談話技巧：這十個詞幫你獲取想要的信息

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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.
無論我們是否注意到，我們每天使用的詞彙都在塑造着我們的現實生活。我們選擇的用詞可以在人羣中創造出強有力的印象，不管發生的地點是雜貨店裏的禮貌閒聊還是與重要客戶的正式面談。

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.
面對不同的情況還有交談對象，應使用不同級別的詞彙和語氣，但是有一些表達不論是在什麼情況下，都是很有力量的。

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，下一次當你迫切想要得到自己想要的東西時——無論是加薪，還是生產線上的最後一個菠蘿——這邊的十個詞彙可以幫助你得到它：

1. 'Because'
“因爲”

“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.
“因爲”是你用來解釋你所有需求動機的渠道。在羅伯特 西奧迪尼的書《影響力》中，他將這個描述爲“請求+原因”並且證明了這種組合可以極大地提高要求被滿足的可能性。。

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.
我在大學唸書時讀到過一個案例（可惜的是，案例鏈接找不到了），在一個實驗中人們被問到插隊的事情。這個研究發現，插隊的時候使用“因爲”，更容易插隊成功（例如，“我可以插隊嗎？”對比“我可以插隊嗎？因爲我約會快遲到了~”）。即使給出的理由非常荒唐時，也同樣適用（例如，“我可以插隊嗎？因爲我想要快一點兒~”）。“因爲”這個詞就像是觸發了人們內心滿足要求的一個按鈕。

2. 'Thanks'
"謝謝“

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.
一個簡單的謝謝可以表達出即時的感激，如果在聊天前帶着這個，你將讓每件事都有一個好的開頭。你展現你的感激之意後，這將會讓人們對你更感興趣也會更願意幫助你。一些類似“感謝您的寶貴時間”的話無論是在會議開始前（或者在結束後）使用都可以建立正面積極的氛圍。

3. 'You'
“您”

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 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.
當表達需求的時候，許多人都會圍繞着自己來表達。他們都會這麼說，“我想要這個是因爲我需要，”這些都是他們的個人動機或者爲什麼他們想要這麼做的正當理由。同樣的，嘗試站在對方的角度來組織對話。這會起到什麼樣的效果呢？例如，“我想如果你採用這個方法的話，你的銷售額肯定會上漲！”。讓你的聽衆成爲這個話題的中心人物，將會使你和聽者之間更加緊密。

4. 'If'
“如果”

“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，是因爲它給了你通過假設的結果把目前的狀況打回到最原始的狀態的機會。。只要你做過相關的研究（或者一些頭腦風暴），你就能獲得優勢。例如，思考：“如果我們嘗試選項A，我們將可以提高所有的成本和生產力，而如果我們嘗試選項B，所有的事情都會保持原樣。”

5. 'Could'
“可以”

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”這個詞意味着無限的可能，而不像那些“將不”或者“從不”的詞那樣。這樣可以保持談話積極，還允許你摸索假設的結果，也是說明當你的聊天對象有不同觀點或者對你有要求時，這是比較容易做到的。例如，“我可以做更多的工作，但是如果我的時間不受限的話就更好了。”

6. 'We'
“我們”

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”將更多的焦點落在自我利益之外。最主要的，這個會讓你看起來不會那麼以自我爲中心還有更受歡迎。其次，它意味着你們倆是一個單獨的聯合，我好你也好。

7. 'Together'
“一起”

“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”這個詞的功能和“我們”很像。這是意味着一定程度上的親密和合作，提供了一種交談的潤滑劑來讓你的請求更容易被接納。讓你的請求（和假設性的結果）變成雙方的機遇，可使其更容易被接受。

8. 'Fact'
“事實”

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”這個詞可以很好地幫助你說服別人。有個提醒--你宣稱的這個事實必須成爲真相，輔之以實證或某類型的研究。儘管如此，使用更多的事實在你的言語中會幫你加強你的位置，還有讓你的討論處於一個更有說服力的角度。

9. 'Open'
“開放的態度”

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.
在談話中，你不會同意別人告訴你的所有信息，還有你不會想要答應所有的請求。但是拒絕這些請求只用一個“不”或者一個”從不“是消極且達不到預期效果的。相反的，表明你是“開放的態度”但是想要完全同意的話需要進一步的協商。

10. 'Will'
“將”

“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”來轉換成將來時態，，還有這是一個強有力的詞，因爲它意味着在商談後會發生的必然情況。表明你“將”做某事作爲一個直接的行爲來提供一個清晰的視角和降低錯誤傳達的可能性。

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.
這十個詞並不是魔法，也不能用它們來控制聽衆。但是，在適當的地方用它們，可以幫你進行有意義並且互惠的協商。

You’ll come across as more open, intelligent and persuasive, which means you’ll have an edge when you make your request.
你將會變得心境更開放，更有智慧以及更有說服力，這也意味着在表達個人訴求的時候更有優勢。