17、 Principles of Governing Persuasion
If leadership consists of getting things done through others, then persuasion is one of the leader’s essential tools. Many executives have assumed that this tool is beyond their grasp, available only to the charismatic(有魅力的) and the eloquent. Over the past several decades, though, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied.
The first principle is that people are more likely to follow someone who is similar to them than someone who is not. Wise managers, then, ask peers to help make their cases. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. So it’s worth the time to uncover real similarities and offer genuine praise.
Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. It’s sound policy to do a favor before seeking one. Fourth, individuals are more likely to keep promises they make voluntarily and clearly. The message for managers here is to get commitments in writing. Fifth, studies show that people really do defer to (服从) experts. So before they attempt to exert influence, executives should take pains to establish their own expertise and not assume that it’s self-evident. Finally, people want more of a commodity when it’s scarce; it follows, then, that exclusive information is more persuasive than widely available data.
1. Experiments have shown that, contrary to our expectation, people tend to treat you the way you treat them.
A. Right
B.Wrong
C. Not mentioned
2. There are as many wise managers as there are stupid ones.
A. Right
B.Wrong
C. Not mentioned
3. Exclusive information is more persuasive than widely known data.
A. Right
B.Wrong
C. Not mentioned
1、 A B C
2、 A B C
3、 A B C
你的答案： 标准答案：B,C,A
本题分数： 3.00 分，你答题的情况为 错误 所以你的得分为 .00 分
解 析：1． B。 分析：问题句意（实验证明，人们总是以别人对待他的方式去对待别人， 这正好与我们所期望的相反。）从常识来看不正确（因为“人们总是以别人对待他的方式去对待别人”这是我们期望之中的事情， 而不是与我们的期望相反的事情）， 因此推测问题句的说法很可能是错误的。也可以利用题干中的treat（核心词/新信息词）作为答案线索词，这样找到直接答案相关句：Third, ,experiments confirm the intuitive truth that people tend to treat you the way you treat them. 该句说“实验证明了一种本能的真理—人们总是以别人对待他的方式去对待别人”， 本能的真理也就是人们通常所拥有的想法， 是人们通常的期望。 显然人们通常的期望是“人们总是以别人对待他的方式去对待别人”， 因此问题句的说法与原文的内容不一致， 因此判断答案为B。
2． C。分析：利用题干中的修饰词stupid（新信息词）作为答案线索词，发现文章中并没有涉及到这个线索词的句子，因此判断该题为“没提到”。
3． A。分析：利用题干中的Exclusive information和data （新信息词）作为答案线索词，这样找到答案相关句：it follows, then, that exclusive information is more persuasive than widely available data. Follow在句子中的含义是“是…必然的结果”， 因此这个句子的含义是“只有部分人知道的信息比人人都知道的信息更有说服力”。 这句话的内容基本上与问题句表述的内容完全一致， 因此判断问题句的说法正确。
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18、 Obesity（肥胖）: the scourge(祸害)of the western world
Obesity is rapidly becoming a new scourge of the western world，delegates agreed at the 11th European Conference on the issue in Vienna Wednesday to Saturday．According to statements before the opening of the conference—of 2,000 specialists from more than 50 countries—1.2 billion people worldwide are overweight，and 250 million are obese．
Professor Bernhard Ludvik of Vienna General Hospital said：“Obesity is a chronic illness．In Germany，20 per cent of the people are already affected，but in Japan only one per cent．’’But he said that there was hope for sufferers thanks to the new scientific discoveries and medication．
Professor Friedrich Hopichler of Salzberg said：“We are living in the new age(but) with the metabolism of a stone—age man．” “I have just been to the United States．It is really terrible．A pizza shop is springing up on every corner．We have been overrun by fast food and Coca-Cola-ization．”
Many of the experts stressed that obesity was a potential killer．Hopichler said：‘‘Eighty percent of all diabetics are obese，also fifty per cent of all patients with high blood pressure and fifty per cent with adipose tissue complaints．’’ “Ten per cent more weight means thirteen per cent more risk of heart disease．Reducing one’s weight by ten per cent leads to thirteen per cent lower blood pressure．’’
Another expert Hermann Toplak said that the state health services should improve their financing of preventive programs．“Though the health insurance pays for surgery (such as reducing the size of the stomach)when the body-mass index is more than 40．That is equivalent to a weight of 116 kilograms for a height of 1.70 meters．One should start earlier．”
Ludvik said that prevention should begin in school．“Child obesity (fat deposits)correlates with the time which children spend in front of TV sets．”
The consequences were only apparent later on．No more than fifteen per cent of obese people lived to the average life expectancy。for their population group.
词汇：
scourge／n．天灾；祸害
obesity／n．肥胖症
overrun／vt．侵扰；蹂躏
obese／adj．肥胖的
diabetic／n．糖尿病患者；adj．糖尿病的
medication／n．药物疗法
adipose／脂肪的；肥胖的
metabolism／n．新陈代谢
1.It is estimated that there are __________ people suffering from obesity in the world．
A)250,000,000
B)1,200,000,000
C)1,450,000,000
D)950,000,000
2.It seems that the __________ people are least affected by obesity among the developed countries and areas mentioned in the passage．
A）European
B）German
C）American
D）Japanese
3. Which of the following is most often accompanied by obesity?
A）High blood pressure．
B）Fatty tissue complaints．
C）Diabetes．
D）Stomach—ache．
4. What is the correlation between body weight and heart disease and blood pressure?
A）Ten per cent less body weight means ten per cent less risk of heart disease and high blood pressure？
B）Thirteen per cent more body weight means ten per cent more risk of heart disease and high blood pressure．
C）The more body weight one gains，the more risk of heart disease and high blood pressure he has．
D）The less body weight one gains，the more risk of heart disease and the less risk of high blood pressure he has．
5.From the last paragraph we may infer that one of the effective measures suggested by Ludnik to prevent children from being obese would be
A）not to permit them to watch TV at all．
B）to tell them to spend less time watching TV
C）to turn off TV when they are in front of TV sets．
D）to calculate accurately the time that a child spends watching TV．
1、 A B C D
2、 A B C D
3、 A B C D
4、 A B C D
5、 A B C D
你的答案： 标准答案：A,D,C,C,B
本题分数： 15.00 分，你答题的情况为 错误 所以你的得分为 .00 分
解 析：1． A。分析：被选项都是数字，所以注意文章中与数字相关的句子，这样发现答案相关句： According to statements before the opening of the conference – of 2,00 specialists from more than 50 countries – 1,2 billion people worldwide （与题干中的in the world呼应）are overweight, and 250 million are obese（肥胖的）. 根据划线结构的内容判断A是答案。
2．D．分析：被选项都是国家名，所以注意文章中提到这些国家名的句子，问题问的是“遭受肥胖病最少的国家”，在文章中找到答案相关句：In Germany ,20 percent of the people ar already affected, but in Japan only one percent（可见日本受到肥胖病的影响比德国小）. …I have just been to the United States, it is really terrible（可见美国肥胖病也应该很严重）. A pizza shop is a spring up on every corner. We have been overrun by fast food and Coca-Cola-ization. (文章第1句)Obesity is rapidly becoming a new scourge of the western world, delegates agreed at the 11th European Conference on the issue in Vienna Wednesday to Saturday. （代表在欧洲开会，因此推断欧洲的肥胖病也应该不少），所以答案选择D。
3． C。分析：被选项都是病症，因此借助被选项中的这些病症作为答案线索，这样发现答案相关句：Eighty percent of all diabetes are obese, also fifty percent of all patients with high blood pressure and fifty percent with adipose(脂肪的) tissue complaints 该句说“80%的糖尿病患者患有肥胖病，病人中的50%有高血压，50%有脂肪组织疾病”，而“胃疼”在文章中根本就没有提到，因此判断C是答案。
4 C。分析；借助题干中出现的heart disease 和blood pressure作为答案线索，这样找到答案相关句：Ten percent more weight means thirteen percent more risk of heart disease. Reducing one’s weight by ten percent leads to thirteen percent lower blood pressure. 因此可见体重和心脏病的关系是10/13； 而体重和高血压的关系也是10/13，因此判断A和B都不正确。只有C（体重增加心脏病和高血压的风险也增加）与原文内容一致。
5． B。分析：首先判断A和C的说法太绝对，因此不是答案；D成为答案的可能性也较小。利用题干中出现的核心词children 和特征词Ludnik作为答案线索，这样发现答案相关句：Ludvik said that prevention should begin in school. Child obesity correlates with the time which children spend in front of TV sets. 该句说“儿童肥胖与儿童在电视前面所花的时间有关系”，因此判断B是答案的可能性最大。
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19、 Wealth and Discontent
If your sense of well-being fluctuates with stock market, you might be comforted to know that money can’t buy you happiness anyway.
In one American study conducted in 1993, level of income was shown to have an inverse relation to happiness: The group whose income had declined was happier overall than the group whose income had increased. A soon-to-be published review of the hundreds of studies on this subject supports the 1993 findings.
In developed countries, the correlation between income and happiness is close to zero and sometimes negative.
With a correlation between level of income and happiness somewhere between 0.12 and 0.18, the United States is near the bottom of the list; that, factors other than income are overwhelmingly more important in explaining happiness.
Also, as our material wealth increases, the gap between income and satisfaction with life seems to be widening. Predictably, money has its most positive effect on the poor, but once a person has achieved a minimal standard of living level of income has almost nothing to do with happiness.
Close relationship, rather than money, is the key to happiness. Indeed, the number of one’s personal friends is a much better indicator of overall satisfaction with life than personal wealth. One stands a better chance of achieving a satisfying life by spending time with friends and family than by striving for higher income. Incidentally, in the US, as people become richer, the probability of divorce increases.
Our need for companionship is partly biological. All primates respond with pleasure to demonstrations of affection and with pain to loss of companionship. Isolated monkeys will sacrifice food just for the glimpses of another monkey. By ignoring our biologically programmed need for each other, we risk physical and mental distress.
A recent cross-national study of mental depression in the US found that in advanced countries, there is a rising tide of major depression. Teenage suicides have increased in recent decades in almost all advanced countries. Moreover, in the US since World War II, there has been an actual decline in the proportion of people who report themselves to be “very unhappy.”
You can easily test the claim that companionship exceeds wealth as a source of happiness. Ask yourself which has a greater influence on your satisfaction with life: your income or the affection of your intimate companions and the well-being of your children? Conversely, which would make you more depressed: a reduction in salary or a divorce and isolation from your friends?
Capitalism succeeds in creating material riches, but it is less successful in building companionable societies and protecting family integrity. But developing countries still have much work to do in pursuing material wealth, where a rise in productivity still greatly increases happiness. For poorer countries, the time is not yet ripe for a shift in priorities from wealth accumulation to companionship.
Can we afford to believe that the pursuit of material gain will lead to self-fulfillment? We should continue to enjoy our wealth in good company, or else we may find that it is not satisfying.
1. According to the 3rd paragraph, which of the following is true in developed countries?
A. the more money one has, the unhappier he becomes.
B. income and happiness are closely related
C. the richer one is, the happier he is
D. more money does not necessarily make one happy
2. Which of the following statements best describes the situation in the US, according to the 1993 study?
A. most people think personal wealth can make them happy
B. most people do not think wealth has much to do with happiness
C. money is an important factor in making one happy
D. happiness can only be explained in terms of income
3. In the author’s opinion, which of the following statements is not true?
A. wealth means differently to the poor and the rich
B. money makes the poor and the rich equally happy
C. money means less to a person as he achieves a higher standard of living
D. money means more to the poor than to the rich
