故事能让听者得出自己的结论。假设你有一个基于个人真实经历的故事,在这个故事中,你或另外某个人经历了一项非常艰巨的挑战,经历了很多挫败和阻碍,由于选择不当而犯了很多难堪的错误,但最终克服了所有困难,获得了杰出的成绩。对于听众来说,聆听这个故事也是一个间接的学习过程。他们会对这个故事给予很大的关注,首先会判明情况,感受到这些失败决策所带来的痛苦,以及结果的不确定性所带来的压力,关注这个人如何克服了失误,感受到他们最终成功的喜悦。由于你采取了故事的模式,听者会自动吸收关键的经验,并且轻松地记住它们。
Stories Build Trust.Best of all, in the above example, you avoided the fatal error of just preaching or “telling” people what to do. Because people don’t like being told what to do! But, they do love a story that allows them to decide for themselves what was effective and willingly apply their learning to future situations. In fact, you will gain more trust from people by telling failure stories from your own experience than by merely boasting and bragging about all your successes. When you reveal your mistakes and vulnerabilities with others, you show your human side and they automatically like you better and trust you more. This is where stories can move you from being a leader focused on ‘transactions’ (tasks) to a leader focused on human relationships grounded in trust.
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