文章大意:本文是一篇说明文。文章主要介绍了传统智慧告诉我们应抓住每一个机会,但实际上,研究表明稀缺性原理对人们的行为有着重要影响。通过制造一定程度的稀缺性和难得性,可以提高人们对机会的价值感知,从而引起更大的兴趣和关注。文章建议在面对工作机会或谈判时,适当展现出谨慎和策略性,而非过于急切和主动,以更好地实现自己的目标。
While traditional wisdom tells us that we should eagerly catch every opportunity that comes our way, playing a little hard to get has its advantages. Studies have shown that opportunities are seen to be more valuable as they become less available, according to Robert Cialdini, a leading expert on influence, who said “What the scarcity principle says is that people are more attracted to rare opportunities.”
Appearing available can work against you, according to Jeremy Nicholson, a social psychologist. If you’re excited about a work opportunity, it indicates that you are in low demand.
“Making something harder to get,” Dr. Nicholson said, “tends to increase at least the perception of value.” If you are meeting with hiring managers or potential clients, Dr. Nicholson recommends that responding in a way that respects their interest without being too eager. Dr. Nicholson advises, with responses like: “I do have a couple of other projects to deal with. However, I could do this for you if you want.”
“It’s easy to become excited when an opportunity presents itself,” Ms. Ryan, founder of Human Workplace, said, “but remember that your power in any negotiation is related to your ability to walk away. Don’t accept an offer before fully considering the opportunity.” Once you have interest, turn that into diligence. Ms. Ryan recommends reading up on the organization from third-party perspectives, and checking out job-search websites to see what employees and ex-employees say about it. Keep in mind: The goal is to approach any negotiation cautiously and with a clear head.
Appearing less available isn’t about limiting our enthusiasm, but about trusting in our own self-worth so we can be proactive, experts say. This means mindfully transforming our excitement into strategy. “Emphasizing the uniqueness of your resources and your cooperative approach can help you more quickly advance your goals,” said Shirli Kopelman, a professor at the Ross School of Business at the University of Michigan.
8. Why is it necessary for us to appear scarce when we face opportunities?
A.Because we should strictly follow the principle about scarcity. |
B.Because we should eagerly grasp opportunities coming our way. |
C.Because we should value opportunities in the competitive society. |
D.Because we should show rare opportunities to increase our advantages. |
9. Which of the following statements is the suggestion given by Ms. Ryan?
A.Being eager enough and ready. | B.Being cautious and clear-headed. |
C.Being confident and interested. | D.Being skillful and accomplished. |
10. What does the underlined word “proactive” mean?
A.Accessible. | B.Strategic. | C.Enthusiastic. | D.Limited. |
11. According to Shirli Kopelman, which is the best way to help us achieve our goals?
A.Not being too hard on our career. |
B.Not controlling our enthusiasm. |
C.Applying excitement to negotiations. |
D.Stressing scarcity and cooperation ways. |