How the “Little Tricks” Were Unveiled！“小窍门” 是如何被揭示的

Many years ago, a drama teacher, exasperated at my bad acting in a college play, shouted, “No! No! Your body is belying your words. Every tiny movement, every body position,” he howled, “divulges your private thoughts. Your face can make seven thousand different expressions, and each exposes precisely who you are and what you are thinking at any particular moment.” Then he said something I’ll never forget: “And your body! The way you move is your autobiography in motion.”

许多年前，一位戏剧老师对我在大学戏剧表演中的糟糕表现感到恼怒，他大喊道：“不！不！你的身体在背叛你的话语。每一个微小的动作，每一个身体姿势，” 他吼道，“都泄露了你的内心想法。你的脸可以做出七千种不同的表情，每一种都精确地暴露了你在任何特定时刻是谁以及你在想什么。” 然后他说了一些我永远不会忘记的话：“还有你的身体！你行动的方式就是你动态的自传。”

How right he was! On the stage of real life, every physical move you make subliminally tells everyone in eyeshot the story of your life. Dogs hear sounds our ears can’t detect. Bats see shapes in the darkness that elude our eyes. And people make moves that are beneath human consciousness but have tremendous power to attract or repel. Every smile, every frown, every syllable you utter, or every arbitrary choice of word that passes between your lips can draw others toward you or make them want to run way.

他说得多么正确啊！在现实生活的舞台上，你做出的每一个身体动作都下意识地向视野内的每个人讲述着你的人生故事。狗能听到我们耳朵听不到的声音。蝙蝠能在黑暗中看到我们眼睛看不到的形状。人们会做出一些在人类意识之下但却有着巨大吸引力或排斥力的动作。每一个微笑、每一个皱眉、你说出的每一个音节，或者你嘴唇间随意选择的每一个词，都能把别人吸引到你身边或让他们想逃离。

Men—did your gut feeling ever tell you to jump ship on a deal? Women—did your women’s intuition make you accept or reject an offer? On a conscious level, we may not be aware of what the hunch is. But like the ear of the dog or the eye of the bat, the elements that make up subliminal sentiments are very real. Imagine, please, two humans in a complex box wired with circuits to record all the signals flowing between the two. As many as ten thousand units of information flow per second. “Probably the lifetime efforts of roughly half the adult population of the United States would be required to sort the units in one hour’s interaction between two subjects,” a University of Pennsylvania communications authority estimates.

男士们 —— 你们的直觉有没有告诉过你们放弃一笔交易？女士们 —— 你们的女性直觉有没有让你们接受或拒绝一个提议？在有意识的层面上，我们可能不知道这种预感是什么。但就像狗的耳朵或蝙蝠的眼睛一样，构成潜意识情感的元素是非常真实的。请想象一下，有两个人在一个装有电路的复杂盒子里，这个盒子用来记录两人之间流动的所有信号。每秒有多达一万个信息单元在流动。一位宾夕法尼亚大学的传播学权威估计：“要对两个对象在一小时互动中产生的信息单元进行分类，可能需要大约一半美国成年人口一生的努力。

With the zillions of subtle actions and reactions zapping back and forth between two human beings, can we come up with concrete techniques to make our every communication clear, confident, credible, and charismatic?

在两个人之间有无数微妙的行为和反应来回穿梭，我们能想出具体的技巧来使我们的每一次交流都清晰、自信、可信且富有魅力吗？

Determined to find the answer, I read practically every book written on communications skills, charisma, and chemistry between people. I explored hundreds of studies conducted around the world on what qualities made up leadership and credibility. Intrepid social scientists left no stone unturned in their quest to find the formula. For example, optimistic Chinese researchers, hoping charisma might be in the diet, went so far as to compare the relationship of personality type to the catecholamine level in subjects’ urine.2 Needless to say, their thesis was soon shelved.

为了找到答案，我几乎读遍了所有关于沟通技巧、个人魅力和人与人之间化学反应的书籍。我研究了世界各地进行的数百项关于什么品质构成领导力和可信度的研究。勇敢的社会科学家们为了找到这个公式不遗余力。例如，乐观的中国研究人员希望魅力可能与饮食有关，甚至去比较了受试者的性格类型与尿液中儿茶酚胺水平的关系。不用说，他们的论文很快就被搁置了。