Bolam
안녕하세요? English Together에 오신 것을 환영합니다. 저희 프로그램에서는 최신 주제에 대해 얘기해보고 관련 표현을 알려드리고 있습니다. 저는 손보람입니다.

Phil
Hi, I’m Phil

Sam
And I’m Sam, hello…. 

Bolam
오늘은 설득에 대한 얘기를 해보려고 합니다. 먼저 설득이 일인 영업 사원들에 대한 질문을 내드리겠습니다. Organizational Behavior and Human Decision Processes 저널에 따르면 무엇을 보여주었더니 영업 사원의 실적이 올랐을까요?

a)     자신의 주간 영업 실적

b)    보너스를 받으면 살 수 잇는 것들

c)     성공한 운동선수의 사진

Phil 어떻게 생각해요?

Phil
I really don’t know…

Sam
If people see their sales figures, they can work out what they need to do to improve – facts, logic and reason – that’s what it’s all about.

Bolam
logic 논리라는 뜻이죠. BBC Radio 4 Jay Henrichs의 Today programme에서 나온 설득하는 법에 대해 들어볼게요. logic에 대한 분명한 의견을 가지고 있는 분인 것 같아요. 들어보세요.

Insert
Well, the first thing I say, I get straight from Aristotle who, as you know, wrote the book on logic as we know it today. Aristotle himself said that logic is not the most powerful tool of persuasion, now here I am on a highly logical programme, so forgive me for this, but Aristotle actually said that if you can get people to like and trust you, that’s the more powerful tool.

Bolam
그럼 logic 이 설득에 가장 강력한 도구는 아니라는 거네요? Sam 어떻게 생각해요?

Sam
Yeah, I’m not convinced – If you make a logical argument, using facts, people will be persuaded.

Phil
But we deal with people not computers – and people sometimes make decisions illogically. We learnt from that interview that people need to have the trust of the other person to be persuasive.

Bolam
Trust 믿음입니다. 자신이 한 말을 꼭 지키는 사람을 보면 믿음이 가더라구요. Why do you think it is so persuasive?

Phil
OK, think about when you go shopping – do you sit down, compare prices and quality and make a logical decision, or do you go for the shop, or brand that you trust? A shop might be very cheap, but if you are distrustful of the brand, you probably won’t buy anything.

Sam
I am very trusting of logic…. I like to compare all the prices… You can have a look at my spreadsheet if you want?

Phil
Yeah, that sounds fun… I use trust when I’m choosing where to shop, and I use trust when I choose who to believe… and an important part of that for me, is their credibility.

Bolam
Credibility 신뢰성입니다.

Sam
If I show people when their logic is flawed – I’m sure that will help them see my credibility. I don’t think they like it when I do it though.

Phil
Well, that’s the other thing that we heard about – Aristotle said it was important to get people to like you. You need to build a relationship.

Bolam
저도 정말 동의해요. Building a relationship 관계 맺기는 신뢰가 바탕이 되어야할 것 같아요.

Phil
If you are good at relationship building, and can show people that you are credible and get them to trust you – then you'll have a much better chance of persuading them

Sam
Maybe that’s where I’ve been going wrong….

Bolam
자 이제 아까 내드린 문제 정답을 알려드릴게요. 영업사원에게 무엇을 보여줬을 때 실적이 좋아졌는지…가 문제였죠? Organizational Behavior and Human Decision Processes 저널에 따른 정답은 바로  C. 성공한 운동선수의 사진 이었습니다.

Sam
That doesn’t sound very logical!

Phil
See, it’s not always about logic; these things can be complicated…. Have I managed to persuade you yet? Do you trust me?

Sam
Hmm… I’m not so sure – have we built a good enough relationship yet Phil?

Bolam
네. 두분이 서로  신뢰를 쌓으시는 동안, 오늘 배운 단어 정리해볼게요. Logic 논리, trust 믿음, credible 신뢰할 수 있는, building a relationship 관계를 맺다.

Thanks for joining us. Bye!