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The words we use every day shape our realities, whether we realize it or not. Our word choices can make a powerful impression on the people around us, whether they occur in a polite conversation at the grocery store or during a more formal exchange at a significant client meeting.
無(wú)論我們是否注意到，我們每天使用的詞匯都在塑造著我們的現(xiàn)實(shí)生活。我們選擇的用詞可以在人群中創(chuàng)造出強(qiáng)有力的印象，不管發(fā)生的地點(diǎn)是雜貨店里的禮貌閑聊還是與重要客戶(hù)的正式面談。
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Different situations and different companions demand different levels of vocabulary and tone, but there are some words that hold power, no matter what the situation.
面對(duì)不同的情況還有交談對(duì)象，應(yīng)使用不同級(jí)別的詞匯和語(yǔ)氣，但是有一些表達(dá)不論是在什么情況下，都是很有力量的。
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So, next time you’re pressing for something you want -- whether it's a salary increase or the last pineapple in the produce section -- here are 10 words that can help you get it:
所以，下一次當(dāng)你迫切想要得到自己想要的東西時(shí)——無(wú)論是加薪，還是生產(chǎn)線(xiàn)上的最后一個(gè)菠蘿——這邊的十個(gè)詞匯可以幫助你得到它：
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1. 'Because'
“因?yàn)椤?/div>
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“Because” is the conduit you will use to explain your motivations for every element of your request. In his book Influence, Robert Cialdini describes this as a “request + reason” and proves that this combination significantly increases the likelihood that your request will be obliged.
“因?yàn)椤笔悄阌脕?lái)解釋你所有需求動(dòng)機(jī)的渠道。在羅伯特 西奧迪尼的書(shū)《影響力》中，他將這個(gè)描述為“請(qǐng)求+原因”并且證明了這種組合可以極大地提高要求被滿(mǎn)足的可能性。。
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In one case study that I read in college (but, sadly, couldn’t find to link to here), one experiment had people ask if they could cut in line. The study found that people were far more likely to allow others to cut in line when the word "because" was used, as opposed to when it was not used (i.e., “May I cut in line?” vs. “May I cut in line, because I’m very late for an appointment?”). This was true even if the reason given was ridiculous (e.g., “May I please cut in line because I need to get to the front sooner?”). The word "because" seemed to trigger something in people that caused them to oblige the request.
我在大學(xué)念書(shū)時(shí)讀到過(guò)一個(gè)案例（可惜的是，案例鏈接找不到了），在一個(gè)實(shí)驗(yàn)中人們被問(wèn)到插隊(duì)的事情。這個(gè)研究發(fā)現(xiàn)，插隊(duì)的時(shí)候使用“因?yàn)椤?，更容易插?duì)成功（例如，“我可以插隊(duì)嗎？”對(duì)比“我可以插隊(duì)嗎？因?yàn)槲壹s會(huì)快遲到了~”）。即使給出的理由非?；奶茣r(shí)，也同樣適用（例如，“我可以插隊(duì)嗎？因?yàn)槲蚁胍煲稽c(diǎn)兒~”）。“因?yàn)椤边@個(gè)詞就像是觸發(fā)了人們內(nèi)心滿(mǎn)足要求的一個(gè)按鈕。
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2. 'Thanks'
"謝謝“
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A simple thanks is an expression of immediate gratitude, and if you start your conversation with it, you’ll start everything off on a good note. You’ll show that you’re appreciative, which will make people more interested and willing to help you out. Something like “thanks for your time” at the beginning of a meeting (or at the end) is all it takes to establish that positive tone.
一個(gè)簡(jiǎn)單的謝謝可以表達(dá)出即時(shí)的感激，如果在聊天前帶著這個(gè)，你將讓每件事都有一個(gè)好的開(kāi)頭。你展現(xiàn)你的感激之意后，這將會(huì)讓人們對(duì)你更感興趣也會(huì)更愿意幫助你。一些類(lèi)似“感謝您的寶貴時(shí)間”的話(huà)無(wú)論是在會(huì)議開(kāi)始前（或者在結(jié)束后）使用都可以建立正面積極的氛圍。
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3. 'You'
“您”
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When extending requests, too many people make it all about themselves. They'll say things like, “I want this because I need it,” explaining their personal motivations or the logical reasons why they want it. Instead, try framing the conversation in the perspective of the person you’re talking to.How will your request affect them? For example, something like “I think you’ll see a rise in sales if you implement this,” makes your listener the center of the conversation, which makes for a more positive engagement.
當(dāng)表達(dá)需求的時(shí)候，許多人都會(huì)圍繞著自己來(lái)表達(dá)。他們都會(huì)這么說(shuō)，“我想要這個(gè)是因?yàn)槲倚枰?，”這些都是他們的個(gè)人動(dòng)機(jī)或者為什么他們想要這么做的正當(dāng)理由。同樣的，嘗試站在對(duì)方的角度來(lái)組織對(duì)話(huà)。這會(huì)起到什么樣的效果呢？例如，“我想如果你采用這個(gè)方法的話(huà)，你的銷(xiāo)售額肯定會(huì)上漲！”。讓你的聽(tīng)眾成為這個(gè)話(huà)題的中心人物，將會(huì)使你和聽(tīng)者之間更加緊密。
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4. 'If'
“如果”
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“If” holds a ton of power because it gives you the opportunity to break a situation down to its most basic terms by exploring hypothetical outcomes. As long as you’ve done your research (or at least some brainstorming), you’ll come out in a good position. For example, consider: “If we go with option A, we’ll see increases in both cost and productivity, and if we go with option B, everything will remain the same.”
“如果”擁有大量的能量，是因?yàn)樗o了你通過(guò)假設(shè)的結(jié)果把目前的狀況打回到最原始的狀態(tài)的機(jī)會(huì)。。只要你做過(guò)相關(guān)的研究（或者一些頭腦風(fēng)暴），你就能獲得優(yōu)勢(shì)。例如，思考：“如果我們嘗試選項(xiàng)A，我們將可以提高所有的成本和生產(chǎn)力，而如果我們嘗試選項(xiàng)B，所有的事情都會(huì)保持原樣?！?/span>
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5. 'Could'
“可以”
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Using the word “could” implies openness, unlike the word “won’t” or “never.” This keeps the conversation positive, and further allows you to explore your hypothetical future outcomes, which is especially handy when your conversational partner has a counterargument or request for you. For example, “I could take on the extra work, but I’d prefer it if I had more flexibility on the deadline.”
使用“可以”這個(gè)詞意味著無(wú)限的可能，而不像那些“將不”或者“從不”的詞那樣。這樣可以保持談話(huà)積極，還允許你摸索假設(shè)的結(jié)果，也是說(shuō)明當(dāng)你的聊天對(duì)象有不同觀點(diǎn)或者對(duì)你有要求時(shí)，這是比較容易做到的。例如，“我可以做更多的工作，但是如果我的時(shí)間不受限的話(huà)就更好了。”
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6. 'We'
“我們”
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Like the word “you,” “we” takes some of the focus off your own self-interest. As a first-line effect, this makes you seem less ego-centric and more welcoming. As a second-line effect, it implies that the two of you are a single unit, and that any positive benefit for you will be a positive benefit for them.
和“你”一樣，“我們”將更多的焦點(diǎn)落在自我利益之外。最主要的，這個(gè)會(huì)讓你看起來(lái)不會(huì)那么以自我為中心還有更受歡迎。其次，它意味著你們倆是一個(gè)單獨(dú)的聯(lián)合，我好你也好。
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7. 'Together'
“一起”
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“Together” works much the same way that “we” does. It implies a degree of familiarity and cooperation, providing a kind of conversational lubricant to make your requests easier to swallow. Anything you can do to make your request (and hypothetical future) seem like a mutual opportunity is going to help you here.
“一起”這個(gè)詞的功能和“我們”很像。這是意味著一定程度上的親密和合作，提供了一種交談的潤(rùn)滑劑來(lái)讓你的請(qǐng)求更容易被接納。讓你的請(qǐng)求（和假設(shè)性的結(jié)果）變成雙方的機(jī)遇，可使其更容易被接受。
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8. 'Fact'
“事實(shí)”
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The word “fact” can help you out significantly in your attempts at persuasion. There’s only one caveat -- the facts you claim have to be actual facts, supportable with empirical evidence or research of some kind. Still, using more facts in your dialogue will help you strengthen your position, and secure a more persuasive angle for your discussion.
“事實(shí)”這個(gè)詞可以很好地幫助你說(shuō)服別人。有個(gè)提醒--你宣稱(chēng)的這個(gè)事實(shí)必須成為真相，輔之以實(shí)證或某類(lèi)型的研究。盡管如此，使用更多的事實(shí)在你的言語(yǔ)中會(huì)幫你加強(qiáng)你的位置，還有讓你的討論處于一個(gè)更有說(shuō)服力的角度。
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9. 'Open'
“開(kāi)放的態(tài)度”
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During the conversation, you won’t agree with everything the other person tells you, and you won’t comply with every request. But shutting these requests down with a “no” or a “never” is negative and counterproductive. Instead, state that you’re “open” to the idea, but further negotiation will be required before you fully agree.
在談話(huà)中，你不會(huì)同意別人告訴你的所有信息，還有你不會(huì)想要答應(yīng)所有的請(qǐng)求。但是拒絕這些請(qǐng)求只用一個(gè)“不”或者一個(gè)”從不“是消極且達(dá)不到預(yù)期效果的。相反的，表明你是“開(kāi)放的態(tài)度”但是想要完全同意的話(huà)需要進(jìn)一步的協(xié)商。
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10. 'Will'
“將”
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“Will” is the word we use to switch to future tense, and it’s a powerful word because it implies what happens after the conversation is over with a degree of certainty. Stating that you “will” do something as a direct action provides a clear vision and mitigates the possibility of miscommunication.
我們用“將”來(lái)轉(zhuǎn)換成將來(lái)時(shí)態(tài)，，還有這是一個(gè)強(qiáng)有力的詞，因?yàn)樗馕吨谏陶労髸?huì)發(fā)生的必然情況。表明你“將”做某事作為一個(gè)直接的行為來(lái)提供一個(gè)清晰的視角和降低錯(cuò)誤傳達(dá)的可能性。
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These ten words aren't magical, nor do they affect listeners at the level of mind control. But, used in the proper context, they can help you open the door to a meaningful and mutual negotiation.?
這十個(gè)詞并不是魔法，也不能用它們來(lái)控制聽(tīng)眾。但是，在適當(dāng)?shù)牡胤接盟鼈?，可以幫你進(jìn)行有意義并且互惠的協(xié)商。
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You’ll come across as more open, intelligent and persuasive, which means you’ll have an edge when you make your request.
你將會(huì)變得心境更開(kāi)放，更有智慧以及更有說(shuō)服力，這也意味著在表達(dá)個(gè)人訴求的時(shí)候更有優(yōu)勢(shì)。

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