具体描述
说服，往往就在最初的60秒决胜负！
★在说服他人时，总是以「我认为」（in my opinion）开头，不先介绍事实与资讯的话，对方哪知道你在说什么？
★能够表达出好的意见或判断，才能显现出一个人的价值；反之，则对这个人的能力产生怀疑。
★如果用英文表达不好，应该要思考的是，究竟是英文不够流利，还是本身用中文思考就有问题？
说服力，是门说话的艺术，除了需要具备对事实观察分析，且要辅以同理心，才能说到他人心坎里，让对方由衷的信任你。如何在60秒内迅速掌握对话重点，并建立属于自己的观点，更是一门大学问。
本书集结作者多年的教学经验，採用实例让读者练习外，并以许多小故事增加趣味，并附上中英对照，除了学习说服力之外，也同时训练英文口说，是一本无论在演说、谈判甚至是辩论上都不可或缺的祕笈。
★在说服他人时，总是以「我认为」（in my opinion）开头，不先介绍事实与资讯的话，对方哪知道你在说什么？
★能够表达出好的意见或判断，才能显现出一个人的价值；反之，则对这个人的能力产生怀疑。
★如果用英文表达不好，应该要思考的是，究竟是英文不够流利，还是本身用中文思考就有问题？
说服力，是门说话的艺术，除了需要具备对事实观察分析，且要辅以同理心，才能说到他人心坎里，让对方由衷的信任你。如何在60秒内迅速掌握对话重点，并建立属于自己的观点，更是一门大学问。
本书集结作者多年的教学经验，採用实例让读者练习外，并以许多小故事增加趣味，并附上中英对照，除了学习说服力之外，也同时训练英文口说，是一本无论在演说、谈判甚至是辩论上都不可或缺的祕笈。
著者信息
作者简介
郑家捷
美国圣路易大学法律学博士（J.D.）
美国纽约州律师
国立云林科技大学应用外语系副教授
郑家捷
美国圣路易大学法律学博士（J.D.）
美国纽约州律师
国立云林科技大学应用外语系副教授
图书目录
Forewords前言
My motivation to write this book我写这本书的动机
Chapter one第一章
1.Introduction 1. 本书介绍
a.What will this book teach you? a. 这本书会教你什么？
b.The relation between abilities required on speech, debate and negotiation b.演说、辩论和谈判所需能力之间的关系
2.Training on asking questions and exploring possible answers: 2.提出问题与寻找答案的训练：
a.Differences between the educational purposes of high schools and colleges a. 大学教育与高中教育目的的差异
b.To judge a tree from its fruits b. 由果实来判断树的好坏
c.Important notes c.重要提醒
d.Questions: d. 问题
3.Training on giving an opinion 3. 提出意见的训练
a.The importance of having an opinion a. 意见的重要性
b.How an opinion is formed and challenged b. 意见如何形成与被挑战
c.Cultural consideration on opinion forming c. 意见形成上的文化考量
Chapter Two第二章
Training on conversation对话的训练
1.Importance of a conversation 1. 对话的重要性
2.How to make keep a conversation moving 2. 如何使使对话进行
3.Elements of conversation 3. 对话的要件
4.Factors affecting a conversation 4. 影响对话的因素
5.Other notes added for conversation training 5 关于对话训练的其他要点
Chapter Three 第三章
Speech Training演说训练
1.Some basic messages for this chapter 1. 关于本章的基本讯息
Formulating Process on Expression表达形成的过程
2.Purpose of Speech 2.演说的目的
What benefit can be procured from speech training? 从演说训练中可以获的什么样的好处?
What role can does a the purpose do inof a speech play?
演说的目的扮演什么角色?
3.Facts and interpretation事实与诠释
a.Observation in a classroom课堂观察
b.Observation in a classroom
课堂观察
4. Delivering a Message
讯息传递
5. To gain control at the beginning 在开始时候的掌控
6. How to conquer the fear when giving a public speech? 如何克服公开演说场合的恐惧?
7. How to intrigue interest through stories and examples
利用故事还有例子来刺激兴趣
8. The benefits of giving a story in at the beginning
在一开始讲故事的好处
9. Building up creditability through facts
透过事实建立起可信度
a. Observation in a classroom:
课堂观察
b. A view in from a class corner of the class 课堂一角
10. Training of beginners对于初学者训练
11. A note on self-introduction关于自我介绍的一些看法
12. Narration/ Description of facts事实的叙述
13. Further elaboration on the interpretation of facts对于事实解释部分进一步的阐述
14. The followings are some advice with a few tips based on the past practice from students.
下列事项是依据学生们过去的表现列出以下建议
15. Sample Speech and Writing at the Intermediate Level演说和中级写作示范
16. Summary摘要
17. Impromptu Speech即席演说
18. Observation in a classroom: 18. 课堂观察
19. The application of the approaches learned from this chapter:本章方法的适用
Chapter four第四章
Debate辩论
1. Why should we learn debate? 我们为什么要学习辩论
2. Critical Thinking Resulting from Doubt批判性思考源自于怀疑
3. Training of debate辩论的训练
a. General composition of an argument辩论的结构
A. Difference between a speech and a debate演说与辩论的差异
B. Refutation反驳
C. Evaluating facts with a standard以标准来检验事实
D. Cause and effect in a sentence在一个句子中的因果关系
E. Cause and effect in a paragraph段落中的因果关系
F. Issue and a focal point: 争议点与中心点
G. Examination of an Argument: 对于辩词的检验
H. Finding out the standard that is applied 找出适用的标准
I. PRACTICE ON THE GMAT ESSAY QUESTIONS GMAT题目练习
J. Method used in reasoning 论理的方法
K. How to form a framework for a debate 如何建立辩论的架构
L. Importance of A Summary and the introduction of IRAC 摘要的重要性以及IRAC介绍
M. Memorandum for argument 辩论备忘录
N. Preparation and practice on topics for debate 辩论题目的准备与实践
O. Common Mistakes Made in Writings 写作上常犯的错误
My motivation to write this book我写这本书的动机
Chapter one第一章
1.Introduction 1. 本书介绍
a.What will this book teach you? a. 这本书会教你什么？
b.The relation between abilities required on speech, debate and negotiation b.演说、辩论和谈判所需能力之间的关系
2.Training on asking questions and exploring possible answers: 2.提出问题与寻找答案的训练：
a.Differences between the educational purposes of high schools and colleges a. 大学教育与高中教育目的的差异
b.To judge a tree from its fruits b. 由果实来判断树的好坏
c.Important notes c.重要提醒
d.Questions: d. 问题
3.Training on giving an opinion 3. 提出意见的训练
a.The importance of having an opinion a. 意见的重要性
b.How an opinion is formed and challenged b. 意见如何形成与被挑战
c.Cultural consideration on opinion forming c. 意见形成上的文化考量
Chapter Two第二章
Training on conversation对话的训练
1.Importance of a conversation 1. 对话的重要性
2.How to make keep a conversation moving 2. 如何使使对话进行
3.Elements of conversation 3. 对话的要件
4.Factors affecting a conversation 4. 影响对话的因素
5.Other notes added for conversation training 5 关于对话训练的其他要点
Chapter Three 第三章
Speech Training演说训练
1.Some basic messages for this chapter 1. 关于本章的基本讯息
Formulating Process on Expression表达形成的过程
2.Purpose of Speech 2.演说的目的
What benefit can be procured from speech training? 从演说训练中可以获的什么样的好处?
What role can does a the purpose do inof a speech play?
演说的目的扮演什么角色?
3.Facts and interpretation事实与诠释
a.Observation in a classroom课堂观察
b.Observation in a classroom
课堂观察
4. Delivering a Message
讯息传递
5. To gain control at the beginning 在开始时候的掌控
6. How to conquer the fear when giving a public speech? 如何克服公开演说场合的恐惧?
7. How to intrigue interest through stories and examples
利用故事还有例子来刺激兴趣
8. The benefits of giving a story in at the beginning
在一开始讲故事的好处
9. Building up creditability through facts
透过事实建立起可信度
a. Observation in a classroom:
课堂观察
b. A view in from a class corner of the class 课堂一角
10. Training of beginners对于初学者训练
11. A note on self-introduction关于自我介绍的一些看法
12. Narration/ Description of facts事实的叙述
13. Further elaboration on the interpretation of facts对于事实解释部分进一步的阐述
14. The followings are some advice with a few tips based on the past practice from students.
下列事项是依据学生们过去的表现列出以下建议
15. Sample Speech and Writing at the Intermediate Level演说和中级写作示范
16. Summary摘要
17. Impromptu Speech即席演说
18. Observation in a classroom: 18. 课堂观察
19. The application of the approaches learned from this chapter:本章方法的适用
Chapter four第四章
Debate辩论
1. Why should we learn debate? 我们为什么要学习辩论
2. Critical Thinking Resulting from Doubt批判性思考源自于怀疑
3. Training of debate辩论的训练
a. General composition of an argument辩论的结构
A. Difference between a speech and a debate演说与辩论的差异
B. Refutation反驳
C. Evaluating facts with a standard以标准来检验事实
D. Cause and effect in a sentence在一个句子中的因果关系
E. Cause and effect in a paragraph段落中的因果关系
F. Issue and a focal point: 争议点与中心点
G. Examination of an Argument: 对于辩词的检验
H. Finding out the standard that is applied 找出适用的标准
I. PRACTICE ON THE GMAT ESSAY QUESTIONS GMAT题目练习
J. Method used in reasoning 论理的方法
K. How to form a framework for a debate 如何建立辩论的架构
L. Importance of A Summary and the introduction of IRAC 摘要的重要性以及IRAC介绍
M. Memorandum for argument 辩论备忘录
N. Preparation and practice on topics for debate 辩论题目的准备与实践
O. Common Mistakes Made in Writings 写作上常犯的错误
图书序言
序
Forewords
My motivation to write this book Thirty years ago when I was in Saint Louis Law School, one day a good friend of mine asked me one question. “John, what is the difference between students in Saint Louis Law and Harvard Law?” I told him that they were in Harvard because they were more intelligent and studied harder. He said, “Not exactly, they already knew what they would do in the future when they were 12 years old when we only knew how to play baseball.” Ten years later, my friend, by his keen observation and strong persuasive power, became a very famous football agent in the U.S., building his own empire with his empty hands. As an old Chinese saying goes, “ice of three inches thick cannot be made overnight.” If you are weak in your power of persuasion, such weakness probably has lasted a long time and certainly cannot be cured overnight.
My motivation to write this book is simple, to build up the students’ ability on persuasion in speaking, debating, writing and negotiation. I have taught English speech, debate and writing in college and have worked as an international attorney for over ten years. In the past ten years, I have noticed that many students with a high English proficiency, including some from mainland China, can neither talk nor write on topics assigned as those found in ILTS and TOEFL. When I inquired further, I was informed that they had spent time and effort in high school on being trained to read and listen rather than write, not to mention to deliver a speech on certain topics. To my surprise, they have never learned how to write even in their Chinese class either. In many cases, they had great difficulty in giving opinions. Most of them have no problem with their English proficiency. English is a tool helpful in communicating with foreigners and exchanging ideas. They spent plenty of time on learning English to achieve a high English proficiency, but they have never learned how to form their opinions by observing and formulating ideas. In their process of learning, they failed to understand that English is a tool rather than their final goal in the future. As an intellectual, you have to be able to express your own thinking and opinion. Your own opinion is the first step of training in persuasive speech, debate, writing and negotiation. What is more important here is that prior to discussing your own opinion, you have to be trained on providing descriptive facts or information from your observation.
The problem on how to establish an opinion is not limited to college students but encountered by business persons as well. In the past ten years, I worked as an international attorney to help some local companies with their international disputes including overseas litigations, mediations and settlements. In a business world, power on persuasion is important. To persuade others to accept what you say, which is an opinion with a conclusion, you must take a position first. To form an opinion, facts must be carefully observed, clearly described and be further analyzed. This task is the first priority in the management of any business decision, especially in disputes. This process requires a series of logical organization. Logical organization starts from a clear description of facts resulting into a well elaborated opinion subsequent to a logical analysis. Quite unfortunately, many business persons do not have sufficient training in this field. In many occasions where business disputes are involved, people who are in charge of this responsibility cannot give a clear description of relevant facts, not to mention spotting issues with a possible proposed solution. I am not referring only to a junior level regarding customer service, but also to a senior management level on this point. I hope this book can help some students as well as business persons who need help in their writing, speaking and negotiation.
前言
我写这本书的动机
三十年前，我还在美国圣路易大学法学院读书的时候，有一天我的一个好朋友问我一个问题，「我们的学生跟哈佛法学院的学生差异在哪里？」我告诉他哈佛的学生他们比较聪明，也比较用功。他说「不完全是，哈佛的学生当他们12 岁时就知道他们将来要做什么，而我们12 岁的时候只知道怎么打棒球」。十年之后我的朋友，凭着他的敏锐观察力和说服力，变成美国非常有名的足球经纪人，空手建立了他自己的王国。就像中国的成语所说：「冰冻三尺，非一日之寒。」任何问题不是一个晚上造成的。如果你的说服力上是薄弱的，这个问题可能已经存在很久，当然也不可能在一个晚上就解决。
我写这本书的动机起因很简单，帮助学生在说话、辩论、还有谈判上建立说服的能力。我在大学里面教授英文演说、辩论、英文写作以及从事国际律师业务超过十年的时间。在过去的十年当中，我发现学生们包括一些大陆学生即使有了很好的英文能力，也很难针对特定的议题发表谈话或写作，比方像雅思或是托福的口语或是作文题目。当我进一步询问的时候，我才被告知他们在高中时花了很多时间在阅读和听力训练，而非写作，更不用谈对于特定的议题进行演说。我甚至很惊讶的发现他们也没有学过中文作文。事实上，在很多场合他们跟外国人交谈是有很大的困难，但他们绝大部分英语水平并没有问题。英文是一项帮助沟通或是交换想法的工具，学生们花了很多的时间学习英文甚至达到优异的英文能力，但是他们从来没有学过如何观察、整理想法以及形成他们自己的意见。在他们的学习过程中，他们忘记了英文只是一个工具而不是他们未来最后的目标。身为一个知识分子，你必须有你自己的想法和意见，而你自己的想法就是训练具有说服力的演说辩论和谈判的第一步。而更重要的是，在讨论你自己个人意见之前，你应该要被训练的是如何客观的描述你所观察到的事实和资讯。
如何形成一个意见？这样的问题并不限于大学生，也包括了一些商务人士。在过去的十年当中我也以国际商务律师的身分，帮助了一些当地的公司处理他们国际纠纷，包括诉讼案件、协调与和解。在商业世界，无论任何情况，说服别人是很重要的工作。要达到说服的目的，意见，其实也就是结论，必须要先建立。要建立一个意见，事实必须小心的观察以及清楚的陈述，这是处理任何商业纠纷第一件要做的事情。这需要一个逻辑的组织。逻辑的组织就是从清楚的事实描述开始，经过逻辑的分析而形成清楚解释的意见。很不幸地，许多商务人士在这方面并没有足够的训练。在许多商业纠纷的场合，负责处理纠纷的人员常常不能够对于相关事实清楚的描述，更不用找出可能的争议以及提出可能解决的办法。在这一点上，我不只是说客户服务部门的资浅阶层，也包括资深的管理阶层。我希望这本书对于写作、说话以及谈判上有所需要的学生以及商务人士，能够有所帮助。
Forewords
My motivation to write this book Thirty years ago when I was in Saint Louis Law School, one day a good friend of mine asked me one question. “John, what is the difference between students in Saint Louis Law and Harvard Law?” I told him that they were in Harvard because they were more intelligent and studied harder. He said, “Not exactly, they already knew what they would do in the future when they were 12 years old when we only knew how to play baseball.” Ten years later, my friend, by his keen observation and strong persuasive power, became a very famous football agent in the U.S., building his own empire with his empty hands. As an old Chinese saying goes, “ice of three inches thick cannot be made overnight.” If you are weak in your power of persuasion, such weakness probably has lasted a long time and certainly cannot be cured overnight.
My motivation to write this book is simple, to build up the students’ ability on persuasion in speaking, debating, writing and negotiation. I have taught English speech, debate and writing in college and have worked as an international attorney for over ten years. In the past ten years, I have noticed that many students with a high English proficiency, including some from mainland China, can neither talk nor write on topics assigned as those found in ILTS and TOEFL. When I inquired further, I was informed that they had spent time and effort in high school on being trained to read and listen rather than write, not to mention to deliver a speech on certain topics. To my surprise, they have never learned how to write even in their Chinese class either. In many cases, they had great difficulty in giving opinions. Most of them have no problem with their English proficiency. English is a tool helpful in communicating with foreigners and exchanging ideas. They spent plenty of time on learning English to achieve a high English proficiency, but they have never learned how to form their opinions by observing and formulating ideas. In their process of learning, they failed to understand that English is a tool rather than their final goal in the future. As an intellectual, you have to be able to express your own thinking and opinion. Your own opinion is the first step of training in persuasive speech, debate, writing and negotiation. What is more important here is that prior to discussing your own opinion, you have to be trained on providing descriptive facts or information from your observation.
The problem on how to establish an opinion is not limited to college students but encountered by business persons as well. In the past ten years, I worked as an international attorney to help some local companies with their international disputes including overseas litigations, mediations and settlements. In a business world, power on persuasion is important. To persuade others to accept what you say, which is an opinion with a conclusion, you must take a position first. To form an opinion, facts must be carefully observed, clearly described and be further analyzed. This task is the first priority in the management of any business decision, especially in disputes. This process requires a series of logical organization. Logical organization starts from a clear description of facts resulting into a well elaborated opinion subsequent to a logical analysis. Quite unfortunately, many business persons do not have sufficient training in this field. In many occasions where business disputes are involved, people who are in charge of this responsibility cannot give a clear description of relevant facts, not to mention spotting issues with a possible proposed solution. I am not referring only to a junior level regarding customer service, but also to a senior management level on this point. I hope this book can help some students as well as business persons who need help in their writing, speaking and negotiation.
前言
我写这本书的动机
三十年前，我还在美国圣路易大学法学院读书的时候，有一天我的一个好朋友问我一个问题，「我们的学生跟哈佛法学院的学生差异在哪里？」我告诉他哈佛的学生他们比较聪明，也比较用功。他说「不完全是，哈佛的学生当他们12 岁时就知道他们将来要做什么，而我们12 岁的时候只知道怎么打棒球」。十年之后我的朋友，凭着他的敏锐观察力和说服力，变成美国非常有名的足球经纪人，空手建立了他自己的王国。就像中国的成语所说：「冰冻三尺，非一日之寒。」任何问题不是一个晚上造成的。如果你的说服力上是薄弱的，这个问题可能已经存在很久，当然也不可能在一个晚上就解决。
我写这本书的动机起因很简单，帮助学生在说话、辩论、还有谈判上建立说服的能力。我在大学里面教授英文演说、辩论、英文写作以及从事国际律师业务超过十年的时间。在过去的十年当中，我发现学生们包括一些大陆学生即使有了很好的英文能力，也很难针对特定的议题发表谈话或写作，比方像雅思或是托福的口语或是作文题目。当我进一步询问的时候，我才被告知他们在高中时花了很多时间在阅读和听力训练，而非写作，更不用谈对于特定的议题进行演说。我甚至很惊讶的发现他们也没有学过中文作文。事实上，在很多场合他们跟外国人交谈是有很大的困难，但他们绝大部分英语水平并没有问题。英文是一项帮助沟通或是交换想法的工具，学生们花了很多的时间学习英文甚至达到优异的英文能力，但是他们从来没有学过如何观察、整理想法以及形成他们自己的意见。在他们的学习过程中，他们忘记了英文只是一个工具而不是他们未来最后的目标。身为一个知识分子，你必须有你自己的想法和意见，而你自己的想法就是训练具有说服力的演说辩论和谈判的第一步。而更重要的是，在讨论你自己个人意见之前，你应该要被训练的是如何客观的描述你所观察到的事实和资讯。
如何形成一个意见？这样的问题并不限于大学生，也包括了一些商务人士。在过去的十年当中我也以国际商务律师的身分，帮助了一些当地的公司处理他们国际纠纷，包括诉讼案件、协调与和解。在商业世界，无论任何情况，说服别人是很重要的工作。要达到说服的目的，意见，其实也就是结论，必须要先建立。要建立一个意见，事实必须小心的观察以及清楚的陈述，这是处理任何商业纠纷第一件要做的事情。这需要一个逻辑的组织。逻辑的组织就是从清楚的事实描述开始，经过逻辑的分析而形成清楚解释的意见。很不幸地，许多商务人士在这方面并没有足够的训练。在许多商业纠纷的场合，负责处理纠纷的人员常常不能够对于相关事实清楚的描述，更不用找出可能的争议以及提出可能解决的办法。在这一点上，我不只是说客户服务部门的资浅阶层，也包括资深的管理阶层。我希望这本书对于写作、说话以及谈判上有所需要的学生以及商务人士，能够有所帮助。
图书试读
(1) What will this book teach you?
Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market.
People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore further, can these easy and fast learning skills really help those who have no ability in regard to speaking or analytical thinking?
(1) 这本书会教你什么？
书店里有许多关于演说跟谈判的书籍，他们从许多学说与实验中取得的技巧，搭配在市场上讨价还价当中的个人经验的有趣故事，喜欢听故事的人当然可以从作者的经验中学到很多，但这些故事跟个人经验能够帮忙建立在商场上所需要的谈判技术吗？更进一步地探讨，这一些简单与学习快速的方法能够真正帮助那些不能够开口说话也无法分析思考的学习者吗？
If we view a good negotiator as the person who is able either to reach a good deal or to place himself/his team in a better position through communication, then we no doubt can say that a good negotiator should be a good communicator. In fact, a good negotiator should be someone who is more than a communicator.
Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market.
People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore further, can these easy and fast learning skills really help those who have no ability in regard to speaking or analytical thinking?
(1) 这本书会教你什么？
书店里有许多关于演说跟谈判的书籍，他们从许多学说与实验中取得的技巧，搭配在市场上讨价还价当中的个人经验的有趣故事，喜欢听故事的人当然可以从作者的经验中学到很多，但这些故事跟个人经验能够帮忙建立在商场上所需要的谈判技术吗？更进一步地探讨，这一些简单与学习快速的方法能够真正帮助那些不能够开口说话也无法分析思考的学习者吗？
If we view a good negotiator as the person who is able either to reach a good deal or to place himself/his team in a better position through communication, then we no doubt can say that a good negotiator should be a good communicator. In fact, a good negotiator should be someone who is more than a communicator.
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