猎头顾问要懂得的三个“果”
比勤奋更重要的，是底层思维。
More important than diligence is the underlying thinking.
什么是底层思维？
What is low-level thinking?
底层思维，就包含在三个词里：如果、结果、因果。
The underlying thinking is contained in three words: if, result, and causality.
我们一起来探讨一下。
Let's explore together.
如果：总是为过去的事后悔
If: always regretting past things
先说，如果。
First of all, if.
什么是如果呢？其实就是我们的一种心理活动。
What is if? It is actually a psychological activity of ours.
很多人总是为做过的事情后悔，当事情没有达到预期，当事情失败了，当发生了不好的事情，他时间想的是：
Many people always regret what they have done, when things do not meet expectations, when things fail, and when something bad happens, their first thought is:
“如果我那次准备得好一点，晋升的就是我了。”
If I had prepared better that time, it would have been me who was promoted
“如果我没有那么做，选择了另外的方法，该有多好。”
If only I hadn't done that and chose another method
“如果让我重新选择，肯定就不会是今天这个样子了。”
If I were to make a new choice, it would definitely not be like today
如果的背后，其实是他没有接受现实的勇气。
If behind it, it is actually that he did not have the courage to accept reality.
因为选择一种可能，往往意味着放弃另一种可能。当结果不好的时候，他则认为，他放弃的那一种更好。从而产生了“损失厌恶”的心理。
Choosing one possibility often means giving up another possibility. When the result is not good, he believes that the one he gives up is better. This has led to a mentality of 'loss aversion'.
因此，他总是反反复复地自责和懊悔，陷入无尽的精神消耗，浪费掉了自己的精力。
Therefore, he always repeatedly blames himself and regrets, falling into endless mental exhaustion and wasting his energy.
但这样毫无用处，因为发生的事，已成为既定事实，根本不会重来一次。
But this is of no use because what happened has become an established fact and will never be repeated.
美国社会心理学家费斯汀格（Festinger）有一个很出名的研究，被人们称为“费斯汀格法则”：
American social psychologist Festinger has a famous study called the "Festinger's Law":
生活中的10%，是由发生在你身上的事情组成的，而另外的90%，则是由你对所发生的事情如何反应决定的。
10% of life is made up of what happens to you, while the other 90% is determined by how you react to what happens.
如果你老是想着已经发生的事情，就会在上面追加投入你的精力，你的情绪，更终让结果越来越坏，从而产生更多的沉没成本。
If you keep thinking about what has already happened, you will add your energy and emotions to it, ultimately causing the results to worsen and resulting in more sunk costs.
而你也会特别“心累”，心累比身体累更可怕。
And you will also be particularly "mentally tired", as mental fatigue is more terrifying than physical fatigue.
克劳德在《通信理论》中说：任何信息都不会消失，只会因噪声干扰，变得微弱不可闻。
Claude said in "Communication Theory" that no information will disappear, but will become weak and inaudible due to noise interference.
所以我建议你，不要为过去的事后悔，不要让内心有太多噪音，而是要把注意力集中在更重要的事情上。
So I suggest you not to regret the past, not to make too much noise in your heart, but to focus on the most important things.
结果：肤浅的努力
Result: Shallow effort
再来说说结果。太多人，把注意力放在了结果上。
Let's talk about the results again. Too many people have focused on the results.
举几个例子。
Give a few examples.
比如他是销售，公司规定他每天要拜访5家客户。
For example, he is a salesperson, and the company requires him to visit 5 customers every day.
但是他的效率达不到，完不成，只拜访了3家。
But his efficiency was not up to par and he couldn't complete it. He only visited three companies.
他害怕被自己的主管发现，就告诉自己的主管说，我全部完成了。
He was afraid of being discovered by his supervisor and told him that I had completed everything.
在库里，也编上了一些拜访的记录，欺骗主管。
In the library, some visit records were also compiled to deceive the supervisor.
他重视的是什么？是“拜访数量”这一个结果。
What does he value? It is the result of "number of visits".
而他说谎，本质上是为了隐藏事实。
And he lies, essentially to conceal the truth.
但这么做，并不能改变什么，不可能撒了谎，他就真的从拜访了3家客户，变成了5家客户。反而他每天都要造假，一直犯错。
But doing so doesn't change anything. It's impossible for him to lie and he really went from visiting three clients to five clients. On the contrary, he falsifies every day and keeps making mistakes.
再比如，他是一个管理者。
For example, he is a manager.
团队的销售额没有完成，他关注的是业绩没有完成这一个结果。所以他的下意识反应就是加班，用工作时长，去弥补业绩的差距。
The team's sales have not been completed, and his focus is on the result of performance not being completed. So his subconscious reaction is to work overtime and use the working hours to make up for the performance gap.
团队中一个萝卜一个坑，有人辞职了，他只看到有一个坑，必须要填补空缺，他就马不停蹄招人。但没过多久，人又辞职了，他又要招人。
In the team, one carrot is a pit, and someone resigned. He only saw one pit and had to fill the vacancy, so he kept recruiting people. But not long after, I resigned again and he had to hire again.
他关注的还是结果。
He is still focused on the results.
正因为他的眼里，只有结果。所以他总是“头痛医头，脚痛医脚”。
Because in his eyes, there are only results. So he always "heals headaches and foot pain".
他只了表面问题，而没有本质的问题。
He only solved surface problems, not fundamental ones.
所以他总是四处救火，很忙碌，很勤奋，很努力，但没有价值。
So he always goes around fighting fires, very busy, diligent, and hardworking, but without value.
只关注“结果”，就会陷入肤浅综合征。
Focusing solely on the "outcome" can lead to superficial syndrome.
因果：找到问题的根源、问题
Cause and effect: finding the root cause of the problem and solving it
再来说说因果。
Let's talk about causality again.
我和分众传媒创始人江南春对谈时，江南春说：因果对了，结果才会好。不要关心结果，而是要关心因果。
When I talked to Jiang Nanchun, the founder of Focus Media, Jiang Nanchun said: 'If the cause and effect are right, the result will be good.'. Don't care about the outcome, but rather about the cause and effect.
太对了。
That's right.
什么是因果？
What is causality?
就是他看到了一件事的结果后，不是马不停蹄地去做另外一件事。而是会停下来，分析，看看到底是什么原因导致的这个结果。
After seeing the result of one thing, he doesn't just go on and do another thing without stopping. Instead, they will stop, analyze, and see what exactly caused this result.
回到上面的例子。
Return to the example above.
他是销售，主管规定拜访5家，他只拜访了3家。
He is a salesperson, and the supervisor has designated 5 visits, but he only visited 3.
这时候，他想到的不是去掩盖问题，而是在想：
At this moment, his thought was not to cover up the problem, but rather to:
为什么别人能拜访5家，自己只拜访了3家？是不是自己流程不对？如何才能提率？能不能请求领导的帮助？
Why can others visit 5 but only visit 3? Is your own process incorrect? How can we improve efficiency? Can you request the help of the leader?
比掩盖问题更重要的，是找到问题的原因。
More important than covering up a problem is finding the cause of the problem.
这样才能从3家，真正做到5家。从签约3个客户，变成签约5个客户。
Only in this way can we truly reach 5 from 3. From signing 3 customers to signing 5 customers.
他是管理者，他想到的不是业绩完不成，要马上招人补空缺。
He is a manager, and his first thought is not that the performance cannot be completed, but that he needs to immediately recruit people to fill the vacancies.
他思考的是他们为什么会辞职？辞职的是员工吗？员工辞职，是提成制度不合理吗？
He was thinking about why they resigned? Are the outstanding employees resigning? Is the commission system unreasonable for outstanding employees to resign?
还是离职员工的直接领导，管理上存在问题？
Is there a management issue with the direct leader of the departing employee?
当发现是制度的问题，那么就优化制度。
When it is discovered that there is a problem with the system, then optimize the system.
是公司的管理者的问题，就对管理者进行培训，提高他们的素养和能力。
It is a problem for the company's managers, so they should be trained to improve their literacy and abilities.
只有这么做，才能从根本问题，留住人才，要不然就会一直在招人。
Only by doing so can we fundamentally solve the problem, retain talent, or else we will continue to recruit people.
你看，这就是我经常说的：众生畏果，菩萨畏因。
You see, this is what I often say: sentient beings fear the fruit, and bodhisattvas fear the cause.
众生，重视的永远是结果。
All sentient beings always value the result.
而有智慧的人，则重视的是因果。
Wise people, on the other hand, value causality.
事情做差了，他会深度思考，知道自己在什么地方犯了错误，从而避免下次犯错误。
When things go wrong, he will think deeply and know where he made a mistake, in order to avoid making a mistake next time.
如果把事情做对了，他也会思考，看是哪里做对了，这样才能复制过去的成功，而不是每次都靠运气。
If he does something right, he will also think and see where he did it right, so that he can replicate past successes instead of relying on luck every time.
只有找到本质问题，从而掉变量，掉不确定性，就能一劳永逸。
Only by finding the essential problem, solving the variables, and eliminating uncertainty, can we achieve once and for all.
有这样的底层思维，更容易成功。
Having such a low-level mindset makes it easier to succeed.
的话：
Lastly:
我认为，比勤奋更重要的，是底层思维。
I believe that what is more important than diligence is the underlying thinking.
不要只想着“如果”，这样，只会让你内耗，追加沉没成本。
Don't just think about 'if', it will only lead to internal friction and additional sunk costs.
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