TEDWomen 2018
Carla Harris: How to find the person who can help you get ahead at work
卡拉·哈莉斯: 如何尋找能幫你在工作中出人頭地的人
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工作場所經常被粉飾成一個你努力就能成功的精英體制型環境。在華爾街有著豐富經驗的卡拉·哈莉斯在她的職業生涯早期便知道這只是一個迷思。什麽是在職場出人頭地的關鍵呢？那就是找一個保薦人：一個能在你還未被邀請去參加的閉門會議裡為你說話的高階人士。在這個直白且有力的演講裏，你可以學習如何識別以及發展一個有效率的與保薦人的關係。
Carla Harris - Business executive, author
At Morgan Stanley, Carla Harris is responsible for improving the access to capital for female and multicultural founders, as well as increasing client connectivity to enhance revenue generation. Full bio
At Morgan Stanley, Carla Harris is responsible for improving the access to capital for female and multicultural founders, as well as increasing client connectivity to enhance revenue generation. Full bio
Double-click the English transcript below to play the video.
00:12
It was the spring of 1988
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那是 1988 年的春天
00:16
when I had the aha moment.
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我有了一次頓悟時刻。
00:19
I was at my first roundtable,
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我當時在我的第一次圓桌會議，
00:22
and for those of you who don't know,
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對於那些不知道這個詞的人，
00:24
the roundtable was a very
commonly used phrase on Wall Street
commonly used phrase on Wall Street
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在華爾街，圓桌會議是
一個非常常用的詞彙。
一個非常常用的詞彙。
00:28
to describe the year-end
evaluative process
evaluative process
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這個詞形容年終評估
00:31
for analysts, associates, vice presidents,
all the way up to managing directors.
all the way up to managing directors.
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分析師、合夥人、
副總裁、經理董事們的過程。
副總裁、經理董事們的過程。
00:35
That was the process where they
were discussed behind closed doors
were discussed behind closed doors
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這是一個他們被評估者
在閉門狀態下討論的過程。
在閉門狀態下討論的過程。
00:40
around a table, i.e. the round table,
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他們圍繞著一個桌子，比如圓桌，
將所有人歸類到：
00:43
and everyone was put into a category --
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00:45
the top bucket, the middle bucket,
the lower bucket --
the lower bucket --
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高表現組、中表現組，和低表現組。
00:49
and then that was translated
into a bonus range
into a bonus range
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這三組分別對應
將會分配給該組成員的獎金範疇。
00:52
that would be assigned
to each professional.
to each professional.
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00:55
This was my first time there,
and as I observed,
and as I observed,
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那是我第一次參與這種討論。
而當我觀察時，
而當我觀察時，
00:58
I saw that there was one person
that was responsible
that was responsible
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我看到有一個人
負責記錄每次談話的結果。
01:02
for recording the outcome
of a conversation.
of a conversation.
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01:05
There were other people in the room
that had the responsibility
that had the responsibility
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房間裡的有些人
負責展示所有候選人的案例。
01:08
of presenting the cases
of all the candidates.
of all the candidates.
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01:10
And there were other invited guests
who were supposed to comment
who were supposed to comment
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那裡還有一些受邀的來賓，
在每一個候選人的職位
被展示時給予評價。
被展示時給予評價。
01:14
as a candidate's position was presented.
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01:18
It was interesting to me
that those other people
that those other people
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我覺得有趣的是，
那些人比正在
被討論的人的職位更高。
被討論的人的職位更高。
01:22
were folks who were more senior
than the folks that were being discussed
than the folks that were being discussed
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01:25
and they theoretically had had
some interaction with those candidates.
some interaction with those candidates.
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理論上他們與被討論者
有過一些互動。
有過一些互動。
01:30
Now, I was really excited to be
at this roundtable for the first time,
at this roundtable for the first time,
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我對於第一次
參與圓桌會議非常興奮，
參與圓桌會議非常興奮，
01:34
because I knew that my own process
would go through this same way,
would go through this same way,
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因為我知道我自己的評估
也會是同樣的流程。
也會是同樣的流程。
01:37
and that my bonus would be
decided in the same way,
decided in the same way,
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我的獎金也會
以同樣的方式被決定，
以同樣的方式被決定，
01:40
so I wanted to know how it worked,
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所以我想知道它是怎麽運作的。
01:42
but more importantly,
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但更重要的是，
我想理解這個精英體制的概念
01:44
I wanted to understand
how this concept of a meritocracy
how this concept of a meritocracy
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是怎麽令與我談過話的
每一個從商學院出來的公司
每一個從商學院出來的公司
01:47
that every company that I talked to
walking out of business school
walking out of business school
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01:51
was selling.
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所大力推崇的。
01:52
Every time I talked to a company,
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每當我跟一個公司談話時，
01:54
they would say, "Our culture,
our process, is a meritocracy.
our process, is a meritocracy.
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他們會說：「我們的文化、流程，
是精英體制。」
是精英體制。」
01:58
The way you get ahead in this organization
is that you're smart,
is that you're smart,
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你能在這個組織大展宏圖的
途徑就是你很聰明、
途徑就是你很聰明、
02:01
you put your head down
and you work really hard,
and you work really hard,
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低調行事，並且非常努力工作，
02:03
and you'll go right to the top.
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然後你便能爬上頂峰。
02:05
So here was my opportunity to see
exactly how that worked.
exactly how that worked.
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所以這是我能看到
它是如何運作的機會。
它是如何運作的機會。
02:08
So as the process began,
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所以當流程開始時，
02:10
I heard the recorder
call the first person's name.
call the first person's name.
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我聽到記錄者
叫了第一個人的名字。
叫了第一個人的名字。
02:14
"Joe Smith."
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「喬·史密斯。」
02:15
The person responsible
for presenting Joe's case did just that.
for presenting Joe's case did just that.
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負責展示的人展示了喬的資料。
02:20
Three quarters of the way through,
someone interrupted and said,
someone interrupted and said,
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大約在四分之三的流程時，
有人打斷了，並說：
有人打斷了，並說：
「這位是很好的員工，十分出色，
02:23
"This is a great candidate, outstanding,
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02:25
has great analytical
and quantitative skills.
and quantitative skills.
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有很強的分析以及定量技巧。
02:28
This is a superstar."
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這是位超級明星。」
02:30
The recorder then said,
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然後記錄者便說：
02:31
"Sounds like Joe
should go in the top bucket."
should go in the top bucket."
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「聽起來喬應該被放在高表現組。」
02:35
Second person, Mary Smith.
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第二個人， 「瑪麗·史密斯。」
02:37
Halfway through that presentation,
someone said, "Solid candidate.
someone said, "Solid candidate.
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當她的展示被做到一半時，
有人說：「紮實的員工。
有人說：「紮實的員工。
02:41
Nothing really special,
but a good pair of hands."
but a good pair of hands."
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沒有真正特殊的地方，
但中規中矩， 做得不錯。」
但中規中矩， 做得不錯。」
02:44
The recorder said,
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記錄者說：
02:45
"Sounds like Mary
should go in the middle bucket."
should go in the middle bucket."
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「聽起來瑪麗應該
被放在中表現組。」
被放在中表現組。」
02:48
And then someone said, "Arnold Smith."
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然後有人說：「阿諾德·史密斯。」
02:51
Before the person
could present Arnold's case,
could present Arnold's case,
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在那個人展示阿諾德的資料之前，
02:54
somebody said, "Disaster. Disaster.
This kid doesn't have a clue.
This kid doesn't have a clue.
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有人說：「災難， 災難。
這個孩子沒有一點頭緒。
這個孩子沒有一點頭緒。
02:58
Can't do a model."
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基本的工作都做不好。」
02:59
And before the case was presented,
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在他的資料被展示前，
03:02
the recorder said,
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記錄者說：
03:03
"Sounds like Arnold
should go in the bottom bucket."
should go in the bottom bucket."
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「聽起來阿諾德應該
被放在低表現組。」
被放在低表現組。」
03:06
It was at that moment
that I clutched my pearls --
that I clutched my pearls --
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那一刻我震驚地說不出話來──
03:10
(Laughter)
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（笑聲）
03:13
and said, "Who is going to speak for me?"
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然後我想，「到時誰會為我發言？」
03:18
Who is going to speak for me?
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誰會為我發言？
03:20
It was that moment that I realized
that this idea of a meritocracy
that this idea of a meritocracy
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這個時刻我才意識到
這個被所有組織推崇的
這個被所有組織推崇的
03:24
that every organizations sells
is really just a myth.
is really just a myth.
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精英體制的概念
其實真的只是一個迷思。
其實真的只是一個迷思。
你無法擁有一個百分之百的
精英體制的環境，
精英體制的環境，
03:29
You cannot have a 100 percent
meritocratic environment
meritocratic environment
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03:34
when there is a human element
involved in the evaluative equation,
involved in the evaluative equation,
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當有人為因素參與到評估的過程。
03:38
because by definition,
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因為根據定義，
03:40
that makes it subjective.
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那已經變成了主觀的評估。
03:43
I knew at that moment that somebody
would have to be behind closed doors
would have to be behind closed doors
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在那時我知道某人
將會在閉門會議中
將會在閉門會議中
03:48
arguing on my behalf,
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為我發言，
03:51
presenting content in such a way
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以一種方式呈現有關我的內容，
03:54
that other decision makers
around that table
around that table
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使那些圍繞桌子的決策者
03:57
would answer in my best favor.
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會對我做出有利的回應。
04:01
That was a really interesting lesson,
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那真是一堂非常有趣的課，
04:03
and then I said to myself,
"Well, who is that person?
"Well, who is that person?
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然後我問自己：
「那麽，誰會是那個人呢？
「那麽，誰會是那個人呢？
04:07
What do you call this person?"
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你如何稱呼這個人呢？」
04:09
And as I thought about
the popular business terms at the time,
the popular business terms at the time,
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然後當我思索著
當時熱門的商業術語，
當時熱門的商業術語，
04:12
I said, wow, this person
can't be a mentor,
can't be a mentor,
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我說， 哇 ，
這個人不能是一名職涯導師，
這個人不能是一名職涯導師，
04:16
because a mentor's job
is to give you tailored advice,
is to give you tailored advice,
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因為職涯導師的職責
是給予你量身定做的建議，
是給予你量身定做的建議，
為你及你的職業抱負量身打造。
04:20
tailored specifically to you
and to your career aspirations.
and to your career aspirations.
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04:24
They're the ones who give you
the good, the bad and the ugly
the good, the bad and the ugly
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他們以一種直言不諱的形式
給予你好的、壞的、
以及醜陋的建議。
以及醜陋的建議。
04:28
in a no-holds-barred way.
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04:30
OK. Person can't be
a champion or an advocate,
a champion or an advocate,
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好。那個人也不能是你的擁護者，
04:35
because you don't necessarily
have to spend any currency
have to spend any currency
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因為你不必花任何的資金
04:38
to be someone's champion.
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去成為某人的擁護者。
04:40
You don't necessarily
get invited to the room
get invited to the room
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你通常不會被邀請到
一個與外界隔絕的房間
一個與外界隔絕的房間
04:42
behind closed doors if you're an advocate.
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如果你是一名擁護者的話。
04:46
It was almost two years later
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在幾乎兩年後，
04:48
when I realized what
this person should be called.
this person should be called.
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我才意識到該如何稱呼那個人。
04:51
I was speaking
at the University of Michigan
at the University of Michigan
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當時我在密西根大學
04:54
to the MBA candidates,
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對著工商管理學院的學生們演講，
04:56
talking about the lessons
that I had learned
that I had learned
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談論我在華爾街短暫的三年歷程裡
04:58
after my three short years on Wall Street,
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所學習到的教訓。
05:00
and then it came to me.
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那時我突然靈光一現。
05:02
I said, "Oh, this person
that is carrying your interest,
that is carrying your interest,
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我說：「喔，
這個與你的利益息息相關的人，
這個與你的利益息息相關的人，
05:05
or as I like to say,
carrying your paper into the room,
carrying your paper into the room,
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或者我應該說，
帶著你的資料進入那個房間的人，
帶著你的資料進入那個房間的人，
05:09
this person who is spending
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這個人將用
他寶貴的政治和社會資源在你身上。
05:10
their valuable political
and social capital on you,
and social capital on you,
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05:14
this person who is going
to pound the table on your behalf,
to pound the table on your behalf,
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這個將要拍桌子推銷你的人，
05:18
this is a sponsor.
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這是一個保薦人。
05:21
This is a sponsor."
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這是一個保薦人。」
05:24
And then I said to myself,
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然後我對自己說：
05:26
"Well, how do you get a sponsor?
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「那你怎麽得到一個保薦人？
05:29
And frankly, why do you need one?"
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坦白說，
你為什麽需要一個保薦人？」
你為什麽需要一個保薦人？」
05:32
Well, you need a sponsor, frankly,
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你需要一個保薦人，坦白說，
05:33
because as you can see,
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是因為你可以看到
05:35
there's not one evaluative process
that I can think of,
that I can think of,
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沒有一個我能想到的評估過程，
05:38
whether it's in academia,
health care, financial services,
health care, financial services,
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不論是學術界、醫療界、商業服務，
05:42
not one that does not have
a human element.
a human element.
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沒有一個不涉及人為因素。
05:46
So that means it has
that measure of subjectivity.
that measure of subjectivity.
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所以那意味著它有著主觀性的衡量。
05:49
There is a measure of subjectivity
in who is presenting your case.
in who is presenting your case.
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這個主觀性的衡量
體現在誰代表你展示你的資料。
體現在誰代表你展示你的資料。
這個主觀性的衡量
05:54
There is a measure of subjectivity
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05:56
in what they say
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體現在他們說的話，
05:58
and how they interpret
any objective data that you might have.
any objective data that you might have.
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以及他們如何解讀
有關你的任何客觀性的數據。
有關你的任何客觀性的數據。
06:02
There is a measure of subjectivity
in how they say what they're going to say
in how they say what they're going to say
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這個主觀性的衡量體現在
他們如何表達他們將要陳述的
他們如何表達他們將要陳述的
06:08
to influence the outcome.
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來影響結果。
06:10
So therefore, you need to make sure
that that person who is speaking,
that that person who is speaking,
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所以，你需要確保
那個為你說話的人，
那個為你說話的人，
06:14
that sponsor,
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那個保薦人
06:16
has your best interests at heart
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在內心有為你的最大利益考量，
06:18
and has the power to get it,
whatever it is for you,
whatever it is for you,
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並且擁有力量去實現你的最大利益。
只要是為了你的利益，
他能在那閉門會議中為你爭取到。
他能在那閉門會議中為你爭取到。
06:22
to get it done behind closed doors.
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06:25
Now, I'm asked all the time,
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現在，我常被問到
06:27
"How do you get one?"
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「你怎麽找到這個人？」
06:30
Well, frankly, nirvana is when
someone sees you in an environment
someone sees you in an environment
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坦白說，涅槃是當某人
在那個環境中看到你時
在那個環境中看到你時
06:36
and decides, "I'm going
to make it happen for you.
to make it happen for you.
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並且決定，
「我要讓那在你身上實現，
「我要讓那在你身上實現，
06:39
I'm going to make sure
that you are successful."
that you are successful."
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我會確保你會成功。」
06:42
But for many of us in this room,
we know it doesn't really happen that way.
we know it doesn't really happen that way.
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但對於這個房間裡的許多人來說，
我們知道這種情況不會發生。
我們知道這種情況不會發生。
06:45
So let me introduce
this concept of currency
this concept of currency
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所以讓我介紹一個貨幣的概念，
06:49
and talk to you about how it impacts
your ability to get a sponsor.
your ability to get a sponsor.
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並且告訴你它是如何影響
你找到一個保薦人的能力。
你找到一個保薦人的能力。
06:54
There are two types of currency
in any environment:
in any environment:
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任何環境下都有兩種貨幣：
06:58
performance currency
and relationship currency.
and relationship currency.
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表現貨幣以及關係貨幣。
07:02
And performance currency
is the currency that is generated
is the currency that is generated
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表現貨幣是產生於
07:06
by your delivering that
which was asked of you
which was asked of you
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你如何完成你被要求的工作，
07:09
and a little bit extra.
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以及你的額外表現。
07:11
Every time you deliver upon an assignment
above people's expectations,
above people's expectations,
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每次你高於人們的期待完成任務時，
07:16
you generate performance currency.
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你產生了表現貨幣。
07:18
It works exactly like the stock market.
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它正如股票市場一般運作。
07:21
Any time a company says to the street
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在任何時間一個公司向華爾街宣布
07:23
that they will deliver 25 cents a share
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他們預測每股會有 25 分的盈利，
07:25
and that company delivers
40 cents a share,
40 cents a share,
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然後那個公司發布了
每股 40 分的盈利，
每股 40 分的盈利，
07:28
that stock goes up, and so will yours.
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股票就會上漲，你的也會如此。
07:31
Performance currency
is valuable for three reasons.
is valuable for three reasons.
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三個原因令表現貨幣成為有價值的。
07:34
Number one, it will get you noticed.
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第一，它會令你被注意到。
07:37
It will create a reputation for you.
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它會為你創造名聲。
07:39
Number two, it will also
get you paid and promoted
get you paid and promoted
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第二，它也會讓你得到報酬和升遷，
07:44
very early on in your career
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在你職業生涯的早期
07:46
and very early on in any environment.
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以及在任何環境的早期。
07:49
And number three,
it may attract a sponsor.
it may attract a sponsor.
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第三，它也許會吸引到保薦人。
07:52
Why? Because strong performance currency
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為什麽，因為好的表現貨幣
07:55
raises your level of visibility
in the environment, as I said earlier,
in the environment, as I said earlier,
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提升了你在那個環境的可視度。
正如我之前說的，
保薦人也許會被你吸引。
保薦人也許會被你吸引。
07:59
such that a sponsor
may be attracted to you.
may be attracted to you.
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08:03
Why? Because everybody loves a star.
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為什麽？因為所有人都喜歡明星。
08:07
But if you find yourself in a situation
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但當你發現你自己處於
一個沒有一個保薦人的狀態，
08:11
where you don't have a sponsor,
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08:13
here's the good news.
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這裡有一些好消息。
08:15
Remember that you can exercise
your power and ask for one.
your power and ask for one.
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記住你可以行使你的權利
要求有一個保薦人。
08:20
But here's where the other currency
is now most important.
is now most important.
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但現在另外一個貨幣變得更重要了。
08:25
That is the relationship currency,
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那就是關係貨幣。
08:28
and relationship currency
is the currency that is generated
is the currency that is generated
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關係貨幣產生於
你在你的環境下對人所做的投資，
你在你的環境下對人所做的投資，
08:31
by the investments that you make
in the people in your environment,
in the people in your environment,
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你在你的環境下對人所做的投資。
08:36
the investments that you make
in the people in your environment.
in the people in your environment.
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08:41
You cannot ask someone
to use their hard-earned
to use their hard-earned
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你不能要求某人去用
他們努力賺來的
個人影響力貨幣在你身上，
個人影響力貨幣在你身上，
08:45
personal influential
currency on your behalf
currency on your behalf
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08:48
if you've never had
any interaction with them.
any interaction with them.
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如果你和他們從未有過互動。
08:51
It is not going to happen.
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這是不會發生的。
08:53
So it is important that you invest
the time to connect, to engage
the time to connect, to engage
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所以重要的是，
你要花時間去建立關係，去互動，
你要花時間去建立關係，去互動，
08:59
and to get to know the people
that are in your environment,
that are in your environment,
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並且去了解那些處於你環境中的人。
09:02
and more importantly to give them
the opportunity to know you.
the opportunity to know you.
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更重要的是給予他們機會去了解你。
09:06
Because once they know you,
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因為一旦他們認識你了，
09:08
there's a higher probability
that when you approach them
that when you approach them
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就會有更高的可能性，
當你接觸他們
當你接觸他們
09:12
to ask them to be your sponsor,
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請求他們成為你的保薦人時，
09:14
they will in fact answer
in the affirmative.
in the affirmative.
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他們事實上會給予肯定的答覆。
09:18
Now, if you're with me and you agree
that you have to have a sponsor,
that you have to have a sponsor,
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現在，如果你同意我的話
並認為你需要有一個保薦人，
並認為你需要有一個保薦人，
09:22
let's talk about how
you identify a sponsor.
you identify a sponsor.
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讓我們談談如何識別保薦人吧。
09:27
Well, if you're looking for a sponsor,
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如果你正在尋找一個保薦人
09:29
they need to have
three primary characteristics.
three primary characteristics.
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他們需要擁有三個基礎的特徵。
09:32
Number one, they need to have
a seat at the decision-making table,
a seat at the decision-making table,
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第一，他們得在決策桌有一席之地，
09:37
they need to have exposure to your work
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他們必須知道你的工作表現，
09:40
in order to have credibility
behind closed doors,
behind closed doors,
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才能在閉門會議中有公信度。
09:44
and they need to have some juice,
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並且他們需要有 「果汁」，
09:45
or let me say it differently,
they'd better have some power.
they'd better have some power.
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或者換個說法，他們最好有些權力。
09:48
It's really important
that they have those three things.
that they have those three things.
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擁有這三個特徵是非常重要的。
09:52
And then once you have
identified the person,
identified the person,
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一旦你已經識別了這個人。
09:55
how do you ask for one?
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你怎麽得到這位保薦人呢？
09:57
The script goes like this.
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劇本是這樣子的。
09:58
"Jim, I'm really interested
in getting promoted this year.
in getting promoted this year.
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「吉姆，我對於被今年
被升職非常有興趣。
被升職非常有興趣。
10:03
I've had an amazing year
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我今年的表現非凡，
10:06
and I cannot show this organization
anything else to prove my worthiness
anything else to prove my worthiness
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我已竭盡所能證明我的能力，
10:11
or my readiness for this promotion,
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以及我足夠擔當這個職位。
10:14
but I am aware that somebody
has to be behind closed doors
has to be behind closed doors
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但我知道必須有個人在閉門會議裡
10:18
arguing on my behalf
and pounding the table.
and pounding the table.
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代表我爭辯以及推銷我。
10:21
You know me, you know my work
and you are aware of the client feedback,
and you are aware of the client feedback,
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你了解我，你知道我的表現，
你也知道客戶對我的的評價，
你也知道客戶對我的的評價，
10:25
and I hope that you will feel comfortable
arguing on my behalf."
arguing on my behalf."
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所以我希望你能有信心地
為我爭取。」
為我爭取。」
10:29
If Jim knows you
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如果吉姆了解你，
10:31
and you have any kind of a relationship,
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並且你和他有某種關係，
10:33
there's a very high probability
that he will answer yes,
that he will answer yes,
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那他非常可能給你肯定的答覆。
10:36
and if he says yes,
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並且如果他答應了，
10:38
he will endeavor to get it done for you.
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他會盡力去幫你爭取。
10:40
But there's also a shot
that Jim might say no,
that Jim might say no,
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但也有可能吉姆會說不，
10:43
and if he says no, in my opinion,
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在我看來，如果他拒絕，
10:45
there's only three reasons
that he would tell you no.
that he would tell you no.
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只有可能有三種理由。
10:48
The first is he doesn't think
that he has enough exposure to your work
that he has enough exposure to your work
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第一，他不覺得
他充分了解你的工作表現，
他充分了解你的工作表現，
10:53
to have real credibility
behind closed doors
behind closed doors
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足以在閉門會議時，
有真正的公信度，
有真正的公信度，
10:56
to be impactful and effective
on your behalf.
on your behalf.
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能有效的，並且有力地為你說話。
10:59
The second reason he may tell you no
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第二個他可能拒絕你的原因是
11:01
is that you think
he has the juice to get it done,
he has the juice to get it done,
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你覺得他有能力去幫你，
11:05
but he knows that he does not
have the power to do it
have the power to do it
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但他知道他沒有那種權力，
11:08
and he is not going to admit that
in that conversation with you.
in that conversation with you.
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並且他不會在與你的談話中承認。
11:11
(Laughter)
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（笑）
11:12
And the third reason
that he would tell you no,
that he would tell you no,
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第三個他可能拒絕你的原因是
11:15
he doesn't like you.
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他不喜歡你。
11:16
He doesn't like you.
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他不喜歡你。
11:18
(Laughter)
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（笑）
並且那是可能發生的。
11:19
And that's something that could happen.
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11:21
But even that will be
valuable information for you
valuable information for you
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但甚至那個對你來說
也是寶貴的信息。
也是寶貴的信息。
11:25
that will help to inform
your next conversation with a sponsor
your next conversation with a sponsor
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那會幫助你在與
下一個保薦人的談話，
下一個保薦人的談話，
11:29
that might make it
a little bit more impactful.
a little bit more impactful.
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可能讓它變得更有效一點。
11:34
I cannot tell you how important
it is to have a sponsor.
it is to have a sponsor.
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我無法更加強調
有一個保薦人有多麽重要。
有一個保薦人有多麽重要。
11:37
It is the critical relationship
in your career.
in your career.
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在你的職業生涯，
這是一個十分關鍵的關係。
這是一個十分關鍵的關係。
11:42
A mentor, frankly, is a nice to have,
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坦白說，擁有一個導師是不錯的，
11:44
but you can survive a long time
in your career without a mentor,
in your career without a mentor,
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沒有導師，你仍然能在職場中
生存很長的時間，
生存很長的時間，
11:48
but you are not going to ascend
in any organization without a sponsor.
in any organization without a sponsor.
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但如果你沒有保薦人，
你很難在公司中攀升。
你很難在公司中攀升。
11:54
It is so critical that you
should ask yourself regularly,
should ask yourself regularly,
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這重要到你應該經常問你自己，
11:58
"Who's carrying my paper into the room?
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「誰是那個帶著我的資料
走進房間的人？
走進房間的人？
12:01
Who is carrying my paper into the room?"
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誰是那個帶著我的資料
走進房間的人？」
走進房間的人？」
12:03
And if you can't answer
who is carrying your paper into the room,
who is carrying your paper into the room,
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如果你回答不上來那個人是誰，
12:07
then I will tell you to divert
some of your hardworking energies
some of your hardworking energies
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那麽我會告訴轉移
你一些勤勉的精力，
你一些勤勉的精力，
12:11
into investing in a sponsor relationship,
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來投資一個與保薦人的關係，
12:14
because it will be critical
to your success.
to your success.
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因為這對於你的成功是十分關鍵的。
12:17
And as I close, let me give a word
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在結束這次演說前，
讓我以幾句話
讓我以幾句話
12:20
to the would-be sponsors
that are in the room.
that are in the room.
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給予這個房間裏的未來的保薦人。
12:23
If you have been invited into the room,
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如果你被邀請到一個房間，
12:26
know that you have a seat at that table,
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你知道你在那裏有一席之地，
12:30
and if you have a seat at the table,
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如果你在那裏有一席之地，
12:32
you have a responsibility to speak.
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那麽你就有責任去發言。
12:35
Don't waste your power worrying
about what people are going to say
about what people are going to say
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别浪費你的權力去
擔心人們將要說些什麽，
擔心人們將要說些什麽，
12:40
and whether or not they think
you might be supporting someone
you might be supporting someone
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不管他們是否認為
你是否在支持某人，
你是否在支持某人，
12:43
just because they look like you.
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只是因為他們與你相似。
12:45
If somebody is worthy of your currency,
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如果有人值得你花你的貨幣，
12:49
spend it.
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就花吧。
12:51
One thing I have learned
after several decades on Wall Street
after several decades on Wall Street
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在華爾街的幾十年中
我學習到了一件事，
我學習到了一件事，
12:54
is the way to grow your power
is to give it away,
is to give it away,
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那就是送出力量
是增長你力量的方式，
是增長你力量的方式，
12:58
and your voice is at the heart.
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而且你的聲音就是核心。
13:00
(Applause)
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（掌聲）
13:06
And your voice
is at the heart of your power.
is at the heart of your power.
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並且你的聲音就在
你的權力的中心。
你的權力的中心。
13:11
Use it.
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使用它吧。
13:13
Thank you very much.
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非常感謝你們。
13:14
(Applause)
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（掌聲）
ABOUT THE SPEAKER
Carla Harris - Business executive, authorAt Morgan Stanley, Carla Harris is responsible for improving the access to capital for female and multicultural founders, as well as increasing client connectivity to enhance revenue generation.
Why you should listen
In her 30-year career, Carla Harris has had extensive industry experiences in the technology, media, retail, telecommunications, transportation, industrial and healthcare sectors. In August 2013, she was appointed by President Barack Obama to chair the National Women's Business Council. Harris was named to Fortune Magazine's list of "The 50 Most Powerful Black Executives in Corporate America," US Banker's "Top 25 Most Powerful Women in Finance" (2009, 2010, 2011), Black Enterprise's "Top 75 Most Powerful Women in Business" (2017) and "Top 75 African Americans on Wall Street," Essence Magazine's list of "The 50 Women Who Are Shaping the World" and Ebony's list of the "Power 100" and "15 Corporate Women at the Top." She is the past chair of the board of the Morgan Stanley Foundation and of The Executive Leadership Council, and she is a member of the board of overseers of Harvard University and the board of directors of the Walmart Corporation. She's the author of the books Strategize to Win and Expect to Win.
In her other life, Harris is a singer and has released three gospel CDs, including Unceasing Praise, Joy Is Waiting, and Carla's First Christmas, which was featured on the CBS Evening News with Dan Rather. She has performed five sold-out concerts at Carnegie Hall.
Carla Harris | Speaker | TED.com