原作者：
来源【图书试译】the Power Principle:Influence with Honor (II)
译者Justice
THERE IS ALWAYS A PATH TO POWER
《权力的真谛：用尊重影响他人》第一章 权力与影响（二）
作者 Blaine Lee 译者 Justice
第一章 权力与影响（二）
总有获取权力之路
No matter how frustrated you may feel, there is always a way out. In every situation that arises, we choose to be powerful or powerless. It may not always feel like it, but it is a choice. And there are consequences for these choices in terms of the results that we get, and the subsequent increase or decrease in our power and influence. If we choose powerlessness, it is often because we doubt there is any other option. Powerless choices can lead to lose/win relationships, irresponsibility, stagnation, immobility, and despair. In this book I will show you that powerlessness need not be a part of your life. Even those among us who seem to have no power can become very powerful.
无论你感到多么沮丧，路总是有的。无论发生什么情况，我们都可以在强大与软弱之间作出选择。也许不会一直让人感觉是这样，但是，确实存在这么一种选择。这些选择的结果，就是我们得到的结果，而且作出选择后，我们的权力与影响，不是增加就是减少。如果我们选择软弱，那往往是因为我们怀疑还有其他选择。选择软弱，会导致与他人建立或者失去联系，承担或者不承担责任，变得活跃或者迟钝、主动或者不主动、绝望或者不绝望。在本书中，我将告诉你，软弱不应成为生活的一部分。即使是我们之中那些看似不拥有权力的人们，也可以变得拥有非常强大。
Based on interviews and my own research, I've characterized what I call the power process, which describes the dynamic relationship between people as they attempt to influence each other.
根据我所进行的采访和调查研究，我总结了我所称的权力运行特点。所谓权力运行，指的是人们试图互相影响的人与人之间的动态关系。
IT ALL STARTS WITH YOU
一切都从你开始
The power process starts with you. From my perspective, when I look at power and the choices that people make, it seems like it all starts with you. When I say you, I'm thinking about you in some very specific ways -- your skills, your future, your past, and your character. When you encounter a new situation, you've got a certain skill set. You may have sought out that situation or it may have come to you unsolicited. The skills that you have enable you to do the job. Your skills are the things that you can do right now in the present.
权力运行从你开始。每当我考察权力以及人们作出的选择时，在我看来，似乎都是一切都从你开始。每当我说“你”时，我在想的是非常具体的“你”——你的技能、你的未来、你的经历以及你的性格。每次你遇到新情况，你都可以获得某种技能。那种状况，或许是你所追求的，或许是不期而遇的。你所拥有的技能，让你可以做好你的工作。你的技能就是你当前可以做好事情的东西。
In addition to the skills that you have, you have a capacity to develop or acquire new talents and gifts. Your capacity has to do with the skills that you will have in the future. You have a lot of potential, a lot of possibilities within you.
除你目前拥有的技能外，你还拥有获取或者发展新才干的能力。你的能力与你将来拥有的技能有关。如果你拥有许多潜力，你的发展前途就很大。
You also have a history. Your history is a record of where you have been and what you have done. You have dealt with people in certain ways, ways that have resulted in various outcomes with them in the past. You may have found that even with new assignments people already have feelings and ideas about you. Perhaps they've heard something about you; your history has preceded you. You may carry that history and its effects with you for a long time. Sometimes our history feels like ankle irons. It keeps us from being effective right now because of something that happened in the past.
你还拥有经历。你的经历，就是你到过何处和做过何事的记录。你曾经以某些方式与人们打过交道，那些方式在过去已经产生各种后果。你或许已经发现，即使你拥有了新工作，人们对于你已经形成了某些感觉和看法。也许他们听说过你的某些事情，人们是通过你的经历了解你这个人的。你的经历及其影响会伴随你很长时间。有时候，我们的经历，感觉就像脚镣一样，过去发生的某些事情会影响当前的工作效果。
Sometimes we have to outlive our history. You might have read The Scarlet Letter by Nathaniel Hawthorne. The heroine of the book, Hester Prynne, was caught in adultery and confessed without naming her partner. Beyond her public humiliation and ostracism, as a part of her punishment she had to sew a large letter "A," to represent the word "Adulteress," on all her clothing. She was made to do this so that everyone in the community would know what kind of person she was. Well, she outlived it. She raised her daughter as a single parent. She lived a quiet life as best she could, working for others and giving back to the community in small ways. Because of the service she rendered, the compassionate giving that she came to be known for, little children growing up a decade later in that community asked their parents if the prominent "A" on her clothing stood for "Angel."
有时候，我们还得经受生活的磨炼。你大概读过纳撒尼尔·霍桑的小说《红字》。这部小说的女主人公赫丝特·普林，与人通奸被发现。她承认自己通奸，但拒绝供出那个男人的名字。除了公开的羞辱和排斥外，作为一种惩罚，她还被迫在其所有衣服上绣上一个大大的代表“通奸（Adulteress）”之意的字母“A”，为的是让周围所有的人都知道她是一个怎样的人。但是，她经受了这种考验。她以单身母亲的身份抚养女儿，尽最大努力过着平静的生活，从一点一滴的小事做起，服务他人，回报社会。由于其所提供的服务，逐渐地她乐善好施而闻名，以至于十年后在当地长大的孩子们都问他们的父母，她衣服上的“A”字是否代表“天使（Angel）”之意。
In addition to our history, we also have character. Character is what we are. You have an internal set of beliefs, motivations, desires, and principles that are manifested by your behavior. Together they comprise your character. Leadership, power, and influence are about what you are and what you can do, your capabilities and your character. They're both important. But what you are speaks so loudly, the saying goes, others often can't hear what you are saying.
除经历外，我们还有性格。性格就是我们的本性。你拥有通过你的行为而体现出来的一套内在信念、动机、欲望和原则。它们一起构成你的性格。领导才能、权力与影响，就是你的本性，就是你能做什么，就是你的才干与性格。经历和性格都很重要。有一句话说得好，你大声嚷嚷你是什么人，别人反而听见你究竟在说些什么（或者意译为“你的行为等比你大声嚷嚷更让人注意”——译注）。
Your character, your present skill, your capacity to develop and acquire new skills in the future, and your history of living all combine to make up what you bring to new situations. Periodically you will find yourself in a situation that requires you, with your present and future capabilities, character, and history, to influence other people to accomplish something. When you come to such a situation and especially when other people are involved, you have a choice. A problem is looming large, an opportunity is on the horizon, and you have a choice. "Problems are opportunities in work clothes," Henry Kaiser said. Perhaps most opportunities come disguised as problems.
你的性格，你目前的技能，你在将来获取和发展新技能的能力，以及你的生活工作经历，所有这些东西加在一起，共同构成你对新情况的适应能力。每隔一段时间你就会发现自己处于这么一种状况：你得用你目前和将来拥有的能力，用你的性格，用你的经历，去影响他人，完成某项工作。每当你处于这么一种状况，尤其是每当涉及其他人时，你都可以作出选择。每当难题突显时，每当机会降临时，你都可以作出选择。亨利·凯泽说：“困难就是穿上工作服的机遇。”或许大多数机遇都是以困难的面目而出现的。
WHAT POWER BASE CAN YOU OPERATE FROM?
你采取行动的权力基础是什么？
Whatever the challenge, we have a choice. Will we choose one of the three types of power, or will we choose to be powerless? Powerful or powerless? That is the fundamental choice we make over and over and over again in life. Will we choose to act or be acted upon? If we choose to be powerful, which path to power will get us the results we want most? You might ask yourself, "What power base will I operate from, or will I choose to be powerless?" If other people are involved, you may be a formal or informal leader, or just a member of a group. In any case, you are in a position to determine and select a base to operate from to accomplish your purposes. The wise leader recognizes that a real leadership choice is made when you choose a power base. "Which power base will I operate from?" The more accurate question is, "What power base can I operate from?"
无论面对怎样的挑战，我们都可以作出选择。我们是选择三种权力中的某种权力，还是选择软弱？选择强大还是软弱？这是我们一生中要反反复复作出的基本选择。我们是选择主动还是被动？如果我们选择强大，哪一条获取权力之路将实现我们最想要的结果？你或许可以问问自己：“我采取行动的权力基础是什么？我是否要选择软弱？”如果涉及其他人，你可以是正式的或者非正式的领导者，也可以只是团体中的普通一员。无论如何，你都处于对采取行动实现目标的权力基础作出选择和决定的状态中。睿智的领导者都明白，真正的领导地位，在你选择权力基础时就决定了。“我采取行动的权力基础是什么？”更准确而言，应当是：“我能够采取行动的权力基础是什么？”
When we doubt our ability to affect others or make things happen the way we want, we back away from situations assuming there is nothing we can do. We choose to be powerless. There are many reasons we may feel this way. We might be ignorant of possibilities and alternatives. We may be frozen emotionally, unable to respond. We might get trapped in our circumstances genuinely believing there is no other way. If, however, we choose to act, even if we are acting in less than optimal ways, we choose to be powerful rather than powerless.
在我们怀疑我们影响他人或者让事情按照我们的要求发展的能力时，我们实际上是在退缩，认为我们处于无能为力的状况。此时，我们选择的是软弱。我们那么认为，可能是有许多原因的。我们或许没有意识到种种可能和选择。我们也许是冷若冰霜而无法作出反应。我们或许是真的陷入了认为无路可走的困境。无论如何，只要我们选择采取行动，即使我们的行动并非完美无缺，我们选择的也是强大而不是软弱。
When we are afraid that nothing else will work, or that we won't make the deadline, or that others might not respond, we often resort to coercive power, or the power to do something to someone. We're afraid of failure, so we scare others into cooperating with us. We may threaten them, punch them, punish them, or do anything necessary to achieve immediate compliance.
当我们担心其他别的方式不起作用时，或者担心无法赶上最后期限时，或者担心其他人不响应我们时，我们往往会诉诸强迫性权力，或者对某人做出什么的权力。我们害怕失败，因此，我们就吓唬他人要跟我们合作。我们也许会威胁他们、殴打他们、惩罚他们，或者采取任何必要的手段让他们立即服从我们。
When we use coercive power, we are able to control others' behavior, but only as long as we force them. If we remove the threat, they no longer need to follow our wishes. Though we might get the immediate result we desire, the long-term result can only be negative. Those we force may become unable to act on their own, and instead wait for direction from us. They may also resent us for our methods and seek to sabotage or undermine our efforts.
当我们采用强迫性权力时，我们可以控制他人的行为，但只是在我们强迫他们时才有效。如果我们解除威胁，他们就不会按照我们的意愿行事。虽然我们也许可以立即获得我们所希望的结果，但是，从长期来看，其结果只能是负面的。那些受到我们的强迫而行事之人，也许会失去自主行动的能力，而只能等待我们的指令。他们也许还会怨恨我们所采取的方式，从而想方设法暗中削弱或者破坏我们的努力。
Sometimes we move beyond force and use bargaining to get what we want. Utility power is based on what you can do for me and what I can do for you. It is the power to do something for someone. Together we decide what is fair and we make a deal. The deal may be that you pay me to do a job for you, or that I trade you something I have for something I want. Our deal is constantly up for grabs as we check to see what other options we have. Maybe you find someone better qualified to do the job, maybe I decide I no longer need what you have.
有时我们会采用比强迫更高明的手段，用讨价还价的方式获取我们所要的东西。功利性权力，就是以你能为我做什么和我能为你做什么为基础的。它是为某人做某事的权力。大家共同决定怎么做才公平并达成交易。交易的内容，可能是你付钱让我为你工作，或者是用我有的东西与你换取我想要的东西。我们的交易总是待价而沽，因为我们会看看我们有没有其他选择。也许你会找到更胜任某项工作的人，也许我会决定不再需要你所拥有的东西。
I believe that the majority of adult interactions fall into this category. Utility power works. It gets short-term results. The downside is that utility power disappears when you no longer have what I want. As long as I am getting what I want from you, and I think what I have to give in exchange is fair, we have a deal. When it is no longer fair, according to either party, the relationship ends or may revert to coercive power Utility power dissipates. If the scales are tipped, an otherwise honest person might decide to do something against the other person (or company or country) to "even the score." Utility power is centered on independence as each person tends to look out for their own interests.
我相信，多数成年人之间的交往都属于此类，在发挥作用的是功利性权力。它获取的是短期结果。其缺点是，当你不再拥有我所需要的，功利性权力就不复存在。只要我可以从你那里取得我所需要的，而且我认为我为交换而付出的是公平的，我们就可以达成交易。只要任何一方认为交易不再公平，相互之间的关系就结束，或者在功利性权力消失后，就会回归强迫性权力。如果天平倾斜，原本诚实的人也许会决定做出不利于对方之人（或者公司、国家）的事情以达到“双方扯平”的目的。功利性权力以独立为中心，每一个人都关注自己的利益。
PRINCIPLE-CENTERED POWER
道义性权力
Principle-centered power is based on honor extended to you from others and by you to others. This leads to influence that lasts over extended periods of time and can even outlive the person from whom it emanates. Principle-centered power leads to the wonderful relationships we experience with close associates, family members, and friends. When people honor each other, there is a trust established that leads to synergy, interdependence, and deep respect. Both parties make decisions and choices based on what is right, what is best, what is valued most highly. There is control with principle-centered power, but it is internal; it is self-control. Principle-centered power encourages ethical behavior because followers feel free to choose based on what they want most, what they want in the long term, rather than what they merely want now.
道义性权力，是以你尊重别人和别人尊重你为基础的权力。这种权力的影响，会超越时间而存在，甚至可以超越拥有权力之人的生命而存在。道义性权力，可以形成类似于亲密同事、家庭成员和朋友之间的精彩关系。在人们彼此尊重时，所建立的信任关系将形成合力、让彼此相互依存和产生深深的敬重。双方都会以正确的、最好的、最有价值的东西为基础而作出决定和选择。道义性权力存在控制，但那是内在控制、自我控制。道义性权力鼓励的是合符道德的行为，因为追随者感觉可以根据他们最想要的，从长期来看想要的，而不只是他们眼下想要的，自由地作出选择。
You can develop principle-centered power in your life. With it you can become more influential than you may have thought possible. In ways that will endure and perhaps extend beyond your lifetime, you can be as powerful and influential in the lives of others as the most important people in your life have been in yours. Good and important things may happen as your influence spreads. But you may be surprised at who needs to change to make this happen, and how these changes occur. It is a puzzle to some people that their influence increases as their honor increases. But it does. Honor is power. It is not appearance or manipulation, clever words or egotistical desires that bring about this change. It is something deeper.
你可以在工作生活中开发道义性权力。有了这种权力，你的影响力会超乎你的想象。这种权力可以贯穿你的一生，也许还可以超越你的生命，就像你生命中最重要的人物对你具有的权力与影响一样，你对他人的工作生活也具有如此权力与影响。随着你的影响的扩大，就可能发生又好又重要的事情。但是，你或许会对谁需要改变而发生这种事以及如何产生上述变化而感到惊讶。有些人会对其影响随其声望扩大而越来越大感到困惑，但确实如此。声望就是权力。带来这种变化的，不是外表或者权谋，不是花言巧语或者自私自利的欲望，而是更深层次的东西。
MAKING A DIFFERENCE IN THE LIVES OF OTHERS
改变他人的生活
You can probably think of someone who had this type of power in your own life, someone who had a positive, significant influence on you. I ask participants in my seminars to identify someone like this. I ask them to report who it was, what this person had done, how this person made them feel about themselves, and how they feel about this person today. Here are typical responses:
你可能会想起在你的一生中拥有这种权力的某个人，对你具有积极而重大影响的某个人。我请参加培训班的人员说出这样的人来。我请他们报告这个人是谁、做了什么、如何让他们认识自我以及他们如今如何评价这个人。如下系一些代表性的回答：
My first boss treated me in such an honest, respectful, caring way I felt valuable, as if I was making an important contribution. I felt I was worth something, that I was important to the operation of things. He showed me how to do things that I had never done before and acknowledged my efforts and accomplishments. I would have done anything for him.
我的第一个老板以坦诚、关心、敬重的方式对待我，让我感觉自己很受重用，好像我正在作出重要的贡献。我感觉，我是一个有价值的人，我在工作中很重要。他教我做我从未做过的事情，并认可我的努力和成绩。我愿意为他做任何事情。
My mother was always interested and supportive. She gave advice carefully and without judgment. She encouraged my creative endeavors and cared about my well-being. I felt I could do anything I set out to do. She consistently gave me unconditional love -- that was her greatest gift.
我的母亲总是关心我、支持我。她给我提建议时很谨慎，而且不妄下结论。她鼓励我从事创造性的工作，关心我的幸福。我感觉，我可以做任何我决心要做的事情。她始终给予我无条件的爱——那是她给我的最伟大的礼物。
My mentor gave me freedom to manage, showed respect for my opinions, encouraged my creativity, and gave me opportunities. She made me feel positive about myself, more confident. I ended up feeling that I made major contributions to our company's success. I had great respect for her integrity. Because of her confidence in me, and her respect for my opinions, I took on more responsibility and she ended up with more time to do the things she wanted to do.
我的导师给我处理事情的自由，尊重我的意见，鼓励我创新，给我提供机会。她让我感觉我自己是积极上进的，她让我更加自信。我最终感觉我为我们团队的成功作出了重大贡献。我非常敬重她的人格。她信任我、尊重我，因此，我主动承担了更多的责任，让她最终有更多的时间从事她想做的工作。
My grandmother loved me. She cared for me, taught me her values, encouraged me, and raised me. I felt cared for. Her willingness, love, and hard work to help me through a very difficult time in my young life was given freely, without question, with no strings attached.
我的祖母很爱我。她关心我，把她的价值观教给我，鼓励我，养育我。我感受到了她的关怀。她那毫无保留的、毫无疑问的、毫无条件的照顾、关爱和辛勤付出，帮我度过了青春年少时一段非常艰难的时光。
FOOTPRINTS ON THE SANDS OF TIME...
留在时光沙滩上的脚印……
I have file drawers filled with positive, grateful personal comments like these. I am no longer surprised when I hear people describe this incredible power that exists because of how someone treated them at some time in their life. In "A Psalm of Life," the poet Henry Wads-worth Longfellow teaches us, "Lives of great men all remind us we can make our lives sublime, and, departing, leave behind us footprints on the sands of time." These men and women left an influence that could last well beyond their lifetimes and will not be erased or diminished with time.
我的好几个文件抽屉都塞满了像上面那样正面的、充满感激的个人评论。当听到人们描述某个人因为在他们工作生活中的某段时间这样对待他们而拥有上述难以置信的权力时，我不再感到奇怪。诗人亨利·沃兹沃思·朗费罗在《人生颂》中教导我们：“伟人的生平启示我们：我们能够生活得高尚，并且在告别人世时，在时光的沙滩上留下脚印。”这些人身后的影响，可以超越其生命，不会随着时光的流逝而磨灭或者消逝。
I want you to believe that you can achieve what you want most by creating principle-centered power with other people. I want you to cultivate the hope that by conducting your life with honor, you can get long-term results that are worth achieving. I have that hope in me. I have shared the principles in this book with thousands of people, with couples and companies, in live seminars, conferences, workshops, and retreats all over the world. And I have learned from those I have taught. I have not mastered these principles -- mastery is a lifelong quest and I am still on the journey. I am learning, as a consequence, that we can do better and be better in our interactions with the people we care about.
我希望大家相信，你可以通过创建对他人拥有的道义性权力而实现你最想实现的目标。我希望大家培养这种信念，用尊重经营你的一生，你能够获得值得获取的长期结果。我内心就拥有这种信念。本书所阐述的理念，我已经在世界各地举行的现场培训班上、会议上、工厂里和静修班上与千千万万的人们、与诸多夫妇和公司分享。我也从我所教过的那些人身上学到很多。我并未完全掌握那些理念——掌握它们是我终生的追求，我目前尚在路上。我还在学习，因此，我们还可以做得更好，可以在与我们所关心的人交往时做得更好。
The world has many needs, causes, projects, and problems. Our families, our companies, our communities, and our nations need building. People who operate from a base of principle-centered power can make a tremendous positive difference. Today, more than ever, we need to influence with honor.
这个世界存在诸多需求、事业、计划和难题。我们的家庭、公司、社区和国家需要进行诸多建设。以道义性权力为基础而采取行动的人们，能够做出巨大的、积极的影响。如今，我们比任何时候都更需要用尊重来影响他人。
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