The Process of Planning the Presentation （汇报的计划过程）在线视频

The process of planning the presentation

汇报的计划过程

Now, let’s walk through the process of planning the presentation.

现在，让我们来走入筹划汇报的过程。

Your solution may be presented verbally, on a one-to-one basis or in a meeting, or with a written report, depending on the situation. If there is more than one person involved, and you have a choice, a meeting gives you the opportunity to get immediate feedback and respond persuasively to doubts and objections.

可能是口头陈述，以一对一谈话或会议的形式，也可以是书面报告，具体视情况而定。如果涉及人员不止一个，你可以选择会议形式，它使你有机会获得即刻反馈，而且有说服力地回应疑惑和反对意见。

There are many ways you can persuade people to accept your solution. They involve giving them reason to accept it rather than oppose it.

有很多方式去说服他人接受你的方案, 给他们接受的理由，而非反对它。

First, anticipate opposition.

From your analysis of the problem, your solution and your audience, you should have a good idea of the opposition that could arise. Prepare responses to questions and objections that are likely to be raised. It's important that you explain the disadvantages as well as the advantages of your solution.

首先，预期反对。

根据你对问题、解决方案以及受众的分析，你应该对可能出现的反对意见有所了解。对可能提出的问题和异议准备好回应。对方案的劣势及优势进行解释很重要。

If you try to disguise them, it will give someone the opportunity to highlight them and create the impression that either you are not being truthful or have not considered the situation thoroughly. If your proposed solution involves major changes, you should introduce these carefully, helping the people affected accept and adjust to them.

如果你试图隐瞒，便使人有机可乘去强调它们，并给人留下你不诚实或考虑事情不全面的印象。如果你提出的解决方案涉及重大改变，你应该小心地告知他们，帮助受影响的人接受和做出相应的调整。

Second, be prepared to listen to objections.

Don't try to suppress objections. If you don't give people the opportunity to explain their objections, you can create the impression that you are trying to hide the flaws in your solution and you deny yourself the opportunity to overcome the objections.

第二，要准备好聆听异议。

不要试图压制异议。如果你不给人们解释反对意见的机会，你可能会给人留下试图隐藏方案中的缺陷的印象，更可能失去一个克服这些反对意见的机会。

Never argue with, or try to 'put down' someone who raises an objection. Your earlier analysis should have prepared you to overcome most objections.

永远不要试图与提出异议的人争辩或“轻视”他们。你早前的分析应该令你准备好克服大多数反对意见。

Third, get them involved.

Ideally, the best way to gain acceptance and commitment is to involve the relevant people in finding and evaluating solutions to the problem. However, even if you have not done this, there are still many other ways of getting them involved.

第三，让他们参与其中。

理想情况下，让方案获得接受和许诺的最佳方式是让相关人士参与寻找及审核解決问题的方案。然而，即使你没有这样做，仍可以有其他方法让他们参与其中。

For example, give them a role in the presentation, such as explaining how the solution will affect their work

give them a role in the implementation, either directly or in monitoring its effects

allow them to contribute to your plan for implementation

例如，让他们参与汇报，如解释方案将如何影响他们的工作。

让他们参与实施过程中，可以直接或监测其效果。

他们为你的实施计划作出贡献。

Fourth, get them interested

For people to be fully committed to the implementation of your solution, they must listen and fully understand the implications of the situation. The best way to ensure that they listen is to arouse their interest. One way to doing this is to tell them at the beginning of your presentation how they will benefit.

第四，令他们有兴趣。

为了让人们完全投入到实施方案中，他们必须用心倾听并充分了解方案对现在情况的影响。确保他们倾听的最佳方式是引起他们的兴趣。可以实现的方法是，在汇报开始便告诉他们能获得的好处。

If you can show at the outset that the problem is important and the benefits that could be gained, people are likely to be more interested in hearing how you intend to deal with the situation than if it were a relatively insignificant problem.

如果你可以在开始时表明问题的重要性和解决后的好处，人们会更有兴趣聆听你计划如何处理问题,否则他们的态度有如问題无关重要。

Fifth, appeal to their self-interest

Appealing to the needs and desires of individuals is a powerful way of gaining their acceptance. You should explain how people will benefit by your solution compared with the current situation.

第五，从人们的自身利益出发来吸引他们。

以他们的需求和欲望吸引他们是获得接受的有力方式，你应该向他们解释，与当前情况相比，你的解决方案将如何使他们受惠。

There is a wide range of motivating factors you can use, including recognition, security, power, pride, self-respect and reward. A more efficient automated system, for example, could mean less stress from repetitive procedures.

很多激励元素可以使用，包括认可，安全感，权力，自豪感，自尊感以及奖励等。 例如，更有效的自动化系统可能会减轻因重复程序导致的压力。

Sixth, justify the resources you want to use

Solutions which tie up resources over a long period of time are often rejected on this criterion alone. Acceptance is more likely if your solution uses resources over a limited period.

第六，解释你想要使用的资源

一个长期占用资源的方案，仅这一点就足以令人拒绝，如果你的方案只需要在限定时间内使用资源，则更有可能被接受。

The greater the resources required, the more carefully you need to explain the reasons for using them. You must show your solution to be cost-effective, ideally by giving hard facts about the return on resource investment.

你所需资源越多，越需要仔细地解释原因。最理想是你汇报有关资源投资的回报，证明你的方案是符合成本效益的。

Seventh, explain your solution effectively.

The key to a successful presentation lies in the way you explain your solution. You must make it easy to understand, impress others that it has been well thought out and that it's the best solution available under the circumstances.

第七，有效地解释你的方案。

成功汇报的关键在于你解释方案的方式，你必须让它易于明白，给别人留下该方案已经考虑周全的印象，并且令人确信在当前情况下这是最好的方案。

Eighth, show enthusiasm for your solution.

Enthusiasm can be infectious. If you don't show it for your solution, neither will others.

第八，表现出对方案的热情。

热情可以相互传染，如果你自己都对该方案没有热枕，其他人更不会。

Ninth, be flexible.

Be prepared to modify your plan to accommodate individual needs, particularly those who are required to take action or provide resources for implementing the solution.

第九，灵活变通。

随时准备调整你的计划以满足个人需求，尤其是方案需要采取行动或为实施方案提供资源的人。

Tenth, be prepared to make concessions.

One way of encouraging acceptance of a solution is to give way on certain points. This is particularly important where people expect negotiation or bargaining, such as issues concerning employment and takehome pay.

第十，做好让步的准备。

鼓励接受方案的其中一种方法是在某些地方作出让步，这一点在人们期待谈判或讨价还价的情况下显得尤为重要，例如在有关就业和工资的问题。

To prepare yourself for this, identify the aspects of your proposal which are not essential to achieving your objective. You can trade these for others which are essential to the success of your solution.

为了准备周全，你可以鉴定出方案中对实现目标非核心的部分，你可以放弃这些部分来确保其他对方案成功实施至关重要的留下。

Last but not the least, choose the right moment for your presentation If you have a choice, make your presentation at a time when your audience will be least distracted by thoughts of other things, and when they will have time to consider your proposition fully before major interruptions.

最后，如果你有选择，为方案的汇报选择合适的时机，如选择在听众最不容易被其他事物分散注意力的时候，以及当他们可以有充分的时间考虑你的提议。

I hope I have done a successful presentation to convince you the importance of addressing the needs of the opposition.  It is the fact of life that you will encounter these people when you try to introduce new ideas. 

我希望我做了一次成功的汇报，能够说服你解决反对者的需求的重要性。现实就是当你试图提出新的想法时，你会遇见这些反对人士。

Working through what I have just deliberated will certainly help you optimize your chance of winning your opposition over to your end. Have a go and practice a bit more in this tutorial.  Thank you!

通过实践刚才我所提出的几点建议，肯定能够帮助你提高招纳反对者为队友的机会。在这导修课多尝试和练习吧！谢谢大家！