【沟通】停止过度解释 · 三个S法则让你更有权威

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P1 · 【沟通】停止过度解释 · 三个S法则让你更有权威 p01 中英字幕 (P1)

【沟通】停止过度解释 · 三个S法则让你更有权威 p01 中英字幕 (P1)

发布于 2026-08-22 · 时长 19:47

字幕摘录

时间	英文	中文
0:00	You can be the smartest person in the room and still sound dumb and lose the room entirely	你可以是房间里最聪明的人 听起来还是哑巴 完全失去房间
0:06	because of the way you speak.	因为你说话的方式
0:08	And I should know because I have had it happen to me too.	我应该知道,因为我也有过这种事
0:10	So today I am breaking down the speaking patterns that quietly sabotage us, especially high achievers	今天我打破了 悄悄地破坏我们的演讲模式 特别是高成就者
0:16	from founders and CEOs to everyday humans just tired of not getting heard.	从创始人和首席执行官 到日常的人类 只是厌倦了不被听到。
0:21	And once you know	一旦你发现
0:21	these you'll start noticing them everywhere.	这些东西你会开始注意它们
0:24	I'm Cody Sanchez and this is the Big Deal Podcast.	我是科迪・桑切斯,这是大交易 Podcast。
0:27	This is how you get attention like a CEO.	这就是你如何像首席执行官一样引起关注的方式。
0:32	Alright, let's go to trap number one.	好吧,让我们去第一陷阱。

展开字幕全文（473 条）

序号	英文	中文
1	You can be the smartest person in the room and still sound dumb and lose the room entirely	你可以是房间里最聪明的人 听起来还是哑巴 完全失去房间
2	because of the way you speak.	因为你说话的方式
3	And I should know because I have had it happen to me too.	我应该知道,因为我也有过这种事
4	So today I am breaking down the speaking patterns that quietly sabotage us, especially high achievers	今天我打破了 悄悄地破坏我们的演讲模式 特别是高成就者
5	from founders and CEOs to everyday humans just tired of not getting heard.	从创始人和首席执行官 到日常的人类 只是厌倦了不被听到。
6	And once you know	一旦你发现
7	these you'll start noticing them everywhere.	这些东西你会开始注意它们
8	I'm Cody Sanchez and this is the Big Deal Podcast.	我是科迪・桑切斯,这是大交易 Podcast。
9	This is how you get attention like a CEO.	这就是你如何像首席执行官一样引起关注的方式。
10	Alright, let's go to trap number one.	好吧,让我们去第一陷阱。
11	Excessive hedging.	过度套期.
12	People ignore everything you say before the word but.	人们不理会你说的话
13	Did you know that?	你知道吗?
14	So if you say,	所以,如果你说,
15	I could be totally off here but and then you drop a perfectly solid point,	我本可以完全离开这里 但是然后你却说得非常可靠
16	neuroscience finds you're going to get ignored.	神经科学发现你会被忽略
17	And this is actually there's a word for this.	这其实是一个词。
18	It's called linguistic hedging and it's killing your competency score.	这叫做语言套期保值 让你的能力分数崩溃了
19	So every single human	所以每个人类
20	immediately when we meet another one gets graded on two things mainly warmth and competency.	当我们遇到另一个时, 分级主要有两个 温暖和能力。
21	If you want to be listened to, you better be competent even above being warm in the world of	如果你想听的话,最好能胜任... ...甚至超越...
22	business.	业务。
23	So the research on linguistic hedging shows that excessive qualifiers reduce perceived	因此,语言套期研究显示,过度的限定语会减少感知
24	competence and authority, especially in high status environments.	权限和权威,特别是在高地位环境中。
25	To say that in English,	用英语说
26	if you use but, I don't know, maybe, could be, I'm not sure, prepared to be pushed around like a	如果你用,但是,我不知道,也许, 我不确定, 可能准备被推来推去 像一个
27	rag.
28	Even when the content quality of what you say is unchanged.	即使你所说的内容质量不变.
29	So you could be saying really	所以你可以说真的
30	smart things but you're going to be tossed.	聪明的事情,但你会被扔。
31	There's this classic persuasion finding where	有一个经典的说服 发现在哪里
32	speakers who presented arguments confidently were rated as more credible.	有自信地提出论据的发言者被评为更可信。
33	Okay, that kind of makes	好吧,这种造型
34	sense even when their arguments were identical to more hesitant versions.	即使他们的论点与更犹豫的版本完全相同,也可以理解。
35	But a really scary study,	但一个非常可怕的研究,
36	they did a follow-on study that showed people who argued more confidently but were wrong	他们做了一个后续研究, 显示人们谁更自信地争论 但错了
37	were rated even more credible than those who argued not confidently but were right.	被评为甚至比那些不自信但是正确的人更可信。
38	So confidence is actually a heuristic.	所以信心其实是高压的。
39	People don't consciously score your logic,	人们不会自觉地评价你的逻辑
40	they score your certainty.	他们得分你的确定。
41	So why do smart people do this then?	那么,为什么聪明人这样做呢?
42	Why do we hedge?	我们为什么要套树?
43	Because	因为
44	you're aware of the complexity.	你很清楚这很复杂
45	You know, you and I both know reality is kind of probabilistic	你知道,你和我都知道 现实是一种概率
46	and, you know, so we hedge.	而且,你知道,所以我们树篱。
47	You don't want to sound like some sort of sycophant out there saying	你不想听起来像 某种Sycophant在那里说
48	everyone should do this.	每个人都应该这样做。
49	You always do this.	你总是这样
50	This never works because that's not realistic.	这根本行不通 因为那样不现实
51	But the problem, do you want to win or do you want to be ranked?	但问题是,你想赢还是想被排名?
52	And now here's some important	现在,这里有一些重要的
53	nuance.	细微.
54	Hedging isn't always bad but it largely is.	海丁并不总是坏的,但它基本上是。
55	I mean, there's something called strategic	我的意思是,有些东西叫做战略
56	hedging which signals, hey, I'm intellectually honest but most hedging you're doing is insecurity	套期保值表明,嘿,我 聪明诚实,但大多数套期 你做的是不安全
57	hedging which signals I'm scared of being judged.	套期保值意味着我害怕被审判
58	You know, let's be honest.	老实说吧
59	What are we usually	我们通常是什么
60	doing?	干吗?
61	We're probably more scared of being judged than really strategically thinking about how to	我们可能更害怕被审判 比真正的战略思考如何
62	hedge.	树篱。
63	So let me show you the difference between the two.	所以,让我告诉你 两者的不同。
64	Let's say I say I think we should move	这么说吧 我觉得我们该走了
65	forward with point A.	以A点前进。
66	However, we have to take into account that there is a 30% failure rate.	然而,我们必须考虑到有30%的失败率。
67	If we do that, that could be an issue.	如果我们这样做,那可能是一个问题。
68	As opposed to, I want to move forward with point A but,	相反,我想继续推进A点,但是,
69	you know, there's always a chance that it's not going to work and, I mean, I can't guarantee it	你知道,总是有一个机会 它不会工作,我的意思是,我不能保证
70	Which one sounds more serious?	哪一个听起来更严重?
71	Obviously the first one.	显然,第一个。
72	I gave numbers.	我给了数字。
73	I stated things as opposed	我说的是相反的
74	to questioning things.	问问题。
75	So here's the test.	所以这里的测试。
76	Are you adding nuance for clarity or are you	你是在增加细微的清晰度 还是你
77	padding your statement to avoid social risk?	为避免社会风险而保留你的陈述?
78	Okay, so how do we fix this?	好吧,那么我们如何解决这个问题?
79	How do we make	我们怎样才能
80	you sound smart and people pay attention to you?	你听起来很聪明,人们会注意你吗?
81	Instead of saying, I might be wrong but I think	而不是说,我可能错了,但我觉得
82	we should cut this feature, I want you to say, based on the data we have, cutting this feature	我们应该切开这个功能,我要你这么说, 根据我们掌握的数据,切开这个功能
83	is the right move.	这是正确的动作。
84	And if you want to be even better, say what the data is.	如果你想变得更好,就说数据是什么。
85	Based on the data	根据数据
86	we have, we believe with a 70% probability this is the right move.	我们有,我们相信 70%的概率 这是正确的举动。
87	Give numbers and specifics.	给出数字和细节。
88	So this is the same thought but just a slightly different posture.	所以,这是同样的想法 但只是略微不同的姿态。
89	I want you to avoid excessive	我要你避免过度
90	hedging because it's making people stop paying attention to you.	套期保值是因为它让人们停止关注你。
91	Steve Jobs was famous for being	史蒂夫·乔布斯以
92	the opposite of this.	与此相反。
93	He'd have one sentence that tells you what to think.	他有一句话告诉你该怎么想
94	I call it his Twitter	我称之为他的推特
95	headline.	头条.
96	So we'd have one for the whole talk or product.	所以我们会有一个 整个谈话或产品。
97	So maybe like, today Apple is going to	所以也许像,今天苹果将
98	reinvent the phone.	重塑电话。
99	This is the world's thinnest notebook.	这是世界上最薄的笔记本
100	An entire library of songs in your	你整个歌词库
101	pocket, right?	口袋,对不对?
102	Everything else was proof of that one line, one idea repeated, no hedging.	其他的一切都证明了那一条线, 一个想法重复,没有套期保值。
103	The	那个
104	second trap is over explaining.	第二个陷阱已经解释完了
105	Smart people love clarity and they hate being misunderstood.	聪明人喜欢清晰,讨厌被误解.
106	So they explain, then they clarify, then they get an example, then they restate the example,	他们解释,然后澄清, 然后他们得到一个例子, 然后他们重复这个例子,
107	they summarize the summary.	它们总结了摘要。
108	Yikes.	哎哟
109	What happens?	发生了什么事?
110	You signal one of two things.	你表示两件事之一。
111	Your audience is	你们的观众是
112	either slow or you think your idea can't stand on its own and neither is going to help your	或者你觉得你的想法不能靠自己 也不能帮助你
113	credibility.	信誉。
114	There's nothing more infuriating to a competent person than having somebody over	没有比有人来更令人生气的了
115	explain an idea they already got on the first sentence.	解释一下他们已经在第一句上得到的一个想法。
116	So if you really want to piss off	所以如果你真的想滚蛋
117	somebody with ADD, OCD and high competence, then explain yourself a lot.	一个有ADD,OCD和高能力的人, 然后解释很多自己。
118	I hate to say it,	我不想说
119	this isn't PC, but ladies, we do this more than men and we have to work on it if we want to be	这不是个人电脑,但女士们, 我们做的比男人多 而且我们必须努力,如果我们想成为
120	taken seriously.	认真对待。
121	There's actual real research in cognitive psychology that has identified	认知心理学中的实际研究发现
122	something called processing fluency.	一种叫做处理流利性的东西
123	So when something is easy to understand, people judge	所以当事情容易理解时 人们会判断
124	it as more truthful and more intelligent.	更真实 更聪明
125	So ironically, over explaining actually reduces	讽刺的是,在解释之前,
126	your fluency and makes simple things feel heavy.	你的流利 和简单的事情 感觉沉重。
127	And you've seen this, like someone explains a	你见过这个 就像有人解释
128	concept for five minutes and you think, what is this guy talking about?	5分钟的概念,你觉得, 这个家伙在说什么?
129	Like the idea could be	就像这个想法可能
130	but the delivery, well, that makes everything else get tossed out the window.	但是,送货,嗯, 这使得其他的一切 被扔出窗口。
131	So what's the fix?	那么,有什么办法?
132	I want you to deliver the core idea concisely.	我要你简洁地提出核心思想。
133	Pause, let silence do the work.	暂停,让沉默做工作。
134	If someone wants	如果有人要的话
135	more depth, they'll ask.	更深,他们会问。
136	Authority ends up trusting the listener.	当局最终信任听众.
137	So let me give you an example.	让我举个例子。
138	Two	两个
139	explanations.	解释。
140	Low fluency.	低流畅.
141	Our vertically integrated infrastructure leverages synergistic	我们纵向一体化的基础设施发挥协同作用
142	distribution pathways to optimize cross sector capital allocation.	优化跨部门资本配置的分配途径.
143	Don't we all know somebody	我们不是都认识吗?
144	talks like that?	这么说话?
145	By the way, that's low fluency.	顺便说一句,那是低流利。
146	High fluency.	高流畅.
147	We buy boring businesses that make	我们买无聊的生意,做
148	money.	钱
149	Which one sounds smarter?	哪个听起来更聪明?
150	Actually, the second one, which one feels more trustworthy?	事实上,第二个,哪个更值得信赖?
151	Number two, which one gets remembered?	第二,哪一个被记住了?
152	Sure as hell.	当然
153	Number two, because smart people take	第二,因为聪明人喜欢
154	complex things and make it simple.	事情复杂 事情简单
155	And it's not about this cognitive load or using a bunch of	这与认知负荷无关 也与使用一堆
156	vowels.	元音词.
157	Another fascinating study.	另一个令人着迷的研究。
158	If you look at stocks with easy names, researchers found that	研究者们发现
159	companies with the easiest to pronounce names like car outperformed those with hard to pronounce	汽车等最容易发音的公司,其成绩超过了难以发音的公司
160	names like RDO.	像RDO这样的名字。
161	Naming actually matters.	命名其实很重要。
162	And in marketing, this is really true.	在营销方面,这是真的。
163	This is why	这就是为什么
164	Apple ads work so well.	苹果广告效果很好.
165	Think about them.	想想他们。
166	Simple background, minimal text, one product, clear	简单背景, 最小文本, 一个产品, 清晰
167	headline.	头条.
168	What do they do?	他们做什么的?
169	That reduces your cognitive load.	那会减少你的认知负荷
170	You don't have to think so hard.	你不必这么想
171	Your brain just goes, that makes sense and it must be premium.	你的大脑只是去,这是有道理的, 它必须是溢价。
172	And it makes, you know, processing	而且它使,你知道,处理
173	fluency basically makes simple look smart.	流利基本上使简单的看起来很聪明。
174	And there's some dangerous sides to this.	也有危险的一面
175	Like it	喜欢
176	make bad ideas look good.	让坏主意看起来不错
177	That's why scams use simple language and conspiracy theories spread	这就是为什么骗局使用简单的语言 阴谋论传播
178	wildly.	疯狂的。
179	It's why charismatic leaders will win.	是故有魅力领袖必胜.
180	We all know one, right?	我们都知道,对不对?
181	You know one right now who	你知道现在是谁
182	is not as smart as you, not as good as you, but often wins because they're smoother.	没有你那么聪明,没有你那么好, 但经常赢,因为他们更平滑。
183	And so how	那么,怎样
184	do you use this ethically?	你用这个道德?
185	If you want to sound more intelligent, we want shorter sentences,	如果你想听得更聪明 我们要短句
186	we want concrete nouns, no jargon, white space, speak slower, remove filter words.	我们想要混凝土名词,没有术语,白空间,说话慢些,删除过滤词.
187	This is one of those ideas that quietly runs the world.	这是那些想法之一 悄悄地管理着世界。
188	So keep it stupid, simple.	所以保持它愚蠢,简单。
189	Trap three,	三号陷阱
190	talking too fast when it matters.	说话太快 当它重要。
191	Ever seen someone's pitch get higher?	见过有人的投球越来越高吗?
192	Their words speed	他们的话速度
193	up, their breath shortens.	上,他们的呼吸缩短。
194	Why?	为什么?
195	Their nervous system is firing.	他们的神经系统在发火
196	When we're anxious, the sympathetic	当我们焦虑的时候,同情的人
197	nervous system, it activates.	神经系统,它激活。
198	That's like your heart rate rises, breathing shifts, speech accelerates.	这就像你的心率上升,呼吸转变, 说话加速。
199	Listeners unconsciously interpret that speed as uncertainty.	听者无意识地将这种速度解释为不确定性.
200	Even if actually, you know what the	即使实际上,你知道什么
201	you're talking about, you just talk fast like I do.	你在说,你跟我一样说话快
202	So studies on vocal perception show that slower,	因此,关于声波感知的研究表明,速度较慢,
203	lower pace speech is actually associated with higher status and greater credibility.	降低速度的言论实际上与更高的地位和更高的可信度有关。
204	Now you	现在你
205	got to be careful here because when you're talking to your boss, don't try to be profound.	这里要小心 因为当你跟你的老板说话时 别太深了
206	You want	稱
207	to make sure you are tied to the right timing.	确保你被绑在正确的时机。
208	But when you rush your most important points,	但当你匆匆忙忙忙地说重点的时候,
209	you subconsciously signal, I need to get through this before you reject it.	你潜意识的信号, 我需要通过这个之前,你拒绝它。
210	What's the fix?	何等为修.
211	When	何时
212	you reach your most important sentence, slow down by 20%, add micro pauses, breathe before the key	你达到你最重要的句子,慢下来20%, 加微暂停,在键前呼吸
213	line.	线条。
214	For example, instead of saying, so what I'm saying is we should pivot the whole strategy	例如,与其说,不如说,我要说的是,我们应该把整个战略推向前进
215	because the data is clearly showing diminishing returns.	因为数据显然显示回报率不断下降。
216	Try.	试试
217	I think we should pivot.	我觉得我们该做点什么
218	The data	数据
219	is showing diminishing returns.	正在显示收益减少。
220	You can make everything fast up until then, but when you've	在那之前,你可以快速地创造一切,但当你
221	got your plane to land, land it.	让你的飞机降落 降落
222	I want you to remember the three S's, shorter, slower, stronger.	我要你记住三个S的, 短,慢,强。
223	They use this on us in advertising, like listen to the speed of this part of the Apple speech.	他们用这个在我们广告上,比如听苹果演讲的这一部分速度.
224	Think different.	以为不同.
225	Here's to the crazy ones.	敬那些疯子
226	Here's to the crazy ones, the misfits, the rebels,	敬那些疯狂的人 叛逆者
227	the troublemakers, the round pegs in the square holes, the ones who see things differently.	麻烦的制造者,方孔里的圆柱, 那些对事物有不同看法的人。
228	They're not fond of rules and they have no respect for the status quo.	他们不喜欢规则,也不尊重现状.
229	You can quote them, disagree with them, glorify or vilify them about the only thing you can't do	你可以引用他们,不同意他们, 赞美或诽谤他们 你唯一不能做的事
230	is ignore them because they change things.	因为他们改变了一切
231	They push the human race forward.	他们推动人类前进。
232	While some may see	虽然有些人可能看到
233	them as the crazy ones, we see genius because the people who are crazy enough to think they can	他们作为疯狂的人,我们看到天才 因为那些疯狂的人 足以认为他们可以
234	change the world are the ones who do.	改变世界才是真正的目标
235	They basically relaunched Apple's brand around	他们基本上重启了苹果公司的品牌
236	creativity and nonconformity, but done really cleanly, slowly and strategically.	创造力和不相容性, 但做的非常干净, 缓慢和战略。
237	Trap four, story, not specs.	陷阱四,故事,不是细节。
238	So I'm using Steve Jobs a lot in this because he's one of my favorite	我经常用史蒂夫·乔布斯来做这个 因为他是我最喜欢的人之一
239	entrepreneurs, but also because he's one of the best of all time and he is one of the best speakers	企业家,但也因为他是 有史以来最好的之一,他是 最好的演讲者之一
240	ever, so we should steal his homework.	永远,所以我们应该偷他的功课。
241	And I think he followed a simple arc, status quo to problem	我觉得他跟随一个简单的圆弧, 现状的问题
242	to bold promise to proof to the future.	大胆承诺 证明未来。
243	So he would start with words like the world before,	所以他从以前的世界开始
244	you know, phones are clunky, laptops are heavy.	你知道,电话是clunky, 笔记本电脑是沉重的。
245	Then he'd raise the stakes to make a clear promise,	然后他举起赌注来明确承诺
246	but in the future you will hold all of the songs in your pocket.	但将来你会把所有的歌都放在口袋里
247	Then he would show the solution	然后他就会拿出解决办法
248	live.	活着
249	Bam, show don't tell.	班姆,不要告诉。
250	Because people remember the story change, not the feature list.	因为人们记得故事的改变,而不是故事的特征列表.
251	So you see when you lead with ruthless simplicity, you can actually tell a story.	所以当你用无情的简单来领导的时候, 你就可以说出一个故事。
252	Steve's slides and language were stripped down, few words on screen, big visuals, almost no bullets.	史蒂夫的幻灯片和语言被剥下,屏幕上很少字,大视觉,几乎没有子弹.
253	I want you to think of short concrete phrases instead of jargon, like it just works.	我要你想出 简短的具体短语 而不是术语, 就像它只是工作。
254	Or once	还是一次
255	on stage, he's just said, gorgeous.	在舞台上,他只是说,华丽。
256	Because the story was simple, the audience, they had the	因为故事很简单,观众,他们有
257	bandwidth to feel it in their brain.	带宽在他们的大脑中感受它。
258	One of my favorites on jobs was a speech that he gave on	我最喜欢的工作之一 是演讲,他给
259	connecting dots at Stanford.	连接斯坦福的点。
260	And he has a couple lines I love.	他有一对我爱的台词。
261	He's talking about when he does	他在说什么时候才知道
262	calligraphy, and he learns computing and coding, and he puts them together and he creates maybe	书法,他学习计算和编码, 他把它们组合在一起,他创造也许
263	the world's most valuable company.	世界上最有价值的公司。
264	And he says, you have to trust in something your gut, destiny,	他说,你必须相信你的直觉,命运,
265	life, karma, whatever.	生命,因果报应,随便你
266	Because believing that the dots will connect down the road will give you the	因为相信那些点会连接到路上 就会给你
267	confidence to follow your heart, even when it leads you off the well-worn path.	有信心跟随你的心, 即使它引导你走出了漫长的道路。
268	And that will	那会
269	make all the difference.	改变一切
270	Trap five, being a show off.	陷阱五,是一个炫耀。
271	This one hurts because it's actually hard	这个很痛,因为实际上很难
272	for me.	对我来说。
273	It's really tempting to play it cool.	它真的很诱人 玩它凉爽。
274	You should actually be a show off.	你其实应该是一个炫耀。
275	The people who win	赢的人
276	in life are not the ones in the shadows.	在生活中,不是在阴影中。
277	They are the ones who actually demonstrate what they do.	他们才是真正展示自己所作所为的人。
278	I was just on a podcast with Bill Gurley, one of the best investors of all time.	我刚和比尔·古利一起播客 有史以来最好的投资者之一
279	And he told me	他告诉我
280	something fascinating about the founder of WeWork, Adam Newman.	对WeWork的创始人亚当·纽曼来说很迷人
281	He said when he first met him	他说他第一次见到他的时候
282	in his Series A, so the company basically had nothing in existence, his company benchmark had	在他的系列A, 所以公司基本上没有任何存在, 他的公司基准有
283	never done a real estate transaction.	从未做过房地产交易。
284	That's what this guy was asking him to do.	这家伙就是要他这么做的
285	But he goes,	但他会去,
286	within the first few minutes, I knew I was going to invest in Adam and I was going to invest millions	在最初几分钟内,我知道我要投资 亚当,我要投资数百万
287	because he was such a showman.	因为他是个表演家
288	Think about who the president is right now, whether you like him or	想想总统是谁 不管你喜欢他还是
289	hate him.	讨厌他
290	Donald Trump is a showman.	唐纳德·特朗普是一个表演者.
291	Think about who's the richest man in the world right now,	想想现在谁最有钱
292	whether you like him or hate him.	不管你喜欢他还是恨他
293	Elon Musk is a showman.	埃隆·穆斯克是一个表演者.
294	So you actually need to flex.	所以,你实际上需要灵活。
295	You know	你知道吗
296	more than most people in the room.	比房间里大多数人还多
297	You've read the research.	你读过研究
298	You understand the second order effects.	你明白第二个顺序的效果。
299	You're smarter than you're giving yourself credit for.	你比自己还聪明
300	So flex it.	这么灵活
301	I don't want you to reference	我不想让你参考
302	obscure frameworks.	模糊的框架。
303	I don't want you to add theoretical layers that aren't necessary	我不希望你加入不必要的理论层
304	because I want you to get recognized.	因为我希望你被认出来
305	But research on the illusion of explanatory depth	但研究解释深度的幻觉
306	and communication shows that the simpler you are, the more intelligent you are perceived.	沟通显示你越简单 就越聪明
307	So the smartest communicators, they actually reduce complexity.	所以最聪明的通讯员, 他们实际上降低了复杂性。
308	They don't amplify it.	他们没有放大它。
309	Einstein supposedly said, if you can't explain it simply, you don't understand it well enough.	爱因斯坦应该说,如果你不能简单地解释, 你并没有充分理解它。
310	Whether he said it or not, I think it's true.	不管他有没有说,我认为这是真的。
311	Smart insecure speakers try to prove they're smart.	聪明的无保障的演讲者试图证明他们很聪明.
312	Secure smart speakers make everyone else feel smart.	安全的智能扬声器让其他人觉得聪明。
313	Think about that for a second.	考虑一下
314	That's	这是
315	the power.	权力
316	So here's the fix.	所以这里的固定。
317	Go big and show, but default to the show being simple.	去大展出,但默认 节目是简单的。
318	Clarity beats cleverness every time.	明亮每次都比聪明
319	Trap six, obsessive rehearsal.	陷阱6,强迫排练。
320	Most people think great	大多数人都觉得很好
321	speakers are born with it.	扬声器诞生了它。
322	They are not.	他们不是。
323	They are the ones willing to rehearse more than is reasonable.	他们愿意排练更多 超出合理。
324	Psychologist Anders Ericsson spent decades studying world-class performers like violinists,	心理学家安德斯·爱立信 花了几十年时间研究世界级的表演者 比如小提琴家
325	chess players, athletes, surgeons, all of it.	棋手、运动员、外科医生
326	And his conclusion, and uncomfortable for everyone	和他的结论, 和不舒服的每个人
327	who likes the idea of quote unquote talent, the main difference between the elite and the average	喜欢引用未引用的才华 精英和普通人的主要区别
328	wasn't who they were.	不是他们是谁。
329	It's how they practice.	他们就是这样练习的
330	By age 20, the best violinists in his studies	到了20岁,他学习中最好的小提琴手
331	had put in more than 10,000 hours of focused practice.	已经投入了10 000多小时的重点练习。
332	The merely good ones had about 4,000.	光是好的就有4000块
333	Same instrument, same age, totally different outcomes.	相同的乐器,相同的年龄, 完全不同的结果。
334	And later research really refined	之后的研究也得到了改进
335	the picture.	图片。
336	Practice isn't the only factor.	练习不是唯一的因素
337	Like deliberate practice.	譬如有意修习.
338	That explains roughly	这大概解释了
339	one fifth to one quarter of the performance gap between pros and amateurs.	职业选手和业余选手的成绩差距的五分之一到四分之一.
340	In other words,	也就是说,
341	if you line up 100 people, a big part of why the top five look superhuman is they simply have done	如果你排队100人, 一大部分为什么前五人看起来超人 他们只是做了
342	it more on purpose for longer.	更多是故意的 更长时间
343	Public speaking, no different.	公开演讲,没什么不同
344	Speaking well every day, no different.	每天说话都好,没什么不同
345	You know, the speakers who don't rehearse are the ones who ramble, run out of time, panic,	你知道,不排练的扬声器 是那些挤压, 耗尽时间,恐慌,
346	and have a voice in their head telling them that they're not saying the right things coming out	并有一个声音在他们的脑海 告诉他们,他们不是说 正确的事情出来
347	of their mouth.	他们的嘴。
348	The ones who run the talk out loud multiple times, well, they're calm and clear,	那些经常大声说话的人 冷静而清晰
349	baby.	宝贝。
350	So when you watch someone who seems effortlessly good on stage, you're actually	所以当你看着一个人 谁看起来不费力 在舞台上,你实际上
351	seeing something else entirely.	完全看到别的东西。
352	Hours of practice.	几小时练习。
353	Hours of cutting out weak examples.	数小时来,
354	Hours of	小时
355	practicing the pause after the key line.	练习键行后的暂停 。
356	So I don't want you to feel like you either have talent or	所以我不想让你觉得自己有天分
357	you don't.	你没有。
358	You can make it.	你可以做到这一点。
359	And if you want to see nobody better, go look at Steve Jobs.	如果你想看到更好的人 就去看看史蒂夫・乔布斯
360	I mean,	我是说...
361	one of the best speakers of all time.	有史以来最好的演讲者之一。
362	But did you know he would say the natural delivery,	但你知道他会说 自然交付,
363	he engineered it.	他设计了它。
364	People inside Apple say he rehearsed keynotes aloud for hours,	苹果公司里的人说他排练了几个小时的基调
365	and even was so specific down to fonts and demo beats.	甚至对字体和演示节拍都那么具体
366	Because the material was internalized,	因为材料是内化的,
367	he could look at people, move and improvise around this sort of solid spine of his speeches.	他可以看人,移动和即兴表演 围绕这种坚固的脊椎 他的发言。
368	But, you know, the best shorthand for how he speaks and why he's heard is the fact that he	但是,你知道,最好的简写 他如何说话和为什么他听到的事实
369	practiced for a really long time.	练了很久
370	Trap seven, constant self-deprecation.	陷阱七,恒自堕.
371	This one is common	这个很常见
372	among us high performers.	我们当中有出色的表演者
373	You joke about being bad at things.	你开玩笑说对事情不好
374	You downplay wins.	你输了
375	You undercut	你压抑了
376	compliments.	恭维.
377	I know sometimes it feels humble, and maybe sometimes it is.	我知道有时候感觉很谦卑 也许有时候是
378	But overuse of this	但是,过度使用这个
379	is nothing but self-sabotage.	只是自我破坏罢了
380	So research on impression management shows that strategic	因此,关于印象管理的研究显示,战略性
381	modesty works when balanced with being super competent.	谦虚在与超能力平衡时起作用。
382	But the problem is chronic self-deprecation	但问题是长期自我贬值
383	actually lowers your perceived ability, especially among people who don't know you yet.	实际上降低了你的认知能力, 特别是在那些还不了解你的人中。
384	So there's actually a fabulous study on self-promotion versus modesty in job interviews.	因此,实际上有一个惊人的研究 关于自我促进与谦虚 在工作面试。
385	It's by Godfrey Jones and Lure.	由戈弗雷·琼斯和卢尔主演.
386	And what they studied, the researchers wanted to test how	他们研究的是什么,研究者想测试如何
387	different self-preservation strategies affect how people perceive you.	不同的自我保护策略 影响人们对你的看法。
388	Like, does modesty increase	像,谦虚增加
389	likeability, for instance?	喜欢,比如说?
390	So how did they do it?	他们是怎么做到的?
391	The participants acted as evaluators in a mock	参加者在模拟中担任评价员。
392	hiring scenario.	雇用情况。
393	They watched videotaped job interviews where applicants used different	他们看了录影带面试 申请人使用不同的
394	strategies, self-promotion, ingratiation, modesty, neutral controlled condition.	策略,自我提升,优待,谦虚,中立的控制条件.
395	The actors delivered identical qualifications, no different, right?	演员提供相同的资格, 没有不同的,对不对?
396	Same resume, same background,	同样的简历,同样的背景,
397	same everything, except the style of delivery changed.	除了送货的风格改变之外 什么都一样
398	After watching, evaluators rated	之后,评价员评分
399	the candidates on competence, likeability, hireability.	具备能力、可喜性和可雇用性的候选人。
400	What do you think happened?	你觉得发生了什么?
401	Self-promotion increased ratings of competence, intelligence, and recommendations for hiring.	自我晋升提高了对胜任能力,智力,招聘建议的评价.
402	Slight decrease in likeability, if too strong, but not that much.	柔弱的可喜性,如果太强的话,但是没有那么严重.
403	Ingratiation and modesty increased likeability, but actually didn't increase competence,	优待和谦虚增加了相似性 但实际上并没有提高能力
404	reduced perceived capability, and also reduced likelihood of them being referred for hire.	也减少了她们被转聘的可能性。
405	The key insight, strategic self-promotion actually gets you hired.	关键洞察力,战略性的自我促进 让你得到雇佣。
406	You being modest	你这么谦虚
407	isn't helping anybody else but your competitors.	除了你的竞争对手之外,别帮别人
408	And, you know, I really want you to think about	而且,你知道, 我真的希望你考虑
409	because a lot of times somebody will give you a compliment like,	因为很多时候有人会恭维你
410	you did a great job.	你干得不错
411	That was a great presentation.	讲得真好
412	And you reply, honestly, I	你回答,说实话,我
413	totally winged it.	完全翼着它。
414	It was kind of a mess.	有点乱
415	You just rewrote their perception.	你只是改变他们的认知
416	Upgrade move, accept the praise.	升级动作,接受赞美.
417	Thank you.	谢谢
418	That's it.	就这样
419	You don't need to shrink to be likable.	你不需要收缩才能变得可爱
420	Confidence with warmth is magnetic.	与温暖的自信是磁性的.
421	Insecurity disguised as humor, nothing but transparent.	不安全感伪装成幽默,只是透明。
422	So the pattern behind all these traps, if we're going to zoom out, is fear of social rejection,	所以所有这些陷阱背后的规律, 如果我们要放大, 害怕社会拒绝,
423	being wrong, fear of being judged, not being liked.	害怕被审判 害怕被喜欢
424	Smart people feel this more because	聪明人更会觉得
425	you actually see all the complexity of this.	你可以看到这一切的复杂性。
426	Oh, to be a beautiful idiot, right?	哦,成为一个美丽的白痴,对不对?
427	You know how much	你知道多少钱
428	you don't know.	你不认识
429	And so here's the paradox.	因此,这就是一个悖论。
430	The people who win rooms aren't the ones who know	赢得房间的人不是知道
431	the most.	最厉害的
432	They're the ones who manage perception of others best.	他们最能处理别人的感受
433	And perception is heavily influenced	知觉受到很大影响
434	by delivery, not just content.	而不是仅仅满足
435	It's not about pretending.	这不是假装。
436	It's not like the fake alpha energy.	这不像假的α能量
437	It's really about aligning to how you can get the outcome you want.	真正重要的是如何与你想要的结果保持一致。
438	Your job isn't to pre-defend	你的工作不是预先防卫
439	against every possible criticism.	反对所有可能的批评
440	It's to communicate clearly and let your ideas stand.	这是为了清晰的沟通 让你的想法站出来
441	And so I want you to ask yourself a couple questions.	所以我要你问自己几个问题
442	A simple speaking reset framework.	简单的重设框架 。
443	Before important conversations, run this checklist.	在进行重要对话之前,请运行此清单。
444	Am I hedging unnecessarily?	我是不是无谓的套期?
445	Am I overexplaining?	我解释得太多了吗?
446	Am I rushing?	我急吗?
447	Am I overcomplicating?	我是不是太过份了?
448	Am I landing statements confidently?	我是否有信心地登陆声明?
449	Am I comfortable with	我对
450	silence?	安静?
451	Pick one thing to improve per week.	每周选一件好东西
452	Don't try to fix everything at once.	别一时修一切法.
453	Awareness	意识
454	alone is going to upgrade you 15, 20, 30 percent because practice actually will help you upgrade	单凭一个人就能提升你 15% 20% 30% 因为练习会帮助你提升
455	the rest.	其余部分。
456	Most smart people are not held back because you're dumb.	多数聪明人不会因为你笨而被阻拦.
457	You're held back because	你被挡住了 因为
458	how that intelligence is delivered.	如何传递情报。
459	If you fix the delivery, suddenly the room treats you like	如果你修好了送货, 突然间,房间就喜欢你
460	the smartest person there because now you sound like it.	最聪明的人在那里 因为你现在听起来像它。
461	So if you want to outperform your peers	所以,如果你想超越你的同行
462	in anything that involve words, there's a simple unfair advantage available to you.	在任何涉及言语的事物中,你都有一个简单的不公平优势.
463	Rehearse more than they do and rehearse with intent.	排练比他们排练还要多 排练是有意的
464	Run the talk through out loud.	大声说话
465	Fix one	修一个
466	thing each time.	每次都会这样
467	Do that obsessively and people will start calling you unnatural.	做这种执着, 人们会开始叫你不自然。
468	That's it for	就是这样
469	today.	今时.
470	And next time you're in a meeting, listen for these traps.	下次你来开会的时候 听听这些陷阱
471	You're going to hear them	你会听到的
472	everywhere.	到处都是
473	And once you do, you'll come back here and we'll figure out your next step.	一旦你这样做,你会回来 在这里,我们将想出你的下一步。

该视频共有字幕 473 条。解锁更多字幕为会员功能，请移动到 价格

P2 · 【沟通】停止过度解释 · 三个S法则让你更有权威 p02 无字幕 (P2)

【沟通】停止过度解释 · 三个S法则让你更有权威 p02 无字幕 (P2)

发布于 2026-08-22 · 时长 19:47

字幕摘录

时间	英文	中文
0:00	You can be the smartest person in the room and still sound dumb, and lose the room entirely	你可以是房间里最聪明的人 听起来还是哑巴 完全失去房间
0:06	because of the way you speak.	因为你说话的方式
0:08	And I should know because I have had it happen to me too.	我应该知道,因为我也有过这种事
0:10	So today I am breaking down the speaking patterns that quietly sabotage us, especially high achievers	今天我打破了 悄悄地破坏我们的演讲模式 特别是高成就者
0:16	from founders and CEOs to everyday humans just tired of not getting heard.	从创始人和首席执行官 到日常的人类 只是厌倦了不被听到。
0:21	And once you know	一旦你发现
0:21	these, you'll start noticing them everywhere.	这些,你会开始注意到他们 到处。
0:24	I'm Cody Sanchez, and this is the Big Deal Podcast.	我是科迪・桑切斯,这是大交易 Podcast。
0:26	This is how you get attention like a CEO.	这就是你如何像首席执行官一样引起关注的方式。
0:32	All right, let's go to trap number one,	好吧,让我们去第一陷阱,

展开字幕全文（478 条）

序号	英文	中文
1	You can be the smartest person in the room and still sound dumb, and lose the room entirely	你可以是房间里最聪明的人 听起来还是哑巴 完全失去房间
2	because of the way you speak.	因为你说话的方式
3	And I should know because I have had it happen to me too.	我应该知道,因为我也有过这种事
4	So today I am breaking down the speaking patterns that quietly sabotage us, especially high achievers	今天我打破了 悄悄地破坏我们的演讲模式 特别是高成就者
5	from founders and CEOs to everyday humans just tired of not getting heard.	从创始人和首席执行官 到日常的人类 只是厌倦了不被听到。
6	And once you know	一旦你发现
7	these, you'll start noticing them everywhere.	这些,你会开始注意到他们 到处。
8	I'm Cody Sanchez, and this is the Big Deal Podcast.	我是科迪・桑切斯,这是大交易 Podcast。
9	This is how you get attention like a CEO.	这就是你如何像首席执行官一样引起关注的方式。
10	All right, let's go to trap number one,	好吧,让我们去第一陷阱,
11	excessive hedging.	过度套期保值。
12	People ignore everything you say before the word but.	人们不理会你说的话
13	Did you know that?	你知道吗?
14	So if you say, I could be totally off here, but, and then you drop a perfectly solid point,	所以,如果你说,我可以完全离开这里, 但是,然后,你掉了一个完全扎实的点,
15	neuroscience finds you're going to get ignored.	神经科学发现你会被忽略
16	And this is actually there's a word for this.	这其实是一个词。
17	It's called linguistic hedging, and it's killing your competency score.	这叫做语言套期, 和它杀了你的能力得分。
18	So every single human immediately when we meet another one gets graded on two things, mainly	所以,每一个人类当我们遇到另一个人 立即被分级 在两件事,主要
19	warmth and competency.	温暖和能力。
20	If you want to be listened to, you better be competent,	如果你想听的话 你最好能胜任
21	even above being warm in the world of business.	甚至在商业界充满温暖
22	So the research on linguistic hedging shows that	所以语言套期研究显示
23	excessive qualifiers reduce perceived competence and authority, especially in high status environments.	过分限定词会降低人们的认知能力和权威,特别是在高地位环境中。
24	To say that in English, if you use but, I don't know, maybe, could be, I'm not sure, prepared to	在英语中说,如果你使用,但是,我不知道,也许,我不确定,准备
25	be pushed around like a ragdoll, even when the content quality of what you say is unchanged.	即使你所说的话的内容质量没有改变, 也要像拉布多一样推来推去。
26	So you could be saying really smart things, but you're going to be tossed.	所以,你可以说 非常聪明的事情, 但你要去扔。
27	There's this classic	有个经典的
28	persuasion finding where speakers who presented arguments confidently were rated as more credible.	在有自信地提出论点的发言者被评为更可信的地方进行说服。
29	Okay, that kind of makes sense, even when their arguments were identical to more hesitant	好吧,这有道理, 即使他们的论点是相同的 与更犹豫
30	versions.	各个版本。
31	But a really scary study, they did a follow on study that showed people who argued	但一个非常可怕的研究, 他们做了一个研究的跟踪 显示人们谁争论
32	more confidently but were wrong were rated even more credible than those who argued not confidently	比那些不自信的争论者更可信
33	but were right.	但是对的。
34	So confidence is actually a heuristic.	所以信心其实是高压的。
35	People don't consciously score	人们没有意识地得分
36	your logic.	你的逻辑。
37	They score your certainty.	他们得分你的确定性。
38	So why do smart people do this then?	那么,为什么聪明人这样做呢?
39	Why do we hedge?	我们为什么要套树?
40	Because you're aware of the complexity.	因为你知道复杂。
41	You know, you and I both know reality is kind of probabilistic	你知道,你和我都知道 现实是一种概率
42	and, you know, so we hedge.	而且,你知道,所以我们树篱。
43	You don't want to sound like some sort of sycophant out there saying	你不想听起来像 某种Sycophant在那里说
44	everyone should do this.	每个人都应该这样做。
45	You always do this.	你总是这样
46	This never works because that's not realistic.	这根本行不通 因为那样不现实
47	But the problem, do you want to win or do you want to be ranked?	但问题是,你想赢还是想被排名?
48	And now here's some important	现在,这里有一些重要的
49	nuance.	细微.
50	Hedging isn't always bad, but it largely is.	海丁并不总是坏的,但基本上都是坏的。
51	I mean, there's something called strategic	我的意思是,有些东西叫做战略
52	hedging, which signals, hey, I'm intellectually honest.	套期保值,这预示着,嘿,我很诚实。
53	But most hedging you're doing is insecurity	但是,你所做的大多数套期保值 是不安全的
54	hedging, which signals I'm scared of being judged.	套期保值,这表示我害怕被审判。
55	You know, let's be honest.	老实说吧
56	What are we usually	我们通常是什么
57	doing?	干吗?
58	We're probably more scared of being judged than really strategically thinking about how to	我们可能更害怕被审判 比真正的战略思考如何
59	let's say I say, I think we should move forward with point A.	假设我说,我认为我们应该把A点向前推进。
60	However, we have to take into account	但是,我们必须考虑到
61	that there is a 30% failure rate.	有30%的失败率。
62	If we do that, that could be an issue.	如果我们这样做,那可能是一个问题。
63	As opposed to, I want to	相对而言,我想
64	move forward with point A, but you know, there's always a chance that it's not going to work.	推进A点,但你知道, 总是有一个机会 它不会工作。
65	And	还有
66	I mean, I can't guarantee it 100%.	我的意思是,我不能保证100%。
67	Which one sounds more serious?	哪一个听起来更严重?
68	Obviously, the first one,	显然,第一个,
69	I gave numbers, I stated things as opposed to questioning things.	我给出了数字,我说的东西 而不是质疑的东西。
70	So here's the test.	所以这里的测试。
71	Are you	是你吗?
72	adding nuance for clarity?	增加细微的清晰度?
73	Or are you padding your statement to avoid social risk?	还是你为了避免社会风险而编造声明?
74	Okay, so how do	好,你好吗?
75	we fix this?	我们解决这个?
76	How do we make you sound smart and people pay attention to you?	我们怎样才能让你听上去聪明 让人们注意你?
77	Instead of saying,	而不是说,
78	I might be wrong, but I think we should cut this feature.	我可能错了,但我认为我们应该切掉这个特征。
79	I want you to say, based on the data we	我要你说,根据我们的数据
80	have, cutting this feature is the right move.	剪切此特性是正确动作 。
81	And if you want to be even better, say what the data	如果你想更好,就说数据
82	is based on the data we have, we believe with a 70% probability, this is the right move.	这是基于我们掌握的数据 我们相信有70%的概率 这是正确的动作
83	Give numbers	给出数字
84	and specifics.	和细节。
85	So this is the same thought, but just a slightly different posture.	所以,这是同样的想法, 但只是略微不同的姿态。
86	I want you to	我想让你
87	avoid excessive hedging because it's making people stop paying attention to you.	避免过度的套期保值 因为它使人们停止关注你。
88	Steve Job was famous	史蒂夫·乔布出名了
89	for being the opposite of this.	因为它是与此相反的。
90	He'd have one sentence that tells you what to think.	他有一句话告诉你该怎么想
91	He, he,	他,他,他,他,他,他是谁?
92	I call it his Twitter length headline.	我称之为他的推特长度头条。
93	So we'd have one for the whole talk or product.	所以我们会有一个 整个谈话或产品。
94	So maybe like	所以也许喜欢
95	today, Apple is going to reinvent the phone.	今天,苹果公司将重塑手机。
96	This is the world's thinnest notebook, an entire	这是世界上最薄的笔记本 整个
97	library of songs in your pocket, right?	你口袋里有几首歌 对吧?
98	Everything else was proof of that one line, one idea repeated,	其他一切都是那句台词的证据 一个想法重复
99	no hedging.	没有套期保值。
100	The second trap is over-explaining.	第二个陷阱是解释过度。
101	Smart people love clarity and they hate being	聪明人喜欢清晰 他们讨厌成为
102	misunderstood.	误会了
103	So they explain, then they clarify, then they get an example, then they restate the	他们解释,然后澄清, 然后他们得到一个例子, 然后他们重复
104	example, then they summarize the summary.	例如,然后总结摘要。
105	Yikes.	哎哟
106	What happens?	发生了什么事?
107	You signal one or two things.	你发出一两个信号
108	Your	你们
109	audience is either slow or you think your idea can't stand on its own and neither is going to	观众要么迟钝 要么你认为你的主意不能靠自己
110	help your credibility.	帮助你的信誉。
111	There's nothing more infuriating to a competent person than having	对一个有能力的人来说 没有什么比有
112	somebody over-explain an idea they already got on the first sentence.	有人解释得太多了 他们已经得到了一个想法 在第一句。
113	So if you really want to piss	如果你真的想小便的话
114	off somebody with ADD, OCD, and high competence, then explain yourself a lot.	然后解释很多事情
115	I hate to say it,	我不想说
116	this isn't PC, but ladies, we do this more than men and we have to work on it if we want to be	这不是个人电脑,但女士们, 我们做的比男人多 而且我们必须努力,如果我们想成为
117	taken seriously.	认真对待。
118	There's actual real research in cognitive psychology that has identified something	认知心理学中确实有研究 发现了一些东西
119	called processing fluency.	称为处理流利。
120	So when something is easy to understand, people judge it as more	所以当事情变得容易理解时 人们就认为
121	truthful and more intelligent.	真实和聪明
122	So ironically, over-explaining actually reduces your fluency	讽刺的是,过度解释会减少你的流利
123	and makes simple things feel heavy.	并让简单的事物感到沉重。
124	And you've seen this, like someone explains a concept for	你见过这个 就像有人解释一个概念
125	five minutes and you think, what is this guy talking about?	五分钟后你就会想,这家伙在说什么?
126	Like the idea could be good,	像这个想法可能是好的,
127	but the delivery, well, that makes everything else get tossed out the window.	但是,送货,嗯, 这使得其他的一切 被扔出窗口。
128	So what's the fix?	那么,有什么办法?
129	I want you to deliver the core idea concisely.	我要你简洁地提出核心思想。
130	Pause, let silence do the work.	暂停,让沉默做工作。
131	If someone wants	如果有人要的话
132	more depth, they'll ask.	更深,他们会问。
133	Authority ends up trusting in the listener.	当局最终信任听众。
134	So let me give you	让我给你
135	an example, two explanations.	一个例子,两个解释。
136	Low fluency.	低流畅.
137	Our vertically integrated infrastructure leverages	我们垂直一体化的基础设施杠杆
138	synergistic distribution pathways to optimize cross-sector capital allocation.	协同分配途径优化跨部门资本配置.
139	Don't we all	难道我们都不
140	know somebody who talks like that, by the way?	顺便说一句,知道有人会这样说话吗?
141	That's low fluency.	这是低流利。
142	High fluency.	高流畅.
143	We buy boring	我们买无聊的
144	businesses that make money.	赚钱的企业。
145	Which one sounds smarter?	哪个听起来更聪明?
146	Actually the second one.	其实是第二个
147	Which one	哪一个
148	feels more trustworthy?	感觉更可信吗?
149	Number two.	第二义.
150	Which one gets remembered?	哪一个被记得?
151	Sure as hell number two.	当然是地狱第二。
152	Because	因为
153	smart people take complex things and make it simple.	聪明的人会把复杂的事情做成简单的事情.
154	And it's not about this cognitive load	和这个认知负荷无关
155	or using a bunch of vowels.	或使用一堆元音.
156	Another fascinating study.	另一个令人着迷的研究。
157	If you look at stocks with easy names,	如果你看的股票 容易的名字,
158	researchers found that companies with the easiest to pronounce names like	研究者发现最容易发音的公司
159	Car outperformed those with hard to pronounce names like RDO.	汽车的性能超过了像RDO那样难以发音的名字.
160	Naming actually matters.	命名其实很重要。
161	And	还有
162	marketing, this is really true.	营销,这是真的。
163	This is why Apple ads work so well.	所以苹果广告才这么有效
164	Think about them.	想想他们。
165	Simple background, minimal text, one product, clear headline.	简单的背景,最小文本,一个产品,清晰的头条.
166	What do they do?	他们做什么的?
167	That reduces	这样会减少
168	your cognitive load.	你的认知负荷。
169	You don't have to think so hard.	你不必这么想
170	Your brain just goes, that makes sense	你的大脑刚刚走,这是有道理的
171	and it must be premium.	它必须是溢价。
172	And it makes, you know, processing fluency basically makes simple look	它使得,你知道, 处理流利基本上 使简单的外观
173	smart.	聪明
174	And there's some dangerous sides to this.	也有危险的一面
175	Like it can make bad ideas look good.	喜欢它可以使坏的想法看起来不错。
176	That's why	这就是为什么
177	scams use simple language and conspiracy theories spread wildly.	骗局使用简单的语言,阴谋论疯狂传播.
178	It's why charismatic leaders will	这就是为什么有魅力的领导人会
179	win.	赢了。
180	We all know one, right?	我们都知道,对不对?
181	You know one right now who is not as smart as you, not as good as you,	你知道现在谁不像你那么聪明, 没有你那么好,
182	but often wins because they're smoother.	但经常胜出 因为他们比较平滑。
183	And so how do you use this ethically?	你怎么用这个道德?
184	If you want to sound more intelligent, we want shorter sentences.	如果你想听得更聪明,我们需要短句。
185	We want concrete nouns,	我们要具体的名词,
186	no jargon, white space, speak slower, remove filter words.	无语法, 空白, 说话慢些, 删除过滤词 。
187	This is one of those ideas that	这是其中之一的想法
188	quietly runs the world.	安静地管理着这个世界
189	So keep it stupid, simple.	所以保持它愚蠢,简单。
190	Trap three, talking too fast when it matters.	陷阱三,说话太快 当它重要。
191	Ever seen someone's pitch get higher?	见过有人的投球越来越高吗?
192	Their words speed up, their breath shortens.	他们的言语加速,呼吸缩短.
193	Why?	为什么?
194	Their nervous system is firing.	他们的神经系统在发火
195	When we're anxious, the sympathetic nervous system,	当我们感到焦虑时 同情的神经系统
196	it activates.	它会激活。
197	That's like your heart rate rises, breathing shifts, speech accelerates.	这就像你的心率上升,呼吸转变, 说话加速。
198	Listeners unconsciously interpret that speed as uncertainty.	听者无意识地将这种速度解释为不确定性.
199	Even if actually you know what the	即使你实际上知道
200	fuck you're talking about, you just talk fast like I do.	你他妈的在说,你跟我一样说话快
201	So studies on vocal perception show that	声波感知研究显示
202	lower-paced speech is actually associated with higher status and greater credibility.	低节奏的演讲实际上与更高的地位和更高的可信度有关.
203	Now you've got to be careful here because when you're talking to your boss, don't try to be	现在,你必须小心这里 因为当你跟你老板说话的时候,不要试图
204	profound.	深奥。
205	You want to make sure you are tied to the right timing.	你想确保你被绑在正确的时机。
206	But when you rush your most	但当你最匆忙的时候
207	important points, you subconsciously signal, I need to get through this before you reject it.	重要的一点,你潜意识的信号, 我需要通过这个之前,你拒绝它。
208	What's the fix?	何等为修.
209	When you reach your most important sentence, slow down by 20 percent,	当你到达你最重要的句子, 放慢20%,
210	add micro pauses, breathe before the key line.	添加微暂停, 在键行前呼吸 。
211	For example, instead of saying,	例如,与其说,
212	so what I'm saying is we should pivot the whole strategy because the data is clearly showing	所以我想说的是 我们应该把整个策略推向正轨 因为数据清楚显示
213	diminishing returns.	减少回报。
214	Try.	试试
215	I think we should pivot.	我觉得我们该做点什么
216	The data is showing diminishing returns.	数据显示,回报率正在下降。
217	You can make everything fast up until then, but when you've got your plane to land, land it.	在那之前你可以快速地完成一切 但当你的飞机降落时,降落
218	I want you to remember the three S's, shorter, slower, stronger.	我要你记住三个S的, 短,慢,强。
219	They use this on us in	他们用这个对付我们
220	advertising.	广告。
221	Like, listen to the speed of this part of the Apple speech.	喜欢,听 这一部分的苹果演讲的速度。
222	Think different.	以为不同.
223	Here's	给你
224	to the crazy ones.	给那些疯子
225	Here's to the crazy ones, the misfits, the rebels, the troublemakers,	敬那些疯狂的, 错误的,反叛者, 麻烦制造者,
226	the round pegs in the square holes, the ones who see things differently.	方孔中的圆柱, 那些对事物有不同看法的人。
227	They're not fond of rules	他们不喜欢规则
228	and they have no respect for the status quo.	他们不尊重现状。
229	You can quote them, disagree with them,	你可以引用他们,不同意他们,
230	glorify or vilify them.	赞美或诽谤他们。
231	About the only thing you can't do is ignore them because they change	你唯一不能做的就是不理他们,因为他们变了
232	things.	东西。
233	They push the human race forward.	他们推动人类前进。
234	While some may see them as the crazy ones,	虽然有些人认为他们是疯子,
235	we see genius because the people who are crazy enough to think they can change the world	我们看到了天才 因为那些疯狂的人 以为他们可以改变世界
236	are the ones who do.	是他们做的。
237	They basically relaunched Apple's brand around creativity and nonconformity,	他们基本上重启了苹果的品牌 围绕创造力和不符合,
238	but done really cleanly, slowly and strategically.	慢慢地,从战略上说
239	Trap four, story, not specs.	陷阱四,故事,不是细节。
240	So I'm using Steve Jobs a lot in this because he's one of my favorite entrepreneurs, but also	我经常利用史蒂夫·乔布斯 因为他是我最喜欢的企业家之一
241	because he's one of the best of all time and he is one of the best speakers ever.	因为他是有史以来最优秀的人之一 他是有史以来最优秀的演讲者之一
242	So we should	所以我们应该
243	steal his homework.	偷他的作业
244	And I think he followed a simple arc, status quo to problem, to bold promise,	我认为他跟随一个简单的弧形, 现状的问题, 大胆的承诺,
245	to proof to the future.	证明未来
246	So he would start with words like the world before, phones are clunky,	所以他从以前的世界开始 电话很乱
247	laptops are heavy.	笔记本电脑很重
248	Then he'd raise the stakes to make a clear promise.	然后他举起赌注来明确承诺
249	But in the future,	但将来
250	you will hold all of the songs in your pocket.	你会带着你口袋里所有的歌
251	Then he would show the solution live.	然后他会现场展示解决方案
252	Bam,	贝姆
253	show don't tell.	显示不告诉。
254	Because people remember the story change, not the feature list.	因为人们记得故事的改变,而不是故事的特征列表.
255	So you see,	这么说吧
256	when you lead with ruthless simplicity, you can actually tell a story.	当你以无情的简单领导, 你实际上可以讲一个故事。
257	Steve's slides and language	史蒂夫的幻灯片和语言
258	were stripped down, few words on screen, big visuals, almost no bullets.	被剥光,屏幕上几句话,大视觉,几乎没有子弹。
259	I want you to think	我要你考虑一下
260	of short concrete phrases instead of jargon, like it just works.	短的混凝土短语 而不是术语, 就像它只是工作。
261	Or once on stage, he's just said,	或者在舞台上,他只是说,
262	gorgeous.	华丽。
263	Because the story was simple, the audience, they had the bandwidth to feel it	因为故事很简单,观众, 他们有带宽来感受它
264	in their brain.	在他们的大脑。
265	One of my favorites on Jobs was a speech that he gave on connecting dots at Stanford	我最喜欢的关于乔布斯的一个演讲 他做了一个关于连接点 在斯坦福
266	and he has a couple lines I love.	他有一对我爱的线。
267	He's talking about when he does calligraphy and he learns	他在说书法和学书法
268	computing and coding and he puts them together and he creates maybe the world's most valuable	计算和编码,他把它们放在一起, 他创造了也许世界最有价值的
269	company.	连队。
270	And he says, you have to trust in something, your gut, destiny, life, karma,	他说,你必须相信的东西, 你的直觉,命运,生命,因果报应,
271	whatever.	随便吧
272	Because believing that the dots will connect down the road will give you the confidence	因为相信那些点会连接到路边 会给你信心
273	to follow your heart, even when it leads you off the well-worn path.	以顺从你的心, 即使它引导你走出了漫长的道路。
274	And that will make all the	这会使所有
275	Trap five, being a show off.	陷阱五,是一个炫耀。
276	This one hurts because it's actually hard for me.	这个很痛,因为我很难受
277	It's really	这是真的
278	tempting to play it cool.	诱人玩它凉爽。
279	You should actually be a show off.	你其实应该是一个炫耀。
280	The people who win in life are not	在生活中获胜的人不是
281	the ones in the shadows.	暗处的
282	They're the ones who actually demonstrate what they do.	他们才是真正展示自己所作所为的人.
283	I was just	我刚刚
284	on a podcast with Bill Gurley, one of the best investors of all time.	在播客 比尔·古利, 最好的投资者之一 有史以来。
285	And he told me something	他告诉我一件事
286	fascinating about the founder of WeWork, Adam Newman.	对WeWork的创始人亚当·纽曼很感兴趣
287	He said when he first met him in a series	他说,当他第一次遇见他 在一系列
288	A, so the company basically had nothing in existence, his company benchmark had never done	A,所以公司基本上不存在 他的公司基准从来没有做过
289	a real estate transaction.	房地产交易
290	That's what this guy was asking him to do.	这家伙就是要他这么做的
291	But he goes, within the first	但他去,在第一个
292	few minutes, I knew I was going to invest in Adam and I was going to invest millions because he was	几分钟,我知道我会投资 亚当,我打算投资数百万 因为他是
293	such a showman.	这么一个表演者。
294	Think about who the president is right now, whether you like him or hate him.	想想总统现在是谁 不管你喜欢他还是恨他
295	Donald Trump is a showman.	唐纳德·特朗普是一个表演者.
296	Think about who's the richest man in the world right now, whether you	想想现在谁是世界上最有钱的人, 不管你
297	like him or hate him.	喜欢他或恨他。
298	Elon Musk is a showman.	埃隆·穆斯克是一个表演者.
299	So you actually need to flex.	所以,你实际上需要灵活。
300	You know more than most	你知道比大多数
301	people in the room.	人们在房间里。
302	You've read the research.	你读过研究
303	You understand the second order effects.	你明白第二个顺序的效果。
304	You're	琌
305	obscure frameworks.	模糊的框架。
306	I don't want you to add theoretical layers that aren't necessary	我不希望你加入不必要的理论层
307	because I want you to get recognized.	因为我希望你被认出来
308	But research on the illusion of explanatory depth	但研究解释深度的幻觉
309	and communication shows that the simpler you are, the more intelligent you are perceived.	沟通显示你越简单 就越聪明
310	So the smartest communicators, they actually reduce complexity.	所以最聪明的通讯员, 他们实际上降低了复杂性。
311	They don't amplify it.	他们没有放大它。
312	Einstein supposedly said, if you can't explain it simply, you don't understand it well enough.	爱因斯坦应该说,如果你不能简单地解释, 你并没有充分理解它。
313	Whether he said it or not, I think it's true.	不管他有没有说,我认为这是真的。
314	Smart, insecure speakers try to prove they're	聪明,不安全的演讲者试图证明他们是
315	smart.	聪明
316	Secure smart speakers make everyone else feel smart.	安全的智能扬声器让其他人觉得聪明。
317	Think about that for a second.	考虑一下
318	That's	这是
319	the power.	权力
320	So here's the fix.	所以这里的固定。
321	Go big and show, but default to the show being simple.	去大展出,但默认 节目是简单的。
322	Clarity beats cleverness every time.	明亮每次都比聪明
323	Trap six, obsessive rehearsal.	陷阱6,强迫排练。
324	Most people think great	大多数人都觉得很好
325	speakers are born with it.	扬声器诞生了它。
326	They are not.	他们不是。
327	They are the ones willing to rehearse more than is reasonable.	他们愿意排练更多 超出合理。
328	Psychologist Anders Eriksson spent decades studying world-class performers like violinists,	心理学家Anders Eriksson 花了几十年时间 研究世界级的表演者 像小提琴家,
329	chess players, athletes, surgeons, all of it.	棋手、运动员、外科医生
330	And his conclusion, and uncomfortable for everyone	和他的结论, 和不舒服的每个人
331	who likes the idea of quote unquote talent, the main difference between the elite and the average	喜欢引用未引用的才华 精英和普通人的主要区别
332	wasn't who they were.	不是他们是谁。
333	It's how they practice.	他们就是这样练习的
334	By age 20, the best violinists in his studies had	到了20岁,他学习中最好的小提琴手
335	put in more than 10,000 hours of focused practice.	投入1万多小时的重点练习.
336	The merely good ones had about 4,000.	光是好的就有4000块
337	Same	一样
338	instrument, same age, totally different outcomes.	工具,同年龄,结果完全不同。
339	And later research really refined the picture.	后来的研究 真正地改进了画面。
340	Practice isn't the only factor, like deliberate practice.	实践并不是唯一的因素,比如故意实践.
341	That explains roughly one-fifth to	这说明大约五分之一到
342	one-quarter of the performance gap between pros and amateurs.	专业与业余比赛的成绩差距的四分之一.
343	In other words, if you line up 100	换句话说,如果你排成100
344	people, a big part of why the top five look superhuman is they simply have done it more	很多人,为什么前5名看起来超人 他们只是做了更多
345	on purpose for longer.	故意延长。
346	Public speaking, no different.	公开演讲,没什么不同
347	Speaking well every day, no different.	每天说话都好,没什么不同
348	You know, the speakers who don't rehearse are the ones who ramble, run out of time, panic,	你知道,不排练的扬声器 是那些挤压, 耗尽时间,恐慌,
349	and have a voice in their head telling them that they're not saying the right things coming out	并有一个声音在他们的脑海 告诉他们,他们不是说 正确的事情出来
350	of their mouth.	他们的嘴。
351	The ones who run the talk out loud multiple times, well, they're calm and clear,	那些经常大声说话的人 冷静而清晰
352	baby.	宝贝。
353	So when you watch someone who seems effortlessly good on stage, you're actually	所以当你看着一个人 谁看起来不费力 在舞台上,你实际上
354	seeing something else entirely.	完全看到别的东西。
355	Hours of practice, hours of cutting out weak examples,	练习的小时, 切除弱例子的小时,
356	hours of practicing the pause after the key line.	在键行后练习暂停数小时。
357	So I don't want you to feel like you either have	所以我不希望你觉得自己有
358	talent or you don't.	才华或你没有
359	You can make it.	你可以做到这一点。
360	And if you want to see nobody better, go look at Steve Jobs,	如果你想看到更好的人, 去看看史蒂夫・乔布斯,
361	one of the best speakers of all time.	有史以来最好的演讲者之一。
362	But did you know he would say the natural delivery,	但你知道他会说 自然交付,
363	he engineered it.	他设计了它。
364	People inside Apple say he rehearsed keynotes aloud for hours and even was	苹果公司里的人说他排练了几小时的基调 甚至是
365	so specific down to fonts and demo beats.	具体到字体和演示节拍
366	Because the material was internalized, he could look at	因为材料是内化的,他可以看看
367	people, move and improvise around this sort of solid spine of his speeches.	人们,移动和即兴 围绕这种坚固的脊椎 他的发言。
368	But the best shorthand	但最好的简写
369	for how he speaks and why he's heard is the fact that he practiced for a really long time.	他如何说话和为什么听到 是他练习了很长一段时间
370	Trap seven, constant self deprecation.	陷阱七,恒自堕落.
371	This one is common among us high performers.	这一点在我们当中是常见的优秀的表演者。
372	You	你们
373	joke about being bad at things, you downplay wins, you undercut compliments.	开玩笑的对事情不好, 你低调的游戏赢了, 你低调的恭维。
374	I know sometimes it	我知道有时候
375	feels humble and maybe sometimes it is.	觉得谦卑,也许有时是。
376	But overuse of this is nothing but self sabotage.	但是,过度使用这个只是自我破坏。
377	So research on impression management shows that strategic modesty works when balanced with being	因此,关于印象管理的研究显示,战略谦虚在平衡与存在之间起作用。
378	super competent.	超级有能力。
379	But the problem is chronic self deprecation actually lowers your perceived ability,	但问题是 长期自我贬值实际上 降低了你的认知能力
380	especially among people who don't know you yet.	特别是还没认识你的人
381	So there's actually a fabulous study on self	所以,实际上有一个美妙的研究 关于自我
382	promotion versus modesty in job interviews.	工作面试中的晋升与谦虚。
383	It's by Godfrey Jones and Lure.	由戈弗雷·琼斯和卢尔主演.
384	And what they studied,	他们所研究的,
385	the researchers wanted to test how different self preservation strategies affect how people	研究者想测试 不同的自我保护策略如何影响人们
386	perceive you.	感觉到你了
387	Like does modesty increase likeability, for instance?	例如,谦虚会增加可喜性吗?
388	So how did they do	那么,他们怎么做
389	it?	是吗?
390	The participants acted as evaluators in a mock hiring scenario.	参与者在模拟雇用情况下担任评价员。
391	They watched videotaped	他们看了录像
392	job interviews where applicants use different communication strategies, self promotion,	工作面试,申请人使用不同的沟通策略,自我晋升,
393	ingratiation, modesty, neutral controlled condition.	谦虚、中性控制
394	The actors delivered identical	演员都一样
395	qualifications, no different, right?	资格,没有不同,对不对?
396	Same resume, same background, same everything except	同样的履历,同样的背景, 除了其他一切
397	the style of delivery change.	送货方式改变。
398	After watching evaluators rated the candidates on competence,	在看了评价员对候选人的评分后,
399	likeability, higher ability, what do you think happened?	喜欢,能力更高, 你觉得发生了什么?
400	Self promotion increased ratings of	自我晋升
401	competence, intelligence, and recommendations for hiring.	能力、情报和招聘建议。
402	Slight decrease in likeability,	轻度降低的相似性,
403	if too strong, but not that much.	如果太强,但不要太多。
404	Ingratiation and modesty increased likeability, but actually	惠给和谦虚增加了相似度 但实际上
405	didn't increase competence, reduced perceived capability, and also reduced likelihood of them	没有提高能力, 降低感知能力, 也降低了可能性
406	being referred for hire.	被介绍给雇佣。
407	The key insight, strategic self promotion actually gets you hired.	关键的洞察力,战略性的自我提升 得到了你的雇佣。
408	You being	琌
409	modest isn't helping anybody else but your competitors.	谦虚除了你的竞争对手之外 帮不了别人
410	And you know, I really want you to	你知道,我真的想让你
411	think about this because a lot of times somebody will give you a compliment like, you did a great	想想看,因为很多时候有人会称赞你 就像,你做了一个伟大的
412	job.	任务。
413	That was a great presentation.	讲得真好
414	And you reply, honestly, I totally winged it.	你回答,说实话,我完全赞成。
415	It was kind of a	这是一种
416	mess.	乱七八糟
417	You just rewrote their perception.	你只是改变他们的认知
418	Upgrade move, accept the praise.	升级动作,接受赞美.
419	Thank you.	谢谢
420	That's it.	就这样
421	You don't need to shrink to be likable.	你不需要收缩才能变得可爱
422	Confidence with warmth is magnetic.	与温暖的自信是磁性的.
423	Insecurity disguised as	伪装成不安全
424	nothing but transparent.	只有透明。
425	So the pattern behind all these traps, if we're going to zoom out,	所以所有这些陷阱背后的图案 如果我们要放大,
426	is fear of social rejection, being wrong, fear of being judged, not being liked.	害怕被社会排斥 错 害怕被审判 害怕被喜欢
427	Smart people feel	聪明人觉得
428	this more because you actually see all the complexity of this.	这更是因为你看到了这一切的复杂性。
429	Oh, to be a beautiful idiot,	哦,作为一个美丽的白痴,
430	right?	对吧?
431	You know how much you don't know.	你知道你不知道多少钱。
432	And so here's the paradox.	因此,这就是一个悖论。
433	The people who win rooms	赢得房间的人
434	aren't the ones who know the most.	不是最了解的人吗?
435	They're the ones who manage perception of others best.	他们最能处理别人的感受
436	And perception is heavily influenced by delivery, not just content.	而感知受到交付的很大影响,不仅仅是内容.
437	It's not about pretending.	这不是假装。
438	It's	这是
439	not like the fake alpha energy.	不像假的阿尔法能量
440	It's really about aligning to how you can get the outcome you want.	真正重要的是如何与你想要的结果保持一致。
441	Your job isn't to pre-defend against every possible criticism.	你的工作并不是预先防御 任何可能的批评
442	It's to communicate clearly	是用来沟通的
443	and let your ideas stand.	让你的想法站出来。
444	And so I want you to ask yourself a couple of questions.	所以我要你问自己几个问题
445	A simple	很简单
446	speaking reset framework.	重设框架。
447	Before important conversations, run this checklist.	在进行重要对话之前,请运行此清单。
448	Am I hedging	我是在套头吗?
449	unnecessarily?	不必要吗?
450	Am I over-explaining?	我解释得太多了吗?
451	Am I rushing?	我急吗?
452	Am I over-complicating?	我是不是太过分了?
453	Am I landing	我要降落了吗?
454	statements confidently?	自信的声明?
455	Am I comfortable with silence?	安静让我舒服吗?
456	Pick one thing to improve per week.	每周选一件好东西
457	Don't try to fix everything at once.	别一时修一切法.
458	Awareness alone is going to upgrade you 15, 20, 30 percent	单凭意识就能提升你 15%、20%、30%
459	because practice actually will help you upgrade the rest.	因为练习会帮助你升级其余部分。
460	Most smart people are not held back	最聪明的人没有被阻拦
461	because you're dumb.	因为你是哑巴。
462	You're held back because how that intelligence is delivered.	你被挡住了 因为情报是如何传递的
463	If you fix	如果你修补
464	the delivery, suddenly the room treats you like the smartest person there because now you sound	送货,突然间房间把你当成最聪明的人 因为现在你的声音
465	like it.	喜欢它。
466	So if you want to outperform your peers in anything that involve words, there's a simple	所以,如果你想在任何涉及文字的事物上 超越你的同伴,那就简单了
467	unfair advantage available to you.	不公平的优势给你。
468	Rehearse more than they do and rehearse with intent.	排练比他们排练还要多 排练是有意的
469	Run the	运行
470	talk through out loud.	大声说出来
471	Fix one thing each time.	每次都修一个
472	Do that obsessively and people will start calling you	那样下去,人们就会叫你
473	unnatural.	不正常的。
474	That's it for today.	至今日已毕.
475	And next time you're in a meeting, listen for these traps.	下次你来开会的时候 听听这些陷阱
476	You're going to hear them everywhere.	你会听到他们到处。
477	And once you do, you'll come back here	一旦你来了,你就回来
478	and we'll figure out your next step.	我们会想出你的下一步。

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