《乌合之众·第三编·不同群体的分类与描述·刑事陪审团》第6节
The orator does not require to convert to his views all the members of a jury, but only the leading spirits among it who will determine the general opinion. As in all crowds, so in juries there are a small number of individuals who serve as guides to the rest. "I have found by experience," says the counsel cited above, "that one or two energetic men suffice to carry the rest of the jury with them." It is those two or three whom it is necessary to convince by skilful suggestions. First of all, and above all, it is necessary to please them. The man forming part of a crowd whom one has succeeded in pleasing is on the point of being convinced, and is quite disposed to accept as excellent any arguments that may be offered him. I detach the following anecdote from an interesting account of M. Lachaud, alluded to above:-- "It is well known that during all the speeches he would deliver in the course of an assize sessions, Lachaud never lost sight of the two or three jurymen whom he knew or felt to be influential but obstinate. As a rule he was successful in winning over these refractory jurors. On one occasion, however, in the provinces, he had to deal with a juryman whom he plied in vain for three-quarters of an hour with his most cunning arguments; the man was the seventh juryman, the first on the second bench. The case was desperate. Suddenly, in the middle of a passionate demonstration, Lachaud stopped short, and addressing the President of the court said: `Would you give instructions for the curtain there in front to be drawn? The seventh juryman is blinded by the sun.' The juryman in question reddened, smiled, and expressed his thanks. He was won over for the defence."
注释摘要
这段论述集中体现了勒庞在群体心理学中关于“领头人”作用的核心观念。在他看来，陪审团是典型的异质性非匿名群体，个体一旦置身其中，理性思考的能力便显著下降，而情感与无意识倾向则占据主导。由此，勒庞推导出一个关键命题：在群体决策的场合，说服全体并不必要，真正重要的是识别并影响其中那两三个具备引领作用的成员。他把陪审团内部的动力关系视为一种微缩版的群体法则——总有…