The Trick to Powerful Public Speaking | Lawrence Bernstein | TED

譯者: Lilian Chiu 審譯者: SF Huang

Good afternoon everybody.

大家午安。

Everybody here has been incredibly kind and welcoming.

這裡的每個人都非常友善好客。

我把車停好，

I parked the car,

I came out of the car park,

走出停車場，馬上就有人 走向我問我在忙些什麼。

and somebody immediately came up to me, asked me what I was up to.

Said she'd look after everything, and then she said,

她說她會把一切打理好， 接著她說：「希望會順利。」

"I hope it goes well."

And I thought,

我心想：

"I haven't really focused on going well,"

「我其實沒有把焦點放在順利上。」

what it actually means here today.

今天在這裡，怎樣才叫順利。

And I guess if you're not feeling terribly positive,

我想，如果你不是非常積極，

it means not forgetting what you're going to say,

順利的意思就是 不要忘記你要講什麼，

which would be quite helpful.

這確實會很有幫助。

It means nobody laughing at you,

順利的意思就是沒人笑你，

unless you're trying to tell a joke.

除非你是在試著說笑話。

And it means not looking over and seeing people falling asleep,

順利的意思就是放眼望去 不會看到有觀眾睡著、

looking at their phones or generally ignoring you.

滑手機，或者就是沒在理你。

And those are, by the way,

順道一提，這些是在即將公開演說前 講者潛意識中最怕的三種狀況。

three of the biggest fears of people, subconsciously,

when they're about to speak in public.

So I'm going to set my sights just a tiny bit higher than that

所以我要把目標設得更高一些，

我希望設的目標是，

and say that I would love it

as the only thing you take away from this talk

你聽完這場演說後唯一記得的一點，

that next time you have to give a speech or a presentation

下回你要演講、做簡報， 或在研討會上發言之類的時候，

or you're talking in a seminar or whatever it might be,

that you just remember those two cups of coffee.

你會記起螢幕上的那兩杯咖啡。

And for the non-coffee drinkers amongst you,

至於在座不喝咖啡的人，

peppermint tea, even a beer is absolutely fine.

把咖啡換成薄荷茶， 甚至啤酒也都完全沒問題。

Because the sad truth is that however hard we work at what we're going to say,

因為，感傷的事實是，不論我們 投入多少努力到我們要講的內容，

however much we learn the facts and the figures

不論我們學到多少事實、數據等等，

and all these things

that a typical member of this audience

在座的一般典型觀眾，

tomorrow, this time tomorrow,

到了明天的這個時候，

I will be amazed if you remember more than one thing I've said.

如果還能記住超過一個 這場演說的重點，我會很訝異。

Or more than one thing

或即使是任何其他出色的講者 用很棒的故事來演說也是一樣，

that any of the other amazing speakers with their brilliant stories have said,

因為我們就是生活在 非常吵雜、繁忙的世界裡。

because we just live in such a phenomenally noisy, busy world.

We've got WhatsApps and streams and apps

我們有 WhatsApps、 串流、應用程式、

and things to watch and things to do and things to learn,

一大堆要看的、要做的、要學的，

and we've got dates to go on and games to go to.

我們還要去約會、去看比賽。

By this time tomorrow,

到明天的這個時候，

these talks will be a distant, distant memory.

我講的內容將會成為遙遠的記憶。

神奇的是，大腦對於我們 所記憶的內容，具有相對選擇性。

And it's extraordinary how our brains are relatively selective

about what we remember.

Now this doesn’t help,

這沒什麼幫助，

and I include myself in amongst this,

包括我自己在內，

這對於緊張的公開演講者 沒什麼幫助。

this doesn't help the nervous public speaker.

Now that fear is a real problem,

那種恐懼真的是個問題，

because it means that we approach our speeches

因為那意味著我們在準備進行演講時

already worried about how we're going to look and sound.

就已經在擔心我們等下 看起來、聽起來會如何。

And it's why often we do things that are a bit unlike us.

這就是為什麼我們通常 會做出一些不太像自己的事。

Some people just start talking really quickly,

有些人會開始加快說話速度， 講完他們的內容後也無法停止。

and they get through their content and they can't stop.

也有人會嚇呆，

And other people freeze

他們就完全呆立在原地， 精力全被耗竭了，

and they just stand absolutely still and all the energy drains from them

and they start to talk in a monotone.

他們的演說就會非常單調。

Isn't so great for being heard.

演說的內容很難被聽進去。

This is the fight or flight response.

這就是戰或逃的反應。

And it means that when we are under pressure

意思就是，當我們承受壓力 且感受到聚光燈打在自己身上時，

and we feel that spotlight on us,

we just start to behave in very unnatural ways.

我們的行為就會開始 變得非常不自然。

Now this is where I come back to the cup of coffee.

此時，我就要回到剛才那杯咖啡上。

Because if after this, I bump into one or two of you at the canteen,

因為若在演講結束後， 我在餐廳撞見在座某一、兩個人，

we have a chat

我們聊一聊，

and you ask me what I'm doing for the rest of the weekend,

你問我這週末其他的時間要做什麼，

如果你身穿足球衣，我可能會說 我很期待在電視上看場比賽，

I hope, if you had a football shirt on,

I might say I’m looking forward to watching a game on telly,

我可能會簡要地告訴你 我正在做些什麼。

and I might give you the absolute highlight of what I'm up to.

看看是否能產生連結， 看看你的反應。

See if it connects, see how you react.

I might say, "I'm knackered after all that prep for TED.

我可能會說：「為了準備 TED 演講，我已經累壞了。

I'm going to spend the rest of the weekend watching boxsets on TV."

週末剩下的時間我打算全拿來追劇。」

What I probably wouldn't say is,

我可能不會說的是：

"Thank you so much for asking that question.

「非常感謝你提出這個問題。

I'm going to break the weekend down into 12 points,

我要把週末分成十二點來談，

and I'm going to talk through each point one by one

我會一點一點地詳談，

and break the weekend into segments.

並把週末切成許多時段。

But before I do that,

但在我開始之前， 我想先介紹週末的概念，

I'd like to introduce the concept of the weekend,

and I'd like to talk about the weekend as a post-industrial concept,

我想從後工業化概念的 角度來談週末，

因為在工業革命之前 並沒有所謂的週末。」

because it didn't really exist before the Industrial Revolution."

如果我這樣說話，各位會覺得 我有一點點不尋常嗎？

If I talk like that, would you think I was slightly, slightly unusual?

And we sort of laugh about this stuff, and I laugh about it a lot.

我們通常會覺得這種事很好笑， 我常在笑這種事，但實際上，

But actually, when we are under pressure,

當我們面臨壓力，

particularly in a professional situation

尤其是在專業的情境中，

or a student having to give a seminar that really matters,

或者學生必須舉辦 攸關重大的研討會時，

we start to talk in that way.

我們就會開始用這種方式說話。

Let me tell you about two jobs I've done relatively recently,

讓我告訴各位我近期做的兩項工作，

and I will keep the names and the places anonymous

我不會說出地點名稱， 以保護無辜的人。

to protect the innocent.

So a few months ago,

幾個月前，我去另一間大學的校園，

I went to another university campus

where the human resources team

那裡的人力資源團隊

had asked if I would help six of them develop their communication skills.

問我能否協助他們六個人

改善他們的溝通技巧。

And it was one of those days.

有時這類團體的人很忙， 不會想去上課。那時就是這種情況。

Sometimes people in these groups don't really want to go on a course,

他們可能會很冷淡地接待你， 因為人不會想感受到任何批評。

they're very busy, you can get quite a frosty reception

because people don't want any sense of criticism.

但我要過去的那天 陽光普照，我抵達現場，

But on this day I turned up and the sun was shining

and I arrived

人力資源主管來找我，

and the head of human resources came up to me, phenomenally friendly,

超級友善，她什麼都做了， 就只差沒擁抱我。

she did everything but hug me.

She offered me a drink, she took me inside.

她請我喝杯飲料，帶我進去，

She told me a story about one of her kids had dropped ink

她跟我說了個故事， 內容是她那天早上要出門前，

all over her school uniform before she'd left that morning.

她的孩子把墨水 灑到她的學校制服上。

She made me feel completely at ease,

她讓我感到完全放鬆，

我馬上就知道那天會是美好的一天。

and I knew instantly it was going to be a great day.

And she introduced me to her colleagues,

她向她的同事介紹了我， 我們大家聊到了

and we all had a chat about worries

擔憂以及在公開演說時 我們必須做什麼。

and what we had to do when we spoke in public.

And then I said, "Right guys, it's time to do it.

然後我說：「好，各位， 該是實做的時候了。

Let's each of you,

每一個人都有一到兩分鐘準備，

you've got a minute or two to prepare,

but could you for one minute talk to me about something important

各位能不能用一分鐘的時間

告訴我這陣子在工作上 發生了什麼重要的事？

that's going on at work at the moment?

And the other five will be your audience.

而其他五個人扮演觀眾。

And I will also pull out a camera,

我會拿出攝影機，

and the camera is going to film you

用來拍攝你們， 讓你們感到一點壓力。」

just to put you under that little bit of pressure."

We'll call her Jane, the head of HR.

人力資源的主管，我們稱她珍。

I said, "Jane, would you like to go first?"

我說：「珍，你想先上嗎？」

她說：「不，不，我不想。」

She said, "No, not really."

So I said, "Go on, you're the leader here, Jane."

於是我說：「上來啦， 你是部門的頭頭耶，珍。」

這位迷人的女子上場後的狀況如下：

And this is what happened to this charismatic woman.

She said,

她說：

"Well, there are a number of reasons we're here today, and I'd really ...

「好吧，我們今天會在這裡， 有很多原因，而我真的……

the important thing is the LRUs.

而重要的是 LRU。

And I'm going to talk about the needs of LRUs and what they need ..."

我要來談談 LRU 的需求 以及他們需要什麼……」

And she went on like this for a minute,

她持續這樣講了一分鐘， 結束後大家給了她禮貌性的掌聲。

and at the end everyone gave her a little polite round of applause.

And I turned to her colleagues and said, "Guys, what is an LRU?"

然後我轉向她的同事， 說：「各位，LRU 是什麼？」

And ...

然後……

I got some blank faces and said, "Jane, what is an LRU?"

我看到有些人很茫然，便說： 「珍，LRU 是什麼？」

And she went, "Oh, it's a learning receptor unit."

她說：「喔，就是學習接收單元。」

Now anyone know what a learning receptor unit is?

有人知道學習接收單元是什麼嗎？

Guys, you are all learning receptor units right now.

各位，你們現在都是學習接收單位。

學習接收單位指的是參加課程的人，

A learning receptor unit is somebody on a course

or a delegate at a talk

或者演講的參與者，

in the small print in the HR department of this place.

是那個人力資源部門 細則中用的術語。

And what had happened is Jane had turned from this incredibly charismatic speaker

當時的狀況是，珍原本 是非常迷人的講者，

having coffee with me beforehand,

還在事前和我喝了杯咖啡，她卻 沒通過咖啡廳（輕鬆環境）測驗。

but she had failed the coffee shop test.

When she was under pressure,

她面臨壓力時，她說話的方式 就會變得像某種企業機器人。

she started speaking like some sort of corporate robot.

Now I get paid to do some very odd things.

我靠做一些非常奇怪的事來賺錢。

And a little before that,

在那之前不久，

I was asked by one of the big transport providers in the country

全國最大的運輸服務 供應商之一來找我，

問我能否去坐在他們的會議室中，

if I'd go and sit in their boardroom where 30 very stern-looking,

在那裡有三十名表情 非常嚴肅的中年人，

middle-aged people with laptops and notepads

帶著筆電和筆記本，

receive presentations of five minutes each

聽取一群非常資深的工程師 每位做五分鐘的簡報。

from a bunch of very senior engineers.

And each engineer is coming in to ask for money for a new project.

而每位工程師都是來 為新的專案計畫要錢的。

And this group has to decide.

這個小組必須做決定。 就像圓形競技場上的角鬥士一樣。

It's like the gladiators in the amphitheater.

That means they get the money and they go on,

這個手勢表示他們拿到錢 可以進行了，這個手勢則是

and that means you have to go and find something else to do.

你得去找別的事做了。

The first guy, call him Jim, wasn't his name.

我們把第一個上場的稱為 吉姆，那不是他的真名，

吉姆走進來，手忙腳亂，

Jim walks in and he flusters around

and he puts up a slide which has got notes

他放出一張投影片，上面有註釋、

and graphs and numbers and charts

圖、表、數字，還有 天知道是什麼的東西。

and God knows what else.

And again, I'll paraphrase,

這邊我也用引述的，

but he stood there and just went,

他站在那裡，只是說：

"Well, I'm going to talk about the footbridge.

「嗯，我要談的是行人天橋。

We've got to get through a number of --

我們必須要談好幾個—— 我們需要它的理由有好幾個。

there's a number of reasons we need it.

I'm going to talk about the background.

我會談背景。我會向各位介紹 這個主題。」他就一直講。

I'm going to give you an introduction to the subject."

And he went on and on.

過了四分半鐘左右，

And with about 4.5 minutes gone,

he then said,

他說：

"And what really matters is the type of material we use to build the bridge."

「真正重要的是我們用 什麼材料來建造天橋。」

And to be honest, it was beyond me at this point,

老實說，此時我已經搞不懂了， 大概是鋼、鋁、鐵或其他選擇。

but it was something steel or aluminium or iron or some choice.

然後他就結束了。

And then he finished.

And there was an intense debate for about two minutes

接著是約兩分鐘激烈的辯論，

這組織董事會的兩個團隊，

amongst two of the team, the board of this organization,

about which type of metal would be better.

在辯論用哪種金屬會比較好。

And at the end of the session they had a vote.

在這個場次的尾聲，他們進行投票。

Poor old Jim, he'd asked for a million pounds

可憐的老吉姆，他希望能拿到一百萬 英鎊讓他的團隊全力投入建造天橋。

to keep his team busy building this footbridge.

And after the session had finished, I went down to their canteen.

那場結束後，我下樓去他們的餐廳。

我在咖啡廳待了很久。

I spend a lot of time in coffee shops.

And I saw him sitting alone, looking a bit miserable.

我看到他獨自坐著， 看起來有點悽慘。

And I said, mate, do you mind if I just have a quick chat

我說，老兄，你介不介意 我快速聊一下剛才簡報的狀況？

about how it went?

So why did you need the footbridge built?

所以，你為什麼需要建造行人天橋？

And he said,

他說：「因為在彎道處 有個道路交叉口，

"Because there's a junction on a bend

near this very, very busy transport system,

非常靠近繁忙的交通系統，

and it sits between the housing estate and the local school.

就座落在住宅區和當地學校之間。

And every morning our CCTV catches kids sprinting across the junction

每天早上，從閉路電視都可以看到

孩子衝過道路交叉口去上學，

trying to get to school

because they haven't got time to go up the road another half mile

因為他們沒有時間沿著路再走半英里

to go over the footbridge that's already there.

去穿越那邊既有的天橋。

And we reckon in the last couple of months three kids have almost died.

我們估計在過去的幾個月 就有三個孩子差點送命。

They've been inches away from dying.

他們距離死亡只有幾英吋。

And this footbridge would have saved their lives."

若有這座天橋就能救他們一命。」

And I said, "Why didn't you tell them that?"

我說：「你為什麼 不告訴他們這些？」

He said, "No, but you have to be more professional than that.

他說：「不，你必須表現得比那 更專業。所有細節都不能漏掉。」

You have to go through all the detail."

而這個董事會顯然不知道 背後有這個原因。

And this board clearly didn't have a clue that this was the reason.

And they turned down something

他們因為天橋所使用的材料， 而否決了這個計畫，

on the basis of the material he would have used for a footbridge,

and they weren't even engineers,

且他們甚至不是工程師，

拯救孩子性命則不是他們的考量。

rather than the need to save children's lives.

Again, he'd failed the coffee shop test.

他同樣也沒通過咖啡廳測驗。

And ultimately, the more pressure we are under

歸根結底，我們面臨 越大的壓力和越高的風險，

and the higher the stakes are,

無論是你朋友的二十一歲生日派對，

be they your friend's 21st birthday party,

be they a job interview where you're speaking to a panel,

或是在工作面談時 要對著面試小組說話，

be they a TED Talk,

或是做 TED 演說，

where you've been planning to get your great idea over to the world

你多年來一直在規劃如何將 你偉大的想法傳遞給全世界，

for years and years and years,

you've got to appeal to people's human side.

這些情況，你都得吸引人的人性面。

And what we do in a coffee shop completely naturally

我們在咖啡廳能非常自然做到的

is we think about our audience,

就是我們能考量我們的觀眾，

and we are relevant to them and to their needs.

顧及他們與他們的需求。

We think entirely about using --

我們在想的都是使用——

we don't even think about using our natural charisma because it happens.

我們甚至不用想要如何去展現 自我魅力，因為它會自然流露。

我們只是打動他們的善良面，告訴 他們一些他們認為會喜歡的事物。

We just appeal to their better nature.

We tell them things they think they will enjoy.

And that starts with stories.

這從故事開始。

Even the most complicated subjects come to life when we tell a story.

即使是最複雜的主題， 當我們講故事時也會變得生動。

And I'm sure recently,

我相信各位最近都有聽說 英國發生的郵局醜聞。

all of you are aware of the Post Office scandal

that's gone on in the UK.

Everyone know what I'm talking about,

大家都知道我在說什麼，

and the Horizon software that has ruined the lives of people

而 Horizon 軟體已經毀了

在郵局老實工作的 郵政分局長的生活。

who were working honestly in post offices,

these subpostmasters.

You'd think this was news,

你會以為這是新聞，

but actually this has been going on for 20 years.

但這狀況已經存在二十年了。

And you know, I like to try and keep up with current affairs,

我會想試著跟上時事，

but I couldn't miss, this thing has been in "Private Eye,"

但《私家偵探》雜誌 有報導過這件事，

it's been in Sunday newspapers, it's gone through the high courts.

它上過週日報紙， 且已進入高等法院審理。

報紙雖然有報導，

It's been inside the papers, but always on a very technical,

但都是從非常技術、 數學、法律的角度去談。

mathematical, legal basis.

All that's happened in the last two months

過去兩個月中唯一發生的事

is there was a TV show about it.

就是有一個電視節目在談它。

But the TV show didn’t focus on the facts and the figures

但這個電視節目一開始 並沒有關注事實和數據。

at the beginning anyway.

它關注的是人，

It focused on people,

an emotional connection to those people.

著重和那些人的情感連結。

And we saw how these lives, through storytelling,

我們看到這些生命如何透過說故事

被徹底完全改變了。

had been completely and utterly transformed.

And within weeks,

在幾個星期內，

the Prime Minister is promising

國會都沒有投票，首相就直接 承諾提供數百萬英鎊的賠償。

hundreds of millions of pounds of compensation

without even having a vote in Parliament.

That is the power of storytelling.

這就是講故事的力量。

Now I’m not saying the detail doesn’t matter,

我的意思並非細節不重要， 我很確定在座有些人

and some of you, I'm sure,

are doing the most phenomenally complex academic subjects

在研究極複雜的學術主題， 且將來畢業投入職場時

that you're going to need to talk about

as you graduate and go into careers.

會需要談論它。

But still, the way you would describe that subject to a friend over a coffee

不過，你在和朋友喝咖啡時 描述這個主題的方式，

is a brilliant way to introduce it

仍舊是介紹它的絕佳方式。

to an audience who may need you to give them a lot of information,

很適用在你需要提供大量資訊給觀眾， 同時又要吸引他們的情況下，

but still need to be hooked in,

in this busy world where they are so easily distracted.

避免他們在這個繁忙的 世界裡一不小心就分神。

And the coffee shop thing continues again and again and again,

而咖啡廳的事一再發生， 它是一切的基準。

it's a benchmark for everything.

When we talk to our friends,

與朋友交談時， 我們著重的是問題的益處，

we look at the benefits of a problem rather than its features.

而不是其功能特色。

So I went to the GP some time ago.

我不久前去看了家醫科醫生。

I'd had a tummy ache that had been going on for days,

我的肚子已經痛了好幾天， 讓我有點擔心。

and I just began to get a bit worried about it.

而家醫科醫生則盡了他的本份，

And the GP does what GP's do

不停地探詢，問我問題。 這一切都有點亂七八糟。

and prodded around and asked me questions.

It was all a bit mucky.

他用電腦輸入了一些資料， 接著看著我，說：

And then typed some stuff into his computer

and then looked at me and said,

"Mr. Bernstein,

「伯恩斯汀先生，

I think you've got a problem with electrolytes

我認為你有電解質 和病原菌的問題。」

and pathogenic bacteria."

And I can promise you,

我可以向各位保證，

my sort of mild state of worry turned into complete panic.

我輕微的擔憂狀態 馬上變成了完全的恐慌。

I can remember the hairs on the back of my neck stood up.

我還記得我的汗毛都豎起來了。

I thought, "Oh my God, this is it, I'm finished."

我心想：「天，就這樣，我完了。」

I said, "What does that mean?"

我說：「什麼意思？」 他說：「我認為與食物有關。」

And he said, “Well, I think it’s food-related.”

我說：「我不會死於食物中毒？」 「不，不，我想你週末就會好了。」

And I said, "Well, I'm not going to die of food poisoning?"

"No, no, no, I think you'll be fine by the weekend."

Now, what he had done is used his technical knowledge

他所做的，是利用他的 技術知識來告訴我事實，

to give me the facts

before he'd actually explained the context and the benefit to me.

然後才向我解釋前因後果與益處。

And had he gone about it the other way and said,

如果他換種方式，說：

「伯恩斯汀先生，

"Mr. Bernstein, you're going to be absolutely fine.

你一定會好起來， 我認為和食物有關。」

I think it’s food-related.”

我會說：「是怎麼回事？」 他會解釋電解質給我聽。

I would have said, "What is it?"

He would have told me all about his electrolytes,

而我會覺得很有趣。

and I would have been fascinated.

但在咖啡廳，你問朋友的 第一件事是他們好嗎。

But in a coffee shop, the first thing you ask your friend is how they are.

他們會說他們很好或不太好。

And they will either say they're great or not so great.

他們不會去談醫療技術細節，

They won't go into the technical medical detail,

如果會，你可能根本 就不會找他們出來喝咖啡。

and if they are,

you probably wouldn't be having a coffee with them in the first place.

我們在咖啡廳裡會做的另一件事， 就是談我們的重點訊息。

The other thing we do when we go into a coffee shop

我們會一直談主題， 談到要離開前十分鐘為止。

is we talk about our key message.

We talk about the subject.

We don't leave it until 10 minutes before we're due to leave.

我們會讓對方知道 我們要談某場比賽，

We let them know that we're going to talk about the match,

或我們會問對方 是否看過某個電視節目，

or we ask them if they saw the TV show,

或我們會問對方昨晚的約會順利嗎， 才再去談細節，如他們穿什麼服裝，

or we ask how their date went last night

before we get into the minutia of what they might have worn

或他們的前菜吃什麼。

or what they had for their starter.

Again, we get to the key message and in my case,

同樣的我們會去談 重點訊息，而就我來說，

重點訊息就是我們 花太多時間去擔心症狀，

the key message is simply that we waste too much time

worrying about the symptoms of public speaking worry,

公開演說憂慮症的症狀，

which are things like shaking and looking like this

這些症狀包括發抖、

看起來像這個樣子，以及呼吸急促。

and breathing too quickly.

我們想治癒這些症狀，

And we try and cure those

when in fact they're not the problem.

但它們其實不是問題。

It's a bit like going to the doctor

就像你得了花粉症且不斷 打噴嚏，去看醫生時，

when you've got hay fever and lots of sneezing

你說：「請幫幫我。」 他說：「用軟一點的面紙。」

and saying, "Can you help me?"

And he says, "Get a softer tissue."

你還是會繼續打噴嚏。

It doesn't really stop you sneezing.

你需要的是抗組織胺藥物。

What you want is the antihistamine.

就公開演說而言，

And for public speaking, the antihistamine is your content.

抗組織胺藥物就是你的內容。

And if you talk to a group of people the same way you would talk to a friend,

如果你用你和朋友 交談的方式和一群人說話，

you will find your natural charisma and energy comes to life.

你天生的魅力和能量就會開始煥發。

You'll start to move your hands without thinking about it,

你就會開始不假思索地揮動你的手， 因為你和朋友講電話時就會這樣，

because that's what you do when you're on the telephone to a friend,

你會立刻發現，想想那幾杯咖啡，

and you will find that instantly, thinking about those cups of coffee

will relax you and make you more confident

在必須要公開演說時， 你就能放鬆且更有自信。

next time you have to go and speak in public.

Thank you very much.

非常謝謝。

(Applause)

（掌聲）