商務(wù)管理之 影響別人　Influencing Others

商務(wù)管理之 影響別人　Influencing Others

通過闡述自己的認(rèn)識和想法來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)。

找對人選

確認(rèn)要說服或影響（approach and persuade）的正確人選，想清楚你都需要哪些資源和授權(quán)。請真正能起到作用的人來協(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兒。

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

在某些事情上我想聽聽你的意見。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，對嗎？我想和你探討一個辦公室系統(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@個想法。她有權(quán)執(zhí)行這個計(jì)劃。

值得信賴（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），熱情傾聽他們的意見，和他們建立個人層面（personal level）的信賴關(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，專橫的態(tài)度（being bossy）無法讓對方心服口服。對方只有在認(rèn)識到你的想法對他有益處的時候才會表現(xiàn)出興趣。總之，每個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)的原因是它會直接影響到你。

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

通過這個你將贏得的是……

⊙The benefits you stand to gain include……

你會得到的好處包括……

⊙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碰釘子（be met with opposition），所以要把對方會關(guān)心的問題和可能的擔(dān)憂都列出來，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)你會有此類的擔(dān)憂。讓我來解釋一下為什么這不是問題……

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

問得好。我起初也是這么想的。但是讓我來解釋一下……

⊙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……

⊙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.

試試通過我的方式來看待它。

總結(jié)

影響別人就是我們常說的“攻心”。要讓別人聽從你，信任是基礎(chǔ)，誠懇是態(tài)度，為對方利益著想是策略。周密準(zhǔn)備，把各種可能出現(xiàn)的問題都預(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說服，使信服

eliminate消除

firewall防火墻

hacker黑客，駭客

office-wide整個辦公室范圍內(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）

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，沒有什么大不了的

over the phone通過電話

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

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/看？

go for（an idea）選擇，采納（一個想法）

the powers　領(lǐng)導(dǎo)，有權(quán)力的人

實(shí)景對話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。我也借這個機(jī)會喘口氣。我們走吧……那你想問我什么來著？

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

B：這沒什么……

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網(wǎng)絡(luò)連接起來，我們就可以減少很多麻煩。對你來說，好處是少了許多通過電話來排除故障的麻煩。因?yàn)槟阃ㄟ^網(wǎng)絡(luò)識別起來要更加容易。

B：聽上去不錯。但是老板會采納嗎？我想他們會擔(dān)心黑客之類的東西。

A：我想到你會有此顧慮。我覺得這不是問題。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？算了吧。我只不過是個搞電腦的。

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

實(shí)景對話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售團(tuán)隊(duì)吧？你一定會很棒的！

B：哦，我可不肯定。我不知道我是否有能力……

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

B：你怎么知道我會在銷售上取得成功？我覺得我在賣東西方面不行。

A：問得好。最初我也這樣想，但是讓我來給你解釋一下。銷售團(tuán)隊(duì)中的每個人都非常樂觀，而且對自己的產(chǎn)品充滿熱情。即便是我們當(dāng)下沒有賣出，我們也很樂于建立潛在的客戶平臺。我們努力做的是發(fā)展關(guān)系。正是你擅長的。

B：那也許我可以嘗試一下……

A：就要有這樣氣魄?，F(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。