通用商务初级09:58public speaking

How to Speak So That People Want to Listen

让人愿意听你说话

声音专家朱利安·特雷热的经典 TED 演讲。他先剖析让人厌听的「说话七宗罪」:闲话、评判、消极、抱怨、借口、夸大与武断,再提出 HAIL 四大基石——诚实、真诚、正直与爱。随后他打开「嗓音工具箱」,讲解音区、音色、语调、语速与音量,并现场示范开嗓练习。适合学演讲表达与职场沟通。

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台词(64 句)

00:13

The human voice: It's the instrument we all play. It's the most powerful sound in the world, probably.

人的嗓音:它是我们每个人都会演奏的乐器。它大概是这世上最有力量的声音。

00:21

It's the only one that can start a war or say "I love you." And yet many people have the experience that when they speak, people don't listen to them.

它是唯一既能挑起战争、又能说出「我爱你」的声音。然而很多人都有这样的体会:自己一开口,别人却不听。

00:28

And why is that? How can we speak powerfully to make change in the world? What I'd like to suggest, there are a number of habits that we need to move away from.

这是为什么呢?我们怎样才能说得有力量、进而改变世界?我想说的是,有一些习惯是我们需要摆脱的。

00:37

I've assembled for your pleasure here seven deadly sins of speaking. I'm not pretending this is an exhaustive list, but these seven, I think, are pretty large habits that we can all fall into.

我特意为大家整理了「说话的七宗罪」。我不敢说这份清单面面俱到,但这七点我认为都是我们很容易犯的大毛病。

00:49

First, gossip. Speaking ill of somebody who's not present. Not a nice habit, and we know perfectly well the person gossiping, five minutes later, will be gossiping about us.

第一,说三道四。在别人不在场时说他坏话。这可不是好习惯,而且我们心里都清楚:此刻在嚼舌根的人,五分钟后也会在背后议论我们。

01:01

Second, judging. We know people who are like this in conversation, and it's very hard to listen to somebody if you know that you're being judged and found wanting at the same time.

第二,评头论足。我们身边总有这样爱评判的人;如果你明知自己一边说话一边被人挑剔、被判定「不够格」,那真的很难听得进对方的话。

01:12

Third, negativity. You can fall into this. My mother, in the last years of her life, became very negative, and it's hard to listen.

第三,消极负面。谁都可能陷进去。我母亲在人生最后几年变得非常消极,让人很难听下去。

01:20

I remember one day, I said to her, "It's October 1 today," and she said, "I know, isn't it dreadful?" (Laughter) It's hard to listen when somebody's that negative.

我记得有一天我对她说:「今天是十月一号了。」她却说:「我知道,糟透了对吧?」(笑声)一个人这么消极时,真的很难听下去。

01:29

(Laughter) And another form of negativity, complaining. Well, this is the national art of the U.K.

(笑声)消极的另一种形式是抱怨。这可是英国的「国粹」。

01:37

It's our national sport. We complain about the weather, sport, about politics, about everything, but actually, complaining is viral misery.

简直是我们的全民运动。我们抱怨天气、抱怨体育、抱怨政治,什么都抱怨;可抱怨其实是一种会传染的坏情绪。

01:44

It's not spreading sunshine and lightness in the world. Excuses. We've all met this guy.

它并不会给世界带来阳光和轻松。找借口。这种人我们都遇到过。

01:51

Maybe we've all been this guy. Some people have a blamethrower. They just pass it on to everybody else and don't take responsibility for their actions, and again, hard to listen to somebody who is being like that.

也许我们自己也当过这种人。有些人手里像握着一把「甩锅枪」,把责任一股脑推给别人,从不为自己的行为负责;同样,面对这种人,你很难听得进去。

02:02

Penultimate, the sixth of the seven, embroidery, exaggeration. It demeans our language, actually, sometimes.

倒数第二,七宗罪里的第六宗——添油加醋,夸大其词。有时它其实会贬损我们的语言。

02:10

For example, if I see something that really is awesome, what do I call it? (Laughter) And then, of course, this exaggeration becomes lying, and we don't want to listen to people we know are lying to us.

比如,当我真的看到某样了不起的东西时,我该怎么形容它呢?(笑声)接着,这种夸张自然就变成了撒谎,而我们都不愿意听那些明知在骗我们的人说话。

02:24

And finally, dogmatism. The confusion of facts with opinions.

最后一宗,武断固执——把事实和观点混为一谈。

02:31

When those two things get conflated, you're listening into the wind. You know, somebody is bombarding you with their opinions as if they were true.

当这两者被搅在一起,你就像对着风说话一样白费力气。有人把自己的看法当成事实,劈头盖脸地灌给你。

02:38

It's difficult to listen to that. So here they are, seven deadly sins of speaking. These are things I think we need to avoid.

这样的话很难听得进去。这就是说话的七宗罪,我认为都是我们需要避免的。

02:46

But is there a positive way to think about this? Yes, there is. I'd like to suggest that there are four really powerful cornerstones, foundations, that we can stand on if we want our speech to be powerful and to make change in the world.

那有没有更积极的角度来看待这件事呢?有的。我想说,如果希望自己的话语有力量、能改变世界,我们可以立足于四块非常坚实的基石。

03:02

Fortunately, these things spell a word. The word is "hail," and it has a great definition as well. I'm not talking about the stuff that falls from the sky and hits you on the head.

幸运的是,这四点恰好能拼成一个单词——HAIL,而它本身的释义也很棒。我说的可不是从天上砸到你头上的冰雹。

03:11

I'm talking about this definition, to greet or acclaim enthusiastically, which is how I think our words will be received if we stand on these four things.

我说的是它的另一个意思:热情地欢迎或喝彩。我相信,只要立足于这四点,我们的话就会这样被人接纳。

03:18

So what do they stand for? See if you can guess. The H, honesty, of course, being true in what you say, being straight and clear.

那它们分别代表什么呢?看你能不能猜到。H 代表 honesty,诚实——当然就是说的话要真实,坦率而清晰。

03:28

The A is authenticity, just being yourself. A friend of mine described it as standing in your own truth, which I think is a lovely way to put it.

A 是 authenticity,真诚——做你自己就好。我一个朋友把它形容为「站在自己的真实里」,我觉得这个说法很美。

03:37

The I is integrity, being your word, actually doing what you say, and being somebody people can trust.

I 是 integrity,正直——言出必行,说到做到,做一个别人信得过的人。

03:44

And the L is love. I don't mean romantic love, but I do mean wishing people well, for two reasons.

L 是 love,爱。我指的不是男女之爱,而是真心希望别人好;这有两个理由。

03:52

First of all, I think absolute honesty may not be what we want. I mean, my goodness, you look ugly this morning. Perhaps that's not necessary.

首先,绝对的诚实也许并不是我们想要的。我是说——天哪,你今早看起来真丑。这种话或许就没必要说了。

04:02

Tempered with love, of course, honesty is a great thing. But also, if you're really wishing somebody well, it's very hard to judge them at the same time.

当然,只要用爱去调和,诚实是件了不起的事。而且,如果你真心为一个人着想,就很难同时去评判他。

04:11

I'm not even sure you can do those two things simultaneously. So hail. Also, now that's what you say, and it's like the old song, it is what you say, it's also the way that you say it.

我甚至怀疑这两件事根本没法同时做到。这就是 HAIL。而这些讲的是「你说什么」;可正如那首老歌所唱,重要的不只是你说什么,还有你怎么说。

04:22

You have an amazing toolbox. This instrument is incredible, and yet this is a toolbox that very few people have ever opened.

你拥有一个神奇的工具箱。这件乐器(嗓音)妙不可言,然而很少有人打开过这个工具箱。

04:29

I'd like to have a little rummage in there with you now and just pull a few tools out that you might like to take away and play with, which will increase the power of your speaking.

现在我想和你一起在里面翻一翻,拿出几样工具,你或许愿意带回去把玩一番——它们能增强你说话的力量。

04:38

Register, for example. Now, falsetto register may not be very useful most of the time, but there's a register in between.

比如说音区。假声这种音区大多数时候可能派不上用场,但中间还有别的音区。

04:46

I'm not going to get very technical about this for any of you who are voice coaches. You can locate your voice, however. So if I talk up here in my nose, you can hear the difference.

在座若有声音教练,我就不讲得太专业了。不过你可以调整声音的发声位置。比如我这样从鼻腔发声,你能听出差别。

04:54

If I go down here in my throat, which is where most of us speak from most of the time. But if you want weight, you need to go down here to the chest.

如果我把声音放到喉咙这里——大多数人平时都是从这儿发声的。但如果你想让声音更有分量,就得沉到胸腔里。

05:03

You hear the difference? We vote for politicians with lower voices, it's true, because we associate depth with power and with authority.

听出区别了吗?我们确实更愿意把票投给嗓音低沉的政客,因为我们会把浑厚跟力量、权威联系在一起。

05:14

That's register. Then we have timbre. It's the way your voice feels. Again, the research shows that we prefer voices which are rich, smooth, warm, like hot chocolate.

这就是音区。接下来是音色,也就是你的声音给人的感觉。研究同样表明,我们偏爱那种饱满、顺滑、温暖的嗓音,就像热巧克力一样。

05:26

Well if that's not you, that's not the end of the world, because you can train. Go and get a voice coach. And there are amazing things you can do with breathing, with posture, and with exercises to improve the timbre of your voice.

如果你的声音不是这样,也别灰心,因为这是可以训练的。去找个声音教练吧。通过呼吸、体态和一些练习,你能在改善音色上做出惊人的改变。

05:39

Then prosody. I love prosody. This is the sing-song, the meta-language that we use in order to impart meaning.

然后是语调。我特别喜欢语调。它是那种抑扬顿挫,是我们用来传递含义的「元语言」。

05:45

It's root one for meaning in conversation. People who speak all on one note are really quite hard to listen to if they don't have any prosody at all.

它是对话中传达意义的第一要素。一个人如果全程一个调门、毫无语调起伏,那真的很难让人听下去。

05:54

That's where the word "monotonic" comes from, or monotonous, monotone. Also, we have repetitive prosody now coming in, where every sentence ends as if it were a question when it's actually not a question, it's a statement?

「单调」(monotonic、monotonous、monotone)这些词就是这么来的。另外,现在还流行一种「一成不变的语调」——每句话结尾都像在问问题,可它其实并不是疑问句,而是个陈述句?

06:08

(Laughter) And if you repeat that one, it's actually restricting your ability to communicate through prosody, which I think is a shame, so let's try and break that habit.

(笑声)如果你老这么说,其实是在削弱自己用语调沟通的能力,我觉得挺可惜的,所以我们一起改掉这个习惯吧。

06:21

Pace. I can get very excited by saying something really quickly, or I can slow right down to emphasize, and at the end of that, of course, is our old friend silence.

语速。我可以说得飞快来表达兴奋,也可以放慢下来以示强调,而语速的尽头,自然就是我们的老朋友——沉默。

06:34

There's nothing wrong with a bit of silence in a talk, is there? We don't have to fill it with ums and ahs.

演讲里留一点沉默,没什么不好,对吧?我们不必用「嗯」「啊」把它填满。

06:41

It can be very powerful. Of course, pitch often goes along with pace to indicate arousal, but you can do it just with pitch.

沉默可以非常有力。当然,音高常常和语速一起变化来表现情绪的高涨,但你光靠音高也能做到。

06:48

Where did you leave my keys? (Higher pitch) Where did you leave my keys? So, slightly different meaning in those two deliveries.

你把我钥匙放哪儿了?(音调升高)你把我钥匙放哪儿了?这两种说法的意味,略有不同。

06:56

And finally, volume. (Loud) I can get really excited by using volume. Sorry about that, if I startled anybody.

最后是音量。(大声)我可以用音量来表现激动。抱歉,要是吓到谁了。

07:03

Or, I can have you really pay attention by getting very quiet. Some people broadcast the whole time.

或者,我可以把声音压得很轻,让你格外集中注意。有些人却总是全程「大喇叭」。

07:10

Try not to do that. That's called sodcasting, (Laughter) Imposing your sound on people around you carelessly and inconsiderately.

尽量别这样。这叫「声音污染」(sodcasting)。(笑声)就是漫不经心、毫不顾及地把自己的声音强加给周围的人。

07:20

Not nice. Of course, where this all comes into play most of all is when you've got something really important to do.

很不礼貌。当然,这一切最能派上用场的时候,是你要做一件真正重要的事。

07:26

It might be standing on a stage like this and giving a talk to people. It might be proposing marriage, asking for a raise, a wedding speech.

也许是像这样站在台上对众人演讲,也许是求婚、要求加薪,或是在婚礼上致辞。

07:34

Whatever it is, if it's really important, you owe it to yourself to look at this toolbox and the engine that it's going to work on, and no engine works well without being warmed up.

无论是什么,只要它真的重要,你就该为自己好好研究一下这个工具箱,以及驱动它的那台「引擎」;而任何引擎不经预热都跑不好。

07:45

Warm up your voice. Actually, let me show you how to do that. Would you all like to stand up for a moment?

给你的嗓子热热身。其实,我来教你怎么做。大家愿意起立一会儿吗?

07:52

I'm going to show you the six vocal warm-up exercises that I do before every talk I ever do.

我要给大家示范六个开嗓练习,每次演讲前我都会做。

07:58

Any time you're going to talk to anybody important, do these. First, arms up, deep breath in, and sigh out, ahhhhh, like that.

只要你要跟重要的人说话,都做一做。第一,双臂举起,深吸一口气,再叹气呼出:啊——,就像这样。

08:07

One more time. Ahhhh, very good. Now we're going to warm up our lips, and we're going to go Ba, Ba, Ba, Ba, Ba, Ba, Ba, Ba. Very good.

再来一次。啊——,很好。现在我们来给嘴唇热身:巴、巴、巴、巴、巴、巴、巴、巴。非常好。

08:19

And now, brrrrrrrrrr, just like when you were a kid. Brrrr. Now your lips should be coming alive.

接着,噗噜噜噜噜——,就像小时候那样。噗噜噜。现在你的嘴唇应该活络起来了。

08:26

We're going to do the tongue next with exaggerated la, la, la, la, la, la, la, la, la. Beautiful. You're getting really good at this.

下面练舌头,夸张地念:啦、啦、啦、啦、啦、啦、啦、啦、啦。漂亮。大家越来越熟练了。

08:35

And then, roll an R. Rrrrrrr. That's like champagne for the tongue. Finally, and if I can only do one, the pros call this the siren.

然后,弹舌发个 R 音:嘟噜噜噜——。这对舌头来说就像香槟一样。最后一个,如果只能做一个,那就做这个——行家管它叫「警笛」。

08:44

It's really good. It starts with "we" and goes to "aw." The "we" is high, the "aw" is low. So you go, weeeaawww, weeeaawww.

它非常管用。从「唯」滑到「哦」,「唯」是高音,「哦」是低音。所以你就这样:唯——哦——,唯——哦——。

08:54

Fantastic. Give yourselves a round of applause. Take a seat, thank you. (Applause) Next time you speak, do those in advance.

太棒了。给自己鼓个掌吧。请坐,谢谢。(掌声)下次开口之前,先做一做这些练习。

09:02

Now let me just put this in context to close. This is a serious point here. This is where we are now, right?

最后,让我把这一切放到大背景里收个尾。这一点其实很严肃。我们如今的处境就是这样,对吧?

09:09

We speak not very well to people who simply aren't listening in an environment that's all about noise and bad acoustics.

在一个充斥噪音、声学效果糟糕的环境里,我们说得不怎么样,而听的人也压根没在听。

09:15

I have talked about that on this stage in different phases. What would the world be like if we were speaking powerfully to people who were listening consciously in environments which were actually fit for purpose?

关于这一点,我曾在这个舞台上分阶段讲过。如果我们能有力地说话,对方也在用心倾听,而所处的环境又真正适合交流,那这世界会是什么样?

09:27

Or to make that a bit larger, what would the world be like if we were creating sound consciously and consuming sound consciously and designing all our environments consciously for sound?

或者把格局再放大一点:如果我们能有意识地制造声音、有意识地聆听声音,并且有意识地为声音去设计我们所有的环境,那这世界又会怎样?

09:39

That would be a world that does sound beautiful, and one where understanding would be the norm, and that is an idea worth spreading.

那将是一个「听」起来很美好的世界,一个「理解」成为常态的世界;而这,正是一个值得传播的理念。

09:49

Thank you. (Applause)

谢谢大家。(掌声)