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Today, I want to talk about self-regulatory focus theory and how the actions of leaders can affect the way followers approach different situations.

今天，我想来谈谈有关自我规范的定向理论以及领导的行为如何影响其追随者处理不同情况的方式。

Self-regulatory focus theory is a theory developed by Tori Higgins.

自我规范的定向理论是由托利·希金斯开发的。

He says that a person's focus at any given time is to either approach pleasure or avoid pain.

他说人们在特定时间内的焦点不是获得快乐就是避免痛苦。

These are two basic motivations that each and every one of us has, and they cause us to have different kinds of goals.

这是我们每个人的两个基本动机。它们会引发我们拥有不同类型的目标。

Promotion goals in different life situations emphasise achievement.

在不同生活状态下趋进式目标强调成就。

Prevention goals are oriented towards the avoidance of punishment.

回避式目标导向避免惩罚。

In a specific situation, our thoughts might focus more on promotion goals or more on prevention goals.

在特定的情境里，我们的思维可能会更多集中在趋进式目标或者在回避式目标上。

The theory suggests that two factors affect which goals we are focusing on.

这个理论阐明有两个因素影响我们把重点放在哪个目标上。

First, there is a chronic factor.

首先，有长期因素。

This factor is connected to a person's personality and says that each person has a basic tendency to either focus more on promotion goals or focus more on prevention goals as part of his or her personality.

这个因素和人的性格有关，也就是说作为性格的一部分，每个人都有对于侧重趋进式目标还是侧重回避式目标基本的倾向。

Second, there is a situational factor which means that the context we are in can make us more likely to focus on one set of goals or the other.

第二，还有情境因素，这就意味着我们所处的环境可以使我们更有可能侧重于某一组目标。

For example, we are more likely to be thinking about pleasure and to have promotion goals when we are spending time with a friend.

比如，当我们和朋友相处时，我们更有可能考虑快乐，并且具有趋进式目标。

In contrast, if we are working on an important project for our boss, we are more likely to try to avoid making mistakes and therefore have more prevention goals in our mind.

相反的，当我们为老板处理一个重要的项目时，我们更有可能尝试避免犯错误，因此头脑中更多的是回避式目标。

Research has shown that the goals we are focusing on at a given time affect the way we think.

研究还表明在某一特定时间，我们集中注意力的目标会影响我们思考的方式。

For example, when focusing on promotion goals, people consider their ideal self, their aspirations and gains.

比如，当我们集中注意力于趋进式目标时，人们想的是理想中的自己、抱负和收获。

They don't think about what they can lose, so they think in a happier mode.

他们不会考虑他们可能会失去什么，所以他们以一种更开心的模式思考。

They feel more inspired to change.

他们觉得受到启发想去改变。

When people are focusing on prevention goals, they think about their "ought" self.

当人们集中注意力在回避式目标上时，他们想的是自己应当的样子。

What are they supposed to be?

他们应该是什么样的？

What are people expecting from them?

别人期望从他们身上期望看到什么？

They consider their obligations to others.

他们在考虑自己对其他人的责任。

As a result, they experience more anxiety and try to avoid situations where they could lose.

其结果是，他们经受了更多的焦虑并且尽量避免他们可能失败的情形。

Now that I have talked about the two focuses and how they affect people, I want to look at the idea that the way leaders behave, or their style of leading, can affect the focus that followers adopt in a specific situation.

既然我已经谈到了两个焦点以及它们怎样影响人们。我想看一下领导的行为或者他们的领导方式如何影响他们的追随者在特定情境中的焦点。

In talking about leadership, we often mention transformational leaders and transactional leaders.

谈到领导力，我们通常提到变革型领导和交易型领导。

Transformational leaders, when interacting with their followers, focus on their development.

当他们的追随者互动时，变革型领导把重点放在发展上。

In their words and actions transformational leaders highlight change.

从他们的言语和行动上，变革型领导强调变化。

Their speech is passionate and conveys a definitive vision.

他们的演讲富有激情，传递了坚定的愿景。

All of these things can encourage followers to think about what could be.

这些可以鼓励追随者去考虑成就。

In other words, they inspire a promotion focus in their followers.

换句话说，他们在追随者中鼓励趋进式目标。

In contrast, transactional leaders focus on developing clear structures that tell their followers exactly what is expected of them.

相比较而言，交易型领导把重点放在开发清晰的架构来告诉追随者对他们的期望到底是什么。

While they do explain the rewards people will get for following orders, they emphasise more how a follower will be punished or that a follower won't get rewarded if his or her behaviour doesn't change.

当他们向人们解释遵守命令会获得奖励的同时，他们也强调追随者会受到什么样的惩罚，或者如果追随者的行为没有变化，她/他将不会获得奖励。

In short, they emphasise the consequences of making a mistake.

简而言之，他强调犯错误的结果。

This emphasis will clearly lead followers to focus on avoiding punishment and problems.

这种强调会清楚的导致追随者将重点放在避免惩罚和问题上。

This is clearly a prevention focus.

这明显是回避式焦点。

In conclusion, it is important to understand that one focus is not necessarily better than the other one.

总而言之，重点在于要理解两个焦点没有优劣之分。

For a designer who works in a field where a lot of innovation is needed, a promotion focus is probably better.

对于一个身处需要不断创新的领域的设计师来说，趋进式焦点可能会更好些。

In contrast, a prevention focus which causes people to work more cautiously and produce higher quality work might be very appropriate for a job like a surgeon, for example.

对比来说，回避式焦点会让人们更谨慎的工作并产出高质量的工作，这可能非常适合外科医生这类的工作。

The main point of the research, though, is that the actions of leaders can greatly influence whether people approach a situation with more of a promotion focus or more of a prevention focus.

尽管如此，这项研究的主要观点在于领导的行为会很大程度影响人们在处理一个情况的时候更多的采取趋进式焦点还是回避式焦点。