商务管理之 影响别人　Influencing Others

商务管理之 影响别人　Influencing Others

通过阐述自己的认识和想法来影响他人是一种能力，而且是一笔巨大的财富（a great asset），能够帮助你推广自己的想法，赢得他人的支持，成功地实现（execute them successfully）目标。

找对人选

确认要说服或影响（approach and persuade）的正确人选，想清楚你都需要哪些资源和授权。请真正能起到作用的人来协助你。

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

我想跟你谈一下我的想法。

⊙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会儿。

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

在某些事情上我想听听你的意见。你认为……

⊙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，在计算机方面你可是老大，对吗？我想和你探讨一个办公室系统的想法。

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

我们需要和人力资源部的Melissa谈谈这个想法。她有权执行这个计划。

值得信赖（Be reliable）

先要和你试图影响的人建立融洽和信任（credibility and rapport）的关系，必须要想别人之所想（feel their pain），热情倾听他们的意见，和他们建立个人层面（personal level）的信赖关系。

⊙I know how you feel.

我了解你的感受。

⊙Yeah, I've been there.

是的，我原来也是这样。

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

你真是太棒了……我真佩服你……的方式。

益处

影响别人不是把观点强加给别人，专横的态度（being bossy）无法让对方心服口服。对方只有在认识到你的想法对他有益处的时候才会表现出兴趣。总之，每个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.

你应当支持这一观点的原因是它会直接影响到你。

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

通过这个你将赢得的是……

⊙The benefits you stand to gain include……

你会得到的好处包括……

⊙What we're trying to do is……

我们正在尝试做的是……

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

这是最好的办法，原因在于……

准备

研究并制定策略。凡事预则立，不预则废（If you fail to plan, you plan to fail）。有些情况下你可能会碰钉子（be met with opposition），所以要把对方会关心的问题和可能的担忧都列出来，做好应答的准备。

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

我预计你会有此类的担忧。让我来解释一下为什么这不是问题……

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

问得好。我起初也是这么想的。但是让我来解释一下……

⊙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虑过……

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

别着急，一切都已在我的掌控之中。

⊙Try to see it my way.

试试通过我的方式来看待它。

总结

影响别人就是我们常说的“攻心”。要让别人听从你，信任是基础，诚恳是态度，为对方利益着想是策略。周密准备，把各种可能出现的问题都预先演练，做到心中有数。让别人认为你“所言极是”也没有那么难。

Words　单词表

access通道，入径

amazing令人惊讶的，惊异的

anticipate预料，预期

baffle困惑

convince说服，使信服

eliminate消除

firewall防火墙

hacker黑客，骇客

office-wide整个办公室范围内

outgoing友好的，外向的

technical技术，技术的

troubleshooting故障排除，疑难解答

Phrases　短语表

build a base建立基础

computer guy计算机管理员

Forget it, man.算了吧。

give sth a try试一下

be good with people人缘好，善于沟通

have what it takes具备成功的条件（美俚语）

hook up（计算机间）联机

leave sb baffled让某人困惑

need a break需要休息一下

network system网络系统

no biggie不要紧，没有什么大不了的

over the phone通过电话

running around（and doing sth）东奔西走，跑来跑去

small potato小角色，小人物

You and I both know……我们彼此都知道……

stand to gain from sth从某事中受益

What do you say?你怎么说/看？

go for（an idea）选择，采纳（一个想法）

the powers　领导，有权力的人

实景对话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。我也想和你谈谈我的想法。

B：好的，行。我也借这个机会喘口气。我们走吧……那你想问我什么来着？

A：在计算机方面你可是老大，没错吧？你可真行啊，那些让我们犯迷糊的技术问题都让你给解决了，我太羡慕你了！

B：这没什么……

A：我想和你探讨一下办公室系统。我在想要是能把所有电脑通过网络连接起来，我们就可以减少很多麻烦。对你来说，好处是少了许多通过电话来排除故障的麻烦。因为你通过网络识别起来要更加容易。

B：听上去不错。但是老板会采纳吗？我想他们会担心黑客之类的东西。

A：我想到你会有此顾虑。我觉得这不是问题。我们可以设置防火墙或别的什么。我就是需要有人去说服领导层，让他们认可这么做。

B：什么？你让我和他们说？算了吧。我只不过是个搞电脑的。

A：我知道你怎么想。但是你在他们眼里不是个小角色。是你来确保我们工作顺利进行的。要不是你跑来跑去确保所有的电脑运转正常，我们就无法正常工作。想想，因为这个你将获益很多……

实景对话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，考虑一下加入我们的销售团队吧？你一定会很棒的！

B：哦，我可不肯定。我不知道我是否有能力……

A：哦，我原来也这样。但是你得对自己有信心，你当然能行。你友好开朗，而且人缘好。我想你应该试试。

B：你怎么知道我会在销售上取得成功？我觉得我在卖东西方面不行。

A：问得好。最初我也这样想，但是让我来给你解释一下。销售团队中的每个人都非常乐观，而且对自己的产品充满热情。即便是我们当下没有卖出，我们也很乐于建立潜在的客户平台。我们努力做的是发展关系。正是你擅长的。

B：那也许我可以尝试一下……

A：就要有这样气魄。现在，我们和人力资源部的Melissa谈谈吧。她有权把你调到我们团队来。