卡耐基演講·五、滿懷希望等待收獲

希望你能在每天清晨的餐桌上打開這本書，一直到你將威廉·詹姆斯教授的這番話牢記在心：How I wish I could get you to prop this book open on your breakfast table every morning until you had memorized these words from Professor William James:

“年輕人不要為自己是否受過高等教育而擔(dān)憂，只要他在每天的生活和工作中，每分每秒忠實(shí)地忙碌著，就可將最終的結(jié)果留給自己去處理。他可以有充分的自信期待著某一個(gè)美好的早晨醒來，發(fā)現(xiàn)自己已經(jīng)成為一名成功者，不論他所追求的是什么?！盠et no youth have any anxiety about the upshot of his education, whatever the line of it may be. If he keeps faithfully busy each hour of the working day, he may safely leave the final result to itself. He can, with perfect certainty, count on waking up some fine morning to find himself one of the competent ones of his generation, in what ever pursuit he may have singled out.

現(xiàn)在，有了著名的心理學(xué)家詹姆斯教授的支持，我也想對(duì)大家說，只要你堅(jiān)持不懈用心練習(xí)下去，你就可以滿懷信心地希望在一個(gè)美好的早晨醒來時(shí)，發(fā)現(xiàn)自己是城里或社區(qū)里最出類拔萃的演講家之一了。And now, with the renowned Professor James to fall back upon, I shall go so far as to say that if you keep right on practicing intelligently, you may confidently hope to wake up one fine morning and find yourself one of the competent speakers of your city or community.

不管這話聽起來有多虛幻，但它卻是一條真正顛撲不破的通則。當(dāng)然也可能有一些例外，譬如那些心性不穩(wěn)定、個(gè)性極度自卑、毫無人生經(jīng)歷可作為談資的人，自然不能妄想有朝一日成為當(dāng)?shù)氐牡つ釥枴ろf伯斯特。但就一般的情況而言，這一論斷卻是正確的。Regardless of how fantastic that may sound to you now, it is true as a general principle. Exceptions, of course, there are. A man with an inferior mentality and personality, and with nothing to talk about, is not going to develop into a local Daniel Webster; but, with reason, the assertion is correct.

我再舉一例加以說明。前新澤西州長(zhǎng)史多克曾參加過我們培訓(xùn)班舉行的一次畢業(yè)晚宴。他評(píng)論說，當(dāng)晚他所聽到的演講，如同自己在華盛頓的參、眾兩院所聽到的講演一樣精彩。而這些將頓的“演講家”，在數(shù)月前還舌頭打結(jié)，在聽眾面前畏畏縮縮；他們是新澤西的商人——那些在美國(guó)任何城市隨處可見的商人，而不是古代的西塞羅（公元前106—前43，羅馬政治家、演講家和作家）。但是在一個(gè)美好的早晨醒來，他們突然發(fā)現(xiàn)自己已經(jīng)躋身于自己所在的城鎮(zhèn)里大演講家之列，甚至可能聞名全國(guó)呢！Let me illustrate: former Governor Stokes of New Jersey attended the closing banquet of one of our classes at Trenton. He remarked that the talks he had heard that evening were as good as the speeches that he had heard in the House of Representatives and Sebate at Washington. These Trenton" speeches" were made by businessmen who had been tongue-tied with audience-fear a few months previously. They were not incipient Ciceros, these New Jersey businessmen; they were typical of the businessmen one finds in any American city. Yet they woke up one fine morning to find themselves among the competent speakers of their city, and probably in the country.

我認(rèn)識(shí)成百上千的人，他們竭心盡力，一心想要獲得充分的自信心，使自己能夠面對(duì)眾人侃侃而談。在許多成功者當(dāng)中，只有極少數(shù)人是天賜英才，大部分不過是一些隨處可見的平常商人，堅(jiān)持不懈是他們?nèi)〉贸晒Φ拿卦E。相反，那些富有一些特殊才能的人，則常常會(huì)氣餒，他們過分汲汲于賺錢，結(jié)果變得庸庸碌碌，乏善可陳。普通人只要有膽量、有目標(biāo)，即使走到人生道路的盡頭，也能爬到事業(yè)的頂端。I have known and carefully watched literally thousands of persons trying to gain self-confidence and the ability to talk in public. Those that succeeded were, in only a few instances, persons of unusual brilliancy. For the most part, they were the ordinary run of businessmen you will find in your own home town. But they kept on. More exceptional men sometimes got discouraged or too deeply immersed in money. making, and they did not get very far; but the ordinary individual with grit and singleness of purpose, at the end of the road, was at the top.

這一點(diǎn)是合乎人性與自然的。同樣的事情在各行各業(yè)隨處可見。美國(guó)石油大王老約翰·洛克菲勒曾說過，商業(yè)成功的第一要訣是耐心和知道最終必然成功的信心。這一要訣同樣對(duì)提高說話技巧有效。That is only human and natural. Don't you see the same thing occurring all the time in commerce and the professions? John D. Rockefeller, Sr., said that the first essential for success in business was patience and the knowledge that reward is ultimately certain. It is likewise one of the first essentials for success in effective speaking.

幾年前，我來到奧地利境內(nèi)的阿爾卑斯山，試圖攀登一處名叫韋爾德·凱瑟的山峰。《貝的克旅行指南》中說，攀登該峰極其困難，業(yè)余登山者應(yīng)配有向?qū)?。而我和朋友兩人既不是專業(yè)登山運(yùn)動(dòng)員，也未雇請(qǐng)向?qū)?。一位朋友問我們是否能取得成功？我們的回答是?jiān)決果斷的：“當(dāng)然！”A few summers ago, I started out to scale a peak in the Austrian Alps called the Wilder Kaiser. Baedaker said that the ascent was difficult, and a guide was essential for amateur climbers. A friend and I had none, and we were certainly amateurs; so a third party asked us if we thought we were going to succeed. "Of course." we replied.

“為什么你們認(rèn)為自己會(huì)成功呢？”朋友追根究底。what makes you think so? he inquired.

“也有其他人沒有請(qǐng)向?qū)б苍〉昧顺晒??！蔽艺f，“而且我做任何事情都不會(huì)想到失敗的。”O(jiān)thers have done it without guides," I said," so I know it is within reason, and I never undertake anything thinking defeat."

永遠(yuǎn)保持信心，這是做任何事都應(yīng)該持有的正確心態(tài)，從演講到征服珠穆朗瑪峰無不如此。That is the proper psychology for anything from speaking to an assault on Mt. Everest.

你取得成功的程度往往取決于講演前你所做的思考。不妨假想自己正以完全的控制力在面對(duì)他人講話。這是你能力所及的事。相信自己會(huì)成功，并且是堅(jiān)定不移地相信，只有這樣，你才會(huì)愉快地去做你成功道路上必做的每一件事。How well you succeed is largely determined by thoughts you have prior to speaking. See yourself in your imagination talking to others with perfect self-control. It is easily in your power to do this. Believe that you succeed. Believe it firmly, and you will then do what is necessary to bring success about.

南北戰(zhàn)爭(zhēng)期間，海軍上將都龐列舉了一大堆振振有詞的理由，來說明自己何以未能率領(lǐng)戰(zhàn)艦開入查爾斯港。法拉格上將在專心致志地傾聽完他的描述后，冷靜地對(duì)他說：“可是還有一個(gè)理由你沒有提到?！盌uring the Civil War, Admiral Dupont gave half a dozen excellent reasons why he had not taken his gunboat into Chadeston harbor. Admiral Farragut listened intently to the recital. "But there was another reason that you have not mentioned." he replied.

“什么理由！”都龐上將滿懷狐疑。What is that? questioned Admiral Dupont.

“你不相信自己辦得到?！盩he answer came: "You did not believe you could do it."

在我的訓(xùn)練班里，大部分學(xué)員所獲得的最寶貴的東西就是對(duì)自己的信心——對(duì)自己獲得成功多了一份信任：在生命的種種心理狀態(tài)中，沒有什么比自信對(duì)一個(gè)人的成功更為重要了。The most valuable thing that most members acquire from training in our classes is an increased confidence in themselves, an additional faith in their ability to achieve. What is more important for one's success in almost any undertaking?

愛默生曾這樣寫道：“無熱誠(chéng)即無偉大。”這不僅僅是一句文學(xué)修辭，而且是通往成功的途徑。Emerson wrote, "Nothing great was ever achieved without enthusiasm." That is more than a well-turned literary phrase; it is the road map to success.

威廉·費(fèi)爾坡也許是有史以來耶魯大學(xué)最受愛戴和歡迎的教授之一。他在《教書熱》一書中這樣寫道：“對(duì)我而言，對(duì)教書的熱愛遠(yuǎn)甚于對(duì)其他職業(yè)。我熱愛教書，就像畫家愛畫，歌手愛唱，詩人愛寫一樣。早晨起床之前，我總是熱切地想著自己那一群青春活潑的學(xué)生?！盬illiam Lyon Phelps was probably the most beloved and the most popular professor ever to teach at Yale University. In his book The Excitement of Teaching, he states, "With me, teaching is more than an art or an occupation. It is a passion. I love to teach, as a painter loves to paint, as a singer loves to sing, as a poet loves to write. Before I get out of bed in the morning, I think with ardent delight of my group of students."

對(duì)自己的職業(yè)滿懷熱情，對(duì)面前的工作滿腔興奮，能獲得成功又有什么可奇怪的呢。費(fèi)爾坡教授之所以能對(duì)學(xué)生產(chǎn)生巨大的影響力，主要原因在于他在教學(xué)過程中加入了自己的關(guān)愛、熾誠(chéng)與熱情。Is there any wonder a teacher so filled with enthusiasm for his job, so excited about the work ahead of him achieved success? Billy Phelps exerted a tremendous influence on his students, largely by the love and excitement, by the enthusiasm he put into his teaching.

如果將這種熱忱加入成功演講的學(xué)習(xí)訓(xùn)練中，你同樣會(huì)發(fā)現(xiàn)所有的障礙都會(huì)全然消失掉。將所有的心智和力量都集中在與他人的有效溝通上，這是一項(xiàng)挑戰(zhàn)。想一想那種屬于自己的自信和閑適的神態(tài)，想一想那種吸引人的注意力、震撼他人情感和打動(dòng)聽眾的自豪感，你就會(huì)發(fā)現(xiàn)，自我表達(dá)的能力也能造成其他方面的能力。成功演講的訓(xùn)練是一條康莊大道，能夠培養(yǎng)事業(yè)和生活所必備的自信心。If you put enthusiasm into learning how to speak more effectively you will find that the obstacles in your path will disappear. This is a challenge to focus all your talent and power on the goal of effective communication with your fellow men. Think of the self-reliance, the assurance, the poise that will be yours, the sense of mastery that comes from being able to hold. the attention, stir the emotions, and convince a group to act. You will find that competence in self-expression will lead to competence in other ways as well, for training in effective speaking is the royal road to self-confidence in all the areas of working and living. In the manual for the guidance of instructors who teach the Dale Carnegie Course are these words:

在《戴爾·卡耐基課程教學(xué)手冊(cè)》中寫有這樣一些話：“當(dāng)學(xué)員們發(fā)現(xiàn)自己能夠控制聽眾的注意力，受到老師的贊賞和贏得全班的掌聲時(shí)，就會(huì)逐漸培養(yǎng)起一種內(nèi)在的力量感，增強(qiáng)自身的勇氣和內(nèi)心的沉靜，這種感覺是他們從未經(jīng)歷過的。有了這種感覺，他們開始嘗試那些從未夢(mèng)想可能實(shí)現(xiàn)的事情，并且發(fā)現(xiàn)自己渴望在眾人面前講話。這些人往往會(huì)成為商業(yè)領(lǐng)域和其他領(lǐng)域的活躍分子?！盬hen class members discover that they can hold the attention of an audience and receive an instructor's praise, and the applause of the class-when they are able to do that, they develop a sense of inner power, courage, and calm that they have never before experienced. The result? They undertake and accomplish things that they never dreamed possible. They find themselves longing to talk before groups. They take active parts in business and professional and community activities, and become leaders.

前面提到過“領(lǐng)導(dǎo)能力”一詞，而清晰、有力、強(qiáng)勁的思想表達(dá)，正是當(dāng)今社會(huì)領(lǐng)導(dǎo)能力的標(biāo)志之一。這種表達(dá)支配著領(lǐng)導(dǎo)人，從私人訪問到公開演講的一切言語。如果能善用本書中的各種技巧，一定能培養(yǎng)你在家庭、社會(huì)團(tuán)體、民間組織、公司和政府機(jī)關(guān)中的這一能力。The word "leadership" has been used often in the chapters that have gone before this one. Clear, forceful and emphatic expressiveness is one of the the marks of leadership in our society. This expressiveness must govern all the utterances of the leader from private interview to public pronouncements. Properly applied the material in this book will help to develop leadership-in the family, the church group, the civic organization, the corporation, and the government.