員工想加薪? 那就吃老闆所吃的!

If you want to convince the boss you deserve a pay rise or promotion, the solution could be simple – eat the same food they do.

如果你想說服老闆給你加薪或升職，很簡單，老闆吃什麼，你就跟着吃什麼。

Psychologists have discovered managers - and even total strangers - are much more likely to instantly trust us if we choose the same dishes as them.

心理學家發現，和經理們（乃至陌生人）吃同樣食物的人更容易即刻獲得他們的信任。

During experiments, discussions over wages and work conditions were much more successful if both sides chose to snack on the same treats.

在實驗中，若交談雙方所吃食物相同，那麼有關工資及工作環境的討論更可能獲得成功。

And shoppers were much more likely to buy a product advertised on TV by someone eating a similar food to them at the time.

如果電視購物推銷員所吃食物類似於觀衆正在吃的東西，那麼觀衆更有可能購買他們的產品。

The reason is thought to be so-called similarity attraction theory – where people tend to like others who have similar tastes or habits to themselves.

所謂的相似相吸理論可以解釋這些現象，該理論認爲人們更喜歡那些品味或習慣相似的人。

But this is believed to be one of the first studies highlighting the role of food in this relationship.

這項研究據認爲是指出食物影響信任關係的首批研究之一。

Researchers at Chicago University in the US conducted a series of experiments to examine food's role in earning trust.

爲探尋食物對贏得信任的影響，美國芝加哥大學的研究人員進行了一系列實驗。

In one, volunteers played the part of either manager or union leader trying to reach a wage settlement and end a strike.

在第一個實驗中，志願者們或扮演經理，或扮演工會負責人，雙方試圖就工資標準達成一致，並解決罷工問題。

Each player scored points according to how few offers it took to reach a deal on hourly wages – since the goal for both sides was settle the strike.

確定時薪標準前，雙方交涉次數的多少決定了參與者的分數——因爲他們的談判目的在於解決罷工問題。

The volunteers were all given a choice of chocolate bars or crisps to snack on.

談判時，志願者可以吃巧克力棒或薯片。

The results, in the Journal of Consumer Psychology, showed more points were scored – and deals reached more quickly – when both sides snacked on the same sweet or salty treats.

發表在《消費者心理學》期刊上的研究結果顯示：若談判雙方同吃甜食或鹹食，則交涉次數更少，參與者得分更高。

In a report on the results researchers said: 'We found when negotiators consumed similarly, they felt closer and were able to come to a faster resolution beneficial for both parties.'

研究人員在實驗結果報告中稱：“我們發現談判雙方同吃一種食物時，更易親近對方，同時也能更快達成雙贏的結果。”

In a second test, participants were told to watch TV testimonials – where someone pretending to be a member of the public endorsed a certain product.

在第二個實驗中，參與者需要觀看電視上的推薦節目，某個假扮普通民衆的人會向他們推薦某產品。

The volunteers were given Kit Kat bars to nibble, while the TV person ate either a Kit Kat or grapes as they talked.

志願者們一邊看電視，一邊小口吃奇巧巧克力棒，而推薦人在說話時或吃奇巧巧克力棒，或吃葡萄。

Tests showed viewers were much more likely to express an interest in buying the product if the TV showed the other person eating a Kit Kat too.

實驗顯示，志願者在推薦人吃巧克力棒時，更願意購買產品。

The researchers added: 'Although similarity in food consumption is not indicative of whether two people will get along, we find consumers treat this as such.

研究人員補充說：“儘管食物消費方面的相似性並非二人能和睦相處的標誌，但我們發現消費者的想法如下：

'They feel more trusting of those who consume as they do. It means people can immediately begin to feel camaraderie and develop a bond, leading to smoother transactions from the start.'

“他們覺得吃同一種東西的人更值得信任。這意味着他們會馬上將對方視爲同類，並與之建立聯繫，於是交易從一開始就變得更加順利。”

Harley Street psychologist Dr Lucy Atcheson said it was already known that wearing similar clothes could instantly evoke trust. But this was the first report that food had the same effect.

哈利街的心理學博士露西·艾奇遜說，我們早就知道穿相似的衣服會讓雙方瞬間產生信任感，但見到證明食物也會帶來相同效果的報告還是頭一次。

She said: 'This is really interesting. It makes sense as people feel they have common ground and can trust the other person. That means negotiations are more likely to be successful.'

她說：“這個實驗真的很有趣。它讓人們覺得彼此間有共同之處，因而他們可以信任對方。這意味着談判更容易達成一致。”