ABOUT THE SPEAKER
Petter Johansson - Experimental psychologist
Petter Johansson and his research group study self-knowledge and attitude change using methods ranging from questionnaires to close-up card magic.

Why you should listen

Petter Johansson is an associate professor in cognitive science, and together with Lars Hall he runs the Choice Blindness Lab at Lund University in Sweden. 
 
The main theme of Johansson's research is self-knowledge: How much do we know about ourselves, and how do we come to acquire this knowledge? To study these questions, he and his collaborators have developed an experimental paradigm known as "choice blindness." The methodological twist in these experiments is to use magic tricks to manipulate the outcome of people's choices -- and then measure to what extent and in what ways people react to these changes. The general finding is that participants often fail to detect when they receive the opposite of their choice, and when asked to explain, they readily construct and confabulate answers motivating a choice they only believe they intended to make. The effect has been demonstrated in choice experiments on topics such as facial attractiveness, consumer choice and moral and political decision making.

More profile about the speaker
Petter Johansson | Speaker | TED.com
TEDxUppsalaUniversity

Petter Johansson: Do you really know why you do what you do?

培特·乔纳森: 你真的知道你行为背后的动机吗?

Filmed:
1,423,138 views

实验心理学家培特·乔纳森对选择盲从性进行了研究——即一种使我们信服我们得到的就是我们想要的现象,甚至是当我们没得到的时候也是如此。在这个使人大开眼界的演讲中, 培特与我们分享了他的一个(与魔术师合作设计的)实验, 目的是回答这个问题:为什么我们会有这样或那样的行为?实验的结果对自我认知的自然属性及我们如何对操控做出反应都产生了重大影响。或许你不像你想的那样认识你自己。
- Experimental psychologist
Petter Johansson and his research group study self-knowledge and attitude change using methods ranging from questionnaires to close-up card magic. Full bio

Double-click the English transcript below to play the video.

00:12
So why do you think
the rich丰富 should pay工资 more in taxes?
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为什么你认为富人就要多交税?
你为什么要买最新的
(苹果手机)iphone?
00:16
Why did you buy购买 the latest最新 iPhone苹果手机?
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你为什么选择了你现在的伴侣?
00:18
Why did you pick your current当前 partner伙伴?
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还有为什么有那么多人
投了唐纳德·特朗普的票?
00:21
And why did so many许多 people
vote投票 for Donald唐纳德 Trump王牌?
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这背后的原因是什么,
他们为什么这样做?
00:24
What were the reasons原因, why did they do it?
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00:27
So we ask this kind
of question all the time,
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我们一直都问这些问题,
并且也希望得到答案。
00:30
and we expect期望 to get an answer回答.
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我们也会被问到这些问题,
也希望自己知道答案,
00:31
And when being存在 asked,
we expect期望 ourselves我们自己 to know the answer回答,
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00:35
to simply只是 tell why we did as we did.
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能够简单的回答
为什么我们要这么做。
00:38
But do we really know why?
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但是我们真的知道为什么吗?
00:41
So when you say that you prefer比较喜欢
George乔治 Clooney克鲁尼 to Tom汤姆 Hanks汉克斯,
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当你说你喜欢乔治·克鲁尼
多过汤姆·克鲁斯,
是因为你觉得
前者更关注环境问题,
00:44
due应有 to his concern关心 for the environment环境,
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那是真的吗?
00:46
is that really true真正?
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00:48
So you can be perfectly完美 sincere真诚
and genuinely真正的 believe
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你能够诚心诚意的相信
那就是驱使你做出选择的原因,
00:51
that this is the reason原因
that drives驱动器 your choice选择,
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但是对于我来说,
这其中还是遗漏了一些东西。
00:54
but to me, it may可能 still feel
like something is missing失踪.
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00:57
As it stands站立, due应有 to
the nature性质 of subjectivity主观性,
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事实表明,由于
主观臆断的自然属性,
很难证明人们自己会
对自己有错误的认知。
01:00
it is actually其实 very hard to ever prove证明
that people are wrong错误 about themselves他们自己.
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01:06
So I'm an experimental试验 psychologist心理学家,
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我是一个实验心理学家,
这个问题是我们实验室
长久以致力解决的问题。
01:08
and this is the problem问题
we've我们已经 been trying to solve解决 in our lab实验室.
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我们计划设计一个实验,
01:12
So we wanted to create创建 an experiment实验
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能够使我们挑战
人们对自己的认知,
01:14
that would allow允许 us to challenge挑战
what people say about themselves他们自己,
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不论看起来他们多么的认同自己。
01:18
regardless而不管 of how certain某些 they may可能 seem似乎.
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01:21
But tricking淋水 people
about their own拥有 mind心神 is hard.
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但是欺骗人们的思想是困难的。
于是我们转向专业人员。
01:24
So we turned转身 to the professionals专业人士.
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魔术师。
01:27
The magicians魔术师.
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01:29
So they're experts专家 at creating创建
the illusion错觉 of a free自由 choice选择.
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他们很善于创造
一个自由选择的幻觉。
当他们说:“选张卡片,任意一张“,
01:32
So when they say, "Pick a card, any card,"
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你能知道就是你的选择不再随意。
01:34
the only thing you know
is that your choice选择 is no longer free自由.
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01:38
So we had a few少数 fantastic奇妙
brainstorming头脑风暴 sessions会议
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因此我们和一组瑞典的魔术师,
来了几轮精彩的头脑风暴,
01:40
with a group of Swedish瑞典 magicians魔术师,
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他们帮我们想出了一些方法,
01:42
and they helped帮助 us create创建 a method方法
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能够让我们操控人们选择的结果。
01:44
in which哪一个 we would be able能够 to manipulate操作
the outcome结果 of people's人们 choices选择.
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01:48
This way we would know
when people are wrong错误 about themselves他们自己,
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这样一来我们就能知道
人们何时对自己的认知是错误的,
甚至他们自己都没意识到这一点。
01:51
even if they don't know this themselves他们自己.
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01:54
So I will now show显示 you
a short movie电影 showing展示 this manipulation操作.
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我现在给你播放一段短片
来演示这种操控。
这相当简单。
01:59
So it's quite相当 simple简单.
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参与者要做出选择,
02:00
The participants参与者 make a choice选择,
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但我最终会给出
与他们的选择相反的结果。
02:02
but I end结束 up giving them the opposite对面.
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到时我们想看的是:
他们的反应如何,他们怎么说。
02:05
And then we want to see:
How did they react应对, and what did they say?
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02:09
So it's quite相当 simple简单, but see
if you can spot the magic魔法 going on.
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这很简单,但是要看你
能不能看出到底发生了什么。
02:13
And this was shot射击 with real真实 participants参与者,
they don't know what's going on.
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这里拍摄的都是真实的参与者,
他们对幕后的一切毫不知情。
02:19
(Video视频) Petter彼得 Johansson约翰森:
Hi你好, my name's名字的 Petter彼得.
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(短片)培特·乔纳森:
嗨,我的名字是培特。
女士:嗨,我是贝卡。
02:21
Woman女人: Hi你好, I'm BeckaBecka.
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培特:我要给你看像这样的图片。
02:22
PJPJ: I'm going to show显示 you
pictures图片 like this.
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然后你要决定哪一张最吸引你。
02:24
And you'll你会 have to decide决定
which哪一个 one you find more attractive有吸引力.
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贝卡:好的。
02:27
BeckaBecka: OK.
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培特:然后我还会问你
为什么你喜欢那张脸。
02:28
PJPJ: And then sometimes有时,
I will ask you why you prefer比较喜欢 that face面对.
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贝卡:好的。
02:32
BeckaBecka: OK.
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培特:准备好了吗?
贝卡:好了。
02:33
PJPJ: Ready准备?
BeckaBecka: Yeah.
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02:43
PJPJ: Why did you prefer比较喜欢 that one?
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培特:为什么你喜欢那一张?
贝卡:笑容,我认为。
02:44
BeckaBecka: The smile微笑, I think.
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彼得:笑容。
02:46
PJPJ: Smile微笑.
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02:52
Man: One on the left.
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男士:左边的那张。
02:57
Again, this one just struck来袭 me.
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这张恰巧使我很着迷。
02:59
Interesting有趣 shot射击.
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很有趣的拍照。
我是摄影师,比较喜欢
它展现光线与容貌的方式。
03:01
Since以来 I'm a photographer摄影师,
I like the way it's lit发光的 and looks容貌.
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03:06
Petter彼得 Johansson约翰森: But now comes the trick.
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(旁白)培特:
下面,见证奇迹的时刻到了。
03:10
(Video视频) Woman女人 1: This one.
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(短片)女士1: 这一张。
03:16
PJPJ: So they get the opposite对面
of their choice选择.
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(旁白)培特:他们拿到的是
之前没有选的那张照片。
03:20
And let's see what happens发生.
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让我们来看看会发生什么事。
03:28
Woman女人 2: Um ...
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(短片)女士2: 嗯。。。
03:35
I think he seems似乎 a little more
innocent无辜 than the other guy.
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我认为他看起来
比另一个人无辜些。
03:45
Man: The one on the left.
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男士:左边的这位。
03:49
I like her smile微笑
and contour轮廓 of the nose鼻子 and face面对.
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我喜欢它的笑容,
还有她鼻子和脸的轮廓。
有点儿意思,
还有她的头发。
03:53
So it's a little more interesting有趣
to me, and her haircut理发.
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04:00
Woman女人 3: This one.
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女士3:这一张。
04:03
I like the smirkysmirky look better.
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我喜欢这种得意的笑容。
培特:你比较喜欢得意的表情?
04:05
PJPJ: You like the smirkysmirky look better?
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04:09
(Laughter笑声)
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(观众笑声)
女士3:这一张。
04:12
Woman女人 3: This one.
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04:15
PJPJ: What made制作 you choose选择 him?
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彼得:你为什么选这张?
04:17
Woman女人 3: I don't know,
he looks容貌 a little bit like the Hobbit哈比 人.
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女士3:我不知道,他看起来
有点儿像霍比特人。
(观众笑声)
04:20
(Laughter笑声)
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(旁白)培特:
当我告诉他们
04:22
PJPJ: And what happens发生 in the end结束
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这个实验的真实目的后,
会发生什么事呢?
04:24
when I tell them the true真正 nature性质
of the experiment实验?
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(短片)是的,就是这些。
我还要问一些问题。
04:27
Yeah, that's it. I just have to
ask a few少数 questions问题.
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男士:当然。
04:29
Man: Sure.
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培特:你觉得这实验怎么样,
感觉容易还是难?
04:30
PJPJ: What did you think
of this experiment实验, was it easy简单 or hard?
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男士:容易。
04:33
Man: It was easy简单.
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04:36
PJPJ: During the experiments实验,
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培特:在实验当中,
我其实将照片偷换了三次。
04:37
I actually其实 switched交换的
the pictures图片 three times.
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你有注意到什么了吗?
04:40
Was this anything you noticed注意到?
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男士:不,我没有注意到什么。
04:42
Man: No. I didn't notice注意 any of that.
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培特:一点都没有吗?
男士:没有。
04:44
PJPJ: Not at all?
Man: No.
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换照片是怎么回事。。。
04:45
Switching交换 the pictures图片 as far as ...
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培特:就是你选了其中的一张,
而我给你的是另外一张。
04:47
PJPJ: Yeah, you were pointing指点 at one of them
but I actually其实 gave you the opposite对面.
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男士:相反的那张,
好的,当你——
04:51
Man: The opposite对面 one.
OK, when you --
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不,这是展示我的
注意力持续时间多长。
04:53
No. Shows展会 you how much
my attention注意 span跨度 was.
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(观众笑声)
04:55
(Laughter笑声)
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04:58
PJPJ: Did you notice注意 that sometimes有时
during the experiment实验
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培特:在实验进行当中,
你有注意到
我有几次偷换了照片了吗?
05:01
I switched交换的 the pictures图片?
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女士2:不,我没有注意到。
05:04
Woman女人 2: No, I did not notice注意 that.
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培特:你指的一张,但是
我给你的却是另外一张。
05:06
PJPJ: You were pointing指点 at one,
but then I gave you the other one.
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05:09
No inclination倾角 of that happening事件?
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没有发现吗?
女士2:没有。
05:11
Woman女人 2: No.
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女士2:我没有注意到。
05:13
Woman女人 2: I did not notice注意.
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(笑声)
05:14
(Laughs)
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培特:谢谢。
05:16
PJPJ: Thank you.
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女士2:谢谢。
(短片结束)
05:17
Woman女人 2: Thank you.
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培特:那么你现在大概能猜到了,
05:19
PJPJ: OK, so as you probably大概
figured想通 out now,
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骗术就是,我每只手里
都拿了两张牌,
05:21
the trick is that I have
two cards in each hand,
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当我把背面那张牌推过去的时候,
05:23
and when I hand one of them over,
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黑色那张原本被选的牌就在
黑色桌面的映衬下消失,被我藏起来了。
05:25
the black黑色 one kind of disappears消失
into the black黑色 surface表面 on the table.
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05:30
So using运用 pictures图片 like this,
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像这样使用照片,
通常有不到20%的
参与者会发现这些骗局。
05:32
normally一般 not more than 20 percent百分
of the participants参与者 detect检测 these tries尝试.
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正如你在影片中看到的,
05:36
And as you saw in the movie电影,
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最后我向他们解释
发生了什么的时候,
05:38
when in the end结束
we explain说明 what's going on,
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他们都非常的惊讶并且通常
拒绝相信其中有诈。
05:41
they're very surprised诧异 and often经常 refuse垃圾
to believe the trick has been made制作.
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这就表明,这种效应
是十分强烈而又真实的。
05:45
So this shows节目 that this effect影响
is quite相当 robust强大的 and a genuine真正 effect影响.
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但是,如果你和我一样对
“自知之明”感兴趣的话。
05:50
But if you're interested有兴趣
in self-knowledge自知之明, as I am,
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最有趣的部分是:
05:53
the more interesting有趣 bit is,
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他们会如何解释
自己所作出的选择?
05:54
OK, so what did they say
when they explained解释 these choices选择?
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为此,我们做了很多关于
05:58
So we've我们已经 doneDONE a lot of analysis分析
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这个实验当中口头报告的分析。
06:00
of the verbal口头 reports报告
in these experiments实验.
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06:03
And this graph图形 simply只是 shows节目
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这张图表明,
如果你将有骗局的那组的说辞
06:05
that if you compare比较
what they say in a manipulated操纵 trial审讯
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和没有骗局的那组相比较,
06:10
with a nonmanipulatednonmanipulated trial审讯,
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你会发现,他们对自己
正常选择的解释
06:12
that is when they explain说明
a normal正常 choice选择 they've他们已经 made制作
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和经过操控后的解释是
06:14
and one where we manipulated操纵 the outcome结果,
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非常相似的。
06:17
we find that they are remarkably异常 similar类似.
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他们都同样的情绪化,目标明确,
06:19
So they are just as emotional情绪化,
just as specific具体,
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并且他们表达的
肯定程度也处于同一水平。
06:22
and they are expressed表达
with the same相同 level水平 of certainty肯定.
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06:27
So the strong强大 conclusion结论 to draw from this
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从这个实验中得到的
强有力的结论是,
如果在真正的选择和
06:29
is that if there are no differences分歧
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被操控的选择之间没有差异的话,
06:31
between之间 a real真实 choice选择
and a manipulated操纵 choice选择,
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或许我们一直都在编造理由。
06:35
perhaps也许 we make things up all the time.
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06:38
But we've我们已经 also doneDONE studies学习
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但是我们也做过研究,
尝试将实际的面容
与和他们的描述相匹配。
06:40
where we try to match比赛 what they say
with the actual实际 faces面孔.
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然后我们发现了这样的事情。
06:43
And then we find things like this.
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06:45
So here, this male participant参加者,
he preferred首选 the girl女孩 to the left,
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这个男性参与者,他偏好左面的女人,
但结果他却是选的右边的那位。
06:50
he ended结束 up with the one to the right.
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然后,他给出的解释是:
06:52
And then, he explained解释
his choice选择 like this.
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“她明艳动人,
06:55
"She is radiant辐射的.
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我宁可在酒吧碰到是她
而不是另外一位。
06:56
I would rather have approached接近 her
at the bar酒吧 than the other one.
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并且我喜欢这耳环。“
07:00
And I like earrings耳环."
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但开始不管是什么理由
让他选择了左边的女人,
07:01
And whatever随你 made制作 him choose选择
the girl女孩 on the left to begin开始 with,
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耳环肯定不是其中一个,
07:05
it can't have been the earrings耳环,
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因为,右边的女人才戴耳环。
07:06
because they were actually其实
sitting坐在 on the girl女孩 on the right.
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这明显是一个“事后构建”的例子。
07:09
So this is a clear明确 example
of a post岗位 hoc特别 construction施工.
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因此,他们只是后来
才对作出的选择进行解释。
07:13
So they just explained解释
the choice选择 afterwards之后.
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07:17
So what this experiment实验 shows节目 is,
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那么这个实验表明,
如果我们没有发现
自己的选择被调换了,
07:19
OK, so if we fail失败 to detect检测
that our choices选择 have been changed,
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我们会立即开始用
另外一种方式来解释。
07:23
we will immediately立即 start开始
to explain说明 them in another另一个 way.
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07:27
And what we also found发现
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我们还发现
参与者会渐渐喜欢上另外那个,
07:28
is that the participants参与者
often经常 come to prefer比较喜欢 the alternative替代,
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他们被引导,从而相信
那就是他们喜欢的。
07:32
that they were led to believe they liked喜欢.
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如果我们再让他们做出一次选择,
07:34
So if we let them do the choice选择 again,
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他们就会选择曾经
被他们拒绝掉的那个。
07:36
they will now choose选择 the face面对
they had previously先前 rejected拒绝.
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07:41
So this is the effect影响
we call "choice选择 blindness失明."
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这就是我们所说的
“选择盲目性”效应。
并且我们做了很多不同的研究——
07:43
And we've我们已经 doneDONE
a number of different不同 studies学习 --
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我们在消费者选择上做过实验,
07:46
we've我们已经 tried试着 consumer消费者 choices选择,
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建立在味觉和嗅觉上的实验,
甚至还有推理问题。
07:48
choices选择 based基于 on taste味道 and smell
and even reasoning推理 problems问题.
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但你们都想知道的是,
07:53
But what you all want to know is of course课程
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这个现象能否适用于更复杂,
更有意义的选择上呢?
07:55
does this extend延伸 also
to more complex复杂, more meaningful富有意义的 choices选择?
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比如那些关注于
道德和政治的问题。
07:59
Like those concerning关于
moral道德 and political政治 issues问题.
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08:04
So the next下一个 experiment实验,
it needs需求 a little bit of a background背景.
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下一个实验需要一些背景知识。
在瑞典,国家的政治事务是
08:08
So in Sweden瑞典, the political政治 landscape景观
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由左翼和右翼的联合政府主导。
08:12
is dominated占主导地位 by a left-wing左翼
and a right-wing右翼 coalition联盟.
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08:17
And the voters选民 may可能 move移动 a little bit
between之间 the parties派对 within each coalition联盟,
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投票人可能会在每个联盟中的
两党之间有一点点犹疑,
但在不同的联盟之间
就没有那么多犹疑。
08:22
but there is very little movement运动
between之间 the coalitions联盟.
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08:25
And before each elections选举,
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在每次选举之前,
报纸或投票机构,
08:27
the newspapers报纸 and the polling轮询 institutes机构
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合起来拿出一个所谓的
“选举指南”,
08:31
put together一起 what they call
"an election选举 compass罗盘"
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这个包含了一系列的具有
分化性的问题,
08:34
which哪一个 consists of a number
of dividing issues问题
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用来分离开两个联盟。
08:37
that sort分类 of separates中隔离 the two coalitions联盟.
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那些议题包括,
比如燃油费是否要增加,
08:40
Things like if tax on gasoline汽油
should be increased增加
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或者,父母是否应该平均
08:44
or if the 13 months个月 of paid支付 parental父母 leave离开
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享用那个13个月的产假,
08:48
should be split分裂 equally一样
between之间 the two parents父母
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以便增加性别平等的机会。
08:50
in order订购 to increase增加 gender性别 equality平等.
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08:54
So, before the last Swedish瑞典 election选举,
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在瑞典最后一次选举之前,
我们自己做了一个选举指南。
08:57
we created创建 an election选举 compass罗盘 of our own拥有.
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09:00
So we walked up to people in the street
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我们走到街上去问路人,
问他们是否愿意
做一个快速的政治调查问卷。
09:02
and asked if they wanted
to do a quick political政治 survey调查.
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首先,我们让他们在两个联盟
09:06
So first we had them state
their voting表决 intention意向
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之间说出他们的选举倾向。
09:08
between之间 the two coalitions联盟.
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09:10
Then we asked them
to answer回答 12 of these questions问题.
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然后让他们回答这12个问题。
他们会写出他们的答案,
09:14
They would fill in their answers答案,
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然后我会让他们来讨论,
09:16
and we would ask them to discuss讨论,
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好,为什么你认为要增加燃油税?
09:18
so OK, why do you think
tax on gas加油站 should be increased增加?
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我们接着把问题都问完。
09:23
And we'd星期三 go through通过 the questions问题.
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然后我们用涂有颜色的模版
09:25
Then we had a color颜色 coded编码 template模板
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记录他们的总分数。
09:29
that would allow允许 us
to tally相符 their overall总体 score得分了.
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因此,这个人将会有1,2,3,4
09:32
So this person would have
one, two, three, four
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5,6,7,8,
9分记在左边。
09:36
five, six, seven, eight, nine
scores分数 to the left,
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因此,基本上他会倾向于左翼。
09:39
so he would lean to the left, basically基本上.
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09:42
And in the end结束, we also had them
fill in their voting表决 intention意向 once一旦 more.
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最后,我们再让他们填写投票意向。
09:48
But of course课程, there was
also a trick involved参与.
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当然,这里也有诈。
09:51
So first, we walked up to people,
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首先,我们找到一些路人,
询问他们的投票意向,
09:53
we asked them
about their voting表决 intention意向
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然后当他们填写的时候,
09:55
and then when they started开始 filling填充 in,
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我们会填写一份相反的答案,
09:57
we would fill in a set of answers答案
going in the opposite对面 direction方向.
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并放在写字板的下方。
10:03
We would put it under the notepad记事本.
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然后,当我们拿到填好的问卷时,
10:06
And when we get the questionnaire调查问卷,
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会直接把它粘到参与者
自己的答案上面。
10:08
we would simply只是 glue it on top最佳
of the participant's参与者的 own拥有 answer回答.
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10:16
So there, it's gone走了.
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于是乎,它不见了。
10:24
And then we would ask
about each of the questions问题:
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然后,我们会再问他们这几个问题:
这里你给出的理由是什么?
10:26
How did you reason原因 here?
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然后他们会陈述理由,
10:28
And they'll他们会 state the reasons原因,
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1736
同时,我们还会算他们的总分。
10:30
together一起 we will sum up
their overall总体 score得分了.
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10:34
And in the end结束, they will state
their voting表决 intention意向 again.
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最后,他们还会再次陈述
自己的投票意向。
10:41
So what we find first of all here,
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那么,我们首先了解到的是,
这些小把戏很少会被揭穿。
10:43
is that very few少数 of these
manipulations操作 are detected检测.
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即便被发现,他们也不会觉得,
10:47
And they're not detected检测
in the sense that they realize实现,
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2656
"好吧,你肯定是换掉了我的答案,“
10:50
"OK, you must必须 have changed my answer回答,"
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1856
更可能是这样,
10:52
it was more the case案件 that,
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1256
“好吧,我第一次读题目的时候
一定是误解它了。
10:53
"OK, I must've一定是 misunderstood误解
the question the first time I read it.
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3176
我可以换回答案吗?“
10:56
Can I please change更改 it?"
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10:59
And even if a few少数 of these
manipulations操作 were changed,
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即便部分被篡改的答案
被改回来了,
总的来说,大部分还是被忽略了。
11:04
the overall总体 majority多数 was missed错过.
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我们成功替换了90%参与者的答案,
11:06
So we managed管理 to switch开关 90 percent百分
of the participants'参与者 answers答案
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从左翼到右翼,从右翼到左翼,
他们整个的概述。
11:10
from left to right, right to left,
their overall总体 profile轮廓.
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11:14
And what happens发生 then when
they are asked to motivate刺激 their choices选择?
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当他们被问及为什么会
选择这个答案时,会发生什么事呢?
11:20
And here we find much more
interesting有趣 verbal口头 reports报告
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在这里,我们发现了比起面部测试
更有趣的口头报告。
11:23
than compared相比 to the faces面孔.
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2016
人们这样说,我读给你们听。
11:25
People say things like this,
and I'll read it to you.
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11:29
So, "Large-scale大规模 governmental政府 surveillance监控
of email电子邮件 and internet互联网 traffic交通
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3736
他们说:“ 政府大规模针对
电子邮件和网络系统的监管
应当是被允许的,这意味着
可以打击国际犯罪和恐怖组织。“
11:33
ought应该 to be permissible可允许的 as means手段 to combat战斗
international国际 crime犯罪 and terrorism恐怖主义."
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“那么在一定程度上
你是同意这一陈述的。” “是的”。
11:37
"So you agree同意 to some extent程度
with this statement声明." "Yes."
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“那么,这里你给的理由是什么?”
11:40
"So how did you reason原因 here?"
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1500
11:43
"Well, like, as it is so hard to get
at international国际 crime犯罪 and terrorism恐怖主义,
220
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4936
“嗯,鉴于打击国际犯罪
和恐怖主义是非常困难的,
我想那应该就是
可以采用的工具。”
11:48
I think there should be
those kinds of tools工具."
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然后有个人记起早上的
报纸上有一段论述。
11:51
And then the person remembers记得 an argument论据
from the newspaper报纸 in the morning早上.
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3616
“就像早上报纸讲的那样,
11:55
"Like in the newspaper报纸 today今天,
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据说,他们能够监听到从狱中
打进打出的电话,
11:56
it said they can like,
listen to mobile移动 phones手机 from prison监狱,
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比如是否有黑帮头目想在狱中
继续从事他的犯罪活动。
12:00
if a gang结伙 leader领导 tries尝试 to continue继续
his crimes犯罪 from inside.
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3536
我认为不可思议的是,
12:03
And I think it's madness疯狂
that we have so little power功率
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我们有希望
阻止此类事情发生,
12:06
that we can't stop those things
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但是却没有足够的
能力做到这一点。“
12:08
when we actually其实 have
the possibility可能性 to do so."
228
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2936
最后还有一段犹豫不决的说辞:
12:11
And then there's a little bit
back and forth向前 in the end结束:
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“我不喜欢他们介入到
我做的任何事情中,
12:13
"I don't like that they have access访问
to everything I do,
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但我还是认为这是长久之计。“
12:16
but I still think
it's worth价值 it in the long run."
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2576
如果你不知道这个人刚刚
12:19
So, if you didn't know that this person
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参加了那个盲选实验,
12:21
just took part部分 in
a choice选择 blindness失明 experiment实验,
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我想你不会质疑
12:23
I don't think you would question
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这就是那个人的真实态度。
12:25
that this is the true真正 attitude态度
of that person.
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3120
12:29
And what happens发生 in the end结束,
with the voting表决 intention意向?
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那么最后的投票意向是怎样呢?
我们发现,人的思想也明显
受到了问卷的影响。
12:32
What we find -- that one is also
clearly明确地 affected受影响 by the questionnaire调查问卷.
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我们有10个参与者
12:37
So we have 10 participants参与者
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从左翼转到右翼,
右翼换到左翼。
12:39
shifting from left to right
or from right to left.
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2976
还有另外19个人的投票意向从
12:42
We have another另一个 19
that go from clear明确 voting表决 intention意向
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2536
明确变到不明确。
12:44
to being存在 uncertain不确定.
241
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有些人的投票意向由不明确
转向明确。
12:46
Some go from being存在 uncertain不确定
to clear明确 voting表决 intention意向.
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还有很多参与者从头到尾都不确定。
12:49
And then there is a number of participants参与者
staying uncertain不确定 throughout始终.
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这个数字很有意思,
12:54
And that number is interesting有趣
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因为,你若去看
民意调查机构的说法,
12:55
because if you look
at what the polling轮询 institutes机构 say
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越接近大选时,
13:00
the closer接近 you get to an election选举,
246
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还能够受到影响的人,
13:02
the only people that are sort分类 of in play
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就是那些犹豫不决的人。
13:04
are the ones那些 that are
considered考虑 uncertain不确定.
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但是,我们的试验表明
有相当一部分人
13:06
But we show显示 there is a much larger number
249
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实际上还会考虑转变他们的态度。
13:10
that would actually其实 consider考虑
shifting their attitudes态度.
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2800
13:13
And here I must必须 point out, of course课程,
that you are not allowed允许 to use this
251
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在这里我还想指出的是,当然
你会被禁止在大选之前
使用这项手段来
13:17
as an actual实际 method方法
to change更改 people's人们 votes
252
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改变人们的投票意向。
13:19
before an election选举,
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之后我们还很清楚地告诉了他们,
13:21
and we clearly明确地 debriefed汇报 them afterwards之后
254
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3616
我们给他们改回原来
13:24
and gave them every一切
opportunity机会 to change更改 back
255
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他们所想的答案的机会。
13:27
to whatever随你 they thought first.
256
795280
2480
13:30
But what this shows节目 is
that if you can get people
257
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但是这个试验表明,
如果你可以让这些人们
看到与他们相对的观点,并且
让他们仔细斟酌自己的想法,
13:32
to see the opposite对面 view视图 and engage从事
in a conversation会话 with themselves他们自己,
258
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那就可以使他们改变他们的观点。
13:38
that could actually其实 make them
change更改 their views意见.
259
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2920
13:42
OK.
260
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1200
好的。
13:44
So what does it all mean?
261
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那么这一切都是什么意思?
我认为这里到底发生了什么呢?
13:46
What do I think is going on here?
262
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2416
首先,
13:48
So first of all,
263
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那些我们所谓的自知之明
其实是我们的自我诠释。
13:50
a lot of what we call self-knowledge自知之明
is actually其实 self-interpretation自我诠释.
264
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4856
我明白我做了一个选择,
13:55
So I see myself make a choice选择,
265
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2496
而当我被问起为什么时,
13:57
and then when I'm asked why,
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2776
我仅仅是想让我的解释
14:00
I just try to make
as much sense of it as possible可能
267
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2536
听起来尽可能的合理。
14:02
when I make an explanation说明.
268
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1936
但是我们迅速并且很容易地
完成了这一过程,
14:04
But we do this so quickly很快
and with such这样 ease缓解
269
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就是我们会误以为
自己已经知道答案了。
14:07
that we think we actually其实 know the answer回答
when we answer回答 why.
270
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4280
14:13
And as it is an interpretation解释,
271
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因为这仅仅是一种诠释,
当然我们时常会犯错误。
14:16
of course课程 we sometimes有时 make mistakes错误.
272
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2296
当我们尝试去理解他人时,
我们会以同样的方式犯错误。
14:18
The same相同 way we make mistakes错误
when we try to understand理解 other people.
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14:23
So beware谨防 when you ask people
the question "why"
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当你问别人“为什么”的
问题时要小心,
因为将会发生的事是,
如果你问他们,
14:26
because what may可能 happen发生
is that, if you asked them,
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“为什么你会支持这个主张?”
14:31
"So why do you support支持 this issue问题?"
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“你为什么从事这份工作,
或持续这段感情?“
14:35
"Why do you stay in this job工作
or this relationship关系?" --
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其实你已经建立了一种态度,
14:39
what may可能 happen发生 when you ask why
is that you actually其实 create创建 an attitude态度
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这种态度在你问
这个问题之前并不存在。
14:42
that wasn't there
before you asked the question.
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14:45
And this is of course课程 important重要
in your professional专业的 life, as well,
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当然这在你的职业生涯中也很重要,
或可能很重要。
14:48
or it could be.
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比如你设计了一样东西,
然后问人们,
14:49
If, say, you design设计 something
and then you ask people,
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“你为什么说它好,或者坏?”
14:52
"Why do you think this is good or bad?"
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或者如果你是一个记者,
你问一个政治家,
14:54
Or if you're a journalist记者
asking a politician政治家,
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“你为什么要做这个决定?”
14:57
"So, why did you make this decision决定?"
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或者你就是一个政治家,
15:00
Or if indeed确实 you are a politician政治家
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并且尝试解释做出
某一决定的原因。
15:02
and try to explain说明
why a certain某些 decision决定 was made制作.
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15:06
So this may可能 all seem似乎 a bit disturbing烦扰的.
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这一切看起来会有些让人不安。
但是如果你从一个
正面的角度来看,
15:09
But if you want to look at it
from a positive direction方向,
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这可能就表明,
15:13
it could be seen看到 as showing展示,
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好吧,我们实际上比
自己想的要更灵活些。
15:14
OK, so we're actually其实
a little bit more flexible灵活 than we think.
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我们可以改变我们的想法。
15:18
We can change更改 our minds头脑.
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我们的态度也不是一成不变的。
15:20
Our attitudes态度 are not set in stone.
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并且我们也可以
改变其他人的想法,
15:22
And we can also change更改
the minds头脑 of others其他,
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只要让他们深入讨论问题,
15:25
if we can only get them
to engage从事 with the issue问题
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并从对立的角度来看。
15:28
and see it from the opposite对面 view视图.
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15:31
And in my own拥有 personal个人 life,
since以来 starting开始 with this research研究 --
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在我个人的生活中,
自从我开始这个实验——
我和我的合作者,
我们一直遵守一项原则,
15:35
So my partner伙伴 and I,
we've我们已经 always had the rule规则
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就是你可以反悔。
15:37
that you're allowed允许 to take things back.
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就像我说的,
一年前我喜欢的东西,
15:40
Just because I said
I liked喜欢 something a year ago,
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并不意味着我现在还要喜欢它。
15:42
doesn't mean I have to like it still.
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15:45
And getting得到 rid摆脱 of the need
to stay consistent一贯
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摆脱对维持一致性的需要,
其实是一个巨大的解脱,并且
可以让我们更好的经营人际关系。
15:48
is actually其实 a huge巨大 relief浮雕 and makes品牌
relational相关的 life so mush浓粥 easier更轻松 to live生活.
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总之,结论就是:
15:53
Anyway无论如何, so the conclusion结论 must必须 be:
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要明白你不懂你自己。
15:57
know that you don't know yourself你自己.
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15:59
Or at least最小 not as well
as you think you do.
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或者,至少不像
你想的那么了解自己。
谢谢。
(鼓掌)
16:03
Thanks谢谢.
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16:04
(Applause掌声)
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Translated by Yinchun Rui

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ABOUT THE SPEAKER
Petter Johansson - Experimental psychologist
Petter Johansson and his research group study self-knowledge and attitude change using methods ranging from questionnaires to close-up card magic.

Why you should listen

Petter Johansson is an associate professor in cognitive science, and together with Lars Hall he runs the Choice Blindness Lab at Lund University in Sweden. 
 
The main theme of Johansson's research is self-knowledge: How much do we know about ourselves, and how do we come to acquire this knowledge? To study these questions, he and his collaborators have developed an experimental paradigm known as "choice blindness." The methodological twist in these experiments is to use magic tricks to manipulate the outcome of people's choices -- and then measure to what extent and in what ways people react to these changes. The general finding is that participants often fail to detect when they receive the opposite of their choice, and when asked to explain, they readily construct and confabulate answers motivating a choice they only believe they intended to make. The effect has been demonstrated in choice experiments on topics such as facial attractiveness, consumer choice and moral and political decision making.

More profile about the speaker
Petter Johansson | Speaker | TED.com

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