Name: 你的錢花對地方了嗎？| Wolfgang Schnellbaecher | TED (Are You Spending Your Money Wisely? | Wolfgang Schnellbaecher | TED)
Uploaded: 2026-02-24T21:36:08.000Z
Duration: 10 min 17 s

I've got two questions for each one of you.

How much money did you spend in your entire life so far?

你們到目前為止，一生總共花了多少錢？

That already takes a bit to estimate, right?

這個要估算一下，有點難對吧？

And question number two, did you spend your money wisely?

第二個問題，你們花的錢有聰明嗎？

If you hesitate now and are not so sure, it likely means you're not a good buyer, frankly, because you have not even defined for yourself what good buying truly is.

如果你現在猶豫不決，不是很確定，那很可能代表你不是一個好的買家，說真的，因為你甚至沒有為自己定義什麼是好的購買。

And that, sorry for the bitter truth, despite your buying things pretty much every day.

而這點，抱歉說了實話，儘管你幾乎每天都在買東西。

And good buying can have such a massive effect on your entire life and through your lifetime, you will spend a fortune, if not several fortunes.

而好的購買，對你的一生可以有巨大的影響，而且在你的一生中，你會花掉一筆鉅款，甚至好幾筆鉅款。

Considering we're in Dubai, spending it more wisely will either make you have to spend less or for the same amount, make your life more luxurious, comfortable, sustainable, fun, or whatever else you want it to be.

考量到我們在杜拜，更聰明地花錢，要嘛讓你花更少，要嘛同樣的錢，讓你的生活更奢華、舒適、永續、有趣，或是任何你想要的東西。

And the good news is, there are people you can learn it from.

好消息是，有很多人可以讓你學習。

As a procurement leader in bcg, I work with them throughout the world.

身為 bcg 的採購領導者，我跟他們遍及世界各地。

High tech companies, auto manufacturers, American big pharma, Middle Eastern oil companies.

高科技公司、汽車製造商、美國大型製藥公司、中東石油公司。

From Swiss clock manufacturers to Middle Eastern mass producers.

從瑞士鐘錶製造商到中東的量產製造商。

Steel, spare parts, intellectual property rights, fruit.

鋼鐵、備品、知識產權、水果。

Just last week I. I did a live auction for a Norwegian salmon farm for fish.

就在上週，我為挪威鮭魚養殖場進行了一場現場拍賣，拍賣魚。

My promise to you is if you learn from their combined knowledge of these professional procurement teams, you will be a good buyer for the rest of your life.

我向你保證，如果你學習這些專業採購團隊的綜合知識，你將終身成為一個好的買家。

It only boils down to three rules these companies do, right?

這些公司做的，其實就歸納成三個規則，對吧？

Number one, prioritize on what really matters.

第一，優先處理真正重要的事。

The truth is, it's not, because there's a few words missing.

但其實不然，因為漏了幾個字。

Prioritize on what really matters for a group together.

是為了一個群體，優先處理真正重要的事。

In every company, in almost every household, there's a few players.

在每個公司，幾乎每個家庭，都有幾個關鍵人物。

And even for yourself, you're oftentimes not so sure how to prioritize.

即使是為自己，你常常也不確定該如何優先排序。

How about a more comfortable buying experience versus sustainable products?

要更舒適的購物體驗，還是永續的產品？

Do we pay extra just to make our neighbor jealous?

我們是不是要多付錢，只是為了讓鄰居羨慕？

I'm from Germany and you might argue we built an entire auto industry purely on that feeling.

我是德國人，你可能會說我們整個汽車產業就是建立在那種感覺上的。

Now, professional buyers, they actually read the corporate strategy.

現在，專業採購人員，他們真的會去讀公司策略。

They align with business partners to find out what is it really that makes our company better.

他們會和合作夥伴協調，找出到底是什麼能讓我們的公司變得更好。

They graphically pin down what are the priorities and then share with everybody for your life.

他們會清楚地標示出優先順序，然後分享給大家，讓你們的生活更好。

It might look like this, maybe at the start, during education, start of your career.

這可能看起來是這樣，也許在一開始，在教育階段，職業生涯的初期。

You don't have so much money and therefore you want to have fun.

你沒有那麼多錢，所以你想找點樂子。

A bit later, you might found a family, get children, and

過了一陣子，你可能會成家，生小孩，然後

you Care a lot about quality of the food, of the toys, of the furniture, just to have it all right for them, maybe a bit later.

你會很在意食物、玩具、傢俱的品質，只為了讓他們一切都好，也許是晚一點。

You just want to have an easy going lifestyle.

I've even seen a lot of families like this who have slightly different priorities.

我甚至看過很多家庭，他們的優先順序有點不太一樣。

Now, the core thing is to be a good buyer.

現在，最核心的就是要當個好買家。

You don't have to follow a predefined set of rules.

你不需要遵循一套預設的規則。

It's just for yourself and your loved ones.

這只是為了你自己和你愛的人。

You need to have these priorities very clear.

你需要把這些優先順序弄得很清楚。

And now we already at rule number two, influence your allies.

現在我們已經來到第二條規則，影響你的盟友。

You arrive at the dealership and the first thing that happens is your kids climb into the car, they have dirty boots on, and

你到了展示中心，首先發生的事是你的孩子爬進車裡，他們穿著髒髒的靴子，然後

they yell and tell you how much they love it.

他們大喊著告訴你他們有多愛這臺車。

The colors, design, the design, everything.

顏色、設計、設計，所有的一切。

You're already a bit on your back foot starting to negotiate.

你一開始談判就已經有點處於劣勢了。

And the car dealer basically tells you that right now, cars with dirty seats are a bit rare.

然後車商基本上告訴你，現在有髒髒座椅的車子有點少見。

他在價格上沒辦法有任何讓步。

Your wife gives you look like, please don't mess it up.

你太太看著你，好像在說，拜託別搞砸了。

You will for sure not buy it at a good price.

They have to align with their allies up front.

他們必須事先與盟友達成共識。

Who's going to say what in a negotiation, after negotiation, before a negotiation, only if these things are clear, they can ensure they really strike the best deals.

誰要在談判前、談判中、談判後說什麼，只有這些事情釐清了，他們才能確保真的談到最划算的交易。

They have the ability to influence the stakeholders on what they really want.

他們有能力影響利害關係人，讓他們明白自己真正想要的。

Let me tell you about the inverting method.

讓我來跟你說說「反向思考法」。

I once had a workshop with a big railway company.

我曾經辦過一個大型鐵路公司的研討會。

We were supposed to reduce the cost of big steel tracks.

我們當時是要降低大型鋼軌的成本。

And we had a group sitting there of rather old buyers, basically telling us everything is optimal.

而我們有一群坐在那裡的、比較資深的採購人員，基本上告訴我們一切都很理想。

After 60 minutes, I was still in front of an empty flip chart, panicking a bit.

經過了六十分鐘，我還是在一張空白的翻頁紙前面，有點慌張。

He just turned around to the crowd and said, let's forget this exercise for a moment.

他只是轉向人群說，我們暫時忘掉這個練習。

What would you do in the following situation?

你們在接下來的情況下會怎麼做？

He's younger than you and he's firing you.

他比你年輕，而且他要開除你。

And the only thing you can do to strike back is in the next three months when you're still in the company, increase the cost.

而你唯一能反擊的方式，就是在接下來的這三個月，當你還在公司的時候，提高成本。

Do you have any creative ideas to increase the cost without just raising prices?

你們有什麼有創意的點子，可以在不直接漲價的情況下提高成本嗎？

現在我們的想法是，我們在飛。

We could buy two long tracks we have to cut.

我們可以買兩條長軌道，然後再切割。

We could buy two short tracks we have to weld together.

我們可以買兩條短軌道，然後再焊接。

We could buy too many and we have to put on stock.

我們可以買太多，然後必須放進庫存。

We could order too late, so we have to pay a fee.

我們可以太晚訂購，所以必須支付一筆費用。

We could pay too early to not have interest rates.

我們可以太早付款，這樣就不用付利息。

我們可以太晚付款，這樣就要付罰款。

All of a sudden the flip chart was full and my colleague turned around again.

突然間，白板寫滿了，我的同事又轉過頭來。

Are we sure we are really at the optimum in each one of these dimensions?

我們確定在這些每一個面向都達到了最佳狀態嗎？

And when you're buying a car, you can do the same with your family.

當你買車的時候，你也可以跟你的家人做同樣的事。

What would we have to do to increase the price?

We could buy it in the spring in an expensive city, only go to one dealer in a rather high class part of the town.

我們可以在春天，在一個貴的城市買，只去鎮上一個比較高檔區域的經銷商。

We could state right away, we will only go to you, to the dealer.

我們可以直接說，我們只會跟你買，跟這個經銷商買。

We could tell them how much we love the car.

我們可以告訴他們我們有多喜歡這臺車。

And once you've listed all these things and then turn it around, then you really come close to what's an optimum.

當你列出所有這些東西，然後把它反過來看，你就會非常接近最佳狀態了。

To me, the inverting method is also a great reminder.

對我來說，反向思考法也是一個很棒的提醒。

Good buying can be fun and good buying can be creative.

好的採購可以很有趣，好的採購也可以很有創意。

And now we are already at rule number three.

我們現在已經來到第三條規則了。

Negotiate from strong starting positions.

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你的錢花對地方了嗎？| Wolfgang Schnellbaecher | TED (Are You Spending Your Money Wisely? | Wolfgang Schnellbaecher | TED)

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prioritize

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