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Choose the right time to start pitching ideas
选择适当的时候发表意见
Morey Stettner
To sell your ideas, you need to listen to others first. Just dont listen too much.
想要别人接受你的想法，首先要倾听别人的想法。但也别听得太多。
"When you keep listening to speakers, you let them reinforce their sense that theyre right," said Nance Rosen, managing director of NAX Partners, a marketing and communications firm in Los Angeles. "Its like theyre building brick after brick of a fortress by talking more."
洛杉矶一家营销通信公司NAX Partners的常务董事Nance Rosen说：“如果你让别人说得太多，就会让他们强烈地感觉自己是正确的。就好像建堡垒一样，说得越多，堡垒越坚固。”
Instead, interrupt gracefully. Redirect the dialogue so that you can assert your point.
你要礼貌地打断，引导话题的方向，这样你才能坚持你的观点。
Author of "Speak Up! and Succeed," Rosen finds that the best way to interrupt in casual conversation is to hold up an outstretched hand toward the speaker. That, she says, is "a universal cue like a stop sign." At the same time, shell say "great."
Rosen发现，在非正式谈话中打断对方最好的方法是朝说话人举起手，手掌要伸展。她说这是一个“通用的”停止信号，同时还要说“好极了”。
If the person misses her cue and continues to babble, she makes another short comment, "Thank you," to signal that she expects the speaker to finish.
如果对方没有领悟到、继续唠叨，她就会再做简短的注释：“谢谢”，以提示希望对方别再说了。
Most people get the message and zip their lips. If they dont, Rosen interrupts again by saying "got it" in a firm but polite tone.
此时，多数人都会明了并闭上嘴巴。如果他们还不闭嘴，Rosen会再一次打断，以坚决而礼貌的语气说“知道了”。
By making a series of short comments to indicate that you understand a speaker -- and using the same prompts consistently to silence a motormouth -- you can train the person over time to talk less.
通过一系列简短的话来表明你理解了讲话人的意思，并用同样的方法让说个没完的人闭上嘴，时间久了你就能让这个人说话少些。
When its your turn to talk, maximize your persuasiveness by grabbing others attention. Rather than plead your case and enumerate details that support your point, begin with what Rosen calls "a focus on misery."
当轮到你讲话时，要吸引别人的注意力来最大化地增强自己的说服力。不要只是为自己的观点辩护、列举一堆细节来支持，应该用Rosen所谓的“痛苦关注”方法开始。
Specifically, engage others by identifying their pain, fear and unfulfilled desire. They will heed your remarks more closely if you begin by appealing to these palpable negatives.
具体地说，用对方的痛处、恐惧和没有满足的欲求来吸引他们。如果你以这些明显的消极因素开始讲话，听众会更密切地关注你的讲话内容。
"Dont waste time on good news at the beginning," Rosen said. "Its a snooze. Happy talk isnt going to compel people to listen to you."