第一印象由兩個(gè)標(biāo)準(zhǔn)決定！

People size you up in seconds, but what exactly are they evaluating?

通常，人們?cè)诘谝淮我?jiàn)面的幾秒鐘內(nèi)就會(huì)對(duì)你做出評(píng)價(jià)，那么，他們到底會(huì)對(duì)你作何評(píng)價(jià)呢?

Harvard Business School professor Amy Cuddy has been studying first impressions alongside fellow psychologists Susan Fiske and Peter Glick for more than 15 years, and has discovered patterns in these interactions.

哈佛商學(xué)院教授艾米-卡迪與心理學(xué)家蘇珊-菲斯克和皮特-格里克對(duì)第一印象的研究已經(jīng)超過(guò)15年了，并發(fā)現(xiàn)了一些人際交往中的模式。

In her new book, "Presence，" Cuddy says people quickly answer two questions when they first meet you:

她在新書(shū)《Presence》中稱(chēng)，人們第一次見(jiàn)到你的時(shí)候會(huì)快速確定兩個(gè)問(wèn)題：

Can I trust this person?

這是個(gè)值得信任的人嗎?

Can I respect this person?

這是個(gè)值得尊重的人嗎?

Psychologists refer to these dimensions as warmth and competence respectively, and ideally you want to be perceived as having both.

心理學(xué)家將它們分別歸為熱情和能力的評(píng)判尺度，理想情況下你會(huì)希望在這兩方面都得到肯定。

Interestingly, Cuddy says that most people, especially in a professional context, believe that competence is the more important factor. After all, they want to prove that they are smart and talented enough to handle your business.

有意思的是，卡迪稱(chēng)大部分人，尤其是在專(zhuān)業(yè)的環(huán)境中，認(rèn)為能力是更為重要的一個(gè)因素。畢竟，他們想證明自己足夠聰明、足夠有才華去處理你的業(yè)務(wù)。

But in fact warmth, or trustworthiness, is the most important factor in how people evaluate you. "From an evolutionary perspective," Cuddy says, "it is more crucial to our survival to know whether a person deserves our trust."

但事實(shí)上熱情，或者說(shuō)可信度，是人們?cè)趯?duì)你做出評(píng)價(jià)時(shí)更為重要的一個(gè)因素。“從進(jìn)化論角度來(lái)看，”卡迪說(shuō)，“確定一個(gè)人是否值得我們信任對(duì)我們的生存更重要。”

Cuddy’s new book explores how to feel more confident.

卡迪的新書(shū)探討了如何讓自己變得更有信心。

While competence is highly valued, Cuddy says it is evaluated only after trust is established. And focusing too much on displaying your strength can backfire.

卡迪稱(chēng)，能力固然重要，但它是在信任被建立起來(lái)的基礎(chǔ)上才開(kāi)始被評(píng)估的。而且有時(shí)候太愛(ài)表現(xiàn)自己的能力會(huì)適得其反。

Cuddy says MBA interns are often so concerned about coming across as smart and competent that it can lead them to skip social events, not ask for help, and generally come off as unapproachable.

卡迪說(shuō)MBA實(shí)習(xí)生就是太想給人留下聰敏能干的印象，以至于他們不參加社交活動(dòng)，不尋求幫助，通常最后變得不合群。

These overachievers are in for a rude awakening when they don’t get the job offer because nobody got to know and trust them as people.

當(dāng)這些杰出人士找不到工作的時(shí)候他們才如夢(mèng)初醒，因?yàn)闆](méi)有人了解和信任他們。

"If someone you’re trying to influence doesn’t trust you, you’re not going to get very far; in fact, you might even elicit suspicion because you come across as manipulative," Cuddy says.

“如果你嘗試去影響的人不信任你，那么你是走不遠(yuǎn)的。事實(shí)上，你可能引起別人的懷疑，因?yàn)槟憬o人一種善于操縱別人的感覺(jué)。”卡迪說(shuō)。

"A warm, trustworthy person who is also strong elicits admiration, but only after you’ve established trust does your strength become a gift rather than a threat."

“一個(gè)熱情、可靠的人通常也非常容易讓人心生敬佩，只有當(dāng)你建立起別人對(duì)你的信任之后，你的能力才能變成一種優(yōu)勢(shì)，而不是一種威脅。”