斯坦福教授杰弗里·普费弗、谈判专家罗伯特·恰尔迪尼以及其他专业人士都推荐过询问他人的建议是一种很有力的影响他人并且让他人喜欢你的好方法。
Wharton professor Adam Grant breaks down the science behind it:New research shows that advice seeking is a surprisingly effective strategy for exercising influence when we lack authority. In one experiment, a researcher had people negotiate the possible sale of commercial property. When the sellers focused on their goal of getting the highest possible price, only eight percent reached a successful agreement. When the sellers asked the buyers for advice on how to meet their goals, 42 percent reached a successful agreement. Asking for advice encouraged greater cooperation and information sharing, turning a potentially contentious negotiation into a win-win deal. Studies demonstrate that across the manufacturing, financial services, insurance and pharmaceutical industries, seeking advice is among the most effective ways to influence peers, superiors, and subordinates.
沃顿商学院的亚当·格兰特解释了这背后的道理:新研究显示当我们缺乏权威的时候,询问他人建议是一种影响他人的有效手段。在一次实验中,一名实验员让人们来谈论一处房地产的销售。当销售人员只专注于想要卖出尽可能的高的价格的时候,只有8%的人达到了目标。当销售人员询问顾客如何才能满足他们的要求时,42%的销售人员最后达到了卖出房产的目的。寻求建议鼓励了人们之间更多的合作以及信息的共享,把潜在的有争议的协商变成一个双赢的局面。研究显示,在制造业、金融服务业、保险业和医药行业,询问对方的建议都是最有效影响同事、上司和下属的方法。
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