You’re listening to Women at Work from Harvard Business Review.
您正在收听的是《哈佛商业评论》“职场女性”栏目。
I’m Amy Gallo. Raven Hoffman, like a lot of us, is trying to figure out how to better persuade others.
我是艾米·加洛。像我们很多人一样,拉文·霍夫曼也在努力想办法更好地说服他人。
She works in the construction industry as a senior estimator at a tile and stone contractor.
拉文·霍夫曼在建筑行业工作,是一家瓷砖和石材承包商的高级估价师。
I spend my entire day looking at blueprints pricing things out, convincing guys I know what I’m talking about, telling the guys what to do so that they do it right when they get to the job.
我整天都在看定价图纸,让大家相信我在说什么,告诉大家该怎么做,这样他们就能做好工作。
Not much time at my desk, I get up and I’m out in the warehouse looking for stuff, I’m on the phone calling people. Most of my day is putting out fires.
我在办公桌前的时间不多,我起床后就去仓库找货物,打电话和他人沟通。我一天的大部分时间都在处理紧急情况。
Construction is one of the most male-dominated industries in the world.
建筑业是世界上男性占主导地位的行业之一。
Raven has been in it for twenty years thriving and with no plans to leave.
拉文已经在这一行干了20年,蒸蒸日上,也没有离开的打算。
Lately, though, she’s been struggling with a new important part of her job, selling people she hasn’t met before on doing business with her and her company.
但最近,她一直在努力应对工作中一个新的重要部分,说服素未谋面的人与她以及她所在的公司做生意。
Conversations and meetings she’s initiated haven’t consistently forged the sorts of trusting relationships that lead to contracts.
她发起的谈话和会议始终没有建立信任关系,进而促成合同签约。
But Raven’s determined to become more persuasive with prospective and existing clients, as well as with long time colleagues.
但是拉文决心在潜在客户、现有客户以及长期同事面前变得更有说服力。
So, she was excited, as was I, to talk to and learn from a woman who studied and mastered this skill.
她和我一样觉得能和一个研究并掌握了这项技能的女人交谈、学习而感到高兴。
Vanessa Bohns is a social psychologist.
瓦内萨·博恩斯是一位社会心理学家。
She teaches at Cornell and is the author of the book, You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion and Why it Matters,
她在康奈尔大学任教,著有《你比你想象的更有影响力:我们如何低估了自己的说服力,以及为什么它很重要》一书,
and she’s here with advice for pitching ideas, preempting people from doubting your expertise and getting coworkers to start or stop doing something.
她来这里将为大家提供一些建议,包括推销想法、防止他人怀疑你的专业知识、让同事开始或停止做某事。
Raven, Vanessa, thank you so much for joining us on the show today.
拉文,瓦内萨,非常感谢你们今天参加我们的节目。
Thank you for the invitation.
谢谢你的邀请。
Yeah. Thanks so much for having me.
是的,非常感谢你邀请我。
So, Raven, I want to start with you and understand a little bit more about your work and where exactly you feel like you have influence and where you think you currently lack influence.
拉文,我想从你开始,多了解一下你的工作,你觉得自己在哪些方面有影响力,在哪些方面缺乏影响力。
So, I am fortunate. The company I work for, the current ownership came on when their grandmother was running the company; they believe in hiring strong women. They believe in letting us do what we do best.
我很幸运。我工作的公司,现在公司的所有权是在老板的祖母管理公司的时候产生的; 他们认可雇佣坚强的女性。他们认可让我们做我们最擅长的事情。
So, I feel they listen within the company.
我觉得他们会倾听公司内部的声音。
So often externally, my knowledge seems to be under question.
从表面上看,我的知识似乎经常受到质疑。
Is that with customers, with subcontractors?
是客户,还是分包人?
Customers. So often I will call with an issue on a project to say, “I foresee this as an upcoming problem,” and the response I will get is, “Hey, is your boss there? Can I talk to him about it?”
客户。我经常会因为项目中的问题去打电话沟通,我说“我预见到这是一个即将出现的问题”,而我得到的回答是“嘿,你的老板在吗? 我能跟他谈谈吗?”
Usually I transfer them over to him and he laughs at them and says, “You need to talk to Raven. She knows what’s going on more than I do,” and sends them back.
通常,我会把电话转接到老板,老板笑着说,“你需要和拉文谈,她比我更清楚发生了什么。”然后,又把电话打回来。
But I think they’ve already disengaged from me as an authority who knows what she’s talking about.
但我觉得他们已经不再把我当作一个知道在说什么的权威了。