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title_diff: "[{\"diffs\":[[1,\"3步学会职场必备技能“化敌为友”\"]],\"start1\":0,\"start2\":0,\"length1\":0,\"length2\":16}]"
body_diff: "[{\"diffs\":[[1,\"<html>\\\r\\\n<head>\\\r\\\n  <title>3步学会职场必备技能“化敌为友”</title>\\\r\\\n  <basefont face=\\\"微软雅黑\\\" size=\\\"2\\\" />\\\r\\\n  <meta http-equiv=\\\"Content-Type\\\" content=\\\"text/html;charset=utf-8\\\" />\\\r\\\n  <meta name=\\\"exporter-version\\\" content=\\\"YXBJ Windows/608924 (zh-CN, DDL); Windows/10.0.0 (Win64); EDAMVersion=V2;\\\"/>\\\r\\\n  <meta name=\\\"application-data:corenote-hostUUID\\\" content=\\\"6266360D-8D16-47AC-B388-18A02587C10D\\\"/>\\\r\\\n  <meta name=\\\"application-data:corenote-localUUID\\\" content=\\\"B47AE967-2834-499A-88F4-8A268141D7CA\\\"/>\\\r\\\n  <style>\\\r\\\n\\tbody, td {\\\r\\\n\\t  font-family: 微软雅黑;\\\r\\\n\\t  font-size: 12pt;\\\r\\\n\\t}\\\r\\\n  </style>\\\r\\\n</head>\\\r\\\n<body>\\\r\\\n<a name=\\\"12816\\\"></a>\\\r\\\n<h1>3步学会职场必备技能“化敌为友”</h1>\\\r\\\n\\\r\\\n<div>\\\n<span>\\\n<div style=\\\"-webkit-text-size-adjust: 100%; padding: 0px; -webkit-touch-callout: none; font-family: -apple-system-font, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', sans-serif; line-height: inherit; background-color: rgb(255, 255, 255);\\\">\\\n        \\\n\\\n\\\n<div style=\\\"margin: 0px auto; padding: 0px; width: 740px;\\\">\\\n    \\\n    \\\n    \\\n    <div style=\\\"margin: 0px; padding: 0px; font-size: 16px; word-wrap: break-word; -webkit-hyphens: auto; padding: 20px; padding: 20px;\\\">\\\n                \\\n        <div style=\\\"margin: 0px; padding: 0px; position: relative; padding: 20px 15px 15px; background-color: rgb(255, 255, 255);\\\"><span style=\\\"content: ' '; position: absolute; left: 0px; width: 100%; height: 1px; border-top-width: 1px; border-top-style: solid; border-top-color: rgb(229, 229, 229); transform-origin: 0px 0px; transform: scaleY(0.5); top: auto; bottom: -2px;\\\"></span>\\\n            \\\n                        <div style=\\\"margin: 0px; padding: 0px;\\\">\\\n                \\\n                <h2 style=\\\"margin: 0px 0px 14px; padding: 0px 0px 10px; line-height: 1.4; font-weight: 400; font-size: 24px; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(231, 231, 235);\\\">\\\n                    3步学会职场必备技能“化敌为友”                </h2>\\\n                <div style=\\\"margin: 0px 0px 18px; padding: 0px; line-height: 20px; font-size: 0px;\\\">\\\n                                        <span style=\\\"margin: 0px 8px 10px 0px; display: inline-block; vertical-align: middle; padding: 1px 0.5em; border: 1px solid rgb(158, 158, 158); color: rgb(140, 140, 140); border-top-left-radius: 20% 50%; border-top-right-radius: 20% 50%; border-bottom-left-radius: 20% 50%; border-bottom-right-radius: 20% 50%; font-size: 15px; line-height: 1.1; max-width: none;\\\">原创</span>\\\n                                                            <em style=\\\"margin: 0px 8px 10px 0px; padding: 0px; display: inline-block; vertical-align: middle; font-size: 16px; color: rgb(140, 140, 140); max-width: none; font-style: normal;\\\">2017-06-20</em>\\\n\\\n                                        <em style=\\\"margin: 0px 8px 10px 0px; padding: 0px; display: inline-block; vertical-align: middle; font-size: 16px; color: rgb(140, 140, 140); max-width: none; font-style: normal;\\\">HBR-China</em>\\\n                                        <a style=\\\"margin: 0px 8px 10px 0px; padding: 0px; color: rgb(96, 127, 166); text-decoration: none; vertical-align: middle; font-size: 16px; max-width: none; display: inline-block !important;\\\">哈佛商业评论</a>\\\n                    <span style=\\\"margin: 0px 8px 10px 0px; padding: 0px; vertical-align: middle; font-size: 16px; color: rgb(140, 140, 140); max-width: none; display: none !important;\\\">哈佛商业评论</span>\\\n\\\n                    \\\n                </div>\\\n                \\\n                \\\n                \\\n                \\\n                                                \\\n                                                \\\n            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!important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">任何一个曾在工作中遇到过敌意的人都知道，如果有一个因你的能力而感到受威胁的同事、一个不愿意听取你好主意的上司，或是一个给你搞破坏的下属之类的动向——都可能演变成你的职业生涯、你的团队或组织中的毁灭性灾难。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">而当你与这些明枪暗箭开战时，你可能发现自己几乎不可能完成任何有意义的工作，更不可能受到赞赏。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">然而，学习合理地化解这些敌意是增强职场软实力的重要部分。不要把这些敌对关系当成你必须忍受的慢性病，而应该将其视为必须处理的伤口，治愈好以后你就能健康地工作生活。</span></p><div style=\\\"margin: 0.5em 0px; padding: 0px; border: none; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px 1em 0px 0px; padding: 0px; display: inline-block; vertical-align: bottom; width: 100%; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: -4px 0px 0px; padding: 0px; width: 8px; height: 8px; background-color: rgb(190, 31, 5); border-top-left-radius: 100%; border-top-right-radius: 100%; border-bottom-right-radius: 100%; border-bottom-left-radius: 100%; float: left; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; border-top-width: 1px; border-top-style: solid; border-color: rgb(190, 31, 5); width: 90%; float: left; box-sizing: border-box;\\\"></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-align: right; width: 100%; box-sizing: border-box;\\\"><div style=\\\"margin: -1.2em 0px 0px; padding: 0px; width: 2em; height: 2em; line-height: 2em; display: inline-block; vertical-align: top; background-color: rgb(190, 31, 5); border: 1px solid rgb(190, 31, 5); border-top-left-radius: 100%; border-top-right-radius: 100%; border-bottom-right-radius: 100%; border-bottom-left-radius: 100%; font-size: 1em; font-family: inherit; text-align: center; text-decoration: inherit; color: rgb(255, 255, 255); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">每日</div></div><div style=\\\"margin: -1.2em 0px 0px; padding: 0px; width: 2em; height: 2em; line-height: 2em; display: inline-block; vertical-align: top; background-color: rgb(190, 31, 5); border: 1px solid rgb(190, 31, 5); border-top-left-radius: 100%; border-top-right-radius: 100%; border-bottom-right-radius: 100%; border-bottom-left-radius: 100%; font-size: 1em; font-family: inherit; text-align: center; text-decoration: inherit; color: rgb(255, 255, 255); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">日</div></div><div style=\\\"margin: -1.2em 0px 0px; padding: 0px; width: 2em; height: 2em; line-height: 2em; display: inline-block; vertical-align: top; background-color: rgb(190, 31, 5); border: 1px solid rgb(190, 31, 5); border-top-left-radius: 100%; border-top-right-radius: 100%; border-bottom-right-radius: 100%; border-bottom-left-radius: 100%; font-size: 1em; font-family: inherit; text-align: center; text-decoration: inherit; color: rgb(255, 255, 255); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">一</div></div><div style=\\\"margin: -1.2em 0px 0px; padding: 0px; width: 2em; height: 2em; line-height: 2em; display: inline-block; vertical-align: top; background-color: rgb(190, 31, 5); border: 1px solid rgb(190, 31, 5); border-top-left-radius: 100%; border-top-right-radius: 100%; border-bottom-right-radius: 100%; border-bottom-left-radius: 100%; font-size: 1em; font-family: inherit; text-align: center; text-decoration: inherit; color: rgb(255, 255, 255); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">获</div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; width: 0px; height: 0px; clear: both;\\\"></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><img src=\\\":/a7396aaa6aa340a38b9c0d52344a0ab8\\\" type=\\\"image/jpeg\\\" data-filename=\\\"Image.jpg\\\" style=\\\"margin: 0px; padding: 0px; height: auto !important; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(238, 237, 235); border: 1px solid rgb(238, 237, 235); background-size: 22px; 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background-position: center center; background-repeat: no-repeat no-repeat; width: 670px !important; height: 377.1142857142857px !important; visibility: visible !important;\\\"/></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">1984年，约翰·克兰德宁（John Clendenin）还是一个刚刚走出商学院的职场新人。他在美国施乐公司零部件与供应部门获得了职业生涯中的第一个管理岗位。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">那时候的克兰德宁是一个典型的“局外人”：</span>年轻、身为非洲裔美国人、曾在海军服役；他身着粉色衬衫与棕色西装，在一群穿着灰色或黑色西装的新同事中显得格外扎眼。“那时候我看上去格格不入，”克兰德宁回忆道。他的新角色要求他领导一个团队，而在他的团队中，却有着许多为施乐服务数十年的员工。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">他的直接下属中有一人在施乐已经工作了20年——汤姆·冈宁。在冈宁看来，公司本应该把这个职位给他，而不是给一个像克兰德宁这样又年轻又没什么技术的新人。冈宁同时还是团队人际圈子中的核心。因此，克兰德宁上任第一天，所到之处充满了紧张尴尬的微笑和背后阵阵低语声。虽然他没有去注意哪些人对他充满敌意，但克兰德宁知道，“这些人对我的加入心存不满”。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">他的确应该谨慎小心。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">鉴于敌对者会具有巨大的破坏性，简单的忽视、回避或者试着控制他们是远远不够的；相反，务实的领导者们会将对手转变为合作者——强化他们的地位、他们的关系网以及他们处于发展中的职业生涯。</span></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">通过我们自己主导的案例研究——包括采访像约翰·克兰德宁等愿意在这篇文章中讲述个人故事的组织领袖者，再加上布莱恩·乌齐和其他研究大脑生理学、社会群体关系学的学者的研究成果，我们总结出了3R方法。如果正确地按照步骤执行，你将在公司内培育出新的“结缔组织”，以此加强你传播知识及激发新思维的能力。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></strong></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0.5em 0px; padding: 0px; text-align: center; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 1.5em 0px; display: inline-block; width: 12.5em; height: 9.3em; background-color: rgb(167, 34, 12); background-image: url(http://mmbiz.qpic.cn/mmbiz_png/lxslyr6ibEMtyBQpbgPibxbiambvibf0ho7Yta22yJgMzhateZ1aOnTE5G0B9LcL3bOo5KTnW5icHRtNKGQUaic4ziazQ/0?wx_fmt=png); background-size: cover; background-attachment: scroll; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-position: 50% 50%; background-repeat: no-repeat no-repeat;\\\"><div style=\\\"margin: 0px 0px 0px 10%; padding: 0px; width: 80%; transform: rotate(-13deg); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(255, 255, 255); font-size: 24px; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">情感与信任</p></div></div></div><div style=\\\"margin: 0px 0px 0px 20%; padding: 0px; width: 75%; transform: rotate(-13deg); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(255, 255, 255); box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59); font-size: 15px;\\\"> </span><br style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"/></p></div></div></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">很多人带着良好用意试图化敌为友，所做努力却都失败了；这主要是因为“信任”在人与人的关系中产生时，要经历复杂的发展路径。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">研究表明，信任建立在理性和情感的基础之上。</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">如果你对某人的情感倾向是消极的（通常是由于察觉到了威胁），那么你的理智也会因此被扭曲、转而与那些消极的感觉“结为联盟”。这就是为何争执能使信任不复存在：不论对方提出的事实和观点有多么可信、多么符合逻辑，都有可能被看作是愚弄自己的把戏。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">这不仅仅是心理学现象，同时也是生理学的效应。</span>当我们处于消极情绪之中时，大脑中负责思考的大脑皮质的血液流量将减少，血液冲到了大脑最古老最无意识的部分——即被誉为“爬行动物”的脑干，因而减少了对外界信息的理解与吸收。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">对于大多数决意要扭转对方想法的管理者来说，他们会回归到理性，他们会为值得信任的合作提供奖励。但是在这种情况下，“情感大脑”必须在对方能够理解相关事实与被理性说服之前，得到及时管理。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">在施乐公司，当约翰·克兰德宁看到汤姆·冈宁时，<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">他立即意识到双方可以超越勉强维持的上下级关系，建立强有力合作的可能性。</span>在组织和技术知识方面，冈宁有20多年积累下来的财富，并且与整个公司都有着方方面面的联系，但他缺乏克兰德宁拥有的领导能力和视野；反过来，克兰德宁懂管理但需要冈宁的专业知识和人脉网络，来为他在新公司中的行动指明方向。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">不幸的是，冈宁对他持有的情绪阻碍了这一切。这时候克兰德宁就需要用到我们的“3R”方法了。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></strong></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0.5em 0px; padding: 0px; overflow: hidden; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; border-bottom-style: solid; border-bottom-width: 1px; display: inline-block; border-bottom-color: rgb(167, 34, 12); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px 0.2em; display: inline-block; line-height: 1.3; font-size: 22.4px; color: rgb(255, 255, 255); background-color: rgb(167, 34, 12); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">Step1</p></div><div style=\\\"margin: 0px; padding: 0px 0.5em; display: inline-block; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"> 重新定向</strong></p></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">3R的第一步就是要重新定向对方的消极情绪，即把<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">他/她投射在你身上的消极情绪转移出去。</span>克兰德宁决定与冈宁进行一次面对面的会谈，但不是在他的办公室里——因为那样只会提醒冈宁刚刚失去的这次职位晋升。他弄清楚了冈宁喜欢去的餐厅，专门约他去那里吃午餐。“我要让他知道，我明白他的价值，”克兰德宁道出了这次重新定向的前前后后。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">随后他给出了一个简单清晰的重新定向声明，他告诉冈宁，<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">造成两个人目前状况的根本原因是谁都没办法控制的第三方力量。</span>“不是我将你安排在目前的职位，”克兰德宁说，“是施乐公司把我们放在了各自的岗位上。”</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">许多高管第一次听到这个故事时嘲笑克兰德宁，觉得他的行动太过直接了。但是，<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">重新定向不一定要隐秘进行。</span>举个例子，就像魔术表演，观众们都心知肚明魔术师正在进行“重新定向”，但这并不会降低观众对表演的接受度，也不会减少魔术师表演应得的报酬。这一点也适用于人际交往。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 10px 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px 0px 1.2em; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: -0.5em 0px 0px; padding: 0px; display: inline-block; vertical-align: top; line-height: 1em; height: 1em; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; font-size: 80px; line-height: 1em; color: rgb(192, 200, 209); box-sizing: border-box;\\\">“</span> <div style=\\\"margin: 1.6em 0px 0px -0.6em; padding: 0px; width: 4em; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(192, 200, 209); display: inline-block; vertical-align: middle; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"></div></div><div style=\\\"margin: -0.5em 0px 0px; padding: 10px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-align: center; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; text-align: left; clear: none; box-sizing: border-box;\\\">原则1:即使我们识破了他人的奉承，我们依然会接受。</p></div></div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; height: 1em; float: right; line-height: 1; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; width: 4em; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(192, 200, 209); box-sizing: border-box;\\\"></div><span style=\\\"margin: -0.11em 0px 0px -0.1em; padding: 0px; display: inline-block; vertical-align: top; font-size: 80px; color: rgb(192, 200, 209); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\">”</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59); font-size: 15px;\\\"> </span></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">另一个普遍的重新定向策略，是引入你和对手共同感兴趣的讨论；或者从更有益的角度谈谈造成双方紧张感的原因</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">——某个新举措、某位员工、或者某个事件。这么做的理由是显而易见的，但重新定向的确可以把对手的消极情绪从你身上转移，并且为第二步——相互作用打下基础。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></strong></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0.5em 0px; padding: 0px; overflow: hidden; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; border-bottom-style: solid; border-bottom-width: 1px; display: inline-block; border-bottom-color: rgb(167, 34, 12); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px 0.2em; display: inline-block; line-height: 1.3; font-size: 22.4px; color: rgb(255, 255, 255); background-color: rgb(167, 34, 12); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">Step2</p></div><div style=\\\"margin: 0px; padding: 0px 0.5em; display: inline-block; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">互惠主义</strong></p></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">要解开消极症结，首先要放弃一些有价值的东西，而不是要求“公平交易”。</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">如果你付出之后立即就要求有所回报，将无法建立起关系。你只是进行了一次交易。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 10px 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px 0px 1.2em; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: -0.5em 0px 0px; padding: 0px; display: inline-block; vertical-align: top; line-height: 1em; height: 1em; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; font-size: 80px; line-height: 1em; color: rgb(192, 200, 209); box-sizing: border-box;\\\">“</span> <div style=\\\"margin: 1.6em 0px 0px -0.6em; padding: 0px; width: 4em; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(192, 200, 209); display: inline-block; vertical-align: middle; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"></div></div><div style=\\\"margin: -0.5em 0px 0px; padding: 10px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-align: center; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; text-align: left; clear: none; box-sizing: border-box;\\\">原则2: 开口索取之前，先给予。</p></div></div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; height: 1em; float: right; line-height: 1; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; width: 4em; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(192, 200, 209); box-sizing: border-box;\\\"></div><span style=\\\"margin: -0.11em 0px 0px -0.1em; padding: 0px; display: inline-block; vertical-align: top; font-size: 80px; color: rgb(192, 200, 209); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\">”</span></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">认真思考一下什么是你应该付出的；还有，最好能想一个对方可以不费吹灰之力就能拿出来作为互惠的东西。</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59);\\\">在午餐中，克兰德宁承诺，将支持冈宁发展</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-decoration: none;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-decoration: none; color: rgb(59, 59, 59);\\\">他</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-decoration: none;\\\">的</span></span></span><a href=\\\"http://app.hbrchina.org/?app=search&amp;controller=index&amp;action=search&amp;wd=%E9%A2%86%E5%AF%BC%E5%8A%9B&amp;search.x=41&amp;search.y=8&amp;type=all&amp;catid=&amp;order=\\\" style=\\\"margin: 0px; padding: 0px; color: rgb(96, 127, 166); text-decoration: none; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: windowtext; text-decoration: none;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: windowtext;\\\">领导力</span></a><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">，并会为他将来在施乐得到晋升提供支持。借助这项承诺，克兰德宁从重新定向走到了互利互惠这一步；但他知道仅仅承诺一些未来才能获得的好处，不足以点燃合作的激情，于是他又给了冈宁一些实在的东西：参加高管会议的机会——这是马上就可以获得价值，而不是遥远朦胧的利益。冈宁可以借此增加曝光度，认识更多的高管，提高自己的可信度。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">这样的安排确保了双方的互利互惠。冈宁在主管会议上的露面，可以弥补克兰德宁在专业技术和组织信息方面的缺失，同时还能在冈宁的圈子里得到声誉上的加分。因此，他的提议为双方的互利互惠创造了最直接的形式。如果冈宁出现在会议上，克兰德宁就再也不需要向他明确要求“等价回报”。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">做到互利互惠，你要想出能够立即满足对手需求或者减少其不满的方式。</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">首先，你要做好自己需要完成的事；同时，你还要找出一种既能保证从对手那里获得好处，而又不使他感到有压力的方法。</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59); font-size: 15px;\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></strong></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0.5em 0px; padding: 0px; overflow: hidden; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; border-bottom-style: solid; border-bottom-width: 1px; display: inline-block; border-bottom-color: rgb(167, 34, 12); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px 0.2em; display: inline-block; line-height: 1.3; font-size: 22.4px; color: rgb(255, 255, 255); background-color: rgb(167, 34, 12); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">Step3</p></div><div style=\\\"margin: 0px; padding: 0px 0.5em; display: inline-block; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">理性行动</strong></p></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">对于通过使用前两个步骤已经建立起的初期关系，<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">你要设定预期——这样你接下来所做的努力就不会显得虚伪，也不会是徒劳无功的怂恿。</span>试想一下，如果克兰德宁在结束与冈宁的午餐之前，不向冈宁解释他计划如何与其一起共事，结果会怎样？冈宁也许会开始再次揣摩新上司的用意，并且再次恢复对抗的姿态。如果对方一直在等着另一只靴子落下，这种情绪上的焦虑可能会毁了你刚刚建立起来的信任。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">在进行理性行动时，克兰德宁告诉冈宁自己需要他或者像他一样的人，才能完成自己在施乐的奋斗目标。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">这样做明确传达了一个信息：他认为冈宁是有价值的，但并非不可或缺的搭档。</span>另一方面，他采取的委婉做法也包括，给予冈宁与自己进行合作的“第一拒绝权”（即冈宁得到优先考虑）——这样既审慎地暗示了其他人替代的可能，又使得他的合作提议变得很特别。必须说明的是，克兰德宁并非在求冈宁给自己一个恩惠，然后才去完成他第二步中许诺的互惠。他只是在表达，希望冈宁成为他的盟友。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">此外，<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">通过给合作提议加以时间期限，克兰德宁进一步强化了三个步骤之间的联系；如此一来，互惠内容没有改变，却大大提升了对方的感受。</span>他告诉冈宁，在他们离开餐厅之前，他要得到一个答复。“我必须把冈宁的犹豫扼杀在萌芽状态，”克兰德宁回忆说，“他知道，如果我们要在餐厅一直拖到深夜，我也一定会奉陪。”</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59); font-size: 15px;\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 10px 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px 0px 1.2em; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: -0.5em 0px 0px; padding: 0px; display: inline-block; vertical-align: top; line-height: 1em; height: 1em; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; font-size: 80px; line-height: 1em; color: rgb(192, 200, 209); box-sizing: border-box;\\\">“</span> <div style=\\\"margin: 1.6em 0px 0px -0.6em; padding: 0px; width: 4em; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(192, 200, 209); display: inline-block; vertical-align: middle; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"></div></div><div style=\\\"margin: -0.5em 0px 0px; padding: 10px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; text-align: center; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; text-align: left; clear: none; box-sizing: border-box;\\\">原则3：促使对方从理性的角度考虑现状，完全理解双方的预期和利益，并要认识到他正在面对一个可能失去的宝贵机会。</p></div></div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; height: 1em; float: right; line-height: 1; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; width: 4em; border-bottom-width: 1px; border-bottom-style: solid; border-bottom-color: rgb(192, 200, 209); box-sizing: border-box;\\\"></div><span style=\\\"margin: -0.11em 0px 0px -0.1em; padding: 0px; display: inline-block; vertical-align: top; font-size: 80px; color: rgb(192, 200, 209); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\">”</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59); font-size: 15px;\\\"> </span></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">大多数人在行动时都想有所收益，并会极力避免损失。理性行动像是在许诺对方种种甜头后，再开出的一剂苦药：<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">它明确了你转移负面情绪、产生积极情绪后可以获得的利益——而如果你不做出改变，这些利益会随着时间流逝而消解。</span>它还避免了将来出现讨好和给对方恩惠时，或要求过高时，让相互之间的预期和反馈变得模糊不清。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">当然，克兰德宁和冈宁不至于一走出餐厅就成了亲密无间的合作者，但是两人都认同应该为这种可能而帮助对方获益。在接下来的几周里，这一新理念使他们得以像盟友一样工作，进入让双方信任和资源共享不断自我强化的良性循环。于是，克兰德宁将一个原本可能产生危害作用的对手变成了正常的同事，然后过一段时间再变成了牢固的合作关系。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"><br style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"/></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">几年之后，当克兰德宁调到施乐的另一个部门时，他提名冈宁为自己的继任者——而且冈宁后来在这个职位上表现卓越。而这一意义非凡的转变，其基础只是在一顿午饭时间中打下的。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></strong></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0.5em 0px; padding: 0px; text-align: center; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 1.5em 0px; display: inline-block; width: 12.5em; height: 9.3em; background-color: rgb(167, 34, 12); background-image: url(http://mmbiz.qpic.cn/mmbiz_png/lxslyr6ibEMtyBQpbgPibxbiambvibf0ho7Yta22yJgMzhateZ1aOnTE5G0B9LcL3bOo5KTnW5icHRtNKGQUaic4ziazQ/0?wx_fmt=png); background-size: cover; background-attachment: scroll; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-position: 50% 50%; background-repeat: no-repeat no-repeat;\\\"><div style=\\\"margin: 0px 0px 0px 10%; padding: 0px; width: 80%; transform: rotate(-13deg); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(255, 255, 255); font-size: 24px; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">调适3R法</p></div></div></div><div style=\\\"margin: 0px 0px 0px 20%; padding: 0px; width: 75%; transform: rotate(-13deg); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(255, 255, 255); box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><br style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"/></p></div></div></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">3R方法的一个关键优点就是，<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">它可以用来应对几乎所有对手，包括平级同事和上司。</span></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">克兰德宁在施乐期间，在后来的工作中注意到公司库存体系效率低下的问题。当时，施乐由许多半自治的散布于全球的业务单元组成，这些业务单元为了避免库存短缺，常常会超额储备库存。克兰德宁建议这些单元通过公司内部交易网络共享库存，以提升总体的资源使用效率，并且降低运输成本。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">对于施乐来说，这个想法相当棒，但它威胁到了一些业务单元副总裁的权力。</span>因此，克兰德宁的想法刚一提出来，就被副总裁们枪毙了。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">然而不久之后，CEO突然宣布公司要更好地管理资产，于是克兰德宁找到了一个向副总裁们重提之前想法的办法。克兰德宁深知自己在他们眼里是不受欢迎的挑战者——或者说是对手，于是他决定使用3R法。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">他的第一步棋是，重新定向他们的消极情绪。为了将这种情绪从自己身上转移开，克兰德宁在各个区域办公室为副总裁们安排一次午餐，亲自为他们服务。这一做法显出了与以前的不同。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">“对于所有的自我和个性，我都只字不提，我从不说‘这是我的想法’”克兰德宁回忆道，“我一直在说‘我们’。”</span>他没有将自己表现为推动这项提议的特定个体，而是表现为某个可以加快组织变革步伐的人员，从而转移了使其对手们感到焦虑的相关重点。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">依据互惠主义在索取之前先付出的原则，会议上，他不要求副总裁们做任何事，相反地，他促成了一次关于CEO领导的某项行动的讨论。库存管理是一个曾被许多副总裁指出过的问题，这毫不令人惊奇；而克兰德宁的推动将这个问题摆到了台面上。<span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">他将自己称为“发现基本问题的人”，而非表现为想要削弱副总裁们自治权的人。</span></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">这让他得以展示他最初想法的合理性。突然间，对于之前还存在敌意的那些副总裁来说，他的想法看上去不再像是威胁而像是机会。克兰德宁表示，现在他愿意调整建立一个新的库存体系，所需的花费比市场上任何类似系统的价格都低；他同时还表示，将来他可能没什么时间来做这件事了——这一声明提升了他所做提议的价值。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">副总裁们同意按阶段执行计划，并且让克兰德宁来负责。这项行动以逐渐获益的方式进行，稳扎稳打，最终为施乐节省了数百万美元。同样重要的是，克兰德宁被看作是公司内部的“经纪人”而得到了副总裁们的认可，他作为组织建构者的声誉也得到了提升。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(61, 170, 214);\\\">约翰·克兰德宁明白，对抗帮不了任何人；事实上，成功往往不仅依赖于让对手消除敌意，还依赖于将他们转化为合作者。</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">通过使用3R法在自己的关系网中建立信任，克兰德宁确保了关系网中每一方都能获得良好发展——包括他自己、冈宁、他们的团队、副总裁们以及施乐公司，并以此构建起长远关系的基础，共享成功。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\"> </span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">几年之后，克兰德宁创立了他自己的国际物流公司，在他所投身的新领域中，曾经的对手汤姆·冈宁是现在的合作伙伴，而新公司的投资者正是那些曾经枪毙了其提议的副总裁们。</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></strong></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0.5em 0px; padding: 0px; text-align: center; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 1.5em 0px; display: inline-block; width: 12.5em; height: 9.3em; background-color: rgb(167, 34, 12); background-image: url(http://mmbiz.qpic.cn/mmbiz_png/lxslyr6ibEMtyBQpbgPibxbiambvibf0ho7Yta22yJgMzhateZ1aOnTE5G0B9LcL3bOo5KTnW5icHRtNKGQUaic4ziazQ/0?wx_fmt=png); background-size: cover; background-attachment: scroll; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-position: 50% 50%; background-repeat: no-repeat no-repeat;\\\"><div style=\\\"margin: 0px 0px 0px 10%; padding: 0px; width: 80%; transform: rotate(-13deg); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(255, 255, 255); font-size: 24px; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">3R法失灵了</p></div></div></div><div style=\\\"margin: 0px 0px 0px 20%; padding: 0px; width: 75%; transform: rotate(-13deg); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(255, 255, 255); font-size: 21px; box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\">怎么办？</p></div></div></div></div></div></div></div><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">虽然3R法很有效，但也不能保证万无一失。一旦此法失灵，你该怎么办？</span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"> </span></strong></span></p><ul style=\\\"margin: 0px; padding: 0px 0px 0px 30px; list-style-type: disc; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><li style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59);\\\">努力寻求间接合作。</span></strong><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59);\\\">比如，你可以找一个你对手信任的第三方进行合作。这样一个简单的结盟，可以使你的对手意识到与你合作所能带来的利益。</span></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><br style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"/></p></li><li style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\">谨记时机的重要性。</span></strong><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\">与掌握实权的人们进行沟通，你需要一个契机。在这一点上，克兰德宁与施乐的副总裁们讨论库存管理的过程就是如此：虽然他第一次提议时遭到了拒绝，在CEO征</span><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px;\\\">集新<a href=\\\"http://app.hbrchina.org/?app=search&amp;controller=index&amp;action=search&amp;wd=%E6%88%98%E7%95%A5&amp;search.x=39&amp;search.y=9&amp;type=all&amp;catid=&amp;order=\\\" style=\\\"margin: 0px; padding: 0px; color: rgb(96, 127, 166); text-decoration: none; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: windowtext;\\\">战略</span></a><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px; color: rgb(59, 59, 59);\\\">时，他却能够再次抛出自己的想法。</span></span></span></p><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><br style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"/></p></li><li style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59);\\\">意识到何时应该转向别处。</span></strong><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; color: rgb(59, 59, 59);\\\">有时，化敌为友需要付出非常大的努力，而带来的回报却很少。此时对于你和你的公司来说，将同样的资源分配到其他合作关系中会获益更大。</span></span><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"> </span></strong></p></li></ul><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 15px;\\\"><span style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; font-size: 14px; color: rgb(59, 59, 59);\\\"></span></span></p><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; border: 0px; clear: both; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; padding: 8px; border-left-width: 6px; border-left-style: solid; border-color: rgb(169, 29, 6); font-size: 87.5%; line-height: 1.4; font-family: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">布莱恩·乌齐（Brain Uzzi）、香农·邓拉普（Shannon Dunlap）｜文</div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">布莱恩·乌齐是系西北大学凯洛格商学院领导力与组织变革教授、西北复杂系统研究院联合主管；香农·邓拉普是一名居住在纽约的记者兼作家。</div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">熊静如｜译 齐菁｜编辑</div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">本文有删节，原文参见《哈佛商业评论》2012年6月《化敌为友的秘籍》。</div></div></div><div style=\\\"margin: 0.8em 0px 0.2em; padding: 0px; border: 0px; text-align: center; clear: both; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; box-sizing: border-box;\\\"><div style=\\\"margin: 0.2em 0px 0px; padding: 0px 0.5em 5px; color: rgb(162, 27, 4); font-size: 112.5%; line-height: 1; border-bottom-width: 1px; border-bottom-style: solid; border-color: rgb(2, 2, 2); font-family: inherit; text-decoration: inherit; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">《哈佛商业评论·职场启示录》</div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; margin: 5px 1em; font-size: 75%; line-height: 1; font-family: inherit; text-decoration: inherit; color: rgb(162, 27, 4); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">编辑｜齐菁jingqi@hbrchina.org</div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; width: 0px; height: 0px; clear: both;\\\"></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255); box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; width: 35%; background-image: 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vertical-align: middle; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; width: 187.59375px !important; height: 187.59375px !important; background-position: center center; background-repeat: no-repeat no-repeat;\\\" width=\\\"80%\\\"/></div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; vertical-align: top; width: 65%; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; margin: 20px 0% 8px; font-size: 12.8px; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; display: inline-block; height: 2em; padding: 0.3em 0.5em; vertical-align: top; background-color: rgb(199, 45, 20); color: rgb(255, 255, 255); box-sizing: border-box;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">公众号ID：hbrchinese</strong></p></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; width: 0.5em; display: inline-block; height: 2em; vertical-align: top; border-bottom-width: 1em; border-bottom-style: solid; border-bottom-color: rgb(199, 45, 20); border-top-width: 1em; border-top-style: solid; border-top-color: rgb(199, 45, 20); box-sizing: border-box; border-right-width: 1em !important; border-right-style: solid !important; border-right-color: transparent !important;\\\"></div></div></div><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\"><div style=\\\"margin: 0px; padding: 0px 5px; font-size: 14px; color: rgb(98, 94, 93); max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important;\\\"><p style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; clear: both; min-height: 1em; box-sizing: border-box;\\\"><strong style=\\\"margin: 0px; padding: 0px; max-width: 100% !important; box-sizing: border-box !important; word-wrap: break-word !important; box-sizing: border-box;\\\">长按二维码，订阅属于你的“卓越密码”。</strong></p></div></div></div></div></div></div></div>\\\n                </div>\\\n                \\\n                \\\n                \\\n                                \\\n                \\\n\\\n                \\\n                                \\\n                \\\n                            </div>\\\n                        \\\n                        <div style=\\\"margin: 0px; padding: 15px 0px 0px; overflow: hidden; line-height: 32px;\\\">\\\n                                            \\\n\\\n                \\\n\\\n                \\\n\\\n            </div>\\\n\\\n\\\n                    </div>\\\n\\\n        \\\n\\\n        \\\n        <div style=\\\"margin: 0px; padding: 0px; padding: 0px 15px;\\\">\\\n\\\n            \\\n                        \\\n                        \\\n            \\\n                        \\\n                        \\\n                    </div>\\\n\\\n  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encryption_cipher_text: 
encryption_applied: 0
updated_time: 2025-11-28T16:12:26.839Z
created_time: 2025-11-28T16:12:26.839Z
type_: 13