商務(wù)管理之 影響別人　Influencing Others

商務(wù)管理之 影響別人　Influencing Others

通過(guò)闡述自己的認(rèn)識(shí)和想法來(lái)影響他人是一種能力，而且是一筆巨大的財(cái)富（a great asset），能夠幫助你推廣自己的想法，贏得他人的支持，成功地實(shí)現(xiàn)（execute them successfully）目標(biāo)。

找對(duì)人選

確認(rèn)要說(shuō)服或影響（approach and persuade）的正確人選，想清楚你都需要哪些資源和授權(quán)。請(qǐng)真正能起到作用的人來(lái)協(xié)助你。

⊙I wanted to talk to you about an idea I had.

我想跟你談一下我的想法。

⊙Would you like to join me for coffee?Looks like you need a break.

你想不想和我一起去喝杯咖啡？看上去你需要休息一會(huì)兒。

⊙I wanted to ask your opinion about something.What do you think about……

在某些事情上我想聽(tīng)聽(tīng)你的意見(jiàn)。你認(rèn)為……

⊙Larry, you're our head computer guy, right?Well, I wanted to talk to you about an idea I had for a new office-wide program……

Larry，在計(jì)算機(jī)方面你可是老大，對(duì)嗎？我想和你探討一個(gè)辦公室系統(tǒng)的想法。

⊙Who we really need to talk to about this idea is Melissa in human resources. She has the authority to implement the plan.

我們需要和人力資源部的Melissa談?wù)勥@個(gè)想法。她有權(quán)執(zhí)行這個(gè)計(jì)劃。

值得信賴(lài)（Be reliable）

先要和你試圖影響的人建立融洽和信任（credibility and rapport）的關(guān)系，必須要想別人之所想（feel their pain），熱情傾聽(tīng)他們的意見(jiàn)，和他們建立個(gè)人層面（personal level）的信賴(lài)關(guān)系。

⊙I know how you feel.

我了解你的感受。

⊙Yeah, I've been there.

是的，我原來(lái)也是這樣。

⊙You're amazing……I really admire the way you……

你真是太棒了……我真佩服你……的方式。

益處

影響別人不是把觀點(diǎn)強(qiáng)加給別人，專(zhuān)橫的態(tài)度（being bossy）無(wú)法讓對(duì)方心服口服。對(duì)方只有在認(rèn)識(shí)到你的想法對(duì)他有益處的時(shí)候才會(huì)表現(xiàn)出興趣?？傊?，每個(gè)人都想知道自己能得到什么（what's in it for them）。

⊙The reason you should support this idea is because it will directly impact you.

你應(yīng)當(dāng)支持這一觀點(diǎn)的原因是它會(huì)直接影響到你。

⊙What you're going to gain out of this is……

通過(guò)這個(gè)你將贏得的是……

⊙The benefits you stand to gain include……

你會(huì)得到的好處包括……

⊙What we're trying to do is……

我們正在嘗試做的是……

⊙The reason this is the best way to do it is because……

這是最好的辦法，原因在于……

準(zhǔn)備

研究并制定策略。凡事預(yù)則立，不預(yù)則廢（If you fail to plan, you plan to fail）。有些情況下你可能會(huì)碰釘子（be met with opposition），所以要把對(duì)方會(huì)關(guān)心的問(wèn)題和可能的擔(dān)憂都列出來(lái)，做好應(yīng)答的準(zhǔn)備。

⊙I anticipated you might have that concern.Let me explain how it won't be a problem……

我預(yù)計(jì)你會(huì)有此類(lèi)的擔(dān)憂。讓我來(lái)解釋一下為什么這不是問(wèn)題……

⊙That's a very good question.I thought the same thing at first.But let me explain……

問(wèn)得好。我起初也是這么想的。但是讓我來(lái)解釋一下……

⊙You have a good point, but I wonder if you have considered……

你的想法很好，但是我想知道你是否考慮過(guò)……

⊙Don't worry.I've got everything under control.

別著急，一切都已在我的掌控之中。

⊙Try to see it my way.

試試通過(guò)我的方式來(lái)看待它。

總結(jié)

影響別人就是我們常說(shuō)的“攻心”。要讓別人聽(tīng)從你，信任是基礎(chǔ)，誠(chéng)懇是態(tài)度，為對(duì)方利益著想是策略。周密準(zhǔn)備，把各種可能出現(xiàn)的問(wèn)題都預(yù)先演練，做到心中有數(shù)。讓別人認(rèn)為你“所言極是”也沒(méi)有那么難。

Words　單詞表

access通道，入徑

amazing令人驚訝的，驚異的

anticipate預(yù)料，預(yù)期

baffle困惑

convince說(shuō)服，使信服

eliminate消除

firewall防火墻

hacker黑客，駭客

office-wide整個(gè)辦公室范圍內(nèi)

outgoing友好的，外向的

technical技術(shù)，技術(shù)的

troubleshooting故障排除，疑難解答

Phrases　短語(yǔ)表

build a base建立基礎(chǔ)

computer guy計(jì)算機(jī)管理員

Forget it, man.算了吧。

give sth a try試一下

be good with people人緣好，善于溝通

have what it takes具備成功的條件（美俚語(yǔ)）

hook up（計(jì)算機(jī)間）聯(lián)機(jī)

leave sb baffled讓某人困惑

need a break需要休息一下

network system網(wǎng)絡(luò)系統(tǒng)

no biggie不要緊，沒(méi)有什么大不了的

over the phone通過(guò)電話

running around（and doing sth）東奔西走，跑來(lái)跑去

small potato小角色，小人物

You and I both know……我們彼此都知道……

stand to gain from sth從某事中受益

What do you say?你怎么說(shuō)/看？

go for（an idea）選擇，采納（一個(gè)想法）

the powers　領(lǐng)導(dǎo)，有權(quán)力的人

實(shí)景對(duì)話1

A：Hey Jerry. Would you like to join me for coffee?Looks like you need a break. I wanted to talk to you about an idea I had.

B：Okay, yeah. I could use a break.Let's go……So what was it that you wanted to ask me about?

A：Well, you're our head computer guy, right?You're amazing. I really admire the way you can solve so many technical problems that leave the rest of us baffled.

B：Well, it's no biggie……

A：I wanted to talk to you about an idea I had for a new office-wide program.

We can eliminate a lot of the problems we are having by getting all office computers hooked up on a network system. What you've got to gain out of all this will be less problems to deal with in troubleshooting over the phone, because the system will be much easier to access from your own computer.

B：Sounds like a good idea, but do you think the bosses will go for it?I think they were kind of concerned about hackers or something like that.

A：I anticipated you might have that concern. I don't think it will be a problem.

We can set up firewalls and the like. I just need someone to convince the powers that is feasible.

B：What?You want me to talk to them?Forget it man, I'm just the computer guy.

A：I know how you feel. But you're not a small potato in their eyes.You're the guy who keeps us all working smoothly. What would we do without you running around and making sure our computers are working?Just think how much you stand to gain from this……

A：嗨，Jerry。愿不愿意和我一起去喝杯咖啡？看上去你需要休息一下。我也想和你談?wù)勎业南敕ā?

B：好的，行。我也借這個(gè)機(jī)會(huì)喘口氣。我們走吧……那你想問(wèn)我什么來(lái)著？

A：在計(jì)算機(jī)方面你可是老大，沒(méi)錯(cuò)吧？你可真行啊，那些讓我們犯迷糊的技術(shù)問(wèn)題都讓你給解決了，我太羨慕你了！

B：這沒(méi)什么……

A：我想和你探討一下辦公室系統(tǒng)。我在想要是能把所有電腦通過(guò)網(wǎng)絡(luò)連接起來(lái)，我們就可以減少很多麻煩。對(duì)你來(lái)說(shuō)，好處是少了許多通過(guò)電話來(lái)排除故障的麻煩。因?yàn)槟阃ㄟ^(guò)網(wǎng)絡(luò)識(shí)別起來(lái)要更加容易。

B：聽(tīng)上去不錯(cuò)。但是老板會(huì)采納嗎？我想他們會(huì)擔(dān)心黑客之類(lèi)的東西。

A：我想到你會(huì)有此顧慮。我覺(jué)得這不是問(wèn)題。我們可以設(shè)置防火墻或別的什么。我就是需要有人去說(shuō)服領(lǐng)導(dǎo)層，讓他們認(rèn)可這么做。

B：什么？你讓我和他們說(shuō)？算了吧。我只不過(guò)是個(gè)搞電腦的。

A：我知道你怎么想。但是你在他們眼里不是個(gè)小角色。是你來(lái)確保我們工作順利進(jìn)行的。要不是你跑來(lái)跑去確保所有的電腦運(yùn)轉(zhuǎn)正常，我們就無(wú)法正常工作。想想，因?yàn)檫@個(gè)你將獲益很多……

實(shí)景對(duì)話2

A：Lucy, what do you think about joining our sales team?You'd be great！

B：Oh, I'm not sure. I don't know if I have what it takes……

A：Yeah, I've been there. But you have to have confidence in yourself.Of course you have what it takes. You're friendly and outgoing.You are good with people.I think you should give it a try.

B：How do you know I could be successful in sales?I don't think I'd be too good at selling something.

A：That's a very good question. I thought the same thing at first.But let me explain. Everyone on the sales team is very upbeat and enthusiastic about our products.Even if we don't make the sale right away, we still enjoy building a base of future potential customers.What we're trying to do is to develop relationships.You're good at that.

B：Well, maybe I could give it a try……

A：That's the spirit. Now, who we really need to talk to about this idea is Melissa in human resources. She has the authority to transfer you to our team.

A：Lucy，考慮一下加入我們的銷(xiāo)售團(tuán)隊(duì)吧？你一定會(huì)很棒的！

B：哦，我可不肯定。我不知道我是否有能力……

A：哦，我原來(lái)也這樣。但是你得對(duì)自己有信心，你當(dāng)然能行。你友好開(kāi)朗，而且人緣好。我想你應(yīng)該試試。

B：你怎么知道我會(huì)在銷(xiāo)售上取得成功？我覺(jué)得我在賣(mài)東西方面不行。

A：?jiǎn)柕煤?。最初我也這樣想，但是讓我來(lái)給你解釋一下。銷(xiāo)售團(tuán)隊(duì)中的每個(gè)人都非常樂(lè)觀，而且對(duì)自己的產(chǎn)品充滿熱情。即便是我們當(dāng)下沒(méi)有賣(mài)出，我們也很樂(lè)于建立潛在的客戶平臺(tái)。我們努力做的是發(fā)展關(guān)系。正是你擅長(zhǎng)的。

B：那也許我可以嘗試一下……

A：就要有這樣氣魄。現(xiàn)在，我們和人力資源部的Melissa談?wù)劙?。她有?quán)把你調(diào)到我們團(tuán)隊(duì)來(lái)。