TED@IBM
Adam Grant: Are you a giver or a taker?
亞當‧葛蘭特: 你專門「付出」還是「收穫」？
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7,250,021 views
在職場上，基本上有三種人：付出者、受惠者和媒合者。組織心理學家亞當葛蘭特
分析這些人格特質，提出一些簡單的策略，讓組織成員樂於分享，同時不讓那些自私的成員太佔便宜。
Adam Grant - Organizational psychologist
After years of studying the dynamics of success and productivity in the workplace, Adam Grant discovered a powerful and often overlooked motivator: helping others. Full bio
After years of studying the dynamics of success and productivity in the workplace, Adam Grant discovered a powerful and often overlooked motivator: helping others. Full bio
Double-click the English transcript below to play the video.
00:12
I want you to look
around the room for a minute
around the room for a minute
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請各位環顧一下四周，
00:15
and try to find the most
paranoid person here --
paranoid person here --
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試著找出最疑神疑鬼的人。
00:17
(Laughter)
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（笑聲）
00:18
And then I want you to point
at that person for me.
at that person for me.
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請你把那個人指出來。
00:21
(Laughter)
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（笑聲）
00:22
OK, don't actually do it.
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不用真的指。
00:23
(Laughter)
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（笑聲）
00:25
But, as an organizational psychologist,
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身為一名組織心理學家，
00:26
I spend a lot of time in workplaces,
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我常常去很多工作場所，
00:28
and I find paranoia everywhere.
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發現不少疑神疑鬼的人。
00:31
Paranoia is caused by people
that I call "takers."
that I call "takers."
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多疑是因為「取者」的存在。
00:33
Takers are self-serving
in their interactions.
in their interactions.
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他們在互動中比較自利。
00:36
It's all about what can you do for me.
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總想著你能為我做什麼。
00:38
The opposite is a giver.
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相反的是「施者」。
00:40
It's somebody who approaches
most interactions by asking,
most interactions by asking,
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他們常常會問：
00:43
"What can I do for you?"
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「我能為你做什麼？」
00:45
I wanted to give you a chance
to think about your own style.
to think about your own style.
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我想要大家想一想自己是哪種人。
我們都有付出和受惠的時候。
00:48
We all have moments of giving and taking.
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至於你是屬於哪種類型？
00:50
Your style is how you treat
most of the people most of the time,
most of the people most of the time,
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則要看你內建的思考模式；
看你平時如何看待他人而定。
看你平時如何看待他人而定。
00:53
your default.
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有個測試可用來判斷
你是施者還是取者，
你是施者還是取者，
00:54
I have a short test you can take
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00:55
to figure out if you're more
of a giver or a taker,
of a giver or a taker,
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你們可以現在就做一下測試。
00:58
and you can take it right now.
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【自戀狂測試】
00:59
[The Narcissist Test]
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【步驟 1：花時間想一想自己】
01:01
[Step 1: Take a moment
to think about yourself.]
to think about yourself.]
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（笑聲）
01:03
(Laughter)
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【步驟 2：如果你到了第二步，
你就不是一個自戀者】
你就不是一個自戀者】
01:04
[Step 2: If you made it to Step 2,
you are not a narcissist.]
you are not a narcissist.]
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01:07
(Laughter)
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（笑聲）
01:10
This is the only thing I will say today
that has no data behind it,
that has no data behind it,
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這是今天唯一沒有數據根據的測試，
01:13
but I am convinced the longer it takes
for you to laugh at this cartoon,
for you to laugh at this cartoon,
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但我相信如果上面那個卡通，
引你笑起來的時間越久，
01:17
the more worried we should be
that you're a taker.
that you're a taker.
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那麼你就更傾向於是一個「取者」。
01:19
(Laughter)
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（笑聲）
01:20
Of course, not all takers are narcissists.
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當然，不是所有「取者」
都是自戀狂。
都是自戀狂。
01:22
Some are just givers who got burned
one too many times.
one too many times.
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有些只是上當了太多次的「施者」。
01:25
Then there's another kind of taker
that we won't be addressing today,
that we won't be addressing today,
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還有一種「取者」
我們今天不作討論，
我們今天不作討論，
01:29
and that's called a psychopath.
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稱之為「神經病」。
01:31
(Laughter)
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（笑聲）
01:32
I was curious, though, about how
common these extremes are,
common these extremes are,
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我曾好奇這種極端現象會有多普遍，
01:35
and so I surveyed over 30,000
people across industries
people across industries
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於是我對全世界不同文化的業者，
進行了超過三萬人的調查。
01:38
around the world's cultures.
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01:39
And I found that most people
are right in the middle
are right in the middle
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然後我發現大部分人都是介於
「施者」與「取者」之間。
「施者」與「取者」之間。
01:42
between giving and taking.
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01:43
They choose this third style
called "matching."
called "matching."
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人們把這種類型叫做「對等者」。
如果你是「對等者」，
你會在付出與獲取之間保持平衡：
你會在付出與獲取之間保持平衡：
01:46
If you're a matcher, you try to keep
an even balance of give and take:
an even balance of give and take:
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並以「等值交換」的角度思考；
01:49
quid pro quo -- I'll do something
for you if you do something for me.
for you if you do something for me.
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如果你能為我做甚麼，
我就會為你做些什麼。
我就會為你做些什麼。
這是一種比較安全的生活方式。
01:52
And that seems like a safe way
to live your life.
to live your life.
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但這是否是最有效率的生活方式呢？
01:55
But is it the most effective
and productive way to live your life?
and productive way to live your life?
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01:58
The answer to that question
is a very definitive ...
is a very definitive ...
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這個問題的回答是非常確定的：
02:00
maybe.
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可能吧。
02:02
(Laughter)
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（笑聲）
02:03
I studied dozens of organizations,
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我對很多組織
和數以千計的人進行研究。
和數以千計的人進行研究。
02:05
thousands of people.
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02:06
I had engineers measuring
their productivity.
their productivity.
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我評估工程師的生產率。
02:10
(Laughter)
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（笑聲）
02:12
I looked at medical students' grades --
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我研究醫學院學生的成績，
02:15
even salespeople's revenue.
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甚至銷售員的業績。
02:17
(Laughter)
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（笑聲）
02:19
And, unexpectedly,
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出人意外地發現；
02:20
the worst performers in each
of these jobs were the givers.
of these jobs were the givers.
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工作表現最差者
都是來自那些「施者」。
都是來自那些「施者」。
02:24
The engineers who got the least work done
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那些事情做得最少的工程師，
02:26
were the ones who did more favors
than they got back.
than they got back.
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都是那些「幫助別人」，
多於「被人幫助」的人。
多於「被人幫助」的人。
02:29
They were so busy doing
other people's jobs,
other people's jobs,
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他們用了太多的時間去幫助別人，
02:31
they literally ran out of time and energy
to get their own work completed.
to get their own work completed.
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以至於沒有時間和精力
完成自己的任務。
完成自己的任務。
在醫學院，分數最低的學生，
02:35
In medical school, the lowest grades
belong to the students
belong to the students
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02:37
who agree most strongly
with statements like,
with statements like,
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會特別認同某些說法，
比如：「我喜歡幫助別人。」
02:40
"I love helping others,"
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02:43
which suggests the doctor
you ought to trust
you ought to trust
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這是否代表那些你應該信任的醫生，
02:45
is the one who came to med school
with no desire to help anybody.
with no desire to help anybody.
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都來自於那些比較
不想幫別人的醫學生？
不想幫別人的醫學生？
02:48
(Laughter)
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（笑聲）
02:49
And then in sales, too,
the lowest revenue accrued
the lowest revenue accrued
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在銷售行業也一樣，
收入最低的銷售員都是
那些最慷慨的人。
那些最慷慨的人。
02:51
in the most generous salespeople.
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02:53
I actually reached out
to one of those salespeople
to one of those salespeople
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我接觸過一個那樣子的銷售員。
02:56
who had a very high giver score.
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他在「施者」評價中有很高的分數。
02:57
And I asked him, "Why do
you suck at your job --"
you suck at your job --"
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我問他「為何你工作表現那麼遜？」
03:00
I didn't ask it that way, but --
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我沒用那種口氣問他，但……
03:01
(Laughter)
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（笑聲）
03:02
"What's the cost of generosity in sales?"
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「在行銷過程中慷慨的
代價是什麼？」
代價是什麼？」
03:05
And he said, "Well, I just care
so deeply about my customers
so deeply about my customers
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他說：「我只是特別在乎我的客戶，
03:08
that I would never sell them
one of our crappy products."
one of our crappy products."
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我從來不會
把糟糕的產品賣給他們。」
把糟糕的產品賣給他們。」
03:11
(Laughter)
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（笑聲）
03:12
So just out of curiosity,
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僅僅是出於好奇，
03:14
how many of you self-identify more
as givers than takers or matchers?
as givers than takers or matchers?
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有多少人認為自己是「施者」，
而不是「取者」或「對等者」？
03:17
Raise your hands.
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請舉手。
03:18
OK, it would have been more
before we talked about these data.
before we talked about these data.
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好的，在我們談到這些資料之前，
應該事先多談一點其他的。
03:22
But actually, it turns out
there's a twist here,
there's a twist here,
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但實際上，這裡有個轉折，
03:26
because givers are often
sacrificing themselves,
sacrificing themselves,
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由於「施者」往往犧牲自己，
但是他們總是讓組織變得更好。
03:29
but they make their organizations better.
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03:32
We have a huge body of evidence --
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我們有大量的證據──
（38 個研究，3611 工作單位）
03:35
many, many studies looking
at the frequency of giving behavior
at the frequency of giving behavior
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在不同團體組織中，
針對「給予頻率」做了無數的研究。
針對「給予頻率」做了無數的研究。
03:38
that exists in a team
or an organization --
or an organization --
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發現當組織中有更多人
分享他們的知識、
分享他們的知識、
03:41
and the more often people are helping
and sharing their knowledge
and sharing their knowledge
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幫助他人或給他人提供指導時，
03:44
and providing mentoring,
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這樣的組織在我們所評估的
各項指標中都做得更好：
各項指標中都做得更好：
03:45
the better organizations do
on every metric we can measure:
on every metric we can measure:
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更高的利潤、客戶滿意度、
員工留職率，
員工留職率，
03:48
higher profits, customer satisfaction,
employee retention --
employee retention --
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03:50
even lower operating expenses.
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甚至更低的運作支出。
03:53
So givers spend a lot of time
trying to help other people
trying to help other people
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所以「施者」用了
許多時間來幫助別人，
許多時間來幫助別人，
03:56
and improve the team,
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和幫助團隊，
03:57
and then, unfortunately,
they suffer along the way.
they suffer along the way.
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不幸的是，一路上受苦的
是他們自己。
是他們自己。
我想談的是：要怎麼做，
才能營造出一個讓「施者」
才能營造出一個讓「施者」
04:00
I want to talk about what it takes
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04:01
to build cultures where givers
actually get to succeed.
actually get to succeed.
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也能夠真正成功獲益的文化？
04:05
So I wondered, then, if givers
are the worst performers,
are the worst performers,
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於是我在想：
如果施者是表現最糟糕的人，
如果施者是表現最糟糕的人，
04:08
who are the best performers?
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那誰才是表現最好的人呢？
讓我先從好消息說起：
答案並不是「取者」。
答案並不是「取者」。
04:11
Let me start with the good news:
it's not the takers.
it's not the takers.
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04:14
Takers tend to rise quickly
but also fall quickly in most jobs.
but also fall quickly in most jobs.
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「取者」在大多數工作中，
會迅速的成功，也會迅速的失敗。
會迅速的成功，也會迅速的失敗。
04:17
And they fall at the hands of matchers.
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他們會敗在「對等者」手中。
假如你是一個「對等者」，
04:19
If you're a matcher, you believe
in "An eye for an eye" -- a just world.
in "An eye for an eye" -- a just world.
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你信仰「以眼還眼」的教條；
認為這是正義的世界。
認為這是正義的世界。
04:23
And so when you meet a taker,
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當你遇到一個「取者」的時候，
04:24
you feel like it's your mission in life
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你會自認搞死那些惡人，
是你生命中最神聖的任務。
是你生命中最神聖的任務。
04:26
to just punish the hell
out of that person.
out of that person.
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04:28
(Laughter)
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（笑聲）
04:29
And that way justice gets served.
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那是伸張正義的方式。
04:32
Well, most people are matchers.
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大部分人都是「對等者」。
04:34
And that means if you're a taker,
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那意味著如果你是一個「取者」，
04:35
it tends to catch up with you eventually;
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出來混終於要還的：
04:37
what goes around will come around.
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躲得了初一，躲不了十五。
04:39
And so the logical conclusion is:
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合理的結論是：
04:41
it must be the matchers
who are the best performers.
who are the best performers.
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「對等者」一定會是表現最好的；
04:43
But they're not.
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但其實並非如此。
04:45
In every job, in every organization
I've ever studied,
I've ever studied,
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在我所研究過的所有工作和組織中，
04:48
the best results belong
to the givers again.
to the givers again.
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表現最好的還是「施者」。
04:51
Take a look at some data I gathered
from hundreds of salespeople,
from hundreds of salespeople,
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看我收集到的數百名
銷售員利潤數據，
銷售員利潤數據，
04:54
tracking their revenue.
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可以看出「施者」分佈在兩個極端。
04:56
What you can see is that the givers
go to both extremes.
go to both extremes.
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他們是創造最低利潤的主要群體，
04:58
They make up the majority of people
who bring in the lowest revenue,
who bring in the lowest revenue,
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但同時也是創造
最高利潤的主要族群。
最高利潤的主要族群。
05:01
but also the highest revenue.
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呈現出相同模式的還有
工程師的生產率，
工程師的生產率，
05:03
The same patterns were true
for engineers' productivity
for engineers' productivity
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和醫學院學生的成績。
05:06
and medical students' grades.
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「施者」在成功指標分布曲線中，
05:07
Givers are overrepresented
at the bottom and at the top
at the bottom and at the top
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不成比例的呈現在
我所有成功指標的頂端和底端。
我所有成功指標的頂端和底端。
05:10
of every success metric that I can track.
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05:12
Which raises the question:
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這產生了一個問題：
05:13
How do we create a world
where more of these givers get to excel?
where more of these givers get to excel?
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我們如何能夠創造一種環境？
讓更多的「施者」變得成功？
讓更多的「施者」變得成功？
05:16
I want to talk about how to do that,
not just in businesses,
not just in businesses,
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我想聊一下這個話题，
不僅僅針對企業，
不僅僅針對企業，
05:19
but also in nonprofits, schools --
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還包括非盈利機構、學校、
05:21
even governments.
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甚至政府。
05:22
Are you ready?
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你們準備好了嗎？
05:24
(Cheers)
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（歡呼）
05:25
I was going to do it anyway,
but I appreciate the enthusiasm.
but I appreciate the enthusiasm.
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無論如何我都是要說的，
不過我很感謝你們的熱情。
不過我很感謝你們的熱情。
05:28
(Laughter)
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（笑聲）
05:29
The first thing that's really critical
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首先至關重要的是，
05:31
is to recognize that givers
are your most valuable people,
are your most valuable people,
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你必須了解到「施者」
是最有價值的人，
是最有價值的人，
05:34
but if they're not careful, they burn out.
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但是如果他們不小心，
就會把自己累死。
就會把自己累死。
05:36
So you have to protect
the givers in your midst.
the givers in your midst.
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所以你要保護好這些「施者」。
05:39
And I learned a great lesson about this
from Fortune's best networker.
from Fortune's best networker.
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我從財星雜誌
最佳社交網路達人那裡，
最佳社交網路達人那裡，
學到了很棒的一課。
05:44
It's the guy, not the cat.
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是那個人，不是那只貓。
05:46
(Laughter)
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（笑聲）
05:47
His name is Adam Rifkin.
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他叫亞當．里夫金，
05:49
He's a very successful serial entrepreneur
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他是一個非常成功的連續創業者。
05:51
who spends a huge amount
of his time helping other people.
of his time helping other people.
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他花了超級多的時間來幫助其他人。
05:54
And his secret weapon
is the five-minute favor.
is the five-minute favor.
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他的秘密武器是：
「幫忙 5 分鐘。」
「幫忙 5 分鐘。」
05:57
Adam said, "You don't have to be
Mother Teresa or Gandhi
Mother Teresa or Gandhi
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亞當說：「你不需要像
德蕾莎修女或甘地
德蕾莎修女或甘地
05:59
to be a giver.
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才能成為一個施者。
06:01
You just have to find small ways
to add large value
to add large value
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你只需要利用很小的方法，
就可以給別人的生命
帶來巨大的價值。」
帶來巨大的價值。」
06:03
to other people's lives."
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06:05
That could be as simple
as making an introduction
as making an introduction
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就像介紹人互相認識那樣簡單，
引介兩個彼此有利的人
互相認識就可了！
互相認識就可了！
06:07
between two people who could
benefit from knowing each other.
benefit from knowing each other.
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可以彼此分享知識或提供一些回饋。
06:10
It could be sharing your knowledge
or giving a little bit of feedback.
or giving a little bit of feedback.
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也可以做一些很基本的事，
06:13
Or It might be even something
as basic as saying,
as basic as saying,
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你可以開口這樣說：
06:16
"You know,
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「你知道嗎？我可以去發掘
那些工作成果被忽視的人。」
那些工作成果被忽視的人。」
06:17
I'm going to try and figure out
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06:18
if I can recognize somebody
whose work has gone unnoticed."
whose work has gone unnoticed."
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06:22
And those five-minute favors
are really critical
are really critical
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那些「幫助 5 分鐘」的
工作真的很重要，
工作真的很重要，
06:24
to helping givers set boundaries
and protect themselves.
and protect themselves.
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可以幫助「施者」
設下界線來保護自己。
設下界線來保護自己。
06:27
The second thing that matters
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其次重要的是，
06:29
if you want to build a culture
where givers succeed,
where givers succeed,
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如果你想創造一個
施者可以成功的文化，
施者可以成功的文化，
你真正需要創造的是：
一個以尋求幫助別人為文化的環境。
一個以尋求幫助別人為文化的環境。
06:31
is you actually need a culture
where help-seeking is the norm;
where help-seeking is the norm;
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人們可以提出一堆問題的環境。
06:34
where people ask a lot.
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（字幕：鼓勵尋求幫助）
06:36
This may hit a little too close
to home for some of you.
to home for some of you.
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這一幕可能會讓
在座的某些人產生共鳴，
在座的某些人產生共鳴，
（字幕：在你經歷過的人際關係中，
你總是扮演 「施者」的腳色嗎？)
你總是扮演 「施者」的腳色嗎？)
06:39
[So in all your relationships,
you always have to be the giver?]
you always have to be the giver?]
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06:42
(Laughter)
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（笑聲）
06:43
What you see with successful givers
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你看到的成功「施者」，
都知道作為一個收受者也是正常的。
都知道作為一個收受者也是正常的。
06:45
is they recognize that it's OK
to be a receiver, too.
to be a receiver, too.
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06:48
If you run an organization,
we can actually make this easier.
we can actually make this easier.
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如果你是一位企業經營者，
我們可以讓這事情做得更容易些。
我們可以讓這事情做得更容易些。
我們可以讓人們更願意去尋求幫助。
06:51
We can make it easier
for people to ask for help.
for people to ask for help.
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06:53
A couple colleagues and I
studied hospitals.
studied hospitals.
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我和一些同事學對醫院進行了研究。
06:56
We found that on certain floors,
nurses did a lot of help-seeking,
nurses did a lot of help-seeking,
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我們發現在一些特定的樓層，
護士會做很多尋求幫助的事，
護士會做很多尋求幫助的事，
06:59
and on other floors,
they did very little of it.
they did very little of it.
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在其它樓層，他們很少那樣做。
07:01
The factor that stood out on the floors
where help-seeking was common,
where help-seeking was common,
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那些把尋求幫助視為常態的樓層，
07:04
where it was the norm,
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是因為那裡有一個只做
一件事的護士，
一件事的護士，
07:06
was there was just one nurse
whose sole job it was
whose sole job it was
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07:08
to help other nurses on the unit.
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那就是專門負責幫助
單位內的其他護士。
單位內的其他護士。
07:10
When that role was available,
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當那個角色存在的時候，
07:11
nurses said, "It's not embarrassing,
it's not vulnerable to ask for help --
it's not vulnerable to ask for help --
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護士們會想：「哦，
找人幫忙並不是可恥的事，
找人幫忙並不是可恥的事，
也不會令人自覺軟弱，
反之更受到激勵。」
反之更受到激勵。」
07:15
it's actually encouraged."
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07:18
Help-seeking isn't important
just for protecting the success
just for protecting the success
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尋求幫助的重要性，
不僅是只有提供「施者」保護而已，
不僅是只有提供「施者」保護而已，
07:21
and the well-being of givers.
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對「施者」 的福利亦然。
07:22
It's also critical to getting
more people to act like givers,
more people to act like givers,
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對於促使更多的人，
學習成為「施者」也是很關鍵。
學習成為「施者」也是很關鍵。
07:25
because the data say
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因為由數據中可以看出，
07:26
that somewhere between 75 and 90 percent
of all giving in organizations
of all giving in organizations
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組織中的給予行為，
有 75% 至 90%
有 75% 至 90%
07:30
starts with a request.
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是由尋求協助開始。
07:31
But a lot of people don't ask.
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但是很多人不會開口。
07:33
They don't want to look incompetent,
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他們不想被認為能力不足，
07:35
they don't know where to turn,
they don't want to burden others.
they don't want to burden others.
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他們不知道該向誰尋求幫助，
他們不想給別人造成負擔。
他們不想給別人造成負擔。
07:38
Yet if nobody ever asks for help,
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然而如果沒有人尋求幫助，
07:40
you have a lot of frustrated givers
in your organization
in your organization
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在組織中會有很多失落的「施者」，
07:42
who would love to step up and contribute,
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他們很想主動幫助別人，
07:44
if they only knew
who could benefit and how.
who could benefit and how.
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只要有人告訴他誰需要幫助，
和如何去幫助別人。
和如何去幫助別人。
07:47
But I think the most important thing,
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1798
但我想最重要的事情，
07:49
if you want to build a culture
of successful givers,
of successful givers,
197
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如果你想營造一個
「施者」成功的文化，
「施者」成功的文化，
07:51
is to be thoughtful about who
you let onto your team.
you let onto your team.
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2802
必須思慮周全的選擇適當的團隊。
07:54
I figured, you want a culture
of productive generosity,
of productive generosity,
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我猜你想創造一個非常慷慨的文化，
07:57
you should hire a bunch of givers.
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你應該聘請一批「施者」才對。
07:59
But I was surprised to discover, actually,
that that was not right --
that that was not right --
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但我驚訝的發現
那樣做其實是不對的。
那樣做其實是不對的。
08:03
that the negative impact
of a taker on a culture
of a taker on a culture
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「取者」對文化的負面影響，
08:06
is usually double to triple
the positive impact of a giver.
the positive impact of a giver.
203
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2869
通常會是「施者」
正面影響的 2~3 倍。
正面影響的 2~3 倍。
08:09
Think about it this way:
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1150
試著這樣想：
08:10
one bad apple can spoil a barrel,
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一個壞蘋果會毀了一桶蘋果，
08:12
but one good egg
just does not make a dozen.
just does not make a dozen.
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但是一顆好雞蛋，
不會把一打壞雞蛋變好。
不會把一打壞雞蛋變好。
08:15
I don't know what that means --
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我不知道這是什麼意思……
08:17
(Laughter)
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（笑聲）
08:18
But I hope you do.
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但是我希望你們明白。
08:20
No -- let even one taker into a team,
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絕對不可以讓「取者」進入團隊，
哪怕是只有一位。
哪怕是只有一位。
08:23
and you will see that the givers
will stop helping.
will stop helping.
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因為那樣的話，
「施者」會停止幫助別人。
「施者」會停止幫助別人。
08:26
They'll say, "I'm surrounded
by a bunch of snakes and sharks.
by a bunch of snakes and sharks.
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他們會說：「我被蛇和鯊魚包圍著，
08:29
Why should I contribute?"
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我為什麼需要付出？」
08:30
Whereas if you let one giver into a team,
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然而你讓一個「施者」進入團隊，
08:32
you don't get an explosion of generosity.
215
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你團隊裡的慷慨行為
不會因此而爆增，
不會因此而爆增，
08:35
More often, people are like,
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1421
更多情況下，人們會說：
08:36
"Great! That person can do all our work."
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2138
「太好了！
這個人可以包下我們
所有的工作了。」
所有的工作了。」
08:39
So, effective hiring and screening
and team building
and team building
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2746
所以，有效的聘僱、
篩選和團隊建構，
篩選和團隊建構，
08:41
is not about bringing in the givers;
219
509847
2136
不是引入更多的「施者」；
而是要將重點放在把
「取者」剔除掉！
「取者」剔除掉！
08:44
it's about weeding out the takers.
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2214
08:47
If you can do that well,
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1151
如果你能把這件事做得很好，
08:48
you'll be left with givers and matchers.
222
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1942
你會只留下「施者」和「對等者」。
08:50
The givers will be generous
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「施者」會變得更開放自在，
08:51
because they don't have to worry
about the consequences.
about the consequences.
224
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2634
因為他們不用擔心後果。
「對等者」的好處是
他們會跟著規範走。
他們會跟著規範走。
08:54
And the beauty of the matchers
is that they follow the norm.
is that they follow the norm.
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08:57
So how do you catch a taker
before it's too late?
before it's too late?
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那麼如何在太晚之前
找出那個「取者」？
找出那個「取者」？
09:00
We're actually pretty bad
at figuring out who's a taker,
at figuring out who's a taker,
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2887
我們其實不善於辨識誰是「取者」，
09:03
especially on first impressions.
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1826
特別是憑藉第一印象。
09:05
There's a personality trait
that throws us off.
that throws us off.
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2308
但有一個特徵可以暴露他的本性，
09:07
It's called agreeableness,
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1305
它被稱為「友善度。」
09:09
one the major dimensions
of personality across cultures.
of personality across cultures.
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2621
在各種文化中都有這種人的特徵。
09:11
Agreeable people are warm and friendly,
they're nice, they're polite.
they're nice, they're polite.
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友善度高的人通常較熱情友善，
他們很善良且都很有禮貌。
你會在加拿大找到很多這樣的人。
09:15
You find a lot of them in Canada --
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1791
09:17
(Laughter)
234
545136
1603
（笑聲）
09:18
Where there was actually
a national contest
a national contest
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3497
加拿大舉辦了一個全國性的競賽，
09:22
to come up with a new Canadian slogan
and fill in the blank,
and fill in the blank,
236
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3030
來為加拿大設計一個新口號，
題目就是：「作為加拿大人……」
09:25
"As Canadian as ..."
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1575
09:26
I thought the winning entry
was going to be,
was going to be,
238
554937
2084
我以為冠軍的答案是，
加拿大人就像是
「楓糖漿」或「曲棍球。」
「楓糖漿」或「曲棍球。」
09:29
"As Canadian as maple syrup,"
or, "... ice hockey."
or, "... ice hockey."
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2471
但這些都不是，
加拿大人票選出的新國家口號是──
加拿大人票選出的新國家口號是──
09:31
But no, Canadians voted
for their new national slogan to be --
for their new national slogan to be --
240
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2985
不是開你的玩笑，
09:34
I kid you not --
241
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1161
「在各種情況下，
盡量表現得像加拿大人。」
盡量表現得像加拿大人。」
09:35
"As Canadian as possible
under the circumstances."
under the circumstances."
242
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2431
（笑聲）
09:38
(Laughter)
243
566189
3213
09:42
Now for those of you
who are highly agreeable,
who are highly agreeable,
244
570020
2371
現在對於你們當中特別友善的人，
或多少像個加拿大人的人來說，
09:44
or maybe slightly Canadian,
245
572415
1393
09:45
you get this right away.
246
573832
1373
你們應該知道我在說甚麼吧！
09:47
How could I ever say I'm any one thing
247
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我怎麼可能是一個什麼固定樣的人，
如果我不停地嘗試去取悅別人?
如果我不停地嘗試去取悅別人?
09:49
when I'm constantly adapting
to try to please other people?
to try to please other people?
248
577070
2826
09:52
Disagreeable people do less of it.
249
580400
1823
不友善的人通常很少這樣子做，
09:54
They're more critical,
skeptical, challenging,
skeptical, challenging,
250
582247
2937
他們更加的苛刻、
多疑、具有攻擊性，
多疑、具有攻擊性，
09:57
and far more likely than their peers
to go to law school.
to go to law school.
251
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3054
而且遠比他的同儕
更可能去讀法學系。
更可能去讀法學系。
10:00
(Laughter)
252
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1143
（笑聲）
10:01
That's not a joke,
that's actually an empirical fact.
that's actually an empirical fact.
253
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2655
這不是一個玩笑，這是經驗之談。
10:04
(Laughter)
254
592132
1059
（笑聲）
10:05
So I always assumed
that agreeable people were givers
that agreeable people were givers
255
593215
2549
所以我經常假設；
友善的人都是屬於「施者」，
友善的人都是屬於「施者」，
10:07
and disagreeable people were takers.
256
595788
1947
不友善的人是「取者」。
10:09
But then I gathered the data,
257
597759
1430
但當我收集數據後，
10:11
and I was stunned to find
no correlation between those traits,
no correlation between those traits,
258
599213
3113
我驚訝的發現兩者之間沒有關聯，
10:14
because it turns out
that agreeableness-disagreeableness
that agreeableness-disagreeableness
259
602350
2659
因為友善與不友善是你的外在裝飾：
10:17
is your outer veneer:
260
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1163
跟你接觸的快樂值是多少？
10:18
How pleasant is it to interact with you?
261
606220
1941
但給予和獲取則是你內在的動機：
10:20
Whereas giving and taking
are more of your inner motives:
are more of your inner motives:
262
608185
2692
你對他人的價值是什麼？
你對他人的意圖是什麼？
你對他人的意圖是什麼？
10:22
What are your values?
What are your intentions toward others?
What are your intentions toward others?
263
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2892
所以如果你想準確的判斷一個人，
10:25
If you really want to judge
people accurately,
people accurately,
264
613817
2192
你需要等到屋內
每個咨詢顧問期盼的那一刻，
每個咨詢顧問期盼的那一刻，
10:28
you have to get to the moment every
consultant in the room is waiting for,
consultant in the room is waiting for,
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616033
3517
然後畫一個像螢幕中的
2*2 的表格，
2*2 的表格，
10:31
and draw a two-by-two.
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10:32
(Laughter)
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（螢幕中 2*2 表格內容）
上列：「施者」、「取者」
左欄：「友善度」 、「不友善度」
10:37
The agreeable givers are easy to spot:
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配合度友善的人是非常容易辨別的：
10:39
they say yes to everything.
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他們對每件事都點頭。（魯肉王）
10:43
The disagreeable takers
are also recognized quickly,
are also recognized quickly,
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不友善的人也很容易被辨識，
10:46
although you might call them
by a slightly different name.
by a slightly different name.
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你可能會用一個稍微不同的名字；
10:50
(Laughter)
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（白卜庭）
（笑聲）
10:53
We forget about the other
two combinations.
two combinations.
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我們忘記了另外兩種組合。
10:55
There are disagreeable givers
in our organizations.
in our organizations.
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在組織中有許多不友善的「施者」。
10:59
There are people who are gruff
and tough on the surface
and tough on the surface
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他們表面上看來粗暴和強硬，
11:01
but underneath have
others' best interests at heart.
others' best interests at heart.
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但是內心裡也有替人設想的想法。
11:05
Or as an engineer put it,
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用工程師的話說：
「配合度不高的施者──
「配合度不高的施者──
11:06
"Oh, disagreeable givers --
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就像操作界面很差，
但作業系統超棒。」
但作業系統超棒。」
11:08
like somebody with a bad user interface
but a great operating system."
but a great operating system."
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11:12
(Laughter)
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（笑聲）
11:13
If that helps you.
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如果這種比喻對你有幫助的話。
11:14
(Laughter)
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（笑聲）
11:16
Disagreeable givers are the most
undervalued people in our organizations,
undervalued people in our organizations,
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不友善的「施者」，
是組織中最被低估價值的人。
是組織中最被低估價值的人。
因為他們是那種一針見血的回饋者，
11:19
because they're the ones
who give the critical feedback
who give the critical feedback
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沒人喜歡聽，但每人都需要聽。
11:22
that no one wants to hear
but everyone needs to hear.
but everyone needs to hear.
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11:25
We need to do a much better job
valuing these people
valuing these people
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在評價這些人的時候，
我們必需做得更好一點，
我們必需做得更好一點，
11:27
as opposed to writing them off early,
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以免過早剔除掉他們，
11:29
and saying, "Eh, kind of prickly,
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並且說：「真會吹毛求疵，
他一定是個自私的『取者』。」
他一定是個自私的『取者』。」
11:31
must be a selfish taker."
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11:33
The other combination we forget about
is the deadly one --
is the deadly one --
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另一個我們忘記的組合
是殺手級的……
是殺手級的……
11:36
the agreeable taker,
also known as the faker.
also known as the faker.
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友善的「取者」，亦稱為「偽者」。
11:40
This is the person
who's nice to your face,
who's nice to your face,
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這些人當著你面非常好，
但是他會背地捅你一刀。
11:42
and then will stab you right in the back.
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11:44
(Laughter)
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（笑聲）
11:46
And my favorite way to catch
these people in the interview process
these people in the interview process
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我最喜歡在面試時分辨人的方法，
11:49
is to ask the question,
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就是提出一個問題：
11:51
"Can you give me the names of four people
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「你能說出四位曾在職場上
受你幫助而事業獲得改善的人嗎？」
受你幫助而事業獲得改善的人嗎？」
11:53
whose careers you have
fundamentally improved?"
fundamentally improved?"
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11:56
The takers will give you four names,
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「取者」會告訴你四個名字，
11:58
and they will all be more
influential than them,
influential than them,
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而且都是比他有影響力的人。
12:01
because takers are great at kissing up
and then kicking down.
and then kicking down.
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因為「取者」擅長於拍馬屁，
然後過河拆橋。
然後過河拆橋。
12:04
Givers are more likely to name people
who are below them in a hierarchy,
who are below them in a hierarchy,
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「施者」較會提出職位
比他們低的人名，
比他們低的人名，
12:08
who don't have as much power,
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那些人沒有很多權力，
12:09
who can do them no good.
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對「施者」也沒什麼好處。
讓我們坦白點，你們都知道；
12:11
And let's face it, you all know
you can learn a lot about character
you can learn a lot about character
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透過觀察人們對待餐廳服務員，
或「優步」司機的態度，
或「優步」司機的態度，
12:14
by watching how someone
treats their restaurant server
treats their restaurant server
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我們就可以了解一個人的個性。
12:17
or their Uber driver.
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12:19
So if we do all this well,
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因此，如果我們妥善的處理，
12:20
if we can weed takers
out of organizations,
out of organizations,
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如果我們可以將「取者」
剔除在組織外面，
剔除在組織外面，
12:22
if we can make it safe to ask for help,
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如果我們可以讓
尋求幫助變得很安全，
尋求幫助變得很安全，
12:24
if we can protect givers from burnout
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如果我們能夠不讓
「施者」產生倦怠感，
「施者」產生倦怠感，
12:26
and make it OK for them to be ambitious
in pursuing their own goals
in pursuing their own goals
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讓他們敢於追求他們自己的目標，
12:29
as well as trying to help other people,
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並且勇於嘗試幫助他人，
12:32
we can actually change the way
that people define success.
that people define success.
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我們就可以改變人們
對於成功的定義。
對於成功的定義。
12:35
Instead of saying it's all about
winning a competition,
winning a competition,
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與其說成功只是
有關贏取競爭的勝利，
有關贏取競爭的勝利，
12:38
people will realize success
is really more about contribution.
is really more about contribution.
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不如大家將成功的重點關注在，
人們對他人的「奉獻」。
人們對他人的「奉獻」。
12:42
I believe that the most
meaningful way to succeed
meaningful way to succeed
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我覺得最有意義的成功方式，
就是「成功不必在我」的精神。
就是「成功不必在我」的精神。
12:45
is to help other people succeed.
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12:47
And if we can spread that belief,
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如果我們可以將這個觀點擴散，
12:48
we can actually turn paranoia upside down.
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我們可以逆轉那種疑神疑鬼現象。
12:51
There's a name for that.
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有個名稱很適合形容它：
12:52
It's called "pronoia."
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叫做「別人都對我好」。
12:55
Pronoia is the delusional belief
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「別人都對我好」是一種幻覺，
12:56
that other people
are plotting your well-being.
are plotting your well-being.
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覺得其他人都是你的貴人。
12:59
(Laughter)
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（笑聲）
13:02
That they're going around behind your back
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他們會躲在你的背後，
13:05
and saying exceptionally
glowing things about you.
glowing things about you.
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談論關於你無比光彩的事蹟。
13:09
The great thing about a culture of givers
is that's not a delusion --
is that's not a delusion --
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由「施者」主導的文化好處在於，
那並不是一個幻覺，而是一種實現。
13:13
it's reality.
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13:15
I want to live in a world
where givers succeed,
where givers succeed,
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我想生活在一個
「施者」成功的世界。
「施者」成功的世界。
13:18
and I hope you will help me
create that world.
create that world.
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我希望你們能幫我創造那個世界。
13:20
Thank you.
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謝謝。
13:21
(Applause)
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（掌聲）
ABOUT THE SPEAKER
Adam Grant - Organizational psychologistAfter years of studying the dynamics of success and productivity in the workplace, Adam Grant discovered a powerful and often overlooked motivator: helping others.
Why you should listen
In his groundbreaking book Give and Take, top-rated Wharton professor Adam Grant upended decades of conventional motivational thinking with the thesis that giving unselfishly to colleagues or clients can lead to one’s own long-term success. Grant’s research has led hundreds of advice seekers (and HR departments) to his doorstep, and it’s changing the way leaders view their workforces.
Grant's book Originals: How Non-Conformists Move the World examines how unconventional thinkers overturn the status quo and champion game-changing ideas.
Grant is the host of the TED original podcast WorkLife, taking us inside unconventional workplaces to explore the ideas we can all use to make work more meaningful and creative.
Adam Grant | Speaker | TED.com