Choose the right time to start pitching ideas
選擇適當的時候發表意見
Morey Stettner
To sell your ideas, you need to listen to others first. Just dont listen too much.
想要別人接受你的想法，首先要傾聽別人的想法。但也別聽得太多。
"When you keep listening to speakers, you let them reinforce their sense that theyre right," said Nance Rosen, managing director of NAX Partners, a marketing and communications firm in Los Angeles. "Its like theyre building brick after brick of a fortress by talking more."
洛杉磯一家營銷通信公司NAX Partners的常務董事Nance Rosen說：“如果你讓別人說得太多，就會讓他們強烈地感覺自己是正確的。就好像建堡壘一樣，說得越多，堡壘越堅固。”
Instead, interrupt gracefully. Redirect the dialogue so that you can assert your point.
你要禮貌地打斷，引導話題的方向，這樣你才能堅持你的觀點。
Author of "Speak Up! and Succeed," Rosen finds that the best way to interrupt in casual conversation is to hold up an outstretched hand toward the speaker. That, she says, is "a universal cue like a stop sign." At the same time, shell say "great."
Rosen發現，在非正式談話中打斷對方最好的方法是朝說話人舉起手，手掌要伸展。她說這是一個“通用的”停止信號，同時還要說“好極了”。
If the person misses her cue and continues to babble, she makes another short comment, "Thank you," to signal that she expects the speaker to finish.
如果對方沒有領悟到、繼續嘮叨，她就會再做簡短的註釋：“謝謝”，以提示希望對方別再說了。
Most people get the message and zip their lips. If they dont, Rosen interrupts again by saying "got it" in a firm but polite tone.
此時，多數人都會明瞭並閉上嘴巴。如果他們還不閉嘴，Rosen會再一次打斷，以堅決而禮貌的語氣說“知道了”。
By making a series of short comments to indicate that you understand a speaker -- and using the same prompts consistently to silence a motormouth -- you can train the person over time to talk less.
通過一系列簡短的`話來表明你理解了講話人的意思，並用同樣的方法讓說個沒完的人閉上嘴，時間久了你就能讓這個人說話少些。
When its your turn to talk, maximize your persuasiveness by grabbing others attention. Rather than plead your case and enumerate details that support your point, begin with what Rosen calls "a focus on misery."
當輪到你講話時，要吸引別人的注意力來最大化地增強自己的說服力。不要只是爲自己的觀點辯護、列舉一堆細節來支持，應該用Rosen所謂的“痛苦關注”方法開始。
Specifically, engage others by identifying their pain, fear and unfulfilled desire. They will heed your remarks more closely if you begin by appealing to these palpable negatives.
具體地說，用對方的痛處、恐懼和沒有滿足的欲求來吸引他們。如果你以這些明顯的消極因素開始講話，聽衆會更密切地關注你的講話內容。