爱华网英文学以致用，领略语言之美。有道词典，不只是查单词，还带你看天下。
Harvard social psychologist Amy Cuddy.
哈佛社会心理学家，艾米·卡迪
Cuddy's new book explores how to feel more confident.
卡迪在新书中探讨了如何变得更有自信——
People size you up in seconds, but what exactly are they evaluating?
人们能在分秒之间审视你，而他们到底审视些什么呢？
Harvard Business School professor Amy Cuddy has been studying first impressions alongside fellow psychologists Susan Fiske and Peter Glick for more than 15 years, and has discovered patterns in these interactions.
哈佛商学院的艾米·卡迪教授15年来一直与心理学家苏珊·菲斯克和皮特·格里克共同研究有关第一印象的课题，并在这些交流中发现了一些模式。
In her new book, 'Presence,' Cuddy says people quickly answer two questions when they first meet you:
在她的新书《外表》中，卡迪说道，人们在第一次见到对方时，会迅速地去寻求这两个问题的答案：
·Can I trust this person?
我能否信任这个人？
·Can I respect this person?
我能否尊敬这个人？
Psychologists refer to these dimensions as warmth and competence respectively, and ideally you want to be perceived as having both.
心理学家们将这些维度相应地称为亲和力和能力，理想状况下，你会希望自己能在这两个答案中都获得积极的认可。
Interestingly, Cuddy says that most people, especially in a professional context, believe that competence is the more important factor.
有趣的是，卡迪说，大部分人们，尤其是当他们处在一个专业度强的交流语境中时，都会认为，能力是更为重要的一个因素。
After all, they want to prove that they are smart and talented enough to handle your business.
毕竟，他们想证明自己足够聪明和有才智来处理你的业务。
But in fact warmth, or trustworthiness, is the most important factor in how people evaluate you.
但事实上，亲和力或者可信任度才是他人评价你时最重要的因素。
'From an evolutionary perspective,' Cuddy says, 'it is more crucial to our survival to know whether a person deserves our trust.'
“从一个发展的角度来说，”卡迪讲道，“这对于我们进一步地了解一个人是否值得我们信任来说更为重要。”
It makes sense when you consider that in cavemen days it was more important to figure out if your fellow man was going to kill you and steal all your possessions than if he was competent enough to build a good fire.
这一点是说得通的，想想你要是在山顶洞人的时代，你得确认同僚们不会杀掉你，然后偷走你所有的财产，这比他们是否有能力生得一手好火重要多了。
While competence is highly valued, Cuddy says it is evaluated only after trust is established. And focusing too much on displaying your strength can backfire.
卡迪说，只有建立起信任感了，能力才会得到高度的评价。而过于关注自我才能的展示则会事与愿违。
Cuddy says MBA interns are often so concerned about coming across as smart and competent that it can lead them to skip social events, not ask for help, and generally come off as unapproachable.
MBA的实习生们常常太急于塑造聪明而有才华的形象，以至于拒绝参与社交活动、不会寻求帮助，最终给他人留下了不好相处的印象。
These overachievers are in for a rude awakening when they don't get the job offer because nobody got to know and trust them as people.
这些过于急功近利之人在找不到工作的情况下才会恍然大悟，原来自己没有给别人机会来了解和信任自己。
'If someone you're trying to influence doesn't trust you, you're not going to get very far; in fact, you might even elicit suspicion because you come across as manipulative,' Cuddy says.
“如果你想施与影响的那个人并不信任你，那你就无法如愿；而且你可能还会引起他人的疑心，因为你表现得太好为人师了，”卡迪说。
'A warm, trustworthy person who is also strong elicits admiration, but only after you've established trust does your strength become a gift rather than a threat.'
“一个性情温暖又值得信赖的人会得到别人的赞赏，但只有在你建立起一定的信任感之后，你的长处才能被别人视为礼物，而不是威胁。”
