字幕列表 影片播放 列印英文字幕 Have you ever found yourself in a situation where you feel people don't listen to you? 你們有過覺得其他人都不聽你說話的經驗嗎？ I mean you know they hear you, but they don't listen to you. 我的意思是你知道他們能聽得見，但他們並沒有注意聽 So, the following is usually what happens. Let's see if you have been in that situation. 所以底下是通常會發生的情景，看你們是否曾處於這樣的處境 You are in a meeting or a social gathering, you say something; 你正參加一場會議或社交聚會，你說了一些話 And when you don't get the attention you want, then you start rephrasing the same sentence. 當你沒有受到關注時，你開始重述一樣的句子 You do that right? 你會這樣做，對吧？ I know you do it. 我知道你有 That's what happens. 這是常發生的 Because you are thinking “oh they didn't understand me”. 因為你在想著，「喔，他們聽不懂我說的。」 So, I should continue explaining it more. 所以，我應該繼續解釋 Then you use different words to explain the same thing. 然後你用了不同的字句去解釋一樣的東西 When that doesn't work, you start changing your pitch, your speed. 當這不管用時，你開始改變音調、速度 And eventually, you end up talking about the same thing for 5 minutes. Just using different words and with different prosody. 最後，你花 5 分鐘講一樣的東西，只是用了不同的字或韻律 Nothing works. 完全沒用 This happens all the time. 這是常發生的情況 A few years ago, one of my junior consultants from my team came out of a meeting crying. 幾年前，我隊裡的一個初級顧問哭著離開會議 She was crying. 她哭了 It was not particularly a good meeting with our client. 這不是特別好的一場會議，對象是客人 But she was crying because they didn't really pay much attention to her. 她之所以哭是因為他們沒有太過專注在她身上 She felt unimportant. 她感到不被重視 Why is this happening to me, I am a good consultant. 為什麼這會發生在我身上，我是一個優秀的顧問 I am a Stanford graduate. 我是史丹佛的畢業生 I deserve better. 我應該得到更好的對待 Then, she said it's happening, because she's a junior consultant. 然後，她說之所以會這樣，是因為她是初級顧問 It's because of her title. 是她的職稱害的 Then, she said it's happening because she's a girl. 然後她說因為她是女生才會發生這種事 I said no. 真的不是 It had nothing to do with it. 和這個完全無關 Now, I'll share with you what I shared with her that day. 我分享那天我和她分享的話給你們聽 First, a bit of a disclaimer here, this video isn't about how to speak effectively. 首先，聲明一下，這部影片不是要教你們如何有效講話 I am not going to talk about your pitch, speed, and prosody. 我不會開始講你的音調、速度和韻律 I'm gonna talk about something in my opinion a lot more important than that. 我將會談一些更重要的事 In fact, I am going to talk about a prerequisite to delivering a great speech. 事實上，我要說的是完成一場絕佳講座的必要條件 Because, even if you are a worldclass toastmaster, that you can give the best speech in the world, 因為，即使你是世界級的宴會主持人，你能講出世上最棒的演講 it makes no difference if your audience isn't ready to receive your message. 若是觀眾不想接收你傳遞的資訊，就沒有用 So, that's what this video is all about. 而這也是這部影片要講的 Getting your audience ready to listen to you. 讓你的觀眾準備聽你說話 Let's start; To get through to anyone, to get your message 現在開始，為了傳遞給任何人，讓你的訊息 processed by your audience, you have to first understand how the brain works. 傳送到你的聽眾那，你必須先了解腦袋是如何運作的 So, at any given time, we have 2 systems at work. 所以在任何時候，我們有 2 套工作系統 One is always active and the other one is idle. 一個是活躍的，另一個是閒置的 The 1st system is fast, instinctive and emotional. 第一個系統屬於快速、本能的、情緒化的 It's mostly automatic and it's our unconscious way of thinking. 是最自動，也是我們無意識的思考方式 For example, if I ask you what does 4 by 4 equal to. 例如，如果我問你 4 乘 4 等於多少 You already know the answer is 16 and you don't need to “think” to come up with 你已經知道答案是 16 了，你不需要去「想」 that answer. 這個答案 So, that's system 1 talking. 這就是系統 1 的說話方式 It just blurted out the answer without even having to think about it. 你想都沒想就脫口說出答案了 You go to shopping you look at various food options, and you just pick what comes to your 你去購物，你看了各式各樣的食物，你只是隨意選你腦中想到的 mind. You don't go through it proper strategy of their nutrition evaluation 你不會還想到如何用營養評估去做去適合的選擇 Maybe you do, but not majority for us. 也許你會這樣做，但大部分的人不會 You just felt like eating pasta. 你想吃義大利麵 And you bought Pasta. 你就去買義大利麵 95% of your time awake, you are in this system. 你醒著有 95% 的時間都在這個思維系統內 Ok, let's move on to the System 2. 好，然後講到系統 2 The system 2 is the one that represents your conscious thoughts. 系統 2 是最能代表你自覺意識的思維 This system is the one that is capable of following instructions, connecting dots, and 這個系統是能夠遵照一套指示，把所有線索串聯起來 making analogies. 然後作類比 It is smart, analytical, and accurate. 這是精明的、具分析性且精確的一套系統 It is your mental superpower if I ask you to calculate 21 by 78 then your 這是你的心靈超能力，如果我請你計算 21 乘以 78 brain will engage System 2 to find the answer. 你的腦袋便會進到系統 2 去找答案 Which means it'll be slow, but accurate… 這表示將會是緩慢的，但會是準確的 Something you need to know here. System 2 is also very energy intensive, and 你要知道的一件事是，系統 2 是精力密集的 it simply doesn't want to work unless it really has to. 只有在必要時才會啟動 So, whenever possible it will stay in the background, in idle position, conserve your 所以，無論如何它都會待命、閒置在旁，保存你的 energy, and only engage when it's absolutely necessary. 精力，只有在絕對必要時會涉入 We don't like thinking. 我們不喜歡思考 Thinking is uncomfortable. 思考很不舒服 Now, let's talk about what this means to you when you are speaking with other people. 現在來說當你在和別人講話時，這代表什麼 Be your boss, a client, your spouse, your team, your friends… doesn't matter. 不管是你的老闆、客戶、伴侶、團隊或你的朋友 Here's your punchline, you'll fail miserably if you are talking 給大家一些警語，你會失敗的很慘 about something important to System 1 side of your audience . 如果你用系統 1 的思維形式在你的聽眾面前講一些重要發言的話 Did you get this? 你們有聽懂嗎 ? I don't care how amazing of a toastmaster you are. 不管你是多棒的宴會主持人 I don't care if you are the most charismatic speaker in the world. 不管你是多有魅力的講者 You won't get what you want. 你都無法得到你想要的 Try teaching your kids special relativity when they are playing in the park. 當你的孩子在公園玩的時候，試著教他們特別的相對性概念 Good luck with that. 祝祝你成功 As I said, you won't get what you want if you talk to system 1. 就像我講的，如果你用系統 1 發言的話，你無法得到你想要的 You want to talk to System 2. 你想要用系統 2 去發言 Ok, the natural question to follow is, obviously, how do you do it? 很自然冒出的一個問題就是，那要如何辦到 ? I mean it's the brain of the audience. 這和聽眾的想法有關 How is it possible that I can change their state? 我怎麼改變他們的狀態 I mean I can't just say alright now you turn on the system 2. You know, it just won't work. 我無法直接就說，現在大家都轉換到系統 2 模式，這沒用的 So 所以 Umm... 嗯 ... Obviously not. 很明顯沒用 But, there are certain things I do, which triggers the activation of system 2 in my 但是，我會特別做一些能觸發系統 2 開啟的事情 audience so my message gets properly processed. 給我的聽眾，所以我的訊息能被適當接收 Now, I am going to teach you how I do it. 現在，我就來教大家我是如何辦到的 One more disclaimer here. What I covered so far was scientific. 但書是，我到目前為止所說的是來自科學的 A Nobel Laurette Dr. Daniel Kahneman has a great book on this topic. 諾貝爾得主丹尼爾·卡納曼 (Daniel Kahneman) 有一本關於這個主題的著作 If you are interested please feel free to read more in his book. 如果你有興趣的話，可以在這本書看到更多相關內容 Now, what will follow isn't necessarily very scientific. 接下來要講的不全然是有科學根據的 I'll share with you what I do, and I'll share with you what I know works for me and works for those around 我會分享我做了什麼，對我來說是有用的，對我身邊跟著我學這個方法的人 me whom learned it from me. 也有用 It's not an absolute blueprint to follow but it's a good guideline and based on this 這不是絕對要去遵守的藍圖，但這是一套不錯的準則，根據 guidelines you can create your own versions. 這套準則，你可以創造你自己的版本 There are 3 techniques that you can achieve 有 3 個方式可以讓你達成 the result you want. 你想要的結果 The first one is giving your audience a task. 第一個是給你的觀眾任務 The task needs to be easy enough, so they don't ignore you. But difficult enough so System 1 can't 這個任務必須夠簡單，這樣他們才會理你。但又要夠難，這樣系統 1 才不會 handle on its own. 自己啟動 Remember we talked about this earlier. 記得我們前面講到的 Like how 4 by 4 equals to 16 that you know the answer. 像是 4 乘以 4 等於 16，你知道答案 But if I ask you 但如果我問你 21 by 73 then your brain needs engaged to 21 乘以 73，你的腦子需要進入 System 2 to find the answer. So, for example 系統 2 去找到答案。例如 Let me show you with an example. I can't remember now, what was the confidence 給你們一個例子，我現在記不太得了 score from Nielsenn's report?” 尼爾森報告的信心水準有多高 Another one “ Can you let me know what methodology you 另一個是，「你知道要用什麼方法 used for this.” “ What is the name of the finance director 測量這個嗎 ?」、「ACB Client 財務總監的名字是什麼 ?」 from the ABC Client” The examples I gave are fairly simple ones. 我給的例子都是相對簡單的 But the important takeaway is that it's a task that requires thinking to arrive an 但裏頭傳達的重要資訊是這個是一個需要思考才能找到解答的 answer. 任務 So, this was your first method. 這就是第一個方法 The second method is giving a command. This is comparably less effective compared to the 第二個方式是給予建議。這和第一種、第三種方法相較起來比較沒有效率 first and the third technique but doesn't hurt to share it here. 在這邊分享也沒關係 Here is an example. “I'd like you to now pay attention to 講一個例子，「我要你們現在專注於 what I am about to say” Then pause. 我所說的。」然後暫停 “ Please listen carefully.” Then pause for a few seconds again. So the brain catches up 「請仔細聽。」然後在暫停幾秒鐘。然後你的腦子開始跟上 And let's now talk about the third technique which I use very frequently. This is a bit more complex. 現在來講講我常用的第三種方法。這有點複雜 But I found that it works a lot better than any of previous 2 techniques. 但我發現這比前面兩種都還要有用 So, this technique is all about first creating uncertainty and a potential for a challenge. 這方法的技巧就是先創造出不確定性還有挑戰的可能性 Let me just quickly demonstrate what I mean by that. 我來快速示範一下我說的意思 Then, we'll break it down. 然後我們會列舉一下意思 It's like this.“I see your point...” 它就像「我懂你的點 ...」 “I understand. 「我知道 But uhmm” “That's interesting… However,..” 但是 ...」 、「這很有趣 ... 但是 ...」 Or you can just simply shock the audience. 或者是你可以嚇一下你的聽眾 Let me give you an example about this, I remember an instance a couple of years ago, at PwC Consulting, we were working 舉例來說，我記得幾年前，在 PwC 顧問公司，我們 with our government client. 與政府一起合作 And we were in a monthly project update meeting with the minister himself. 當時是在一個每月專案進度更新會議上，和部長一起 And it was a very large meeting. 這是一場非常大的會議 Easily 50 people in a very long narrow table. Everyone is very nervous. 50 個人容納在一個又長又窄的桌子。每個人都非常緊張 So, consultants and project leads present their projects. 所以，顧問和專案主管報告他們的專案 But everyone was kind of bored out of their minds. 但每個人都覺得有點無聊 I mean the person who is presenting was very nervous and everyone else was bored. 報告的人很緊張，但其他人很無聊 And the minister wasn't engaged. So, 而且部長也不是很投入 basically, 基本上 the meeting was serving very little purpose. 這場會議進行得很沒意義 When my turn came to present the updates for my projects. 而當到我要報告我的專案更新進度時 I knew that my projects were way too important to fall on deaf ears. 我知道我的專案實在是重要到不能被忽視 Plus, I needed minister's support on something. 加上，我需要部長在某些地方的援助 that means I needed the full attention. 這代表我需要滿載的關注 I needed to speak to System 2 side of my audience. And most importantly, 我需要對開啟系統 2 模式的觀眾講話，最重要的是 the minister himself. So, before I presented my projects. 部長本人，所以在我報告專案之前 I first primed the audience and I said“I am going to make a confession” 我先提醒了聽眾，我說「我要承認一件事。」 “My project is failing”. 「我的專案正邁向失敗。」 Then, I shocked the audience and minister himself. 然後，我嚇到了聽眾和部長 Then I said, it's failing because while on our implementation 我說，邁向失敗是因為我們的執行 plan, my project is on budget, schedule, and the quality. 方案，我們的方案都在預算、時間和質量控制內 But, we are not doing an excellent job in terms of training the local talent in our 但在訓練當地人才方面我們沒有 teams. 做得很好 When this engagement is over, I am not confident - as of now- whether they will be able to 當報告結束後，我沒有自信，以現在來說，他們是否能 take it over from us. 幫我們處理這個情況 But, I have a plan.” 但我有個計劃 That's when I fully engaged the minister himself. 這就是當我讓部長全神貫注時 Because I knew that's what he cared about the most. 因為我知道他最關心的是什麼 He wasn't interested in the boring details of our projects, their schedule, and timelines, and the charts 他不感興趣在我們專案的無聊細節、計畫表、時程表、圖表 and fancy powerpoint slides. 和精美的簡報設計 No! 這些都不是 ! He wanted to know whether 2 months from now when we leave, if the local resources will 他想要知道在我們離開的 2 個月後，當地人力資源是否能 be able to carry on the good work we are doing. 跟上我們正在執行的工作 He'll be there for 4 years not 2 months. 他會在這待上 4 年，而不是 2 個月 He's not interested in a 2 month sprint. 他對 2 個月的短跑沒有興趣 He wants to win the marathon. 他想贏的是馬拉松 So this was great for me. 所以這對我們很有幫助 With that opening, he got totally engaged, fully immersed. 開頭的發言，已經讓他全力參與和投入 He understood my bottlenecks, he helped with assigning new resources, and got so many doors 他理解了我的瓶頸，然後幫忙發派新資源，讓許多機會 open. 開啟 So, I got everything I wanted from that meeting. 所以我從這場會議得到所有我想要的 And without priming the audience, getting them into the System 2 state, this would have been impossible. I'll be just like 若沒有喚醒聽眾，讓大家進入系統 2 狀態，這些都不可能發生，我會像 49 others before me. 其他 49 個在我之前的人一樣 Before me, over 20 project managers presented and they got nothing out of that meeting. 在我之前，有超過 20 位專案經理報告，他們在這場會議完全沒有得到任何東西 I was the only one who got all the support he wanted. 我是唯一一位得到所有想要的支援的人 OK, this video is done, but before you go. 好，這部影片就到這邊，在你們離開前 I have something important to say. 我有一些重要的事要說 I wanted to say this in previous videos, but I somehow kept forgetting. 我在之前的影片就想講了，但我一直忘記 If you like me, if you like my videos, and if you want to see more of these career hacks, 如果你喜歡我、喜歡我的影片，而且如果你想看到更多職涯偷吃步招數 I need a favor from you. 我需要你們幫我一個忙 I need you to share it in Linkedin or Twitter, or both. 我需要大家分享在 Linkedin、Titter 或兩個地方都分享 If this channel is to grow, it can only grow thanks to you. 這個頻道如果成長，也是因為大家 I can share my point of view, I can share my decades of management consulting experience, 我能分享我的觀點，我可以分享我十幾年來的管理顧問經驗 and all the challenges I faced and how I overcame them so you can benefit from my experience. 所有我遇過的挑戰，以及我是如何克服它們的，你們能從我的經驗有所獲得 But if you don't share and spread the message. 但如果你們沒有分享或傳播這些資訊 Our reach will always be limited. 我們的發展將會有所限制 If this channel will grow, it will only grow because of you. And thanks to you. 如果這個頻道壯大，只會是因為你們而壯大，多虧大家幫忙 So, let's share. 所以，一起來分享 And in fact, if you do share in Linkedin, please send me an invitation to connect. 而且事實上，如果你分享在 Linkedin，請傳送連結邀請給我 Let's connect, let's talk. 我們可以連結、開始談話 I'd love to be connected to you. 我很想要和大家多聯繫 I'd love to hear about you. 聽你們分享你們的事 Send me a message. 傳給我訊息吧 I'll respond. 我會回應你們 I am a real person. 我是個真實的人 Not a digital reflection on a computer as you see me in the moment. 不是電腦上的數位反射裝置，就像你們此刻看到一樣 And if we can create this synergy for growth, together, I have one promise for you. 如果大家能一起創造成長的協同效應，我承諾大家 I will never ever waste your time with any of my videos. 我永遠不會讓你們浪費任何一分鐘在觀看我的影片上 If you see a video coming from me, it will not be some stupid “3 tips for Resume Successs” 如果你看到我發布的影片，絕不會是什麼愚蠢的「寫出成功履歷表的 3 個訣竅」 No. 不是 It will be valuable and it will have substance, something that's worth your time. 這些影片會是有價值的、有內容的，值得你花費時間的 Ok. now, see you next week! 好，大家下週再見 And finally, if you are unemployed or underemployed, or you are looking to make a transition in 最後，如果你正處於失業或低度就業，又或者是你正在轉換跑道 your career, I strongly recommend you check out my LIG program. 我強烈建議你們看看 LIG 計畫 Over 1,000 people have already joined so far and we have transformed over 600 of those careers. 已經有超過 1,000 個會員加入，而且有超過 600 位人轉換他們的職涯工作 The link should be in the description box. 連結應該可在影片描述中可找到 Now, see you next week! 下週見 !