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  3. How to Be More Persuasive A)Some people have it, but many more do not. They are the lucky few who possess the natural ability to

How to Be More Persuasive A)Some people have it, but many more do not. They are the lucky few who possess the natural ability to

admin2015-07-31  29
问题                         How to Be More Persuasive
A)Some people have it, but many more do not. They are the lucky few who possess the natural ability to convince potential employers to give them the job or to persuade their manager that the next promotion should be theirs.
B)What can be especially frustrating, as we watch these individuals almost effortlessly charm their way to getting what they want, is the realization that they are no more talented or any more experienced than us. The only apparent difference is that they seem to have mastered the art of persuading others to give them what they want.
C)With employers finding themselves spoiled for choice with an array of applicants all with similar backgrounds, skills and experience, often it’s the most persuasive candidate that is the successful one. As a result, in today’s competitive workplace our ability to influence and persuade others has never been so important.
D)But before you resign yourself to thinking that all is lost because you are a persuasion lightweight(不能胜任者), here is some good news. The ability to influence and persuade others is not gifted to a chosen few. Persuasion can be learned and researchers who study it have uncovered a set of rules for improving your powers of persuasion and moving people in your direction. Learning about these rules and honestly employing them can improve your chances of finding that great new job, getting the promotion you deserve, becoming a more effective net worker and generally increasing your influence at work.
E)Whether it’s a job interview, a pay review or a client meeting, here are five tips to help you get the outcome you want at work.
1. Give first, and receive later
F)If a friend of yours invites you to their house for dinner, you instinctively know that you should invite them back to your house at some point in the future. And if they remember your birthday with a gift, then you should remember theirs. Psychologists call this the reciprocity(互惠)rule, and it is a rule that all societies honour. While we may intuitively use the rule with our nearest and dearest, people often forget that the reciprocity rule can be equally useful when dealing with our work colleagues as well as with people who we know less well or even not at all.
G)Lending a hand to a colleague or manager of another team when they need help will increase your chances of getting support from them when you need it. Taking the time to provide useful information to a recruitment consultant or even cheekily giving them a small gift might make the difference. A recruitment manager I know told me that he once found himself placing the CV(Curriculum Vitae个人简历)of one particular candidate at the top of the selection he sent to employers. The reason? At their last meeting, the candidate had brought a box of home-made biscuits into the office.
2. Admit your weaknesses
H)Trust is a critical component to persuade a potential employer that you should get the job. Persuasion research suggests that one of the most effective ways to be seen as an honest and credible applicant is also one of the most surprising: admit a weakness in your application.
I)In one study, several hundred CVs were sent in response to an advertisement, together with a covering letter from the "applicant". In fact, though, there were two versions of the covering letter. The first contained wholly positive information about why the applicant was best suited to the job. However, the second contained a small drawback about the applicant’s suitability that appeared immediately before the candidate communicated the strongest reason why they were best suited for the job(maybe they had four years’ experience rather than the desired five).
J)The study authors concluded that the reason the second letter generated many more invitations to attend an interview was that the covering letter had gained a credibility(可信性)and trustworthiness that the first did not.
3. Highlight loss, not just gain
K)The competition for that new job or promotion is intense and other applicants have similar skills and experience to you. How do you differentiate yourself? Persuasion experts suggest that you appeal to loss. Don’t just talk about what your new employer will gain by giving you the job, but also respectfully point out what they stand to lose if they don’t take you on. A study in the Journal of Organizational Behavior showed potential losses figure far more in a manager’s decision-making than the same things presented as gains.
4. Use the testimony(证言)of others
L)In Yes ! 50 Secrets from the Science of Persuasion, a book I co-authored, we describe a study proving that, compared with the standard environmental message, many more hotel guests will reuse their towels if the little card in the bathroom tells them that previous guests reused theirs.
M)This is because people will often look to what others are doing or saying when deciding what decision to make. This is especially true in situations of uncertainty or when several choices are available.
N)These little cards don’t just make a difference to the environment—they could also make a difference to your employment prospects. Providing examples of what others are saying about your suitability and skills is extremely persuasive and the more you have, the more your influence rises.
O)As is often the case with persuasion, what you do first matters. Remembering to ask for a testimonial(推荐书)or a recommendation immediately after you have delivered a piece of work or successfully completed a project means that you always have it on hand for future job applications.
P)It also helps to avoid asking someone to remember a great job you did months ago, that they may well have forgotten about by now.
5. Seek common ground
Q)Few will argue with the idea that people prefer to say yes to others that they like. As a result, likeability can have a profound influence over who gets a job. Studies show that one of the most important factors that influence one person’s liking of another is how many similarities they share.
R)In the busy and stressful environment of a job interview, or when we are looking to build our networks, it can be tempting to focus solely on business and leave little time to find out what we share with others.
S)Effective persuaders take time to seek out similarities they share with others. A couple of well-placed questions about an individual’s interests, or even a quick Internet search so that you can demonstrate genuine similarities, really could make all the difference.
The reciprocity rule is honoured by all societies and can be applied to anyone in society.
选项
答案F
解析 细节归纳题。由定位句可知，互惠原则是所有社会都遵循的原则。我们会凭直觉把这一原则用在最亲最近的人身上，但却常常忘记互惠原则在与同事以及不是很了解或干脆就不认识的人交往时也同样有用。题干是对定位句的概括归纳，故本题答案为F)。
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