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1、fixedEconomist英汉双语阅读“经济学人”杂志2010年8月19日正文:CorporatepsychologyHowtotellwhenyourbossislyingIt'snotjustthathislipsaremovingAug19th2010“ASSHOLE!”ThatwaswhatJeffSkilling,thebossofEnron,calledaninvestorwhochallengedhisrosyaccountofhisfirm’sfinancialhealth.Otherboss
2、esusuallygivelessobviouscluesthattheyarelying.Happily,anewstudyrevealswhatthosecluesare.DavidLarckerandAnastasiaZakolyukinaofStanford’sGraduateSchoolofBusinessanalysedthetranscriptsofnearly30,000conferencecallsbyAmericanchiefexecutivesandchieffinancialoffice
3、rsbetween2003and2007.Theynotedeachboss’schoiceofwords,andhowhedeliveredthem.Theydrewonpsychologicalstudiesthatshowhowpeoplespeakdifferentlywhentheyarefibbing,testingwhetherthese“tells”weremorecommonduringcallstodiscussprofitsthatwerelater“materiallyrestated”
4、,astheeuphemismgoes.Theypublishedtheirfindingsinapapercalled“DetectingDeceptiveDiscussionsinConferenceCalls”.Deceptivebosses,ittranspires,tendtomakemorereferencestogeneralknowledge(“asyouknow…”),andreferlesstoshareholdervalue(perhapstominimisetheriskofalawsu
5、it,theauthorshypothesise).Theyalsousefewer“non-extremepositiveemotionwords”.Thatis,insteadofdescribingsomethingas“good”,theycallit“fantastic”.Theaimisto“soundmorepersuasive”whiletalkinghorsefeathers.fixedWhentheyarelying,bossesavoidtheword“I”,optinginsteadfo
6、rthethirdperson.Theyusefewer“hesitationwords”,suchas“um”and“er”,suggestingthattheymayhavebeencoachedintheirdeception.AswithMrSkilling’s“asshole”,morefrequentuseofswearwordsindicatesdeception.Theseresultsweresignificant,andarguablywouldhavebeenevenstrongerhad
7、theauthorsbeenabletodistinguishbetweenexecutiveswhoknowinglymisledandthosewhodidsounwittingly.Theyhadtoassumethateveryrestatementwastheresultofdeliberatedeception;butthepsychologicaltraitstheytestedforwouldonlyappearinapersonwhoknewhewaslying.Thisstudyshould
8、helpinvestorsgleanvaluablenewinsightsfromconferencecalls.Alas,thisbenefitmaydiminishovertime.Therealwinnerswillbepublic-relationsfirms,whichnowknowtocoachthebosstohesitatemore,swearlessandavoide
