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卡耐基演讲·三、下定决心是成功的关键

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2021年10月23日

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三、下定决心是成功的关键

有一次,在一个广播节目中,要我用三句话来说明我曾学到的最重要的一课。我是这么说的:“我所学过的最重要的一课是,我们的思想对我们自己是非常重要的。我如果能知道你的思想,就能了解你这个人,因为是你的思想塑造了你这个人。改变自己的思想,我们也就能够改变自己的一生。”I was asked once, on a radio program, to tell in three sentences the most important lesson I have ever learned. This is what I said," The biggest lesson I have ever learned is the stupendous importance of what we think. If I knew what you think, I would know what you are, for your thoughts make you what you are. By changing our thoughts, we can change our lives."

现在你已把目光指向建立自信和能做有效交谈的目标上了,那么从今天开始,你一定要积极地设想,自己的这番努力一定会成功的,必须对自己在大众面前说话的努力成果持轻松乐观的态度。要在每个词句、每项行动上烙下决心的印记,竭尽全力培养这种能力。You have set your sights on the goal of increased confidence and more effective communication. From now on, you must think positively, not negatively, about your chances to succeed in this endeavor. You must develop a buoyant optimism about the outcome of your efforts to speak before groups. You must set the seal of determination upon every word and action that you devote toward the development of this ability.

任何人如果希望迎接语言的挑战,使自己能言简意赅地说话,就必须具备坚毅的决心。有一则故事,可以作为强有力的证明。故事里讲的这个人,现在已经登上了高高的经营层,成为商界里的传奇人物。但是在他读大学的时候,初次站起来讲话,却因为不善言辞而失败。教师规定的五分钟讲演,他讲不到一半,就脸色发白,噙着眼泪匆匆走下讲台。Here is a story that is dramatic proof of the need for resolute determination on the part of anyone who wants to meet the challenge of more expressive speaking. The man I am writing about has come up the management ladder so far that he has become a big business legend. But the first time he stood up to speak in college, words failed him. He couldn't get beyond the middle of the five-minute talk his teacher had assigned. His face went white, and he hurried off the platform in tears.

他虽有这样的经历,却不甘心被失败击倒。他立下决心要做个优秀的演讲家,并且一直做不懈的努力,最终成为政府的经济顾问,为世人仰慕。他就是克莱伦斯·B.蓝道尔。他写下许多发人深省的书,其中有一本《自由的信念》,提到他当众讲演的情况:“我的讲演安排很紧凑,要参加厂商协会、商务部、扶轮社、基金筹募会、校友会以及其他各团体举办的集会。我曾经在密歇根州的艾斯肯那巴发表爱国演讲,慷慨激昂地投身到第一次世界大战;我曾与米基·龙尼下乡作慈善讲演,与哈佛大学校长詹姆士·布朗特·柯南和芝加哥大学校长罗伯·M.胡钦斯下乡宣导教育;我甚至还曾以极糟糕的法语作过一场餐后演讲。The man who had that experience as a young student didn't let that failure frustrate him. He determined to become a good speaker and didn't stop in that determination until he became a world-respected economic consultant to the government. His name is Clarence B. Randall. In one of his thoughtful books, Freedom's Faith, he has this to say about public speaking, "I have service stripes all the way up one sleeve and all the way down the other from appearances before luncheons and dinners of manufacturers' associations, Chambers of Commerce, Rotary Clubs, fund-raising campaigns, alumni organizations, and all the rest. I talked myself into World War I by a patriotic address in Escanaba, Michigan; I have barnstormed for charity with Mickey Rooney, and for education with President James Bryant Conant of Harvard and chancellor Robert M.Hutchins of the University of Chicago; and I have even made an after-dinner speech in very bad French.

我想我了解听众要听的是什么以及他们喜欢听到它被怎样讲出来。对于身负重责的人来说,这其中的窍门就是:只要他愿意去学,没有什么学不会的。”I think I know something about what an audience will listen to, and how they want it said. And there is nothing whatever about it that a man worthy to bear important business responsibility cannot learn if he will.

我与蓝道尔先生有同感。想要成功的决心,是能不能成为有效的说话者的关键。我如果可以了解你的心思,确知你的意志强度以及你是否抱有乐观的态度,我就几乎可以准确地预测,你在改进沟通技巧上的进步会有多快。I agree with Mr. Randall. The will to succeed must be a vital part of the process of becoming an effective speaker. If I could look into your mind and ascertain the strength of your desire and the light and shadow of your thought I could foretell, almost with certainty, the swiftness of your progress toward your goal of improved communicative skills.

在我中西部的一个班级里,乔·哈弗斯蒂第一晚就站起来信心十足地说,他不以做一名房屋建造商而满足,他要做“全美房屋建造协会”的代言人。他最想做的是,能在全国上下奔走,告诉人们,他在房屋建造业中遭遇的问题与获得的成就。乔·哈弗斯蒂真的说到做到了,他是那种让老师高兴的学生,有着对理想狂热的追求。他想讲的,不只是地方性的问题,同时还包括全国性的问题。对于这个想法,他没有三心二意,他详尽地准备自己的讲演,认真地练习,从不耽搁一次上课,哪怕是遇上他一年里最忙碌的时节,也一丝不苟地按照学生的要求去做。结果他进步神速,这一点连他自己都感到吃惊。两个月的时间,他就已经成了班上的佼佼者,被选为该班班长。In one of my classes in the Middle West, a man stood up the first night and unabashedly said that as a builder of homes he wouldn't be content until he became a spokesman for the American Home &lilders' Association. He wanted nothing more than to go up and down this country and tell everybody he met the problems and achievements of his industry. Joe Haverstick meant what he said. He was the kind of class member that delights an instructor: he was in dead earnest. He wanted to be able to talk, not on local issues only, but on national ones, and there was no halfheartedness about his desires. He prepared his talks thoroughly, practiced them carefully, and never missed a single session, though it was the busy season of the year for men in his business. He did precisely what such a class member always does-he progressed at a rate that surprised him. In two months he had become one of the outstanding members of the class. He was voted its president.

约一年后,在弗吉尼亚州的诺佛克主持该班的教师这样写道:“我已经完全忘了俄亥俄州的乔·哈弗斯蒂了。直到一天早晨,在我用早餐的时候我打开《弗吉尼亚向导》,其中赫然有幅乔的照片和一篇称赞他的报道:前一天晚上,他在地区建造商的盛大聚会中发表演讲。这时的乔,岂止是全国房屋建造协会的发言人,他已经成为会长了!”The instructor handling that class was in Norfolk, Virginia, about a year later, and this is what he wrote, "I had forgotten all about Joe Haverstick back in Ohio when, one morning while I was having breakfast, I opened the Virginia Pilot. There was a picture of Joe and a write-up about him. The night before, he had addressed a large meeting of area builders, and I saw that Joe was not just a spokesman for the National Home Builders' Association; he was its president."

因此,要想成功,必须具备这样的条件:有强烈的欲望保持热忱,有坚强的毅力翻越高山;重要的是相信自己一定会成功。So, to succeed in this work, you need the qualities that are essential in any worthwhile endeavor: desire amounting to enthusiasm, persistence to wear away mountains, and the self-assurance to believe you will succeed.

当凯尤斯·恺撒由高庐而来,穿过海峡,带领他的军团登陆现在的英格兰时,他是怎样让自己的军队成功的呢?非常聪明的方法:他把军队带到多佛海峡的白垩悬崖上,让士兵们望着脚底两百尺下燃烧的船只——置身敌国,与大陆的最后联系已经没有了,用来退却的工具被焚毁,留下来唯一可做的事只有:前进!征服!恺撒和他的军团就这样做了。When Julius Ceasar sailed over the channel from Gaul and landed with his legions in what is now England, what did he do to insure the success of his army? A very clever thing: he halted his soldiers on the chalk cliff, of Dover; and, looking down over the waves two hundred feet below, they saw red tongues of fire consume every ship in which they had crossed. In the enemy's Country, with the last link with the Continent gone, the last means of retreat burned, there was but one thing left for them to do: to advance, to conquer. That is precisely what they did.

这便是不朽的恺撒精神。当你要去征服面对听众而产生的恐惧的时候,为什么不把这种精神变成自己的精神呢?把任何一点一滴的消极思想都扔进熊熊的火中,而且把身后通往踌躇的大门紧紧关上。Such was the spirit of the immortal Ceasar. Why not make it yours, too, as you set out to conquer your fear of audiences? Throw every shred of negative thought into the consuming fires and slam doors of steel upon every escape into the irresolute past.


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