西蒙-辛克：不懂人，就不懂商業 (Simon Sinek: If You Don't Understand People, You Don't Understand Business)

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Over the next couple of days, you'll probably hear a lot about how to make better design, how to execute better, how to consider your clients or the end user when you're doing what you have to do.

在接下來的幾天裡，你可能會聽到很多關於如何做出更好的設計、如何更好地執行、如何在做你必須做的事情時考慮你的客戶或最終用戶的資訊。
And I'd like to add another item to the list to consider as you sit here for the next two days, which is how can you help the human race?

接下來的兩天，你們坐在這裡，我還想給你們增加一個考慮項目，那就是你們如何才能幫助人類？
How can you help the human race, the human species, progress?

如何幫助人類、人類物種進步？
I'm not joking either.

我也不是在開玩笑。
This is something I think we all have to be aware of.

我認為我們都必須意識到這一點。
At the end of the day, the human animal is a social animal, and our very survival depends on our ability to form communities, to form cultures.

歸根結底，人類是一種社會性動物，我們的生存取決於我們形成群體、形成文化的能力。
What's a community?

什麼是社區？
What's a culture?

什麼是文化？
It's a group of people with a common set of values and beliefs, right?

這是一群擁有共同價值觀和信仰的人，對嗎？
What's a country?

什麼是國家？
It's a group of people with a common set of values and beliefs.

這是一群擁有共同價值觀和信仰的人。
What's a company?

什麼是公司？
It should be a group of people with a common set of values and beliefs.

它應該是一個擁有共同價值觀和信仰的群體。
When we're surrounded by people who believe what we believe, something remarkable happens.

當我們周圍的人都相信我們所相信的東西時，一些非凡的事情就會發生。
Trust emerges.

信任油然而生。
And make no mistake of it, trust is a feeling, a distinctly human feeling.

毫無疑問，信任是一種感覺，一種人類特有的感覺。
We all have friends who are total screw-ups, and yet we still trust them, right?

我們都有一些朋友，他們完全是個廢物，但我們仍然信任他們，對嗎？
Trust is not a checklist.

信任不是一份清單。
Simply doing everything you say you're going to do does not mean people will inherently trust you.

只是說到做到，並不意味著人們天生就會信任你。
It just means you're reliable.

這隻說明你很可靠。
We need trust, right?

我們需要信任，對嗎？
We need trust.

我們需要信任。
When we're surrounded by people who believe what we believe, and trust starts to emerge and we trust them and they trust us, we're more willing to take risks.

當我們周圍的人相信我們所相信的，信任開始出現，我們相信他們，他們也相信我們，我們就更願意冒險。
We're more willing to experiment, which requires failure.

我們更願意嘗試，這需要失敗。
We're more willing to explore and go somewhere that no one has ever gone before with the confidence that if we fail, if we trip over, if we turn our backs, that those within our community, those who we trust and who trust us, will look after us while we're gone, will pick us up when we fall over, will help us when we're hurt.

我們更願意去探索，去從未有人去過的地方，因為我們相信，如果我們失敗了，如果我們絆倒了，如果我們背棄了，我們社區裡的那些人，那些我們信任的人，那些信任我們的人，會在我們離開的時候照顧我們，會在我們跌倒的時候扶起我們，會在我們受傷的時候幫助我們。
Our very survival depends on it.

我們的生存取決於此。
We're not good at everything.

我們並非樣樣精通。
We're not good by ourselves.

我們自己不行
You know, if I send you out to go fight a saber-toothed tiger by yourself, odds are tiger one, you zero.

要知道，如果我派你一個人去打劍齒虎，老虎的勝算是一，你的勝算是零。
It's not going to go very well.

不會很順利的。
But if you go out as a group, we're pretty damn amazing.

但如果你集體出遊，我們就非常了不起了。
And the reason is is because we all have our strengths and we all have our certain weaknesses.

原因在於，我們每個人都有自己的長處，也都有自己的短處。
And the goal is not to fix your weaknesses.

我們的目標並不是彌補自己的弱點。
The goal is to amplify your strengths and surround yourself with the people who can do what you can't do.

我們的目標是放大自己的優勢，並與那些能做你不能做的事的人為伍。
But it's not just based on skills and application and experience.

但這不僅僅是基於技能、應用和經驗。
It's based on what you believe.

這取決於你相信什麼。
It's based on what you believe.

這取決於你相信什麼。
You see, simply being good at something and having somebody else being good at what you're doing is no good.

你看，僅僅擅長某件事情，而別人也擅長你所做的事情，這是不可取的。
It does not mean you will trust each other.

這並不意味著你們會相互信任。
Trust, the sense of trust comes from the sense of common values and common beliefs.

信任，信任感來自共同的價值觀和共同的信念。
I can prove it.

我可以證明。
How many of you are from New York?

你們當中有多少人來自紐約？
Okay, a bunch of you.

好吧，你們一群人。
Are you friends with everybody in New York?

你和紐約的每個人都是朋友嗎？
Why not?

為什麼不呢？
Why not?

為什麼不呢？
But when you go to Los Angeles and you meet someone from New York, you're like, hey, I'm from New York, and you're best friends.

但當你去洛杉磯，遇到來自紐約的人，你會說，嘿，我也來自紐約，你們是最好的朋友。
Right?

對不對？
And when you go to France, there you are in the Paris metro minding your own business, and you hear an American accent behind you, and you turn around, and you say, hey, where are you from?

當你去法國時，你在巴黎的地鐵裡忙著自己的事情，聽到身後有美國口音，你轉過身，說，嘿，你從哪裡來？
They say, Los Angeles.

他們說，洛杉磯。
You're like, hey, I'm from New York, and you're best friends.

你會說，嘿，我來自紐約，你們是最好的朋友。
Because when you're surrounded by people who don't believe what you believe, when you're in a strange environment where you don't feel comfortable, you look for anyone who may share some of the same values and beliefs that you have, and you start to form a very real and very intense bond with them, simply because you know that they have a basic understanding of how you grew up, of the things that you care about, of the life that you live back home.

因為當你周圍的人不相信你所相信的東西時，當你在一個陌生的環境中感到不自在時，你會尋找任何可能與你有相同價值觀和信仰的人，你會開始與他們形成一種非常真實、非常緊密的聯繫，這僅僅是因為你知道他們對你的成長過程、你所關心的事情以及你在家鄉的生活有基本的瞭解。
Well, the same is true when we go to work.

我們上班時也是如此。
Do we want to go to work with people who understand us, who believe what we believe, who have a similar view of the world that has nothing to do with their opinions and the differences that we share?

我們是否希望與那些理解我們、相信我們所相信的東西、對世界有著相似的看法，而與他們的觀點和我們的分歧毫無關係的人一起工作？
That's good.

很好
That's called diversity.

這就是所謂的多樣性。
That's called advantages to problem solving, which is we can all look at the same thing from a different angle and come up with solutions.

這就是所謂的解決問題的優勢，即我們都能從不同的角度看待同一件事，並提出解決方案。
What I'm talking about is why should you help each other in the first place?

我想說的是，你們首先為什麼要互相幫助？
What are you in pursuit of?

你在追求什麼？
Now the question is, what creates that sense of values and beliefs?

現在的問題是，是什麼創造了這種價值觀和信念？
What creates that sense of trust?

是什麼產生了這種信任感？
Our very human instinct, we know how to find people who believe what we believe.

人類的本能讓我們知道如何找到與我們信仰相同的人。
Our survival depends on it.

我們的生存有賴於此。
We're biologically gifted with this idea.

我們天生就有這種想法。
If I ask you to go out in the street and find all the people who believe what you believe, you know exactly what to do.

如果我讓你上街去找所有相信你所相信的東西的人，你完全知道該怎麼做。
You're going to strike up conversations.

你要去搭訕。
You're going to start talking to people.

你要開始與人交談。
And either you'll have a good feeling about them or you won't.

你要麼對他們有好感，要麼就沒有。
Either you'll have chemistry, whatever that means, or you don't.

要麼你們會產生化學反應，不管這意味著什麼，要麼就不會。
Sometimes it's quick, sometimes it's slow, but we know how to do it.

有時快，有時慢，但我們知道該怎麼做。
It's called making friends.

這叫交朋友。
It's called dating.

這就是所謂的約會。
It's called networking.

這就是所謂的網絡。
We have the innate ability to do it.

我們天生就有能力做到這一點。
The problem is it's not scalable.

問題是它無法擴展。
The problem is you're the only one who had that gut feeling.

問題是，只有你有這種直覺。
But if you know the symbols to look for, if you know how to see the things that people are doing and saying that you can find them, if I tell you to go out on the street and find all the people wearing red hats, it's easy.

但是，如果你知道要尋找的符號，如果你知道如何看到人們正在做的事情，並說你可以找到他們，如果我告訴你到街上去找所有戴紅帽子的人，那就很容易了。
There's one, there's one, there's one, there's one, there's one.

有一個，有一個，有一個，有一個，有一個，有一個。
They're easy to spot simply because they have a symbol.

它們很容易識別，因為它們有一個符號。
They have something they're giving off that says something about who they are and what they believe.

他們身上散發出的某些東西說明了他們的身份和信仰。
When you were standing on that Paris metro, that American accent that you heard was a symbol.

當你站在巴黎地鐵上時，你聽到的美國口音就是一個象徵。
It was a sign.

這是一個標誌。
You don't know these people, and yet you trust them.

你不認識這些人，卻信任他們。
They will say to you, you guys have to go to this restaurant.

他們會對你說，你們一定要去這家餐廳。
You'll go, okay, and you'll go to that restaurant because they told you to.

你會去，好吧，你會去那家餐廳，因為他們讓你去。
What if you were walking down the street and some stranger just says, hey, you've got to go to this restaurant?

如果你走在街上，某個陌生人對你說，嘿，你一定要去這家餐廳，你會怎麼做？
You'd be like, crackpot.

你會覺得自己是個瘋子。
You're going to ignore them.

你要無視他們。
This is what trust does.

這就是信任的作用。
This is why we don't research everything.

這就是為什麼我們不研究一切。
We don't need access to all information.

我們不需要獲取所有資訊。
Let's say you want to go buy a new television.

比方說，你想買一臺新電視。
You do all your research, consumer reports, look it all up.

你要做所有的調查，消費者報告，都要看。
I know what I'm going to buy.

我知道我要買什麼。
I know what I'm going to do.

我知道我要做什麼。
I'm getting the LG.

我要買 LG
It's the best on the market.

它是市場上最好的。
Can't wait to get it.

迫不及待地想要得到它。
That's what you've decided to do this weekend.

這就是你決定本週末要做的事。
That Friday night, you go over to a friend's house, your friend, the gadget guy, the guy who has the first of everything.

週五晚上，你去朋友家玩，你的朋友是個小玩意兒達人，他擁有所有東西中的第一件。
You go to his house, and you can't wait to show off and share with him what you're going to do with all your research.

你去了他家，迫不及待地向他炫耀和分享你的研究成果。
You say, I'm getting the new LG.

你說，我要買新的 LG。
He says, nah, man.

他說，不，夥計。
Get the Sony.

獲取索尼
It's so much better.

這樣好多了。
In that one instant, either he's completely turned all of your research on its head, and you're going to have to go back and do all the research again.

在那一瞬間，要麼他完全顛覆了你所有的研究，要麼你就得重新回去做所有的研究。
Is he right?

他說得對嗎？
Should I trust him?

我應該相信他嗎？
Should I believe him?

我應該相信他嗎？
Or you just bought a Sony.

或者你剛買了一臺索尼。
All that marketing, all that research, out the tubes, down the drain.

所有的營銷，所有的研究，都被淘汰出局，付諸東流。
It doesn't matter.

沒關係。
Because the person that you trust, the person from within your community told you that you should get the Sony.

因為你信任的人，你所在社區的人告訴你，你應該得到索尼。
And you trust him.

你信任他
He knows more than you.

他知道的比你多
He must be right.

他一定是對的。
I trust him.

我相信他。
I don't have to know everything.

我沒必要什麼都知道。
Again, you're walking down the street.

同樣，你走在街上。
You accidentally bump shoulders with somebody, and they say, where are you going?

你不小心和別人擦肩而過，他們會說，你要去哪裡？
You say, oh, I'm going to Best Buy to get the new LG.

你說，哦，我要去百思買買新款 LG。
They go, don't get the new LG.

他們走了，不買新的 LG。
I know everything about this stuff.

我對這些東西瞭如指掌。
Get the Sony.

獲取索尼
Crackpot.

瘋子
Right?

對不對？
You're going to ignore the person.

你要無視這個人。
We don't trust everyone.

我們並不信任所有人。
We trust people from within our community.

我們信任社區內的人。
But you have to know what to look for.

但你必須知道要注意什麼。
Just as I said before, when you find the people with the red hats, every single piece of communication we make, sorry, every simple piece of, every decision we make in our lives is a piece of communication.

就像我之前說的，當你找到戴紅帽子的人時，我們所做的每一次溝通，對不起，每一個簡單的溝通，我們在生活中所做的每一個決定，都是一次溝通。
Every decision we make in our lives as individuals or as organizations is a piece of communication.

作為個人或組織，我們在生活中做出的每一個決定都是一次溝通。
It's our way of saying something about who we are and what we believe.

這是我們表達自己的身份和信念的方式。
This is why authenticity matters.

這就是為什麼真實性很重要。
This is why you have to say and do the things you actually believe.

這就是為什麼你必須說你真正相信的話，做你真正相信的事。
Because the things you say and do are symbols of who you are.

因為你的一言一行都是你的象徵。
And we look for those symbols so we can find people who believe what we believe.

我們尋找這些符號，就是為了找到與我們信仰相同的人。
Our very survival depends on it.

我們的生存取決於此。
So if you're putting out false symbols, you will attract people to those symbols.

是以，如果你放出虛假的符號，就會吸引人們去看這些符號。
But you won't be able to form trust with them.

但你無法與他們建立信任。
This is what Tiger Woods did to us.

這就是泰格-伍茲對我們的影響。
He lied.

他撒謊了。
He lied.

他撒謊了。
He told us what he thought we wanted to hear.

他告訴我們他認為我們想聽的話。
And it was great.

而且非常棒。
And we were drawn to it.

我們被它吸引住了。
And all of us who kind of liked that idea of sort of the good guy, we're drawn to it.

我們都喜歡這種好人的想法，我們被它吸引了。
Until we found out it was a lie.

直到我們發現這是一個謊言。
He could have been the bad boy of golf.

他本可以成為高爾夫球界的壞小子。
He could have had all the same endorsements and had a fantastic career and still been hailed as one of the great athletes of our day.

他本可以擁有同樣多的代言，擁有同樣精彩的職業生涯，仍然被譽為當代最偉大的運動員之一。
But he didn't.

但他沒有。
He chose to lie.

他選擇了撒謊。
Good luck forming trust again, Tiger.

祝你再次建立信任，老虎。
We don't believe you.

我們不相信你。
We don't trust you.

我們不信任你
The goal of putting something out there, if you say what you believe and you do what you believe, you will attract people who believe what you believe.

如果你說你所相信的，做你所相信的，你就會吸引那些相信你所相信的人。
If you go to one of your friends and you say to one of your friends, how would you like me to dress so that you'll like me better?

如果你去找你的一個朋友，對他說："你希望我怎麼穿才能讓你更喜歡我？
How would you want me to address you?

您希望我如何稱呼您？
How do you want me to speak so that you'll like me more?

你想讓我怎麼說，你才會更喜歡我？
Right?

對不對？
Your friends are going to look at you and be like, what are you talking about?

你的朋友會看著你，問你在說什麼？
Come on.

來吧
Come on.

來吧
Come on.

來吧
What should I wear so that you'll find me more appealing?

我該怎麼穿才能讓你覺得我更有魅力？
And how would you like me to speak to you so that you'll like me more?

你希望我怎樣跟你說話，你才會更喜歡我？
And your friends are going to tell you, just be yourself.

你的朋友會告訴你，做你自己就好。
That's why I like you.

這就是我喜歡你的原因。
I don't care.

我不在乎
Just be yourself.

做你自己
Now think about what we do in industry.

現在想想我們在工業領域的工作。
What do we do?

我們該怎麼辦？
We do market research.

我們進行市場調研。
And we go out and we ask the customers, what kind of things, what style should we speak to you?

我們走出去，問顧客，我們應該向你們介紹什麼樣的東西、什麼樣的風格？
How should we decorate ourselves?

我們應該如何裝飾自己？
What kind of things are you drawn to so that we can do those things so you'll like us more?

你喜歡什麼樣的東西，我們就能做什麼樣的事情，這樣你就會更喜歡我們？
It's just as ridiculous.

這同樣荒謬。
It's just as ridiculous.

這同樣荒謬。
Organizations should say and do the things they actually believe, and they will attract people who believe what they believe.

組織應該說自己真正相信的話，做自己真正相信的事，這樣才能吸引相信自己所相信的人。
Or they can choose to lie, and at the slightest hint that they might be lying, cynicism sets in.

或者，他們可以選擇撒謊，只要有一絲可能撒謊的跡象，憤世嫉俗的情緒就會油然而生。
And people start saying, I'm not sure I can trust these guys because there's not a lot of consistency in all the things they say and do, which means they can't have a very strong belief set, or they're lying to me.

人們開始說，我不確定我能不能相信這些人，因為他們的一言一行都不太一致，這意味著他們不可能有非常堅定的信念，或者他們在對我撒謊。
And we call them inauthentic.

我們稱之為不真實。
The entire process of asking other people who we should be is inauthentic.

向別人詢問我們應該成為什麼樣的人的整個過程都是不真實的。
That's hilarious to me.

這對我來說太搞笑了。
All these positioning studies we do are inherent.

我們所做的這些定位研究都是與生俱來的。
We're going to do a study to find out from people so we can be more authentic.

我們要做一項研究，從人們那裡瞭解情況，這樣我們才能更真實。
That's hilarious.

太搞笑了
Say and do what you actually believe, and the symbols you put out there, the things you say and the things you do, those red hats are ways that people can find you.

說你真正相信的話，做你真正相信的事，你在外面展示的符號、你說的話和你做的事，這些紅帽子都是人們找到你的途徑。
What you have the ability to do as designers is create those symbols and allow people to use those things to say something about who they are.

作為設計師，你們能做的就是創造這些符號，讓人們用這些東西來表達自己的身份。
Work for companies, work for clients, work for people who you believe what they believe.

為公司工作，為客戶工作，為那些你相信他們所相信的人工作。
Show up and feel a part of something bigger than yourself, and your part is to put what they believe into pictures and words and symbols and graphics so that other people can use those things to say something about who they are.

你的任務就是把他們的信念變成圖片、文字、符號和圖形，讓其他人可以用這些東西來表達他們的身份。
People put Harley-Davidson logos on their body to say something about who they are.

人們把哈雷戴維森的標誌貼在身上，以表達自己的身份。
Corporate logo.

企業標識。
Ain't no Procter and Gamble tattooed on anybody's arm.

任何人的手臂上都沒有寶潔公司的紋身。
Because Harley means something.

因為哈雷意味著什麼。
They stand for something.

它們代表著某種東西。
People put that tattoo on there not to tell you that they own a motorcycle.

人們把紋身紋上去，並不是為了告訴你他們擁有一輛摩托車。
They put that tattoo there to tell you something about themselves.

他們把紋身紋在那裡，是想告訴你一些關於他們自己的事情。
You ever see anybody with a Mac laptop put a sticker over that beautiful shining apple?

你見過使用 Mac 筆記本電腦的人在閃閃發光的蘋果上貼貼紙嗎？
Ain't never going to happen.

這是不可能的。
Then how will you know who I am?

那你怎麼知道我是誰？
Did you ever see anybody with a PC break out the Windex to clean out their computer?

你見過誰用風油精來清潔電腦嗎？
Mac people?

Mac 人？
Have you ever seen a dirty Mac?

你見過骯髒的 Mac 嗎？
Doesn't exist.

不存在。
Does not exist. Because it's who I am.

不存在。因為這就是我。
These are symbols we use.

這些都是我們使用的符號。
The companies that are crystal clear in what they believe, and they're disciplined in how they do it, and they're consistent in what they do, and everything they say and everything they do serves as a symbol of the set of values and beliefs.

那些信念明確、做事嚴謹、始終如一的公司，他們的一言一行都是價值觀和信念的象徵。
We use those symbols to say something about who we are.

我們用這些符號來表達我們的身份。
We surround ourselves with the people and the products and the brands that say something about who we are.

我們周圍的人們、產品和品牌，都在訴說著我們是誰。
When we can find the people who believe what we believe, we're weirdly drawn to them because our very survival depends on it.

當我們能找到那些相信我們所相信的東西的人時，我們會被他們奇怪地吸引，因為我們的生存就取決於此。
We need it.

我們需要它。
The more you can give of yourself, the more you can give of what you believe, the more you can discipline with discipline, say and do the things you actually believe, strange things start to happen, just like on that metro in Paris, simply because of one tiny little symbol that was put out there that we are from the same place.

你越能奉獻自己，越能奉獻自己的信念，越能嚴於律己，說你真正相信的話，做你真正相信的事，奇怪的事情就會開始發生，就像在巴黎的地鐵上一樣，僅僅因為一個小小的符號，我們就來自同一個地方。
We may have the same values.

我們可能擁有相同的價值觀。
We may have the same beliefs.

我們可能有相同的信念。
We're drawn to each other, and we legitimately trust each other, and more importantly, we'll look out for each other, and that's the key to all of this.

我們彼此吸引，彼此信任，更重要的是，我們會互相照顧，這才是一切的關鍵。
We go to work every day, and we sit at our computers, and we sit at our desks, and we solve problems by sending emails.

我們每天上班，坐在電腦前，坐在辦公桌前，通過發送電子郵件來解決問題。
Get up and go talk to somebody.

起來，去找人談談。
It's called human interaction, and it's a beautiful, beautiful thing.

這就是所謂的人與人之間的互動，它是一件美麗動人的事情。
I'll tell you a quick story.

我給你講個小故事。
I was on a plane about, it was about a week ago actually, it was only about a week ago, and I was coming down the aisle, and my seatmate, I guess, my companion for the next five hours, was already sitting down.

大約一週前，我在飛機上，我正走在過道上，我的同座，我猜，我接下來五個小時的同伴，已經坐下了。
She was in the aisle, and I had the window seat, and you know, we've all had this experience where you're the one who gets there first, and you look down, and you hope that it's that one.

她坐在過道上，而我坐在靠窗的位置，你知道，我們都有過這樣的經歷，你是先到的那個人，你往下看，你希望是那個人。
Please, please, please, no, praying that that becomes your seatmate.

求求你，求求你，求求你，不要，祈禱他成為你的同座。
I've had many fantasies about wives and girlfriends that never sat down next to me.

我曾幻想過許多從未坐在我身邊的妻子和女友。
It's better than an icebreaker, right?

這總比破冰船強吧？
Hi, right?

嗨，對吧？
Sitting next to you.

坐在你旁邊
And equally, we've seen people coming down the aisle saying, please don't sit next to me, please don't sit next to me, please.

同樣，我們也看到有人在走道上說，請不要坐在我旁邊，請不要坐在我旁邊，求你了。
We've all done that.

我們都這麼做過。
Well, she ignored me entirely, so I could only assume that she was praying that I wouldn't sit next to her.

她完全不理我，所以我只能認為她在祈禱我不要坐在她旁邊。
I somehow think, though, she was hoping that no one would sit next to her.

不過，我莫名其妙地覺得，她是希望沒人坐在她旁邊。
So you know what it's like.

所以你知道那是什麼感覺。
We've all been on planes.

我們都坐過飛機。
You travel, and you go to the aisle, and custom dictates, you know, just general politeness that the person looks up to you and says, you sitting here?

你去旅行，走到過道上，按照習俗，你知道，一般的禮貌是，對方會抬頭看你，然後說，你坐在這裡嗎？
You know?

你知道嗎？
She didn't.

她沒有。
She completely ignored me.

她完全不理我。
Had her face in her book, and put my bag in the overhead compartment.

她把臉埋在書裡，把我的包放進了頭頂的行李艙。
She still ignored me, to the point where I actually had to say, excuse me, I'm sitting there.

她還是不理我，以至於我不得不說，不好意思，我就坐在那兒。
And she sort of begrudgingly moved aside.

她有點不情願地讓到一邊。
She didn't stand up.

她沒有站起來。
She begrudgingly moved her leg to the side and went, right?

她勉為其難地把腿往旁邊挪了挪，然後就走了，對嗎？
Like this was something she didn't expect would happen, right?

就像她沒想到會發生這種事一樣，對嗎？
So I sat down.

於是我坐了下來。
I knew exactly what this flight was going to be like.

我很清楚這次飛行會是什麼樣子。
I would have my headphones on for five hours, and I would ignore the person sitting next to me, and be afraid every time I had to go to the bathroom.

我戴著耳機一聽就是五個小時，對坐在我旁邊的人不理不睬，每次上廁所都很害怕。
And when I'm on a plane, the pressure, I have to go more often.

而當我在飛機上時，壓力會讓我更頻繁地走動。
And it's very embarrassing.

這讓人非常尷尬。
And so I sit down.

於是我坐下來。
As soon as I've gone, I have to go immediately again.

我一走，就得馬上再走。
I'm going to have a bladder infection, because anyway.

無論如何，我都會得膀胱炎的。
Different story.

不同的故事。
And so we got into flight.

就這樣，我們開始了飛行。
We sort of reached altitude.

我們到達了海拔高度。
And the flight attendant came around to ask us if we wanted breakfast.

空姐過來問我們要不要吃早餐。
And she came over to us, and she said, would you like cereal?

她走過來對我們說，你們想吃麥片嗎？
Would you like the omelet?

你想吃煎蛋卷嗎？
She said to me.

她對我說
And I said, I'll have the cereal.

我說，我要麥片。
And she turns to my suite mate and my seat mate.

然後她轉向我的套間夥伴和座位夥伴。
That's funny.

真有意思
Semi-sweet. She turns to my seat mate, and she says, do you want the omelet, or do you want the cereal?

半甜她轉過身對我的同座說，你要煎蛋卷，還是麥片？
And she says, I'll also have the cereal, two cereals.

她說，我還要麥片，兩份麥片。
Four minutes later, the flight attendant comes back and says, I only have one cereal.

四分鐘後，空姐回來說，我只有一份麥片。
So now I've already decided in my mind that I was going to say to my seat mate, you have the cereal.

所以，現在我心裡已經決定，我要對我的同座說，麥片在你那兒。
Right?

對不對？
That was, I had already decided.

我已經決定了。
But before the words could even come out of my mouth, she turns to the flight attendant and says, I'll have the cereal.

但我話音未落，她就轉身對空姐說，我要麥片。
And at that point, I hated her.

那一刻，我恨透了她。
And here's the joke.

笑話就在這裡。
She lacks a spirit of generosity.

她缺乏慷慨的精神。
No matter what option she would have chosen, she would have gotten the cereal.

無論她選擇什麼，她都會得到麥片。
For one, if she'd waited for three seconds and heard that I was about to offer it to her, she would have got the cereal.

首先，如果她等上三秒鐘，聽到我要把麥片給她，她就會得到麥片。
Right?

對不對？
If she absolutely had to have the cereal, she could have turned to me and said, do you mind if I have the cereal?

如果她一定要吃麥片，她可以轉過身來對我說，你介意我吃麥片嗎？
And I would have said, go right ahead.

我會說，請便。
Right?

對不對？
She couldn't even apologize or say thank you to me.

她甚至不能向我道歉或說聲謝謝。
I'm really sorry.

我真的很抱歉。
Allergic to eggs.

對雞蛋過敏
Can I have this cereal?

我能吃這種麥片嗎？
You know?

你知道嗎？
In other words, no matter what option she chose, she would have got the cereal.

換句話說，無論她選擇什麼，她都會得到麥片。
But the one option she went with was to take a selfish perspective.

但她選擇了一個辦法，那就是從自私的角度出發。
To go for what she wanted and ignore the wants, desires, or needs of anyone around her, even including just being polite.

追求自己想要的東西，無視周圍任何人的願望、慾望或需求，甚至包括禮貌。
In other words, she didn't have to give me the cereal.

換句話說，她沒必要把麥片給我。
She could have just been polite about it.

她本可以彬彬有禮地對待這件事。
Right?

對不對？
Now, from that point on, I really hated her.

從那時起，我真的恨透了她。
And I wrote an article about this little experience while I was on the plane sitting next to her.

我在飛機上坐在她旁邊時，寫了一篇關於這次小經歷的文章。
And made no attempt to turn the screen so she couldn't read it.

也沒有試圖把螢幕轉過來，讓她看不清。
Secretly hoping she was.

暗自希望她是。
Salt and pepper hair.

頭髮上撒鹽和胡椒粉。
Glasses.

眼鏡
I'm good.

我很好
Thank you.

謝謝。
And more importantly, now, I had no desire to do anything for her anymore.

更重要的是，現在我再也不想為她做任何事了。
Right?

對不對？
Now, when we got done, when the flight landed, perhaps as a nice person, if she had just established some sort of rapport with me, just because I'm a nice guy, I would have taken her case down.

現在，當我們完事之後，當飛機降落的時候，也許作為一個好人，如果她和我建立了某種融洽的關係，僅僅因為我是一個好人，我就會把她的箱子拿下來。
Here you go.

給你
You know?

你知道嗎？
But I didn't.

但我沒有。
And I wasn't going to.

我也沒打算這麼做
Or if I did, it wouldn't have been with a spirit of generosity.

或者說，即使我這樣做了，我也沒有慷慨解囊的精神。
If I did, it would have been as a sort of a smug remark.

如果我說了，那也是一種自鳴得意的說法。
Like...

比如...
There you go.

這就對了。
I'm still nice.

我還是很好的。
It would have been as a...

這本來是作為...
You know?

你知道嗎？
One of those deals.

其中一項交易。
Or I would have done it simply as some sort of positive reinforcement to myself that despite this horrible person, I'm still a nice guy.

或者，我也會這麼做，僅僅是為了給自己某種積極的鼓勵，告訴自己儘管這個人很可怕，但我仍然是個好人。
Right?

對不對？
No matter which one would have motivated me to take that case down, it wouldn't have been with a spirit of generosity.

無論哪個人促使我拿下那個箱子，我都不會有慷慨的精神。
It would have been some sort of selfish act or some sort of aggressive act.

這可能是某種自私的行為或某種攻擊性的行為。
Right?

對不對？
It's the spirit of generosity.

這就是慷慨精神。
If we're willing to give to the person next to us, it's amazing what they'll be willing to give to us.

如果我們願意為身邊的人付出，那麼他們願意為我們付出的東西也會令人驚歎。
Right?

對不對？
And, again, our very survival depends on this.

同樣，我們的生存也取決於此。
We need to trust each other, and we're more willing to trust somebody who's willing to help us.

我們需要相互信任，我們更願意相信願意幫助我們的人。
I hate the whole self-help industry.

我討厭整個自助行業。
Right?

對不對？
How can you be happy?

你怎麼能快樂呢？
What are the five steps you can follow to be a millionaire?

成為百萬富翁的五個步驟是什麼？
What are the seven steps that you need to get the career that you want?

要想獲得理想的職業生涯，你需要採取哪七個步驟？
You know?

你知道嗎？
Me, me, me, me, me, me, me, me, me.

我，我，我，我，我，我，我，我，我，我。
What about helping the guy next to you?

幫助你旁邊的人呢？
What are the five steps that you can do to help the person next to you lose some weight?

您可以採取哪五個步驟來幫助身邊的人減肥？
What are the seven steps that you can follow to help the person next to you find the job that they want?

您可以遵循哪七個步驟來幫助您身邊的人找到他們想要的工作？
Do you know how we get fulfillment?

你知道我們是如何獲得成就感的嗎？
You can be happy because you did things at work.

你可以因為在工作中做了一些事情而感到快樂。
You can be proud because you did things at work.

你可以自豪，因為你在工作中做出了成績。
You can be excited because you had a big success at work.

你可以因為工作上取得了巨大成功而興奮不已。
But do you know how you feel fulfilled at work?

但是，你知道自己在工作中是如何感到充實的嗎？
When you do something for someone else.

當你為別人做事時。
It's the only way we get that feeling.

這是我們獲得這種感覺的唯一途徑。
It's the only way we get that feeling.

這是我們獲得這種感覺的唯一途徑。
You know why the statistics say that over 90% of people don't feel fulfilled by the work they do?

你知道為什麼統計數字顯示 90% 以上的人在工作中沒有成就感嗎？
It's not because of the job.

不是因為工作。
It's not because of the pay.

不是因為薪水。
It's not because of the benefits.

不是因為好處。
It's because we don't help each other anymore.

這是因為我們不再互相幫助。
We sit in our cubes and we work.

我們坐在自己的格子間裡工作。
And anything that we turn to anybody, it's because we need something.

我們向任何人求助，都是因為我們需要什麼。
We need to get something.

我們得找點東西。
And yet we don't put ourselves out there simply for no other reason than to help somebody else.

然而，我們不會僅僅為了幫助別人而把自己置身事外。
You know what generosity is?

你知道什麼是慷慨嗎？
Generosity is doing something for someone else expecting nothing in return.

慷慨是指為他人做事，不求回報。
At no point ever.

從來沒有
I did something for him.

我為他做了些事
Why won't he help me?

他為什麼不幫我？
It's not an equation.

這不是一個等式。
It's designed to help you feel good.

它旨在讓你感覺良好。
And Mother Nature has given us this feeling when we do something for someone else to encourage us to do it.

當我們為別人做一件事時，大自然賦予了我們這種感覺，鼓勵我們去做。
Because when we are in groups, when we are surrounded by people who believe what we believe, trust emerges and our very survival and progress goes up.

因為當我們在群體中時，當我們周圍的人相信我們所相信的東西時，信任就會出現，我們的生存和進步就會提高。
Sex feels good.

性愛感覺很好
It's why we do it.

這就是我們這樣做的原因。
And Mother Nature has provided that it will feel good so that we can do it more.

大自然的安排讓我們感覺良好，這樣我們就能做得更多。
So that we can procreate.

這樣我們才能繁衍後代。
That was not an accident.

這不是意外。
Right?

對不對？
Well the same goes here.

這裡也是一樣。
That sense of fulfillment that we get was designed so that we'll do it more.

我們獲得的成就感就是為了讓我們做得更多。
So not only will we procreate, but we'll create strong senses of bonds and cultures amongst each other.

是以，我們不僅能繁衍後代，還能在彼此間建立強烈的紐帶感和文化感。
I did a little experiment with a homeless person.

我和一個無家可歸的人做了一個小實驗。
Not like on them.

不像在他們身上。
It's not like electrodes.

它不像電極。
With them.

和他們在一起
Voluntarily helped me.

自願幫助我。
Because the whole idea of giving, right?

因為 "給予 "這個概念，對嗎？
You've all walked down the street and you've all seen someone begging and you either have or haven't thrown a few pennies in their cup.

你們都曾走在大街上，都曾見過乞討的人，你們都曾或多或少地往他們的杯子裡扔過幾分錢。
When you do, you feel good.

當你這樣做時，你會感覺很好。
You bought that feeling.

你買了這種感覺。
That is a legitimate commercial transaction.

這是合法的商業交易。
You know, commercial transactions are defined as the exchange of consideration.

要知道，商業交易的定義就是交換對價。
It was an exchange of consideration here.

這是一種對價交換。
You gave money, you got the feeling of goodwill.

你捐了錢，就能感受到善意。
You paid for that feeling.

你為這種感覺付出了代價。
If you didn't give money, you either feel nothing or you feel bad.

如果你沒給錢，你要麼覺得沒什麼，要麼覺得不好。
You can't feel good by not giving.

不付出就不會有好心情。
All right?

行嗎？
You paid for that feeling.

你為這種感覺付出了代價。
So now the question is, how is that person encouraging us to give?

那麼現在的問題是，那個人是如何鼓勵我們奉獻的？
The joke is, they act like every corporation in the world.

可笑的是，他們的行為就像世界上所有的公司一樣。
They talk about themselves.

他們談論自己。
Me, me, me, me, me, me, me, right?

我，我，我，我，我，我，我，對不對？
Like they sit there with their little outdoor advertising, little sign, right?

就像他們坐在那裡，做著戶外廣告，掛著小牌子，對吧？
And it says, I'm homeless, I'm hungry, I've got 12 kids, I'm a veteran, God bless.

上面寫著：我無家可歸，我很飢餓，我有 12 個孩子，我是一名退伍軍人，願上帝保佑我。
They got it all in there, trying to appeal to somebody.

他們把這一切都寫進去了，試圖吸引某個人。
The religious vote, the veteran vote, you know, the child sympathizer, surround yourself with lots of pets, go for that one too, right?

宗教選票、退伍軍人選票，你知道的，同情兒童的人，身邊有很多寵物的人，也要投這一票，對嗎？
All in an attempt to get something from someone, takers, not givers, right?

都是為了從別人那裡得到什麼，是索取者，而不是給予者，對嗎？
All about me.

關於我的一切
Well, what do corporations do?

那麼，公司是怎麼做的呢？
We've added more RAM, we've added more ROM, we've added more speed.

我們增加了更多的 RAM、ROM 和速度。
This one's number one.

這個是第一名。
We're the biggest.

我們是最大的。
We're the best.

我們是最棒的
We've been around since 1969.

我們從 1969 年就開始經營了。
We're better than them.

我們比他們強
We're faster than them.

我們比他們快
We're more efficient than that one.

我們比那個更有效率。
Me, me, me, me, me, me, me, me, me, me.

我，我，我，我，我，我，我，我，我，我，我。
And so even if we buy their product, guess what?

是以，即使我們購買了他們的產品，你猜怎麼著？
Eh, we don't really feel much.

我們沒什麼感覺。
So I did this little experiment.

於是我做了個小實驗。
I found a nice homeless lady on the streets of New York who's willing to help out.

我在紐約街頭找到了一位無家可歸的好心女士，她願意幫忙。
And I learned that with her sign, which was pretty typical, I'm homeless, I'm hungry, she makes between $20 and $30 a day for her day's worth of work, eight to 10 hours of sitting there selling goodwill.

我瞭解到，她的標語非常典型，"我無家可歸，我很飢餓"，她一天的工作，也就是坐在那裡賣東西 8 到 10 個小時，就能賺到 20 到 30 美元。
Eight to 10 hours, she'll make $20 to $30. $30 is considered a good day.

8 到 10 個小時，她能賺 20 到 30 美元。
I changed her sign, and the new sign made her $40 in two hours.

我給她換了個招牌，新招牌讓她在兩小時內賺了 40 美元。
And then she left.

然後她就離開了。
It's one of the reasons she's homeless is because she's decided that she only needs $20 to $30 a day to live.

這也是她無家可歸的原因之一，因為她決定每天只需要二三十美元就能生活。
If she stayed, she would have made $150.

如果她留下來，就能掙到 150 美元。
The point is she made $40 in two hours.

關鍵是她在兩個小時內賺了 40 美元。
What did the sign say?

牌子上寫了什麼？
The sign said, if you only give once a month, please think of me next time.

牌子上寫著：如果你一個月只捐一次，請下次想著我。
It has nothing to do with the taker.

這與接受者無關。
It has everything to do with the giver.

這一切都與給予者有關。
And what are the objections people give when they don't give?

那麼，人們在不捐獻時會提出哪些反對意見呢？
I can't give to everyone.

我不能給每個人。
How do I know that they really need it?

我怎麼知道他們真的需要？
And so I addressed both those concerns.

是以，我解決了這兩個問題。
I know you can't give to everyone.

我知道你不可能給所有人。
So if you only give once a month, my cause is legitimate.

所以，如果你一個月只捐一次，我的事業就是合法的。
I will still be here when you're ready to give. 40 bucks, two hours.

等你準備好了，我還會在這裡的。40塊，兩個小時
Make it about them, not about you.

以他們為中心，而不是以你為中心。
The fact of the matter is 100% of customers are people.

事實上，100% 的客戶都是人。
And 100% of clients are people.

100%的客戶都是人。
And 100% of employees are people.

100%的員工都是人。
I don't care how good your product is.

我不在乎你的產品有多好。
I don't care how good your marketing is.

我不在乎你的營銷有多好。
I don't care how good your design is.

我不在乎你的設計有多好。
If you don't understand people, you don't understand business.

不懂人，就不懂生意。
We are social animals.

我們是社會動物。
We are human beings.

我們是人類。
And our survival depends on our ability to form trusting relationships.

我們的生存取決於我們建立信任關係的能力。
We could have had this conference online.

我們本可以在網上舉行這次會議。
I could have given the same talk sitting behind my computer.

我本可以坐在電腦前發表同樣的演講。
We could have all turned on our Webex.

我們都可以打開 Webex。
We could have all sat at our terminals, and I would have given you the exact same information.

我們都可以坐在自己的終端機前，我會給你們提供完全相同的資訊。
Would it have been the same?

情況會一樣嗎？
No, I'm not there.

不，我不在那兒。
There's this weird thing about human interaction, right?

人與人之間的互動很奇怪，對吧？
We can't form trust without, you can like what I say, but you wouldn't be able to form trust without it.

沒有信任，我們就無法形成信任，你可以喜歡我說的話，但沒有信任，你就無法形成信任。
In fact, simply being here, we all say the same thing.

事實上，只要在這裡，我們都會說同樣的話。
You could have all, for two days, absolutely boring, abysmal speakers.

兩天時間裡，你們可以請到所有絕對無聊、糟糕透頂的演講者。
Boring, boring, boring, right?

無聊、無聊、無聊，對吧？
We've all been to those.

我們都去過那裡。
Maybe there's one shining star, like, I like him, you know?

也許有一顆閃亮的星星，比如，我喜歡他，你知道嗎？
And what do we say when we leave?

我們離開時要說什麼？
The speakers suck, but I'm glad I went, because I met some great people.

演講者很糟糕，但我很高興我去了，因為我認識了一些很棒的人。
It's this, this is what the conference is all about.

這就是會議的意義所在。
You showed up, not because you're in an industry.

你出現了，而不是因為你從事某個行業。
You showed up because you have a common set of values and beliefs.

你們出現在這裡，是因為你們有共同的價值觀和信仰。
There's a million design conferences.

有無數的設計會議。
You gotta take time out of your day.

你必須每天抽出時間。
You gotta pay money.

你得付錢。
It's called sacrifice.

這就是所謂的犧牲。
It's called payment.

這就是所謂的付款。
It's called risk.

這就是所謂的風險。
But you're here simply because you know something about each other.

但你們在這裡，只是因為你們瞭解對方。
When you go out on the street in an area where you don't belong, where you're not amongst people who believe what you believe, and you see somebody with the same badge as you, and you haven't met them yet, you're gonna go, hey, why?

當你走到街上，在一個你不屬於的地方，在一個你不與相信你所相信的東西的人在一起的地方，你看到有人和你帶著同樣的徽章，而你還沒見過他們，你會想，嘿，為什麼？
They're just as much of a stranger as any other person on the street.

他們和街上的其他人一樣，都是陌生人。
But because they have that little symbol that says that I believe what you believe, I'm a little bit like you, we can form a bond very quickly and instantly.

但是，因為他們有一個小符號，上面寫著 "我相信你所相信的東西，我和你有點像"，所以我們可以很快地立即建立聯繫。
You do, you do.

你會的，你會的。
It's called human beings.

這就是所謂的人類。
Do you ever watch Deadliest Catch on the Discovery Channel?

你看過探索頻道的 "致命捕撈 "節目嗎？
I was flipping through channels one night, and Deadliest Catch came on.

一天晚上，我正在翻看頻道，"最致命的捕撈"（Deadliest Catch）出現了。
And on this episode, just random, they were in a huge storm.

在這一集裡，他們隨機遇到了一場大風暴。
Now, for those of you who don't know Deadliest Catch, they take these crab fishing boats out in the Bering Sea, which is terrible.

現在，對於那些不知道 "致命捕撈 "的人來說，他們把這些螃蟹漁船開到了白令海，那太可怕了。
And they put cameras on them, and we watch, right?

他們給他們裝上攝像頭，我們就看著，對吧？
The reason that's, I guess, significant is because these crab fishermen have, I think, one of the top five deadliest jobs in the world.

我想，這之所以意義重大，是因為我認為，這些捕蟹漁民的工作是世界上最致命的五大工作之一。
I don't know what the exact number is, but dozens of fishermen die every year doing this.

我不知道確切的數字是多少，但每年都有數十名漁民是以而喪生。
We apparently find that entertaining, which it actually is.

我們顯然覺得這很有趣，事實上也是如此。
So they have cameras only on five or six of the ships, even though there are many, many, many ships that go out fishing every season.

是以，他們只在五六艘船上安裝了攝像頭，儘管每個季節都有很多很多船出海捕魚。
And they don't really come into proximity with each other, because the ocean's huge.

由於海洋麵積巨大，它們之間並不十分接近。
And they usually sabotage each other and give each other false information, cuz they're all competitors.

因為他們都是競爭對手，所以他們通常會互相破壞，提供虛假資訊。
They're all looking to get the crabs and make sure that they find them and somebody else doesn't.

他們都在尋找螃蟹，確保自己能找到，而別人找不到。
And yeah, it's business, right?

沒錯，這就是生意，對吧？
It's just business, it's okay.

這只是生意，沒關係。
We all do the same thing in our own companies.

我們在自己的公司裡也是這樣做的。
And in this one episode, this big, huge storm was so violent that they had to bring all the pots, which are the big cages that they catch the crabs in, they had to bring all the pots back on the boat and wait out the storm.

在這一集裡，巨大的暴風雨來勢凶猛，他們不得不把所有的籠子，也就是抓螃蟹的大籠子，都搬到船上，等待暴風雨的到來。
And just by dumb luck, one of the boats that had cameras on it was in proximity of a boat that didn't have cameras on it.

只是運氣不好，其中一艘裝有攝像頭的船與一艘沒有裝攝像頭的船相距不遠。
And so they filmed, they had secured all their pots on the deck, and so they started filming the other boat.

於是他們開始拍攝，他們把所有的罐子都固定在甲板上，然後開始拍攝另一艘船。
And they filmed a guy climbing on the outside of the cage, securing the pots.

他們還拍到一個人爬到籠子外面，固定住罐子。
And all of a sudden, a huge wave hits the side of the boat, and the guy's not there anymore.

突然，一個巨浪打在船舷上，那個人就不見了。
And the people on the boat with the cameras start screaming, man overboard, man overboard, man overboard.

船上拿著攝影機的人開始尖叫，有人落水了，有人落水了，有人落水了。
And they turn their boat towards where they think he might be.

他們把船駛向他們認為他可能出現的地方。
He's a stranger, they don't know him, they don't know the crew members of the other boat.

他是個陌生人，他們不認識他，也不認識另一艘船上的船員。
And yet they react, and they turn towards him, and they find him in the drink.

然而，他們做出了反應，轉向他，發現他在酒中。
And for those of you who don't understand how dangerous this is, if the water is so cold that if you're in the water for, I think that it's a minute or a minute 30, hypothermia will set in and you die.

對於那些不瞭解這有多危險的人來說，如果水非常冷，只要你在水裡待上一分鐘或一分鐘半，體溫就會過低，你就會死亡。
And they come upon him, and he's screaming, don't let me die, don't let me die.

他們來到他面前，他尖叫著，別讓我死，別讓我死。
And they pull him on board, not out of the woods yet.

他們把他拉上船，還沒脫離險境。
They strip off his clothes, because it's wet and cold, and they wrap blankets around him to prevent hypothermia from setting in.

因為又溼又冷，他們脫掉了他的衣服，給他裹上毯子，防止他體溫過低。
And he survives, and it's overwhelming.

他活了下來，這讓人難以置信。
And the captain comes down, and this is, I mean, you can go watch it on TV.

船長下來了，我是說，你可以去電視上看。
The captain comes down, and he hugs this stranger, this young man, his competitor, he hugs this guy as if he's his own son.

船長走下來，擁抱這個陌生人，這個年輕人，他的競爭對手，他擁抱這個人，就像擁抱自己的兒子一樣。
I lost it.

我把它弄丟了。
Everybody is crying.

每個人都在哭泣。
And you realize what happened here was a human interaction.

你會意識到，這裡發生的一切都是人與人之間的互動。
And the reason they risk their own lives to help this other person, even though they spend every other day trying to get ahead and sabotage, is because at the end of the day, they're all crab fishermen.

他們之所以冒著生命危險去幫助另一個人，儘管他們每天都在試圖出人頭地、搞破壞，但歸根結底，他們都是捕蟹人。
And they know something about each other.

他們對彼此都有所瞭解。
And they know something about the risk that they all take to do this.

他們也知道這樣做所冒的風險。
And when push comes to shove, they will put themselves out there to help each other for no other reason than they get it.

在迫不得已的情況下，他們會伸出援手，互相幫助，不為別的，只為得到幫助。
They're one of the same.

他們是一丘之貉。
I will promise you that every single member of that crew, that day, went home with a feeling of fulfillment.

我可以向你保證，那天機組的每一位成員都帶著充實感回家。
I promise you that every single person on that crew that day felt more good in their hearts and in their jobs than the richest day that they've ever pulled in.

我向你保證，那天攝製組的每一個人在心裡和工作中感受到的好處，都比他們所經歷過的最富有的一天還要多。
My question is, is what are you doing to help the person next to you?

我的問題是，你在做什麼來幫助你身邊的人？
Don't you want to wake up and go to work for the only reason that you can do something good for someone else?

難道你不想一覺醒來就去工作，只為能為別人做點好事嗎？
Wouldn't you want them to do that for you?

難道你不希望他們為你這樣做嗎？
Thank you very much.

非常感謝。
Thank you very much. All right?

非常感謝行嗎？
Thank you very much.

非常感謝。
Thank you very much.

非常感謝。