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  • It's a basic human fact.

    這是人之常情

  • We want what we want.

    我們都想要得到我們想要的東西

  • But how do we get it?

    但是我們要如何得到到呢?

  • Lucky for us research has unlocked four words you can always lean on to influence people.

    很幸運的是,科學幫我們選出了四個可以說服他人的英文單字

  • First up, it's all about the "you."

    首先,這全關乎於「你」

  • Studies show using the word YOU gets people excited.

    研究發現使用「你」這個單字能讓人感到興奮

  • Want to go a step further?

    想要更上層樓嗎?

  • Use a person's name.

    用一個人的名字

  • The research is conclusive.

    這項研究的結論非常明確

  • We trust and engage more with people when we hear our names out loud or read them in a note.

    當人們看到或聽到自己的名字時,會更信任他人也更願意投入

  • Who doesn't love free stuff?

    誰不愛「免費」的東西呢?

  • It's no surprise the word "free" is next on our list.

    「免費」這個字出現在我們清單上,真的是一點也不意外啦

  • In his book "Predictably Irrational," Dan Ariely conducted a little study.

    在丹.艾瑞利《誰說人是理性的!》這本書中,他進行了一個小研究

  • First, he offered people a choice between a Lindor Truffle for 15 cents

    一開始他讓人們在兩個選項中選擇:15分美金的瑞士蓮巧克力

  • and a Hershey Kiss for a penny.

    或1分美金的好時巧克力

  • People jumped all over the Truffle.

    大家都選擇了 Lindor Truffle

  • It's delicious, why wouldn't they?

    它非常美味,當然大家都選它

  • But in the second stage,

    但在第二階段

  • he offered them the same Truffle for 14 cents

    他提供了一樣的瑞士蓮巧克力,這次賣14分美元

  • and the Hershey Kiss for free.

    然後 Hershey 巧克力是免費的

  • And you can guess how that went.

    你當然知道結果如何

  • Everyone wanted a Kiss.

    大家都想要 Hershey 巧克力

  • The moral? People love free stuff so much,

    我們從這學到了什麼呢?大家超級愛免費的東西

  • they'll make different choices even if the value stays basically the same.

    他們甚至會為了「免費」的東西改變他們的選擇——就算某個東西原本的價值沒有改變太多

  • "Because"

    「因為」

  • It's a powerful word, and you don't even have to have a reason.

    它是一個超強大的字,而且你根本不用有理由

  • Check out this study from "Influence" by Robert Calidini,

    來看看羅伯特.席爾迪尼 在《影響力:讓人乖乖聽話的說服術》中做的實驗

  • all about cutting in line at the copy machine.

    它是一個關於排影印機插隊的實驗

  • In the first test, people tried to cut in line saying merely,

    一開始人們試圖插隊,只說:

  • "Excuse me, I have 5 pages, may I use the Xerox machine?"

    「不好意思,我要印五頁,我可以先用影印機嗎?」

  • This works 60% of the time.

    這樣說的話,在六成的狀況下是有效的

  • Then they changed things up

    然後他們改變策略

  • with people cutting in line saying:

    插隊的人說:

  • "I have 5 pages, may I use the Xerox machine because I'm in a rush?"

    「我有五頁要印,我可以先用影印機嗎?我趕時間。」

  • That's barely even a reason!

    這根本算不上一個理由嘛!

  • But what happened?

    結果發生了什麼事?

  • 94% of people allowed that person to cut

    94%的人都讓他插隊

  • due to a simple "because" statement.

    就由於他說了「因為」這個字眼

  • Finally, use the word "instantly."

    最後,「立即」

  • Studies have proven people love instant gratification.

    研究證實人們喜歡立即的享樂

  • So, when you promise it to them,

    所以當你答應他們能立即享樂的時候

  • even in passing on the job,

    ——就算給他們更多的工作量

  • it can really pay off.

    他們仍認為是划算的,他們仍然會答應你

  • So next time you are lazer-focused on that one thing you can't resist,

    所以下次當你很執著想要達到一個目標的時候

  • consider mixing in some of these successful selections from our dictionary

    試試看用這些我們為你精挑細選的字眼吧

  • and turn things around!

    或許能將情況逆轉勝喔!

  • Anchor.

    Anchor

  • Find something you have in common.

    我們試圖找到人們的共通點

  • This can be something you've experienced

    可能是你經歷過的事情

  • or something you're both experiencing in that moment.

    或是你與他人一起經歷的事情

It's a basic human fact.

這是人之常情

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商業內幕--英語中最有說服力的4個詞 (Business Insider - The 4 Most Persuasive Words In The English Language)

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    Tina Hsu 發佈於 2021 年 01 月 14 日
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