ABOUT THE SPEAKER
Paul Zak - Neuroeconomist
A pioneer in the field of neuroeconomics, Paul Zak is uncovering how the hormone oxytocin promotes trust, and proving that love is good for business.

Why you should listen

What’s behind the human instinct to trust and to put each other’s well-being first? When you think about how much of the world works on a handshake or on holding a door open for somebody, why people cooperate is a huge question. Paul Zak researches oxytocin, a neuropeptide that affects our everyday social interactions and our ability to behave altruistically and cooperatively, applying his findings to the way we make decisions. A pioneer in a new field of study called neuroeconomics, Zak has demonstrated that oxytocin is responsible for a variety of virtuous behaviors in humans such as empathy, generosity and trust. Amazingly, he has also discovered that social networking triggers the same release of oxytocin in the brain -- meaning that e-connections are interpreted by the brain like in-person connections.

A professor at Claremont Graduate University in Southern California, Zak believes most humans are biologically wired to cooperate, but that business and economics ignore the biological foundations of human reciprocity, risking loss: when oxytocin levels are high in subjects, people’s generosity to strangers increases up to 80 percent; and countries with higher levels of trust – lower crime, better education – fare better economically.

He says: "Civilization is dependent on oxytocin. You can't live around people you don't know intimately unless you have something that says: Him I can trust, and this one I can't trust."

More profile about the speaker
Paul Zak | Speaker | TED.com
TEDGlobal 2011

Paul Zak: Trust, morality -- and oxytocin?

保羅扎克:信賴、道德-以及催產素

Filmed:
1,741,186 views

是什麼力量促使我們的行為符合道德?神經經濟學家保羅扎克告訴我們為什麼他相信催產素(他稱之為道德分子)是有助於建構穩定社會的情感如信賴、同情等之主要因素。
- Neuroeconomist
A pioneer in the field of neuroeconomics, Paul Zak is uncovering how the hormone oxytocin promotes trust, and proving that love is good for business. Full bio

Double-click the English transcript below to play the video.

00:15
Is there anything unique獨特 about human人的 beings眾生?
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人類有何獨特之處呢?
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There is.
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有的
00:20
We're the only creatures生物
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人類是唯一完整地
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with fully充分 developed發達 moral道德 sentiments情緒.
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發展出道德感的動物
00:24
We're obsessed痴迷 with morality道德 as social社會 creatures生物.
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作為社會動物,我們熱衷於道德
00:27
We need to know why people are doing what they're doing.
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我們要求知道人的行為所為為何
00:30
And I personally親自 am obsessed痴迷 with morality道德.
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我自己也熱衷於道德
00:33
It was all due應有 to this woman女人,
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那是由於這位女士的緣故
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Sister妹妹 Mary瑪麗 MarastelaMarastela,
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這位是瑪莉馬拉斯特拉修女
00:37
also known已知 as my mom媽媽.
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也叫做我媽
00:41
As an altar boy男孩, I breathed無聲 in a lot of incense,
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當輔祭童時,我常聞焚香味
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and I learned學到了 to say phrases短語 in Latin拉丁,
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也學會了說一點拉丁語詞
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but I also had time to think
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但我還是有時間思考
00:48
about whether是否 my mother's母親 top-down自頂向下 morality道德
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我母親的由上而下的道德
00:50
applied應用的 to everybody每個人.
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是否適用於每一個人
00:52
I saw that people who were religious宗教 and non-religious沒有信仰
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我看到有宗教和無宗教信仰的人
00:55
were equally一樣 obsessed痴迷 with morality道德.
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都同樣熱衷於道德
00:57
I thought, maybe there's some earthly俗世的 basis基礎
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我想也許在道德的決定背後
00:59
for moral道德 decisions決定.
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有一些世俗的基礎
01:01
But I wanted to go further進一步
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但是我想更深入研究
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than to say our brains大腦 make us moral道德.
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不想只說道德來自我們的大腦
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I want to know if there's a chemistry化學 of morality道德.
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我想明白道德是否有化學的基礎
01:08
I want to know
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我想知道
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if there was a moral道德 molecule分子.
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有否道德的分子存在
01:12
After 10 years年份 of experiments實驗,
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經過十年的實驗
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I found發現 it.
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我找到了那個分子了
01:16
Would you like to see it? I brought some with me.
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要看看道德分子嗎?我帶來了一些
01:20
This little syringe注射器
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這個小針筒
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contains包含 the moral道德 molecule分子.
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裡頭裝的是道德分子
01:31
(Laughter笑聲)
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(笑聲)
01:34
It's called oxytocin催產素.
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它叫做催產素
01:36
So oxytocin催產素 is a simple簡單 and ancient molecule分子
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催產素是一種既簡單又古老的分子
01:39
found發現 only in mammals哺乳動物.
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哺乳類動物身上才找得到它
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In rodents囓齒動物, it was known已知
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在嚙齒目動物身上
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to make mothers母親 care關心 for their offspring子孫,
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它會讓母獸照顧後代
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and in some creatures生物,
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它也會讓某些動物
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allowed允許 for toleration容忍 of burrowmatesburrowmates.
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能容忍別的動物同居一穴
01:49
But in humans人類, it was only known已知
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但在人類身上,我們只知道
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to facilitate促進 birth分娩 and breastfeeding哺乳 in women婦女,
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它會為女人催生、催乳
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and is released發布 by both sexes兩性 during sex性別.
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做愛時兩性都會釋放出催產素
01:57
So I had this idea理念 that oxytocin催產素 might威力 be the moral道德 molecule分子.
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因此我想到催產素可能就是道德分子
02:00
I did what most of us do -- I tried試著 it on some colleagues同事.
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像多數人一樣-我問了一些同事的意見
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One of them told me,
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其中一位告訴我
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"Paul保羅, that is the world's世界 stupidiststupidist idea理念.
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「保羅,這是世界上最蠢的想法。」
02:08
It is," he said, "only a female molecule分子.
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他說:「這不過是女性分子而已
02:10
It can't be that important重要."
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不可能那麼重要。」
02:12
But I countered反駁, "Well men's男裝 brains大腦 make this too.
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但是我回答:「男人的腦袋裡也製造這東西
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There must必須 be a reason原因 why."
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其中肯定有道理的。」
02:17
But he was right, it was a stupid idea理念.
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不過他倒說對了,確實是個蠢想法
02:20
But it was testablytestably stupid.
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但這是個可以測試的蠢想法
02:22
In other words, I thought I could design設計 an experiment實驗
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換言之,我認為可以設計一個實驗
02:25
to see if oxytocin催產素 made製作 people moral道德.
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來看看催產素是否會讓人有道德
02:29
Turns out it wasn't so easy簡單.
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結果發現並沒有那麼容易
02:31
First of all, oxytocin催產素 is a shy害羞 molecule分子.
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首先,催產素是一種害羞的分子
02:34
Baseline底線 levels水平 are near zero,
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最通常的情況是零水平
02:36
without some stimulus刺激物 to cause原因 its release發布.
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沒有受到刺激催產素不會釋放的
02:39
And when it's produced生成, it has a three-minute三分鐘 half-life半衰期,
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產生後的半衰期只有三分鐘
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and degrades降級 rapidly急速 at room房間 temperature溫度.
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而且在室溫下會很快衰變
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So this experiment實驗 would have to cause原因 a surge浪湧 of oxytocin催產素,
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因此做實驗要能引發大量催產素
02:46
have to grab it fast快速 and keep it cold.
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而且必須趕快攫取冷藏起來
02:48
I think I can do that.
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我想我有辦法做到
02:50
Now luckily, oxytocin催產素 is produced生成
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很幸運地,催產素産生了
02:52
both in the brain and in the blood血液,
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在腦袋裡、在血液裡都有
02:55
so I could do this experiment實驗 without learning學習 neurosurgery神經外科.
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因此我不用學習神經科手術就能做實驗
02:59
Then I had to measure測量 morality道德.
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然後我必須測量道德
03:02
So taking服用 on Morality道德 with a capital首都 M is a huge巨大 project項目.
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從大處著想來研究道德是一項大計劃
03:05
So I started開始 smaller.
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所以我從小處著手
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I studied研究 one single virtue美德:
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我只單單研究一項美德:
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trustworthiness誠信.
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那就是值得信賴度
03:12
Why? I had shown顯示 in the early 2000s
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爲什麽?我在21世紀初指出
03:15
that countries國家 with a higher更高 proportion比例 of trustworthy可靠 people
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在一個國家中若有較多人值得信賴
03:18
are more prosperous繁榮.
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這個國家就會比較繁榮
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So in these countries國家, more economic經濟 transactions交易 occur發生
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那樣的國家裡會發生較多的經濟交易
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and more wealth財富 is created創建,
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因此會産生較多的財富
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alleviating緩解 poverty貧窮.
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因而改善貧窮的問題
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So poor較差的 countries國家 are by and large low trust相信 countries國家.
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貧窮國家大體上是信賴感低落的國家
03:30
So if I understood了解 the chemistry化學 of trustworthiness誠信,
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那麼如果我瞭解值得信賴度的化學原理
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I might威力 help alleviate緩和 poverty貧窮.
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我就有可能幫助改善貧窮
03:35
But I'm also a skeptic懷疑論者.
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不過我也有懷疑
03:37
I don't want to just ask people, "Are you trustworthy可靠?"
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我不想只問「你值不值得信賴」?
03:39
So instead代替 I use
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因此我改採用
03:41
the Jerry傑瑞 Maguire馬奎爾 approach途徑 to research研究.
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傑利馬蓋爾的方式進行研究
03:43
If you're so virtuous,
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如果你那麼具有美德
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show顯示 me the money.
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就讓我看到錢
03:47
So what we do in my lab實驗室
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於是我們在實驗室裡做的是
03:49
is we tempt勾引 people with virtue美德 and vice by using運用 money.
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用錢來測試人的美德和惡德
03:51
Let me show顯示 you how we do that.
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我來解釋這是怎麽做的
03:53
So we recruit some people for an experiment實驗.
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我們招募了一些人來做這個實驗
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They all get $10 if they agree同意 to show顯示 up.
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如果同意來參加,就能得到$10
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We give them lots of instruction指令, and we never ever deceive欺騙 them.
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我們給那些人許多指示,並沒有欺騙他們
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Then we match比賽 them in pairs by computer電腦.
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然後我們用電腦給他們配對
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And in that pair, one person gets得到 a message信息 saying,
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那一對之中有一人收到信息說
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"Do you want to give up some of your $10
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「你肯從到這兒來
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you earned for being存在 here
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所賺到的$10裡拿出一些
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and ship it to someone有人 else其他 in the lab實驗室?"
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送給實驗室裡的某個人嗎?」
04:12
The trick is you can't see them,
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妙的是,你看不見別人
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you can't talk to them.
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你也不能和別人談話
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You only do it one time.
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你只做這麽一次
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Now whatever隨你 you give up
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好啦,不管你給出多少
04:20
gets得到 tripled三倍 in the other person's人的 account帳戶.
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另外那個人的帳戶就淨得三倍
04:23
You're going to make them a lot wealthier富裕.
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你會讓別人變得非常富有
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And they get a message信息 by computer電腦 saying
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而他們會收到電腦的信息說
04:27
person one sent發送 you this amount of money.
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第一號人士給你這些錢
04:29
Do you want to keep it all,
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你想全部留著呢
04:31
or do you want to send發送 some amount back?
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還是要送一些回去?
04:34
So think about this experiment實驗 for minute分鐘.
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那麼請想一下這個實驗
04:36
You're going to sit on these hard chairs椅子 for an hour小時 and a half.
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你坐在硬板椅上一個半鐘頭
04:39
Some mad scientist科學家 is going to jab your arm with a needle
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有個瘋狂的科學家用針
04:41
and take four tubes of blood血液.
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紮你手臂,抽出四管血液
04:43
And now you want me to give up this money and ship it to a stranger陌生人?
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而你現在要我把這個錢送給一個陌生人?
04:46
So this was the birth分娩 of vampire吸血鬼 economics經濟學.
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這就是吸血鬼經濟的由來
04:49
Make a decision決定 and give me some blood血液.
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你做個決定,再給我一點血
04:52
So in fact事實, experimental試驗 economists經濟學家
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其實全世界到處都有
04:54
had run this test測試 around the world世界,
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實驗經濟學家進行這種實驗
04:56
and for much higher更高 stakes賭注,
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而且賭注比這還高出許多
04:58
and the consensus共識 view視圖
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所得到的共同看法是
05:00
was that the measure測量 from the first person to the second第二 was a measure測量 of trust相信,
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第一個人給予第二個人的是對信賴的測量
05:03
and the transfer轉讓 from the second第二 person back to the first
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而第二個人傳回給第一個人的是
05:06
measured測量 trustworthiness誠信.
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可測量到的值得信賴度
05:08
But in fact事實, economists經濟學家 were flummoxed狼狽
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但經濟學家感到困惑的
05:10
on why the second第二 person would ever return返回 any money.
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其實是爲什麽第二個人會還錢
05:13
They assumed假定 money is good,
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他們假設錢是個好東西
05:15
why not keep it all?
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爲什麽不全部留下來?
05:17
That's not what we found發現.
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但那不是我們發現的事實
05:19
We found發現 90 percent百分 of the first decision-makers決定者 sent發送 money,
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我們發現首先做決定送錢出去的人有90%
05:22
and of those who received收到 money,
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而那些收到錢的人當中
05:24
95 percent百分 returned some of it.
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有95%還了一點錢回去
05:26
But why?
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爲什麽會這樣?
05:28
Well by measuring測量 oxytocin催產素
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我們測量了催產素
05:30
we found發現 that the more money the second第二 person received收到,
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發現第二個人收到越多錢
05:32
the more their brain produced生成 oxytocin催產素,
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腦袋裡就産生越多催產素
05:34
and the more oxytocin催產素 on board,
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腦袋裡有越多的催產素
05:36
the more money they returned.
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他們還回去的錢就越多
05:39
So we have a biology生物學 of trustworthiness誠信.
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我們這下就找到了值得信賴度的生態
05:42
But wait. What's wrong錯誤 with this experiment實驗?
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不過慢著,這實驗有什麽不對勁呢?
05:45
Two things.
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有兩個不對勁
05:47
One is that nothing in the body身體 happens發生 in isolation隔離.
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第一個是:體內所發生的不會是獨立的事件
05:50
So we measured測量 nine other molecules分子 that interact相互作用 with oxytocin催產素,
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因此我們也測量與催產素互動的其他九種分子
05:53
but they didn't have any effect影響.
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但是他們並沒有什麽作用
05:55
But the second第二 is
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第二個是:
05:57
that I still only had this indirect間接 relationship關係
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關於催產素和值得信賴度之間的關係
05:59
between之間 oxytocin催產素 and trustworthiness誠信.
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我還是只有這麽個間接證據
06:01
I didn't know for sure
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我當時還不能確定明白
06:03
oxytocin催產素 caused造成 trustworthiness誠信.
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催產素真的會導致值得信賴度
06:05
So to make the experiment實驗,
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因此,要做好這個實驗
06:07
I knew知道 I'd have to go into the brain
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我知道我得進入腦袋裡
06:09
and manipulate操作 oxytocin催產素 directly.
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並直接操弄催產素
06:11
I used everything short of a drill鑽頭
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除了鑽子之外,我什麽都用了
06:13
to get oxytocin催產素 into my own擁有 brain.
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以便把催產素弄到自己的腦袋裡
06:16
And I found發現 I could do it
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結果我發現我可以辦到
06:18
with a nasal鼻音 inhaler吸入器.
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用一支鼻吸入器就行了
06:20
So along沿 with colleagues同事 in Zurich蘇黎世,
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於是我和蘇黎世的同事們
06:22
we put 200 men男人 on oxytocin催產素 or placebo安慰劑,
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利用催產素或安慰劑對200人
06:24
had that same相同 trust相信 test測試 with money,
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用錢進行同樣的那個試驗
06:26
and we found發現 that those on oxytocin催產素 not only showed顯示 more trust相信,
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結果發現吸入催產素的人不僅表現更多的信賴
06:29
we can more than double the number of people
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我們甚至辦到讓會把錢送給陌生人的人數
06:32
who sent發送 all their money to a stranger陌生人 --
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增加到一倍以上
06:34
all without altering改變 mood心情 or cognition認識.
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他們的心情和認知狀態都沒有什麽改變
06:38
So oxytocin催產素 is the trust相信 molecule分子,
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那麼催產素果真是信賴的分子
06:42
but is it the moral道德 molecule分子?
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但它會不會就是道德分子呢?
06:45
Using運用 the oxytocin催產素 inhaler吸入器,
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利用催產素吸入器
06:47
we ran more studies學習.
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我們進行了更多的研究
06:49
We showed顯示 that oxytocin催產素 infusion注入
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我們證實了注射催產素
06:51
increases增加 generosity慷慨
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會讓人更慷慨大方
06:53
in unilateral單方面 monetary貨幣 transfers轉讓
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在單向的送錢行爲上
06:55
by 80 percent百分.
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有80%的人如此
06:57
We showed顯示 it increases增加 donations捐款 to charity慈善機構
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我們證實了催産素
06:59
by 50 percent百分.
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會讓慈善捐款增加50%
07:01
We've我們已經 also investigated調查
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我們也探討了如何
07:03
non-pharmacologic非藥物 ways方法 to raise提高 oxytocin催產素.
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能不用藥來增加催產素
07:05
These include包括 massage按摩,
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這些方式包括按摩
07:07
dancing跳舞 and praying祈禱.
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跳舞和禱告
07:09
Yes, my mom媽媽 was happy快樂 about that last one.
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是的,我媽對最後這一項感到高興
07:12
And whenever每當 we raise提高 oxytocin催產素,
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只要我們增加催產素
07:14
people willingly甘心 open打開 up their wallets錢包
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人們就會樂於打開他們的錢包
07:16
and share分享 money with strangers陌生人.
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拿錢來分享給陌生人
07:18
But why do they do this?
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但是他們爲什麽會這樣做?
07:20
What does it feel like
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當你的腦袋裡充滿了催產素
07:22
when your brain is flooded with oxytocin催產素?
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你會有怎樣的感受?
07:24
To investigate調查 this question, we ran an experiment實驗
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爲了探討這個問題,我們做了一個試驗
07:27
where we had people watch a video視頻
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我們讓一些人看影片
07:29
of a father父親 and his four year-old son兒子,
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片中有一個父親和他四歲的兒子
07:31
and his son兒子 has terminal終奌站 brain cancer癌症.
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他的兒子腦癌末期
07:33
After they watched看著 the video視頻, we had them rate their feelings情懷
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看過影片後,請他們爲自己的感受打分數
07:36
and took blood血液 before and after to measure測量 oxytocin催產素.
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事前事後都測量他們體內的催產素
07:39
The change更改 in oxytocin催產素
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催產素的含量
07:41
predicted預料到的 their feelings情懷 of empathy同情.
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預測了他們的同理心
07:45
So it's empathy同情
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那麼正是同理心
07:47
that makes品牌 us connect to other people.
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讓我們和別人産生聯繫
07:49
It's empathy同情 that makes品牌 us help other people.
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正是同理心讓我們會幫助別人
07:52
It's empathy同情 that makes品牌 us moral道德.
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正是同理心使我們有了道德
07:56
Now this idea理念 is not new.
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這個想法並不新奇
07:58
A then unknown未知 philosopher哲學家 named命名 Adam亞當 Smith工匠
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有一位大家知道的哲學家叫
08:00
wrote a book in 1759
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亞當史密斯在1759年寫了一本書
08:02
called "The Theory理論 of Moral道德 Sentiments情緒."
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書名「道德感的理論」
08:04
In this book, Smith工匠 argued爭論
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在這本書裡,史密斯論證說
08:07
that we are moral道德 creatures生物, not because of a top-down自頂向下 reason原因,
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人之爲道德動物並非由上而下的推理結果
08:10
but for a bottom-up自下而上 reason原因.
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而是由下而上的推理結果
08:12
He said we're social社會 creatures生物,
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他說人是社會動物
08:14
so we share分享 the emotions情緒 of others其他.
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因此我們分享別人的情感
08:16
So if I do something that hurts傷害 you, I feel that pain疼痛.
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因此我若傷害你,我會感受到那個痛苦
08:19
So I tend趨向 to avoid避免 that.
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因此我傾向於避免傷害你
08:21
If I do something that makes品牌 you happy快樂, I get to share分享 your joy喜悅.
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我若讓你愉快,我便能分享你的喜悅
08:24
So I tend趨向 to do those things.
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因此我傾向於讓你愉快
08:26
Now this is the same相同 Adam亞當 Smith工匠 who, 17 years年份 later後來,
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正是這位亞當史密斯
08:28
would write a little book called "The Wealth財富 of Nations國家" --
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在17年後寫出一本叫「國富論」的小冊子-
08:31
the founding創建 document文件 of economics經濟學.
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這本書是經濟學的基礎文獻
08:33
But he was, in fact事實, a moral道德 philosopher哲學家,
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但他其實是道德哲學家,他對人之所以
08:36
and he was right on why we're moral道德.
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有道德的看法確實正確
08:38
I just found發現 the molecule分子 behind背後 it.
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我才剛剛找到使人有道德的分子
08:41
But knowing會心 that molecule分子 is valuable有價值,
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但是知道了這個分子很有價值
08:44
because it tells告訴 us how to turn up this behavior行為
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因爲它告訴我們如何提高道德
08:47
and what turns it off.
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也告訴我們窒息道德的是什麽
08:49
In particular特定, it tells告訴 us
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它尤其告訴我們
08:51
why we see immorality放蕩.
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爲什麽我們會看到不道德
08:54
So to investigate調查 immorality放蕩,
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因此爲了探討不道德
08:56
let me bring帶來 you back now to 1980.
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讓我帶領各位回到1980年
08:58
I'm working加工 at a gas加油站 station
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那時我在一個加油站工作
09:00
on the outskirts郊區 of Santa聖誕老人 Barbara芭芭拉, California加州.
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在加利佛尼亞州的聖塔巴巴拉
09:03
You sit in a gas加油站 station all day,
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整天坐在加油站裡
09:05
you see lots of morality道德 and immorality放蕩, let me tell you.
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各位,保證看到許多道德和不道德
09:07
So one Sunday星期日 afternoon下午, a man walks散步 into my cashier's銀行本票 booth
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有一天下午,有個人走進我的出納室
09:10
with this beautiful美麗 jewelry首飾 box.
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帶著漂亮的首飾盒
09:12
Opens打開 it up and there's a pearl珍珠 necklace項鍊 inside.
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打開來看是珍珠項鏈在裡頭
09:14
And he said, "Hey, I was in the men's男裝 room房間.
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他說:「我在洗手間裡
09:16
I just found發現 this. What do you think we should do with it?"
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發現這個東西,你看我們該怎麽處理?」
09:19
"I don't know, put it in the lost丟失 and found發現."
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「我不知道,交給失物招領處吧。」
09:21
"Well this is very valuable有價值.
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「這東西可是非常有價值的
09:23
We have to find the owner所有者 for this." I said, "Yea是啊."
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我們得找到失主。」我說:「是呀。」
09:25
So we're trying to decide決定 what to do with this,
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我們試著決定怎麽處理
09:27
and the phone電話 rings戒指.
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這時電話響了
09:29
And a man says very excitedly勃然,
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有個男人激動地說
09:31
"I was in your gas加油站 station a while ago,
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「不久前我在你們的加油站
09:33
and I bought this jewelry首飾 for my wife妻子, and I can't find it."
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我買了首飾給太太,現在找不到了。」
09:35
I said, "Pearl珍珠 necklace項鍊?" "Yeah."
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我說:「珍珠項鏈?」「是的。」
09:37
"Hey, a guy just found發現 it."
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「嘿,剛剛有人找到它了。」
09:39
"Oh, you're saving保存 my life. Here's這裡的 my phone電話 number.
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「哦,你救了我的命,我的電話是...
09:41
Tell that guy to wait half an hour小時.
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告訴那個人等我半個鐘頭
09:43
I'll be there and I'll give him a $200 reward獎勵."
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我會過來,會給他$200賞金。」
09:45
Great, so I tell the guy, "Look, relax放鬆.
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好極了,我告訴那個人:「放心啦
09:47
Get yourself你自己 a fat脂肪 reward獎勵. Life's人生 good."
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真不錯,你有大賞金可以拿了。」
09:50
He said, "I can't do it.
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他說:「那可不成
09:52
I have this job工作 interview訪問 in Galena加利納 in 15 minutes分鐘,
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15分鐘內我得在加林納面試
09:54
and I need this job工作, I've got to go."
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我需要這個工作,我得走了。」
09:57
Again he asked me, "What do you think we should do?"
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他又問:「你想我們該怎麽辦?」
09:59
I'm in high school學校. I have no idea理念.
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當時我還是高中生,不曉得該怎麽辦
10:02
So I said, "I'll hold保持 it for you."
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我就說:「我幫你把錢收下來。」
10:04
He said, "You know, you've been so nice不錯, let's split分裂 the reward獎勵."
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他說:「你人真好,我和你分賞金好了
10:07
I'll give you the jewelry首飾, you give me a hundred dollars美元,
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我給你首飾,你給我一百元
10:09
and when the guy comes ... "
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那個人來的時候...」
10:11
You see it. I was conned精讀.
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各位都曉得,我受騙了
10:13
So this is a classic經典 con called the pigeon鴿子 drop下降,
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這個典型的騙局叫做「放鴿子」
10:16
and I was the pigeon鴿子.
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我就是那只鴿子
10:18
So the way many許多 cons缺點 work
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瞧,騙局能得逞
10:20
is not that the conman騙子 gets得到 the victim受害者 to trust相信 him,
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並非騙子讓受騙者信賴他
10:23
it's that he shows節目 he trusts信託 the victim受害者.
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而是他表現出信賴受騙者
10:26
Now we know what happens發生.
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我們現在曉得是怎回事了
10:28
The victim's受害者 brain releases發布 oxytocin催產素,
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受騙者腦袋裡釋放出催產素
10:30
and you're opening開盤 up your wallet錢包 or purse錢包, giving away the money.
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於是你打開錢包把錢送出去了
10:33
So who are these people
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操弄我們的催産素系統的
10:35
who manipulate操作 our oxytocin催產素 systems系統?
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是些什麽人?
10:38
We found發現, testing測試 thousands數千 of individuals個人,
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經過測驗過幾千個人之後
10:41
that five percent百分 of the population人口
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我們發現有5%的人
10:43
don't release發布 oxytocin催產素 on stimulus刺激物.
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面對刺激不會釋放出催產素
10:47
So if you trust相信 them, their brains大腦 don't release發布 oxytocin催產素.
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因此你若信賴他們,他們的腦袋裡不會釋放出催產素
10:50
If there's money on the table, they keep it all.
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要是桌子上有錢,他們會全部拿去
10:53
So there's a technical技術 word for these people in my lab實驗室.
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我的實驗室裡給這種人一個技術名詞
10:55
We call them bastards混蛋.
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我們管這種人叫「狗娘養的」
10:58
(Laughter笑聲)
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(笑聲)
11:00
These are not people you want to have a beer啤酒 with.
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你不會想跟這種人喝杯小酒
11:02
They have many許多 of the attributes屬性 of psychopaths精神病患者.
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這種人具有許多精神變態者的特質
11:06
Now there are other ways方法 the system系統 can be inhibited抑制.
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還有其他方式壓制催産素系統
11:08
One is through通過 improper不當 nurturing培育.
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其中之一是營養不當
11:11
So we've我們已經 studied研究 sexually abused濫用 women婦女,
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我們也研究了受性虐待的女人
11:14
and about half those don't release發布 oxytocin催產素 on stimulus刺激物.
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其中約有一半面對刺激不會釋放出催產素
11:17
You need enough足夠 nurturing培育
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催産素系統要發展適當
11:19
for this system系統 to develop發展 properly正確.
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必須有足夠的營養
11:21
Also, high stress強調 inhibits抑制 oxytocin催產素.
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此外,高度的精神壓力也會壓制催產素
11:24
So we all know this, when we're really stressed強調 out,
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大家都知道,精神壓力真很大時
11:26
we're not acting演戲 our best最好.
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我們的行爲表現不會良好
11:29
There's another另一個 way oxytocin催產素 is inhibited抑制, which哪一個 is interesting有趣 --
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還有另一個方式壓制催產素,很有趣-
11:32
through通過 the action行動 of testosterone睾酮.
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受制於睾丸素
11:35
So we, in experiments實驗, have administered管理 testosterone睾酮 to men男人.
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我們在實驗裡對男人施用了睾丸素
11:38
And instead代替 of sharing分享 money,
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這下他們不僅不分錢
11:40
they become成為 selfish自私.
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反而變得自私了
11:42
But interestingly有趣,
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不過有趣的是
11:45
high testosterone睾酮 males男性 are also more likely容易
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睾丸素量大的男人也比較
11:47
to use their own擁有 money to punish懲治 others其他 for being存在 selfish自私.
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傾向于用自己的錢來懲罰別人的自私表現
11:50
(Laughter笑聲)
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(笑聲)
11:52
Now think about this. It means手段, within our own擁有 biology生物學,
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想想看,那是說,在我們自己身體的
11:55
we have the yin and yang of morality道德.
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生態系統裡,道德是陰陽並蓄的
11:58
We have oxytocin催產素 that connects所連接 us to others其他,
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我們有催產素聯繫著我們和別人
12:00
makes品牌 us feel what they feel.
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讓我們感受到他們的感受
12:02
And we have testosterone睾酮.
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我們也有睾丸素
12:04
And men男人 have 10 times the testosterone睾酮 as women婦女,
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男人的睾丸素十倍于女人的
12:06
so men男人 do this more than women婦女 --
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因此男人比女人還常做出這種事-
12:08
we have testosterone睾酮 that makes品牌 us want to punish懲治
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我們的睾丸素使得我們想要懲罰
12:11
people who behave表現 immorally不道德.
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行爲表現不道德的人
12:13
We don't need God or government政府 telling告訴 us what to do.
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我們不需要上帝或政府告訴我們怎麽辦
12:15
It's all inside of us.
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我們的身體裡什麽都有了
12:18
So you may可能 be wondering想知道:
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你也許會納悶:
12:20
these are beautiful美麗 laboratory實驗室 experiments實驗,
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這些都是漂亮的實驗室解說
12:22
do they really apply應用 to real真實 life?
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適用于真實的人生嗎?
12:24
Yeah, I've been worrying令人擔憂 about that too.
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沒錯,我原來也一直擔心這個
12:26
So I've gone走了 out of the lab實驗室
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因此我走出實驗室
12:28
to see if this really holds持有 in our daily日常 lives生活.
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看看這是否確立於我們每日的生活中
12:30
So last summer夏季, I attended出席 a wedding婚禮 in Southern南部的 England英國.
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去年夏天我在南英格蘭參加了一個婚禮
12:33
200 people in this beautiful美麗 Victorian維多利亞時代 mansion大廈.
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200人齊聚在一棟維多利亞式的大宅邸
12:36
I didn't know a single person.
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我一個人也不認識
12:38
And I drove開車 up in my rented Vauxhall沃克斯豪爾.
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我開著一輛佛賀前去
12:40
And I took out a centrifuge離心分離機 and dry ice
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拿出一具離心機和乾冰
12:42
and needles and tubes.
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還有針頭和試管
12:44
And I took blood血液 from the bride新娘 and the groom馬夫
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從新郎和新娘,從參加婚禮的人
12:46
and the wedding婚禮 party派對 and the family家庭 and the friends朋友
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以及新人的親友身上採血
12:48
before and immediately立即 after the vows誓言.
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分別在新人說出誓言前後
12:50
(Laughter笑聲)
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(笑聲)
12:52
And guess猜測 what?
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猜猜看結果如何
12:54
Weddings婚禮 cause原因 a release發布 of oxytocin催產素,
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婚禮會導致催產素釋放
12:56
but they do so in a very particular特定 way.
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不過婚禮導致的催產素釋放很特別
12:59
Who is the center中央 of the wedding婚禮 solar太陽能 system系統?
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誰是婚禮太陽系的中心點?
13:01
The bride新娘.
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當然是新娘
13:03
She had the biggest最大 increase增加 in oxytocin催產素.
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新娘釋放的催產素最多
13:05
Who loves the wedding婚禮 almost幾乎 as much as the bride新娘?
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誰幾乎和新娘一樣喜愛婚禮?
13:08
Her mother母親, that's right.
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她的母親,沒猜錯
13:10
Her mother母親 was number two.
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她的母親是第二名
13:12
Then the groom's新郎 father父親, then the groom馬夫,
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然後是新郎的父親,再來是新郎
13:14
then the family家庭, then the friends朋友 --
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然後是家人,然後是朋友們-
13:16
arrayed擺著 around the bride新娘
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排列在新娘的四周
13:18
like planets行星 around the Sun太陽.
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像是環繞著太陽的行星
13:20
So I think it tells告訴 us that we've我們已經 designed設計 this ritual儀式
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所以我認爲我們設計了這個儀式,爲的是要將我們
13:23
to connect us to this new couple一對,
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與一對新人聯繫在一起
13:25
connect us emotionally感情上.
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在情緒上將我們聯繫起來
13:27
Why? Because we need them to be successful成功 at reproducing再現
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爲什麽?因爲我們需要他們成功地繁衍
13:30
to perpetuate延續 the species種類.
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好延續這個物種
13:33
I also worried擔心 that my trust相信 experiments實驗 with small amounts of money
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我也擔心我用一點小錢做的信賴實驗
13:36
didn't really capture捕獲 how often經常 we actually其實 trust相信 our lives生活 to strangers陌生人.
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並沒有真確捕捉到我們其實常常把生命信託給陌生人的事實
13:40
So even though雖然 I have a fear恐懼 of heights高度,
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比方說我雖然有懼高的恐懼
13:42
I recently最近 strapped myself to another另一個 human人的 being存在
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不久前我把自己和另一個人綁在一起
13:44
and stepped加強 out of an airplane飛機 at 12,000 ftFT.
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從3658公尺的高度踏出空中
13:47
I took my blood血液 before and after,
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事前事後我都采了血
13:49
and I had a huge巨大 spike of oxytocin催產素.
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我的催產素著實激烈遽增
13:52
And there are so many許多 ways方法 we can connect to people.
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還有許多方式我們可以與別人聯繫在一起
13:55
For example, through通過 social社會 media媒體.
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例如透過社群媒體
13:57
Many許多 people are Tweeting啁啾 right now.
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很多人現在正在推特大推特推
13:59
So we investigated調查 the role角色 of social社會 media媒體
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所以我們也探討了社群媒體的角色
14:01
and found發現 the using運用 social社會 media媒體
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結果發現使用社群媒體
14:03
produced生成 a solid固體 double-digit兩位數 increase增加 in oxytocin催產素.
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實實在在産生了兩位數的催產素增長
14:06
So I ran this experiment實驗 recently最近 for the Korean朝鮮的 Broadcasting廣播 System系統.
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我最近爲韓國廣播公司做了這麽一個實驗
14:09
And they had the reporters記者 and their producers生產商 participate參加.
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他們的記者和節目製作人都參與了
14:13
And one of these guys, he must必須 have been 22,
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其中有個男生應該有22歲吧
14:15
he had 150 percent百分 spike in oxytocin催產素.
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他的催產素遽增150%
14:18
I mean, astounding驚人; no one has this.
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我是說,令人驚奇;沒有人這樣
14:20
So he was using運用 social社會 media媒體 in private私人的.
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他私下使用社群媒體
14:22
When I wrote my report報告 to the Koreans韓國人,
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當我寫報告給韓國人時
14:24
I said, "Look, I don't know what this guy was doing,"
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我說:「我不知這男生當時在做什麽
14:26
but my guess猜測 was interacting互動 with his mother母親 or his girlfriend女朋友.
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不過我猜他當時正在跟他母親或女友互動
14:29
They checked檢查.
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他們查了一下
14:31
He was interacting互動 on his girlfriend's女友 FacebookFacebook的 page.
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他當時正在他女友的臉書頁上進行互動
14:33
There you go. That's connection連接.
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這就對了,這就是人與人的聯繫
14:36
So there's tons of ways方法 that we can connect to other people,
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我們有幾大卡車的方式與別人聯繫
14:39
and it seems似乎 to be universal普遍.
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而且似乎是放諸而四海皆準
14:41
Two weeks ago,
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兩個星期前
14:43
I just got back from Papua巴布亞 New Guinea幾內亞
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我剛從巴布亞新幾內亞回到家
14:45
where I went up to the highlands高地 --
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我在那裡爬上高地-
14:47
very isolated孤立 tribes部落 of subsistence生活 farmers農民
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非常孤單獨存的農人部落
14:50
living活的 as they have lived生活 for millenia千年.
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幾千年來就是這麽過活的
14:53
There are 800 different不同 languages語言 in the highlands高地.
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高地上有800種不同的語言
14:56
These are the most primitive原始 people in the world世界.
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這些人是全世界最原始的民族
14:59
And they indeed確實 also release發布 oxytocin催產素.
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他們確實也會釋放出催產素
15:02
So oxytocin催產素 connects所連接 us to other people.
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因此催產素聯繫著我們與別人
15:06
Oxytocin催產素 makes品牌 us feel what other people feel.
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催產素使我們感受到別人的感受
15:08
And it's so easy簡單 to cause原因 people's人們 brains大腦
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而要導致別人的腦袋裡釋放出催產素
15:11
to release發布 oxytocin催產素.
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又是那麼容易
15:13
I know how to do it,
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我知道怎麽辦到
15:15
and my favorite喜愛 way to do it is, in fact事實, the easiest最簡單的.
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我最喜歡的方式,其實也是最簡單的方式
15:17
Let me show顯示 it to you.
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我來示範一下
15:24
Come here. Give me a hug擁抱.
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請過來,給我抱抱
15:26
(Laughter笑聲)
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(笑聲)
15:28
There you go.
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這就對了
15:30
(Applause掌聲)
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(掌聲)
15:39
So my penchant嗜好 for hugging擁抱 other people
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我愛擁抱別人的癖好
15:41
has earned me the nickname暱稱 Dr博士. Love.
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讓我得到了一個綽號叫做愛情醫師
15:43
I'm happy快樂 to share分享 a little more love in the world世界,
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我很高興能在世界上分享多一點愛情
15:45
it's great,
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很棒的
15:47
but here's這裡的 your prescription處方 from Dr博士. Love:
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不過現在愛情醫師給你們一個處方:
15:49
eight hugs擁抱 a day.
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每天要擁抱八次
15:52
We have found發現 that people who release發布 more oxytocin催產素
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我們發現釋放越多催產素的人
15:54
are happier幸福.
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越是快樂生活
15:56
And they're happier幸福
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而他們快活的原因是
15:58
because they have better relationships關係 of all types類型.
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因爲他們有各種較好的人際關係
16:01
Dr博士. Love says eight hugs擁抱 a day.
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愛情醫師說,每天要擁抱八次
16:04
Eight hugs擁抱 a day -- you'll你會 be happier幸福
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每天擁抱八次,你會更快活
16:06
and the world世界 will be a better place地點.
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世界會變得更美好
16:08
Of course課程, if you don't like to touch觸摸 people, I can always shove this up your nose鼻子.
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當然,你若不喜歡碰觸別人,我還有這可以推進你的鼻子裡
16:11
(Laughter笑聲)
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(笑聲)
16:13
Thank you.
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謝謝大家
16:15
(Applause掌聲)
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(掌聲)
Translated by Wenjer Leuschel
Reviewed by Yingzhi Vera Gu

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ABOUT THE SPEAKER
Paul Zak - Neuroeconomist
A pioneer in the field of neuroeconomics, Paul Zak is uncovering how the hormone oxytocin promotes trust, and proving that love is good for business.

Why you should listen

What’s behind the human instinct to trust and to put each other’s well-being first? When you think about how much of the world works on a handshake or on holding a door open for somebody, why people cooperate is a huge question. Paul Zak researches oxytocin, a neuropeptide that affects our everyday social interactions and our ability to behave altruistically and cooperatively, applying his findings to the way we make decisions. A pioneer in a new field of study called neuroeconomics, Zak has demonstrated that oxytocin is responsible for a variety of virtuous behaviors in humans such as empathy, generosity and trust. Amazingly, he has also discovered that social networking triggers the same release of oxytocin in the brain -- meaning that e-connections are interpreted by the brain like in-person connections.

A professor at Claremont Graduate University in Southern California, Zak believes most humans are biologically wired to cooperate, but that business and economics ignore the biological foundations of human reciprocity, risking loss: when oxytocin levels are high in subjects, people’s generosity to strangers increases up to 80 percent; and countries with higher levels of trust – lower crime, better education – fare better economically.

He says: "Civilization is dependent on oxytocin. You can't live around people you don't know intimately unless you have something that says: Him I can trust, and this one I can't trust."

More profile about the speaker
Paul Zak | Speaker | TED.com