Next time a customer comes to your office, offer him a cup of coffee. And when you're doing your holiday shopping online, make sure you're holding a large glass of iced tea. The physical sensation of warmth encourages emotional warmth, while a cold drink in hand prevents you from making unwise decisions - those are the practical lesson being drawn from recent research by psychologist John A. Bargh.
下次有客户来你办公室时，请他喝杯咖啡。当你在网上度假购物时，一定要拿着一大杯冰茶。身体的温暖感会鼓励情感的温暖，而手中的冷饮会阻止你做出不明智的决定——这些都是心理学家约翰·A·巴尔最近研究得出的实际教训。

Psychologists have known that one person's perception of another's "warmth" is a powerful determiner in social relationships. Judging someone to be either "warm" or "cold" is a primary consideration, even trumping evidence that a "cold" person may be more capable. Much of this is rooted in very early childhood experiences, Bargh argues, when babies'conceptual sense of the world around them is shaped by physical sensations, particularly warmth and coldness. Classic studies by Harry Harlow, published in 1958, showed monkeys preferred to stay close to a cloth "mother" rather than one made of wire, even when the wire "mother" carried a food bottle. Harlow's work and later studies have led psychologists to stress the need for warm physical contact from caregivers to help young children grow into healthy adults with normal social skills.
心理学家已经知道，一个人对另一个人“温暖”的感知是社会关系中一个强有力的决定因素。判断一个人是“热”还是“冷”是首要考虑因素，甚至胜过“冷”的人可能更有能力的证据。巴尔认为，这在很大程度上源于幼儿时期的经历，当时婴儿对周围世界的概念感是由身体感觉形成的，特别是温暖和寒冷。哈里·哈洛于1958年发表的经典研究表明，猴子更喜欢靠近布制的“母亲”，而不是金属丝制成的母亲，即使金属丝“母亲”端着一个食品瓶。哈洛的工作和后来的研究使心理学家强调，需要照顾者进行温暖的身体接触，以帮助幼儿成长为具有正常社交技能的健康成年人。

Feelings of "warmth" and "coldness" in social judgments appear to be universal. Although no worldwide study has been done, Bargh says that describing people as "warm" or "cold" is common to many cultures, and studies have found those perceptions influence judgment in dozens of countries.
社会判断中的“温暖”和“寒冷”感觉似乎普遍存在。虽然还没有进行过世界范围的研究，但巴尔说，将人描述为“温暖”或“寒冷”在许多文化中是常见的，研究发现，这些感觉会影响数十个国家的判断。

To test the relationship between physical and psychological warmth, Bargh conducted an experiment which involved 41college students. A research assistant who was unaware of the study's hypotheses, handed the students either a hot cup of coffee, or a cold drink, to hold while the researcher filled out a short information form: The drink was then handed back. After that，the students were asked to rate the personality of "Person A" based on a particular description. Those who had briefly held the warm drink regarded Person A as warmer than those who had held the iced drink.
为了测试身体温暖和心理温暖之间的关系，巴尔进行了一项实验，共有41名大学生参与。一名不知道研究假设的研究助理递给学生一杯热咖啡或一杯冷饮，让他们拿着，而研究人员填写了一份简短的信息表：然后将饮料交还给他们。之后，学生们被要求根据特定描述对“A”的性格进行评分。那些当时拿着热饮料的人要比拿着冰饮料的人觉得A更温暖。

"We are grounded in our physical experiences even when we think abstractly，"says Bargh.
巴尔说：“即使我们抽象思考，也是基于身体体验”。