回答这个问题。
518	And if we do, we will find the answer to everything.	如果我们这样做,我们将找到一切的答案。
519	That is a hard	这太难了
520	question.	问题。
521	Also, if you don't know if you are competent or warm leaning, let me give you a	另外,如果你不知道你是有能力的 还是温暖的倾斜, 让我给你一个
522	little piece of homework.	一点功课
523	Let's say you can't tell if you're going to become a top 1% because you	假设你不知道你是否会成为前1% 因为你
524	don't know what you need to lean into more.	不知道你需要什么 更倾向于。
525	Go to your email.	去你的邮件。
526	I learned this from Vanessa.	我从凡妮莎那里学到的
527	See how	看怎么样
528	many warm versus cold indicators you have.	许多温暖和寒冷的指标。
529	What does that mean?	这是什么意思?
530	In an email, look at the words.	在电子邮件中,看看这些字。
531	Warm words are words that trigger oxytocin, the happiness drug.	温暖的词是触发催产素,幸福药的词.
532	So that's like cheers, collaborate,	这就像欢呼,合作,
533	learn, emojis, thank yous, exclamation points, smiley faces.	学习,爱莫吉斯,谢谢你, 感叹点,笑脸。
534	Competent words are words like	有能力的词是像
535	achieve, mastery, results, outcomes, data, charts, graphs.	实现、掌握、结果、结果、数据、图表。
536	The truth is that best leaders have both.	事实是,最好的领导人有两者。
537	They use warmth and competence and they use them like a scalpel, not a sledgehammer.	他们使用温暖和能力 他们使用它们 像手术刀,而不是大锤。
538	But almost every person I've ever met has one side more dialed than the other.	但几乎每个我见过的人 都有一个比另一个多
539	If you guys	如果你们
540	haven't noticed, I am high on competence.	还没注意到,我能力很强
541	I actually am pretty low on warmth.	我其实很冷热
542	I get serious	我是认真的
543	and when I'm serious about things, I have a very serious face.	当我认真对待事物时,我有一个非常严肃的面孔.
544	And so I kind of am thinking about	所以我在考虑
545	things.	东西。
546	I'm not smiling so much.	我没有笑得那么厉害
547	I need to work on my warmth cues because people could be intimidated	我需要工作 我的温暖提示 因为人们可能会受到恐吓
548	by me or scared of me, which I've heard.	由我或害怕我,我听说过。
549	And so every single one of us is going to be somewhere	所以,我们每个人都会去某个地方
550	on this spectrum.	在这个光谱上。
551	The top 1% is both aware and then they prepare.	排名前1%的人既知道,又准备。

该视频共有字幕 551 条。解锁更多字幕为会员功能，请移动到 价格

P2 · 【沟通技巧】像顶级CEO一样说话 · 让别人真正听进去 p02 无字幕 (P2)

【沟通技巧】像顶级CEO一样说话 · 让别人真正听进去 p02 无字幕 (P2)

发布于 2026-08-24 · 时长 21:07

字幕摘录

时间	英文	中文
0:00	Hi, and welcome back to the Big Deal Podcast.	嗨,欢迎回到大政坛
0:01	I'm Kody Sanchez.	我是科迪・桑切斯。
0:02	If you want to be respected	如果你想受到尊重
0:04	for your words to carry weight, then this episode is for you.	你的话要重,那么这个插曲是给你的。
0:07	I'm breaking down the	我要打破这个
0:08	communication techniques the top 1% use to get people leaning in, not tuning out.	通讯技术使用率最高的1% 让人们倾斜,而不是调整。
0:15	By	以
0:15	the end, you'll know how to stop sounding like everyone else and start speaking like	结尾,你会知道如何停止 听起来像其他人 开始说话喜欢
0:19	the leader people want to follow.	领导人们想跟随。
0:21	So today, I want you to steal my confidence and respect.	今天,我要你夺走我的信任和尊重

展开字幕全文（581 条）

序号	英文	中文
1	Hi, and welcome back to the Big Deal Podcast.	嗨,欢迎回到大政坛
2	I'm Kody Sanchez.	我是科迪・桑切斯。
3	If you want to be respected	如果你想受到尊重
4	for your words to carry weight, then this episode is for you.	你的话要重,那么这个插曲是给你的。
5	I'm breaking down the	我要打破这个
6	communication techniques the top 1% use to get people leaning in, not tuning out.	通讯技术使用率最高的1% 让人们倾斜,而不是调整。
7	By	以
8	the end, you'll know how to stop sounding like everyone else and start speaking like	结尾,你会知道如何停止 听起来像其他人 开始说话喜欢
9	the leader people want to follow.	领导人们想跟随。
10	So today, I want you to steal my confidence and respect.	今天,我要你夺走我的信任和尊重
11	First, speaking headlines.	首先,讲头条新闻。
12	Start with the point, not the preamble.	从重点开始,而不是序言。
13	I obsess on my first	我迷恋我的第一个
14	sentence.	句号。
15	Why?	为什么?
16	Executives don't waste time on throat clearing or setting up a big runway	高管不要浪费时间 清喉咙或设置一条大跑道
17	before they get to the takeoff.	在他们起飞之前
18	By giving the headline first, you frame the conversation	先给头条,你来设计对话
19	and make people lean in instead of tune out.	并让人们倾斜 而不是调出。
20	This is also how you never have somebody repeat	这也是你从不让人重复的
21	your idea to a group of people and be able to take credit for it again, right?	你的想法是给一群人 并且能够再次为它获得荣誉,对不对?
22	When you	当你
23	speak decisively and you say something in front of a group, it would be ridiculous for somebody	说话果断,你当着一个团体的面说点什么,对某人来说是荒谬的
24	to reframe your ideas and take them as your own.	重新塑造你的想法 把它们当作你自己的想法
25	This is called decisive speech.	这叫做决定性的演讲。
26	Here's	给你
27	what that means.	这是什么意思。
28	Clear, direct statements, limited hedging, and using few qualifiers	清楚、直接的报表、有限的套期保值,以及很少使用限定词
29	or apologies.	或说抱歉。
30	That's really signaling I am competent.	这表示我有能力
31	Let's say you want to talk to	假设你想和他谈谈
32	someone for a few minutes.	有人几分钟。
33	You're trying to get a few seconds with them, a boss, a co-worker.	你试图得到几秒钟 他们,一个老板,一个同事。
34	I brought this up last week.	我上周提起这个
35	What I think we should do instead is probably talk about	我认为我们应该做的是 也许谈论
36	this a little bit more or we could table it and talk about it later.	这个多一点,或者我们可以讨论一下,然后再谈。
37	Can I steal a few	我可以偷几个吗?
38	minutes?	几分钟?
39	Is now a good time?	现在是时候了吗?
40	Hey, can we talk about that?	我们能谈谈吗?
41	A good time for what?	什么好时机?
42	Why?	为什么?
43	Why	为什么
44	do you need to steal my minutes?	需要偷我的时间吗?
45	Where are they going?	他们要去哪?
46	What you don't realize?	你没意识到什么?
47	Most people	大多数人
48	sound like that.	听起来像。
49	You instead will sound something like this.	你会听到这样的声音
50	I have a problem that is leading	我有问题要解决
51	to mis-revenue.	给错误的回报。
52	Can we discuss no longer than five minutes?	我们能讨论不超过五分钟吗?
53	Or I found a problem.	或者我发现一个问题。
54	I have	我见过
55	a solution.	一个解决方案。
56	I need 30 seconds to get an okay for it.	我需要30秒 才能得到一个同意。
57	The formula is what?	公式是什麽?
58	What's wrong?	有什么不对吗?
59	Why does the other person care?	为什么别人在乎?
60	How long will you bother them?	你会打扰他们多久?
61	The real issue here is marketing.	这里真正的问题是营销。
62	It's not moving fast enough.	动不及速.
63	We need to replace these two hires.	我们需要替换这两个雇员。
64	The budget is too low.	预算太低。
65	If we	如果我们
66	do these three things, work in 24-hour cycles, spend one hour a day recruiting, increase the	做这三件事 24小时工作 一天花一小时招募 增加
67	budget, we will win.	预算,我们会赢的。
68	That is how you get people to listen to you.	这就是你如何让人们听你的。
69	Warmth and competence.	温暖与能力.
70	It's	这是
71	not how smart, rich, or pretty you are.	不是你多聪明,多有钱,也不是多漂亮
72	Respect is about how fast you can signal, I'm a friend,	尊重在于你能信号多快 我是朋友
73	which is trust and warmth.	这是信任和温暖。
74	And you can rely on me, competence.	你可以信赖我,能力。
75	The faster you can signal those two	你越快就能给那两个信号
76	things, the more people like you and respect you.	像你这样的人越多 越尊重你
77	I learned this from the number one behavioral	我从头号行为学来的
78	psychologist I know, Vanessa Van Edwards.	我认识的心理学家 凡妮莎·范·爱德华兹
79	There are warmth cues.	有温暖的提示。
80	That means like smiling, nodding,	这意味着像微笑,点头,
81	for instance.	举个例子
82	A fun one is the slow triple nod, which is like this.	一个有趣的是慢的三点头 像这样
83	The other person speaks	对方说话
84	67% longer.	67%长。
85	That's because it is a non-verbal way to say, I hear you.	因为它是一个非口头方式 说,我听到你。
86	I see you.	我看见你了
87	Tell me more.	告诉我更多。
88	If instead you go three fast shakes like that, what is that signaling?	如果你去三个快速摇动 这样,是什么信号?
89	Okay, I'm moving along.	好吧,我要继续前进。
90	I'm ready to go.	我准备好了
91	Let's keep talking here about something else.	我们继续谈别的事
92	You do three little nods, a pause,	你点三个点头,暂停一下
93	and that signals, hey, I'm warm.	信号,嘿,我很温暖。
94	I want you to keep listening.	我要你继续听
95	Another warmth cue is a head tilt.	另一个温暖的提示是头部倾斜。
96	So you could say, I have some news.	所以你可以说,我有一些消息。
97	Straight shoulders, no movement.	直肩不动.
98	I have some news.	我有个消息
99	That is a competent way to do it, but not warmth.	这是一种能干的方法,但不是温暖。
100	A warmth cue would be like,	一个温暖的提示会像,
101	I have some news.	我有个消息
102	What are the two things that change?	两件事有什么变化?
103	Head tilt and a lift to the shoulders.	头部倾斜,抬到肩膀上
104	Now, more competence cues for those of you who are listening, which is probably the most important	现在,更多的能力提示 给那些正在听的人, 这也许是最重要的
105	thing you can do, is confident posture.	你能做的 就是自信的姿态
106	So that's standing tall, shoulders back, occupy in space,	因此,这是站高,肩背,占据太空,
107	shows certainty, credibility.	显示确定性,可信度。
108	Not hands below the table, hands in lap, hands hidden.	不是手放在桌子下面,手放在腿上,手藏起来。
109	Instead,	相反,
110	hands on the table or the microphone showing straight up and shoulders back.	手放在桌子上 或麦克风 显示直上和肩背。
111	Another way to	另一种方式
112	show competence, steepling of the fingers.	显示能力,尖锐的手指。
113	Hmm, I'm listening.	我听着呢
114	I'm thinking about that.	我在考虑这个
115	What do	怎么办?
116	we think we could do there?	我们可以去那里吗?
117	It's not like this though.	但不是这样的
118	That looks creepy.	看起来很恐怖
119	This is a classic	这是经典
120	gesture.	手势。
121	What it basically means is, hey, I'm self-assured.	它基本上意味着, 嘿, 我自保。
122	Next, cut words, add weight.	接下来,切字,增加重量.
123	You want to use fewer words, but make them sharper.	你想用更少的词,但让他们更锋利。
124	We'll double revenue in 12 months.	12个月内收入翻一番.
125	Okay.	摆
126	That is better than we have a plan to increase revenue significantly over the next year.	这比我们计划明年大幅度增加收入要好。
127	What's significantly?	什么是显著的?
128	When next year?	明年什么时候?
129	We want numbers, data and credentials.	我们要数字、数据和证书
130	So when we mention	所以,当我们提到
131	certifications, awards, supporting ideas with numbers, it reinforces our expertise.	认证,奖励,支持 想法与数字, 它加强了我们的专门知识。
132	So we	所以我们
133	don't have to be better or smarter.	不需要更好或更聪明。
134	The numbers do that for us.	数字对我们来说都是如此。
135	Data plus brevity signals confidence	数据加简短信号自信
136	and it makes every word carry weight, which commands attention to us.	它让每个字都具有重量 这需要我们注意
137	So if I was a boss	如果我是个老板
138	and I said, tell me what you're going to do about this problem, a bad example would be something	我说,告诉我你会怎么做 这个问题,一个坏的例子会是什么
139	like, well, I think maybe what we should do next is try new hiring processes or maybe we could talk	比如,嗯,我想我们接下来应该做的 是尝试新的雇用程序 或者我们可以谈谈
140	to so-and-so about that person that they knew last week.	他们上周认识的人
141	I'm not really sure.	我不太确定 说不定
142	Can I get back to you?	我能回你电话吗?
143	Bad answer.	答错.
144	A good answer is pause my gut reaction, which allows you to back out of it later.	一个很好的答案是暂停我的直觉反应, 让你在以后退出。
145	If you	如果你们
146	find a better reaction, my gut reaction is first step, we go and we talk to this person.	找到更好的反应,我的直觉反应是第一步,我们去和这个人谈谈。
147	Second	第二届
148	step, we write down the findings.	步骤,我们写下发现。
149	Third step, we come back together in 24 hours for an assessment	第三步,我们24小时后回来评估
150	because I don't want to make too quick of a decision.	因为我不想做出太快的决定
151	What do you think?	你觉得呢?
152	Great.	不错
153	You've	你已经
154	basically noncommitted just as much as the other person has, but you sound like you have authority	基本上没有承诺 就像其他人一样 但你听起来有权威
155	even while you're saying, I don't know, I got to talk to a couple of people.	即使你说, 我不知道, 我得跟几个人谈谈。
156	It'll probably take me	可能会带我走
157	a day or two, right?	一两天,对吧?
158	Instead we're pausing, we're framing, and we're saying we're going to regroup	相反,我们是在穷困,我们陷害,我们说我们要重组
159	at a date, time, and checking for understanding.	在日期,时间, 和检查了解。
160	Speak like you want to be heard.	说如是想听.
161	This falls into	这属于
162	three categories.	分为三类。
163	I call it the get, gestures, eyes, tone.	我把它叫做得到,姿态,眼睛,语气。
164	So you get heard.	这么说你听得到
165	So let's talk about	所以,让我们谈谈
166	gestures first.	手势第一。
167	Gestures need to be precise.	手势要精准.
168	Using clear, purposeful hand gestures like finger	使用清晰,有目的的手势,如手指
169	steepling indicates deep thinking and self-assurance.	陡峭表明深思熟虑和自信
170	So we want to really use our hands in an intelligent	所以,我们真的想 用我们的双手在智能
171	way.	就是这样
172	Authoritative vocal tone, speaking with a lower pitch, projecting the voice, avoiding	权威的声调,用低音调说话,投射声音,避免
173	filter words like, ah, like, signals competence and confidence.	过滤词 比如 信号能力和信心
174	Narrowing your eyes briefly	短暂的缩眼
175	signals, I'm thinking about this.	信号,我在考虑这个
176	I'm really focusing on what you're saying.	我真的很注重你说的话
177	I've got active	我有活动
178	engagement and analysis.	参与和分析。
179	A bad example of a tone, especially for women, sounds like this.	一个不好的语气例子,特别是对女性来说,听起来是这样的.
180	Hi, my name is Cody.	嗨,我的名字是科迪。
181	I'm really excited to work here today.	我真的很兴奋 今天在这里工作。
182	I have worked in marketing for the past	过去我做过营销
183	10 years.	十年时间
184	What am I doing there?	我在这里做什么?
185	Well, I'm getting an uptick at the end of each sentence.	好吧,我得到一个 uptick 每句结尾。
186	Very normal	很寻常
187	for women to do.	让女人来做
188	Instead, what would I want to do?	相反,我该怎么办?
189	Hi, my name is Cody.	嗨,我的名字是科迪。
190	I've been working	我工作过
191	in marketing for the past 10 years.	过去十年的市场营销
192	I'm really excited about what we're going to do here next.	我非常兴奋我们接下来要做的事
193	I can still smile.	我还能笑
194	I can still nod, but my tone is flat and a little bit lower than normal.	我仍然可以点头,但我的语气平坦,比正常的低一点.
195	If you hear me talk every single day, it probably sounds like, hey, what's going on?	如果你每天听到我说话, 听起来像是,嘿,怎么了?
196	Hey guys,	嘿,伙计们,
197	how are you?	你好吗?
198	Like, God, I'm so excited to see you.	就像,上帝,我很高兴见到你。
199	This podcast is going to be so great.	这个播客会很棒的
200	That's what	就这样
201	I normally sound like.	我通常听起来像。
202	When I'm trying to be competent, I'm not going to be that.	欲求能持时不作.
203	I'm going	и璶ǐ
204	to be one octave lower and I'm going to be a little bit flatter.	更低一点,我会有点夸张。
205	When I'm talking to somebody,	我和别人说话时
206	I'm not trying to be competent.	我不是想成为有能力。
207	My eyes are big.	我的眼睛是巨大的。
208	They're like, I'm curious.	他们喜欢,我很好奇。
209	I want to know more	我还想知道更多
210	about that.	关于那个。
211	This face does not make you feel like I'm competent.	这脸不会让你觉得 我有能力。
212	This face does.	这张脸是。
213	So I am going to	所以我会
214	really focus in.	真的很专心
215	I'm almost going to picture a pinprick of my attention going to that other	我几乎要想象我对另一个的注意
216	person.	个人。
217	It's signaling I'm listening, but you're going to have to prove to me what you're talking	它的信号我在听, 但你必须证明给我 你说话
218	about.	有关。
219	Next, master the pause.	接下来,掌握暂停。
220	What to do.	怎么办?
221	After delivering a key point, stop talking.	给出关键点后,停止说话.
222	This is where	这里
223	we let the silence work.	我们让沉默发挥作用。
224	Why?	为什么?
225	Pauses, they create gravity.	暂停,它们制造重力
226	They make your words echo longer and show	他们让你的言语回响更长 并显示
227	you're comfortable owning the room without filling space.	你自在地拥有这个房间,没有填满空间。
228	Let's try.	让我们试试。
229	Let's say you have something	这么说吧,你有东西
230	really hard to say to a group and you need to say something like, we're not talking about the right	很难对一个团体说,你需要说一些类似, 我们不是在谈论权利
231	things.	东西。
232	I might say something like, I think we all know we're not talking about what we need to.	我可能会说一些类似的话, 我想我们都知道 我们不是在谈论我们需要什么。
233	Pause.	暂停
234	Look around the room.	环顾四周.
235	Get in people's eyes.	入众生眼.
236	At this point, most people keep talking because	此时,大多数人继续说话,因为
237	they're worried that somebody is going to jump in.	他们担心有人会跳进去
238	You don't have enough competence or authority for	你没有足够的能力或权威
239	people to wait for you to pause dramatically.	人们等着你暂停一下
240	So how do you fake that authority if you don't have	所以,如果你没有权力,你如何假装
241	it?	是吗?
242	You go like this.	你就这样走
243	I think we all know we're not talking about the right thing.	我想我们都知道我们不是在谈论正确的事情。
244	Put up a finger.	竖起一指.
245	This is basically telling them non-verbally to wait.	这基本上是要他们非口头等待。
246	And if you see somebody jump in,	如果你看到有人跳进去
247	you just push the finger out a little bit more intensely.	你只是把手指推出 一点点强烈。
248	This allows you to hold the frame.	这让你可以拿着这个框
249	If somebody starts to speak, you shake it a little bit more formally.	如果有人开始说话,你就更正式地摇动它。
250	When I do this in my head,	当我在脑子里这样做时
251	I like the count to five as an example.	我喜欢数到五作为例子。
252	So I think we all know that we're not talking about	我想我们都知道 我们不是在谈论
253	what we need to.	我们需要什么。
254	One, two, look around the room.	一,二,环顾四周.
255	Three, four, five.	三四五门.
256	Uncomfortable.	难堪.
257	Then I give an	然后我给一个
258	example.	实例。
259	Then I release the finger and I keep going.	然后,我释出手指,我继续前进。
260	Try this in your next meeting.	下次会议试试这个
261	It will	会的
262	blow you away by how much more people will actually listen to what you have to say.	把你吹走 有多少人会真正听 你不得不说。
263	Next, tell stories, not stats.	接下来,讲故事,而不是统计。
264	Use a narrative.	用叙事.
265	We almost lost that company because of one bad hire.	我们几乎失去了那家公司 因为一个糟糕的雇用。
266	Is much better than, well, turnover rose by 12% last year.	比去年的营业额上升12%要好得多。
267	Why?	为什么?
268	Humans follow stories,	人类追随故事
269	not spreadsheets.	不是电子表格。
270	Stories are sticky.	故事是黏糊糊的。
271	Numbers slide off.	数字滑动。
272	CEOs weave both, but stories always	首席执行官都编织,但故事总是
273	lead.	领头
274	Historically, we call this passing through parable.	历史上,我们称之为通过比喻。
275	At my company's, I have a saying, which	在我的公司,我有一个说法,
276	is show me, don't tell me, which means that I want to hear the story.	别告诉我 这意味着我想听这个故事
277	I want to see the data	我想看看数据
278	and I want it backed by numbers.	我要得到数字的支持
279	When you have those three, we can get to solutions,	当你有这三种, 我们可以找到解决方案,
280	but I don't just want you to talk about it.	但我不只想让你说说
281	I want you to show me.	我要你给我看
282	Let's say you're trying to get a	假设你试图得到一个
283	friend to listen to you.	朋友听你的话。
284	You've talked to this person a million times about something that they	你和这个人谈过无数次了
285	should do differently in their life and they have never listened to you to date.	他们的生活中应该有不同的方式 他们从未听你的
286	I would put a few	我会放几个
287	in these into effect.	执行中。
288	Let me tell you what a bad example sounds like.	让我告诉你一个坏例子听起来像什么
289	Well, you've dated this guy	你和这个人约会过
290	a few times.	几经.
291	Do you really think it's going to go well if you keep dating him?	你真的认为如果你继续和他约会会顺利吗?
292	Don't you think	你不觉得吗
293	we've learned our lesson here?	我们在这里学到了教训吗?
294	Do we want to really date him again?	我们真的想跟他约会吗?
295	What are we doing?	我们在做什么?
296	That's	这是
297	questions.	问题。
298	You're not holding the frame.	你没有拿着这个框。
299	You're not pausing.	你不是在流泪。
300	What would a good example look like?	一个好的例子是什么样子?
301	Mary, I remember about six months ago, called me in the middle of the night crying.	玛丽,我记得大约六个月前, 打电话给我半夜哭。
302	You were	你曾经是
303	despondent.	沮丧。
304	I could barely understand what you were saying.	我几乎听不懂你在说什么
305	You really couldn't speak because	你真的不能说话,因为
306	you were crying so hard.	你哭得这么厉害
307	I thought maybe somebody had died, but that was the night that you called	我想也许有人死了, 但那晚你打电话
308	and told me that he cheated on you and that she would never speak to that man again.	并告诉我他欺骗了你 她再也不会和那个人说话了
309	And now here	现在在这里
310	we are six months later when the tears are dried and you're going back to him.	六个月后,当泪水干涸,你就要回去找他了
311	Do you feel the	你觉得
312	difference between the two?	两者的区别?
313	One is like, yeah, well, you've already done this again.	一个是,是的,嗯, 你已经这样做了。
314	Are we going	我们要走了吗?
315	back?	回来?
316	Whatever.	随便吧
317	The second, you will remember.	第二,你会记得的
318	So take a moment and become a storyteller.	所以,花点时间成为一个讲故事的人。
319	Over the past 90 days, we've grown by over 60,000 subscribers, which is crazy.	在过去90天里,我们有超过6万个订户,这太疯狂了.
320	And still,	尽管如此
321	less than half of our viewers are subscribed.	不到一半的观众被订阅。
322	So if you could double check your subscribe below,	所以,如果你可以加倍 检查你的订阅下面,
323	that would be incredibly helpful for the show.	那对演出很有帮助
324	You truly are a big deal to me.	你真的是一件大事给我。
325	Let's jump back in.	让我们跳回来。
326	Next, use the three point rule.	接下来使用三分规则.
327	So what to do?	那怎么办?
328	Frame everything in threes.	将一切布置成三层
329	This one's super easy	这个超容易的
330	and super powerful.	和超级强大的。
331	So use it wisely.	所以,明智地使用它。
332	If I wanted to get somebody to follow my framework on something,	如果我想找人来跟踪我的框架
333	I might say, here's the opportunity, the risk and the next step.	我可以说,这是机会,风险和下一步。
334	I don't even have to say one,	我甚至不用说
335	two, three.	两三
336	I could just show it with my fingers, but I know that it will frame my brain a specific	我可以用手指来显示它 但我知道它会陷害我的大脑
337	sequence that other people can remember.	别人记得的序列
338	Why?	为什么?
339	The brain loves patterns and we like patterns of three,	大脑喜欢模式 我们喜欢模式三,
340	you know, the father, son, the Holy Ghost.	你知道,父亲,儿子,圣灵。
341	It feels complete, memorable and persuasive	感觉很完整,令人难忘,很有说服力
342	without overwhelming people.	没有压倒性的人。
343	Really easy to remember three, hard to remember four, very	很容易记得三个,很难记得四个,非常
344	difficult to remember five.	很难记住五个。
345	And if you probably haven't noticed, I've been doing that a lot in	如果你可能没有注意到, 我做了很多在
346	this video.	这个视频。
347	Anytime you can insert rules of three and what I call named and framed segments, your	你随时可以插入三个规则 以及我称之为 命名和设定的片段
348	speech will be better.	说话会更好
349	So let's say, for instance, somebody is doing something really stupid and you	比如说,有人在做蠢事 而你
350	want to tell them, wow, that's so stupid.	想告诉他们,哇,这太愚蠢了。
351	And there are all these underlying reasons why that's so	并且有所有这些根本的原因 为何如此
352	stupid.	蠢货
353	And we should never do that.	我们不应该这样做。
354	Instead, you might say, let's get to first principles on this.	相反,你可以说,让我们先谈原则。
355	Let's get to foundational principles on what we're talking about here.	让我们来谈谈我们在这里谈论的基本原则。
356	You're basically saying,	你基本上说,
357	can we take a step back to really see what's going on?	我们能退一步看看发生了什么吗?
358	Let's get to second and third order effects,	来来来来来来来来来来来来来来来来来来 来来来来来来来来来来来来来来来来来来来来来
359	which is a fancy way of saying, what are the repercussions of the actions?	可以说,这些行动有什么影响?
360	If we do that,	如果我们这样做,
361	what's going to happen next?	接下来会发生什么?
362	I believe that what's happening right now is a lack of urgency bias.	我认为,现在正在发生的是缺乏紧迫性偏见。
363	What you're really saying is, I think you guys are slow, like really slow, but because we frame it in	你真正的意思是, 我认为你们是慢的, 像真的慢,
364	fancier way, it's harder to push back on.	越想越好,就更难继续了
365	Next, command the frame.	接下来,指挥框架。
366	Define the lens others see the	定义镜头 其他人看到
367	conversation through.	谈话通过。
368	Example, somebody says something to you and they're like, we shouldn't	举个例子,有人对你说了一些话 他们就像,我们不应该
369	spend that money.	把钱花掉
370	I don't want to.	我不想这样
371	Instead of saying, no, we should spend that money.	而不是说,不,我们应该花这些钱。
372	No,	没有
373	I disagree with you.	我不同意你的观点。
374	You say, this isn't about money.	你说,这不是钱。
375	It's about survival.	是为求生.
376	This isn't about cost.	这跟成本无关
377	It's about happiness.	这是关于幸福。
378	This isn't about money.	这跟钱无关
379	It's about our family.	这是关于我们的家人。
380	What are you doing?	你在干吗?
381	Well, whoever controls the frame controls the debate and communication.	好吧,谁控制框架 控制辩论和沟通。
382	This means not letting	这意味着不让
383	somebody else take your frame.	别人拿你的画框。
384	You never want to respond with that.	你从不想用这个回应
385	Not right.	不对
386	No, no, we're not	不,不,我们不是
387	going to do it that way.	这样做。
388	I didn't say that.	我没这么说
389	Instead, you would say, that's a separate issue,	相反,你会说, 这是一个单独的问题,
390	Matt.	马特。
391	Let's focus on the core problem.	集中力量解决核心问题.
392	What you're basically saying is, I don't want to talk about	你想说的是,我不想谈
393	that.	那个
394	I want to focus on this other issue, but you're doing it without ever having to debate and	我想专注于另一个问题, 但你这样做 从来没有辩论和
395	get into the, no, no, I disagree with you, which is really a childish way to try to communicate.	不,不,不,不,我不同意你, 这是一个非常幼稚的方式试图沟通。
396	The last part of this that's really important is the way you communicate when we are frame breaking.	最重要的最后一部分 就是当我们打破框架时 你如何沟通
397	How people will not allow you to steal their frame is when you fake it.	人们不会允许你偷他们的画框 当你假装它。
398	So be really careful about	所以要小心一点
399	saying, let's focus on the core problem, Matt.	说,让我们集中 核心问题,马特。
400	It's not really bad.	还不算太糟
401	This little side smirk here,	这小边笑在这里,
402	this is an immediate signal of condescension.	这是即时的恭维信号
403	I don't like you.	我不喜欢你
404	I think you're dumb.	我觉得你很笨
405	Or Matt,	或者马特
406	that's not really the core issue here.	这其实不是核心问题
407	What we're trying to do is something else.	我们想做的是别的事
408	This is a fake	这是假的
409	smile and it's visceral.	笑起来很粘
410	Do you guys feel it?	你们感觉到了吗?
411	I'm so happy that we're hanging out.	我很高兴我们出去玩
412	You're like,	碞钩
413	no, you're not.	不,你没有。
414	You hate me.	你讨厌我。
415	You don't even have to say anything.	你甚至不用说什么。
416	Instead, you need to either turn	相反,你需要要么转身
417	it off or turn it on.	要么关掉 要么打开
418	假ake.
419	I'm so happy to be here.	我很高兴在这里。
420	No, you're not.	不,你没有。
421	I can tell.	我看得出来
422	I'm so happy to	我很高兴
423	be here.	在这里。
424	I actually have no emotional difference right now between the two.	其实我现在没有感情上的区别
425	I'm just committed to	我只是承诺
426	the bit.	一点。
427	I'm so happy to be here.	我很高兴在这里。
428	And if you can't be happy in the moment, then think about	如果你现在不能快乐 那就想想
429	something that makes you happy and plaster that on your face instead.	让你高兴的东西 贴在脸上
430	But be really careful with the	不过要小心
431	feelings of condescension coming out on your face.	你脸上充满了恭敬的感觉
432	Next, project calm certainty.	接下来,项目稳定。
433	People trust leaders	人民信任领袖
434	who seem unshakable.	他们似乎不动摇。
435	I find certainty to be contagious.	我觉得肯定有传染性
436	Even if you're still figuring things	即使你还在想事情
437	out behind the scenes, be the duck gliding above the water, even though underneath you are paddling	在水面上滑翔的鸭子 纵然你在水面下
438	like a crazy motherfucker.	像个疯子一样
439	Now, this is very unpopular for the internet, but I'm just going	现在,这是非常不受互联网欢迎的, 但我只是去
440	to tell you the truth.	告诉你真相。
441	There is no crying in business.	生意上没有哭
442	Do not cry in meetings where things	在开会的时候不要哭
443	are going sideways.	正在走边上。
444	Do not believe the influencers that tell you that that's okay.	不要相信那些影响者 告诉你这没关系。
445	Do not show	不显示
446	weakness.	软弱
447	From an emotional deregulation standpoint, it is not okay to cry.	从情绪放松的角度来看,哭是不行的。
448	Now, if somebody dies,	现在,如果有人死了,
449	if you hurt yourself, perfectly fine.	如果你伤害了自己,完全罚款。
450	If you have something else in your life that just	如果你有别的东西在你的生活中
451	hurts in that moment, okay, of course.	当然,在那一刻很痛
452	But you do not cry because you are frustrated like a small	但你不要哭 因为你像一个小人一样沮丧
453	child at your inability to communicate properly in work settings.	在工作环境中无法正常沟通的儿童。
454	You allow somebody else to cry.	你允许别人哭
455	You pass them the tissue.	你把纸巾递给他们
456	You say, hey, no problem.	你说,嘿,没问题。
457	Take your time.	慢慢来
458	But that's not you	但这不是你
459	because that is not a 1% move ever.	因为这永远不是1%的动作。
460	Every single leader that I have seen cry in business is not a	每一个领导,我见过的 在商业中哭泣不是一个
461	leader for very long.	领导很长一段时间。
462	Business does not allow for crying.	生意不允许哭
463	You can hate me on the internet for	你可以在互联网上恨我
464	this, but your bank account will love me.	这个 但你的银行账户会爱我的
465	Next, name the elephant.	接下来,命名大象。
466	Call out the obvious thing	喊出明显的事情
467	when no one wants to.	当没有人想。
468	So if you're sitting in a meeting, like I often am, and everybody's sort	所以,如果你坐在一个会议, 像我经常是, 和每个人的排序
469	of talking around the issue, right?	谈论这个问题,对不对?
470	There's this big hairy elephant in the middle of your	你中间有个大毛象
471	meeting room.	会议室。
472	I want you to try out saying it.	我要你试着说出来
473	Guys, are we not hitting our sales numbers because	伙计们,我们不打我们的销售号 因为
474	our product isn't good enough yet?	我们的产品还不够好吗?
475	That's phase one.	这是第一阶段。
476	We're saying it as a question.	我们说它作为一个问题。
477	We also use	我们也用
478	the word guys as an opener.	男人是开场白
479	It's like, I'm not saying it.	这就像,我没有说。
480	It's a question.	问曰.
481	Guys means it's a	伙计们的意思是
482	question we all have, isn't it?	我们都有疑问,不是吗?
483	If you have a stronger frame and more authority, you can say,	如果你有一个更强大的框架和 更权威,你可以说,
484	we're not hitting our numbers because our product isn't good enough yet.	我们不打我们的数字,因为我们的产品还不够好。
485	Now, I did a couple really subtle cues there.	现在,我做了一些非常微妙的提示。
486	I looked to the side.	我看着那边
487	I put up my shoulders.	我举起肩膀
488	I kind of, I do a little, you know, all of that is a stage two.	我有点,你知道,所有这一切都是一个第二阶段。
489	And if you want the highest frame,	如果你想要最高的帧,
490	you would say, we are not hitting our numbers because our product is not good enough yet.	你会说,我们没有打我们的数字 因为我们的产品还不够好。
491	Straight to frame, serious, no side.	直截了当的 严肃的 没有侧面
492	Anytime you like lift up side, side smirk, all of that	每当你喜欢举起边,边笑,这一切
493	warmth cue as opposed to competence cue.	温暖的提示而不是能力提示。
494	Now, leaders earn respect by voicing uncomfortable	现在,领袖们通过表达不自在的言论来赢得尊重
495	truths.	事实
496	It breaks tension.	它打破了紧张。
497	It actually makes people believe in you more than anyone else in	这让别人更相信你
498	the room.	房间。
499	You should really try it in a room where everybody else is doing the PC thing.	你应该在别人做电脑工作的房间里试试
500	If you can find that there is a truth that nobody is talking about, and especially if the truth	如果你能发现有 一个真理 没有人在谈论, 尤其是如果真相
501	maybe is on you, that's the ultimate, like, you know what I think the real problem is, guys?	也许是你,这是最终的, 像,你知道什么 我认为真正的问题是,伙计们?
502	I think I made the wrong call on this.	我想我打错电话了
503	We should have done this.	我们应该这样做。
504	We did this instead.	我们这样做了。
505	So I'm going	所以我会去
506	to have this outcome.	以取得这一结果。
507	I'm going to take my burden of this.	我要承担我的重担
508	What else should we have done differently?	我们还应该做别的什么?
509	If you are going to do this one, you better be right.	如果你要做这个 你最好是对的
510	And two, you need to find your ally	第二,你需要找到你的盟友
511	who already wants you to say the quiet part out loud, but maybe is scared to do it or really	已经希望你大声说出来了 但也许害怕这样做
512	needs somebody else to do it.	需要别人来做
513	This is also where power dynamics come in.	这也是动力动力的出现。
514	So you're going to need	所以你会需要
515	to understand who your allies are ahead of time.	来了解你的盟友是谁
516	Often in meetings, this means that you talk about	经常在会议上,这意味着你谈论
517	the meeting before the meeting to game plan.	开会前的会面是游戏计划
518	Never feel bad at thinking that top 1% communicators	从来没有觉得不好 认为前1%的通讯员
519	are born with it.	和它一起诞生
520	That's not true.	这不是真的。
521	We prep.	我们准备。
522	The way that you get to the top 1% is you prep more	你进入前1%的方式是多做点准备
523	than the other 99% do.	而不是其他99%的人一样
524	And finally, end with the command.	最后,以命令结束。
525	Always finish with a clear action.	总是以明确的动作完成.
526	Here's what happens next.	接下来会发生什么
527	By Friday, I want us to decide this.	周五之前,我要我们决定
528	Why?	为什么?
529	Influence without direction,	影响没有方向,
530	just noise.	只是声音。
531	CEOs do not leave conversations open ended.	首席执行官不会让对话结束。
532	They move people to act.	他们让人们行动起来。
533	A little extra	再来一点
534	add on for you guys.	给你们加点钱
535	Ask dangerous questions.	问危险问题.
536	Lots of people ask safe questions.	很多人问安全的问题。
537	How's everyone	大家好吗?
538	feeling about this?	感觉呢?
539	How was your weekend?	周末怎么样?
540	Instead, get a little sharper.	换句话说,更锋利一点
541	What's the one risk that	什么样的风险
542	could kill this deal?	可以杀死这个交易?
543	Because real leaders don't just talk, they provoke thought.	因为真正的领袖们不只是说话,他们挑起了思想.
544	Questions like	问题如
545	make people take you seriously because they can tell you what the truths, not just to dodge.	让人们认真对待你 因为他们能告诉你真相 不只是逃避
546	Sometimes the most authoritative thing you can do is say, I don't know, but I think we can find the	有时候你能做的最权威的事情是说,我不知道, 但我想我们可以找到
547	answer to this question.	回答这个问题。
548	And if we do, we will find the answer to everything.	如果我们这样做,我们将找到一切的答案。
549	That is a hard	这太难了
550	question.	问题。
551	Also, if you don't know if you are competent or warm leaning, let me give you a	另外,如果你不知道你是有能力的 还是温暖的倾斜, 让我给你一个
552	little piece of homework.	一点功课
553	Let's say you can't tell if you're going to become a top 1% because you	假设你不知道你是否会成为前1% 因为你
554	don't know what you need to lean into more.	不知道你需要什么 更倾向于。
555	Go to your email.	去你的邮件。
556	I learned this from Vanessa.	我从凡妮莎那里学到的
557	See how	看怎么样
558	many warm versus cold indicators you have.	许多温暖和寒冷的指标。
559	What does that mean?	这是什么意思?
560	In an email, look at the words.	在电子邮件中,看看这些字。
561	Warm words are words that trigger oxytocin, the happiness drug.	温暖的词是触发催产素,幸福药的词.
562	So that's like cheers, collaborate,	这就像欢呼,合作,
563	learn, emojis, thank yous, exclamation points, smiley faces.	学习,爱莫吉斯,谢谢你, 感叹点,笑脸。
564	Competent words are words like	有能力的词是像
565	achieve, mastery, results, outcomes, data, charts, graphs.	实现、掌握、结果、结果、数据、图表。
566	The truth is that best leaders have both.	事实是,最好的领导人有两者。
567	They use warmth and competence and they use them like a scalpel, not a sledgehammer.	他们使用温暖和能力 他们使用它们 像手术刀,而不是大锤。
568	But almost every person I've ever met has one side more dialed than the other.	但几乎每个我见过的人 都有一个比另一个多
569	If you guys	如果你们
570	haven't noticed, I am high on competence.	还没注意到,我能力很强
571	I actually am pretty low on warmth.	我其实很冷热
572	I get serious	我是认真的
573	and when I'm serious about things, I have a very serious face.	当我认真对待事物时,我有一个非常严肃的面孔.
574	And so I kind of am thinking about	所以我在考虑
575	things.	东西。
576	I'm not smiling so much.	我没有笑得那么厉害
577	I need to work on my warmth cues because people could be intimidated	我需要工作 我的温暖提示 因为人们可能会受到恐吓
578	by me or scared of me, which I've heard.	由我或害怕我,我听说过。
579	And so every single one of us is going to be somewhere	所以,我们每个人都会去某个地方
580	on this spectrum.	在这个光谱上。
581	The top 1% is both aware and then they prepare.	排名前1%的人既知道,又准备。

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