新手如何提高影响力？-外语考试-简单网

New research shows that advice seeking is a surprisingly effective strategy for exercising influence when we lack authority. In one experiment, researcher Katie Liljenquist had people negotiate the possible sale of commercial property. When the sellers focused on their goal of getting the highest possible price, only 8 percent reached a successful agreement. When the sellers asked the buyers for advice on how to meet their goals, 42 percent reached a successful agreement. Asking for advice encouraged greater cooperation and information sharing, turning a potentially contentious negotiation into a win-win deal. Studies demonstrate that across the manufacturing, financial services, insurance, and pharmaceuticals industries, seeking advice is among the most effective ways to influence peers, superiors, and subordinates. Advice seeking tends to be significantly more persuasive than the taker’s preferred tactics of pressuring subordinates and ingratiating superiors. Advice seeking is also consistently more influential than the matcher’s default approach of trading favors.最新研究显示，当我们欠缺权威时，寻求建议会是一种非常有效的实施影响力的战略。在一次实验中，研究者Katie Liljenquist让几个人就一桩商业不动产的买卖进行谈判。当卖方关注于实现把价格提到最高这一目标的时候，只有8%的谈判得以成功达成协议。而当卖方就如何达到目标寻求买方建议的时候，42%的谈判都成功达成了协议。寻求建议能够促成更好的合作和信息共享，把一次原本可能充满争议的谈判转变为一个双赢的协定。研究证实，在制造业、金融服务业、保险业以及制药工业中，寻求建议都是最有效的影响同事、上司和下属的方法之一。寻求建议往往比更多人采用的诸如像下属施压和向上司献媚的战术更能打动人心。寻求建议也总是比一般采用的互通有无的方法更具影响力。Some might say, “If I’m asking for advice, I look like I don’t know what I’m doing.” Nope.有人或许会说：“要是我寻求建议的话，会不会显得我不知道自己在做什么？”不会的。Takers may fear that seeking advice might make them look weak, dependent, or incompetent. They’re wrong: research shows that people who regularly seek advice and help from knowledgeable colleagues are actually rated more favorably by supervisors than those who never seek advice and help.采取这项策略的人或许会担心，寻求建议会使他们显得很虚弱、很依赖别人或者很不称职。他们是错的：研究表明，那些经常从更有见识的同事那儿寻求建议的人比起那些从不这么做的人要更受主管们欢迎。Why does asking for advice work so well? People giving advice have to justify their decision to help you. If they’re making the effort, you must be a good person, right?为什么寻求建议的效果那么好？那些提供建议的人总要考量下他们帮助你的这项决定。假如他们这么帮了你，你肯定是个不错的人，对吧？When we give our time, energy, knowledge, or resources to help others, we strive to maintain a belief that they’re worthy and deserving of our help. Seeking advice is a subtle way to invite someone to make a commitment to us. once the department head took the time to offer advice to Annie, he became more invested in her. Helping Annie generate a solution reinforced his commitment to her: she must be worthy of his time. If she wasn’t important to him, why would he have bothered to help her?当我们花费时间、精力、知识或者资源去帮助别人时，我们总希望保持这么一种信念：他们是值得并且配得上我们去帮助的。寻求建议是一种微妙的诱使别人对我们做出肯定的方式。一旦那位部门主管花时间给安妮提供了建议，他对她就有了更多的投入，帮助安妮构想出解决方案会加深他对她的认可：她一定值得他花这些时间。假如她对他而言无关紧要，他又为什么犯得着去帮助她呢？So now you’re just going to run around asking advice from everyone and be a modern day Svengali, controlling their minds?那么现在你准备开始导出跑来跑去向每个人寻求建议，然后成为一个当代版斯文加利（著名的催眠师），去控制他们的大脑了么？Not so fast. It only works when you’re sincere.没那么快！这只在你是诚心诚意的时候才会有效。But here’s the catch: advice seeking only works if it’s genuine. In her research on advice seeking, Liljenquist finds that success “depends on the target perceiving it as sincere and authentic gesture.” When she directly encouraged people to seek advice as an influence strategy, it fell flat.这是重点：寻求建议只有当它是真实的时候才会有效。在Katie Liljenquist对寻求建议的研究中，他发现只有当“目标感受到那是诚恳的和真实的行为”时才会成功。当她直接让人们把寻求建议当做一种影响力策略使用的时候，它失败了。

更多提高影响力策略：