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卡耐基演讲·二、预先做好准备

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2021年11月14日

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二、预先做好准备

做浮光掠影、只及表面的演讲,要比深入事实、发掘内涵的演讲容易多了。只是,选择容易的路,听众仅能获得很少的印象,甚至全无印象。题目缩小之后,就要问自己一些问题,以加深自己的了解,让准备更充分一些,最终可以用权威的口吻来讲述这个题目:“我为什么要相信这些?在现实生活中,我有没有看到过并可以证实我没有错?我到底想要证明什么?它到底是怎样发生的?”It is far easier to give a talk that skims over the surface than to dig down for facts. But when you take the easy way you make little or no impression on the audience. After you have narrowed your subject, then the next step is to ask yourself questions that will deepen your understanding and prepare you to talk with authority on the topic you have chosen: "Why do I believe this? When did I ever see this point exemplified in real life? What precisely am I trying to prove? Exactly how did it happen?"

像这样一类的问题的答案,可以成为你的储备力量。这种力量能使人们正襟坐起,集中注意力。据说,植物界的怪杰路德·柏班克培养100万种植物品种,只为寻找一两种最高级的品种。讲演也是如此,围着主题汇集100种思想,然后舍去其中的90种。Questions like these call for answers that will give you reserve power, the power that makes people sit up and take notice. It was said of Luther Burbank, the botanical wizard, that he produced a million plant specimens to find one or two superlative ones. It is the same with a talk. Assemble a hundred thoughts-around your theme, then discard ninety.

“我总是搜集10倍于我所要使用的材料,有时甚至达到百倍。”约翰·甘德不久前这样说。他是畅销书《内在》的作者。他说的是准备写书或讲演的方法。I always try to get ten times as much information as I use, sometimes a hundred times as much. said John Gunther not long ago. The author of the best-selling "Inside" books was speaking of the way he prepared to write a book or give a talk.

有一回,他的行动印证了他的话。1956年,他着手写有关精神病院的文章。他前往各地的医院,与院长、护理者和病患者分别谈话。我有一位朋友同他一起,为他的研究工作提供了一点小小的协助。我朋友后来告诉我,他们从这栋建筑到另外一栋建筑,上上下下楼梯,沿着走道,日复一日,走了数不清的路。甘德先生记满了许多笔记本。在他的办公室里,则堆满了政府与各州的报告、私立医院的报告、委员会成摞的统计资料。On one occasion in particular, his actions bore out his words. In 1956, he was working on a series of articles on mental hospitals. He visited institutions, talked to supervisors, attendants, and patients. A friend of mine was with him,giving some small assistance in the research, and he told me they must have walked countless miles up stairs and down, along corridors, building to building, day after day. Mr. Gunther filled notebooks. Back in his office, he stacked up government and state reports, private hospital reports, and reams of committees' statistics.

“最后,”我朋友说,“他写了四篇短文,简单而又有趣,是很好的讲演题材。写着文章的几张纸,也许只重七八十克。可是,那些密密麻麻的笔记本及其他别的东西——他用来作为这七八十克产品的依据的,却一定超过九千克。”In the end, my friend told me, "he wrote four short articles, simple enough and anecdotal enough to make good speeches. The paper on which they were typed weighed, perhaps, a few ounces. The filled notebooks, and everything else he used as the basis for the few ounces of product, must have weighed twenty pounds" .

甘德先生知道自己挖掘的,是价值连城的矿石,他知道不能忽视任何一部分。他是干这行的老手,他把心思全放在上面,然后把金块筛出。Mr. Gunther knew that he was working with pay dirt. He knew he couldn't overlook any of it. An old hand at this sort of thing, he put his mind to it, and he sifted out the gold nuggets.

我的一位外科医师朋友也说得好:“我可以在十分钟内教会你如何取出盲肠,然而,要教你出了差错时怎样应付,却得花我四年的时间。”讲演也同样是如此:总要周密准备,以应付变化。比方说,可能由于前一名讲演者的观点,你不得不改变自己观点的重心,或是在演讲后的讨论时间里,要回答听众更多其所关注的问题。A surgeon friend of mine said, "I can teach you in ten minutes how to take out an appendix.But it will take me four years to teach you what to do if something goes wrong." So it is with speaking: Always prepare so that you are ready for any emergency, such as a change of emphasis because of a previous speaker's remarks, or a well-aimed question from the audience in the discussion period following your talk.

你要尽快选好题目,获得储备力。千万别犹豫不决,等到要讲的前一两天才作出决定。如果及早把题目决定好,你的潜意识便能为你发挥很大的作用,这是有很大的好处的。在每天工作完成后的零星时间里,你便可以深入思考自己的题材,把要传达给听众的理念加以琢磨使其更加精练。在驾车回家的途中、等候公车或乘地铁时,常会让人胡思乱想,你不如将这些时间用来思索自己的讲演题材。灵光一闪的顿悟,多来自这段孕育期间。你很早就把题目决定好,脑子便能在潜意识里将它千锤百炼。You, too, can acquire reserve power by selecting your topic as soon as possible. Don't put it off until a day or two before you have to speak. If you decide on the topic early you will have the inestimable advantage of having your subconscious mind working for you. At odd moments of the day when you are free from your work, you can explore your subject, refine the ideas you want to convey to your audience. Time ordinarily spent in reverie while you are driving home, waiting for a bus, or riding the subway, can be devoted to mulling over the subject matter of your talk. It is during this incubation period that flashes of insight will come, just because you have determined your topic far in advance and your mind subconsciously works over it.

诺曼·陶玛斯是位世界一流的演讲家,面对强烈反对他政治观点的听众,他也能驾驭他们的注意力,获得他们的敬佩。他说:“如果一篇演讲真的是十分重要,讲演者就应该和其主题或内涵进退与共。在头脑里反复思考,他会惊讶地发现,不管是走在街上,读着报纸,在准备睡觉或者清晨醒来时,很多自己观点的例证和很好的讲演方式就会像潮水一般向他涌来。平庸的思考只能产生平庸的讲演,这种不可避免的正常反射现象,就是对题目认识不清楚的结果。”Norman Thomas, a superb speaker who has commanded the respectful attention of audiences quite opposed to his political point of view, said, "If a speech is to be of any importance at all, the speaker should live with the theme or message, turning it over and over in his mind. He will be surprised at how many useful illustrations or ways of putting his case will come to him as he walks the street, or reads a newspaper, or gets ready for bed,or wakes up in the morning. Mediocre speaking very often is merely the inevitable and the appropriate reflection of mediocre thinking, and the consequence of imperfect acquaintance with the subject in hand."

当置身在这个过程中,你会感到一种很强烈的诱惑,总想把自己的讲演内容写下来。可千万不要这样做,因为你一写下来就成了一个固定的形式,自己就会觉得很满意了。这样,也就会停止更有价值的思考。而且,你也有可能会掉进试着去背诵它的陷阱里。马克·吐温说背诵讲稿是:“笔写的东西不是为讲演作的;形式是文学的,生硬而没有灵活性,无法再通过嘴愉悦而有效地传达。如果讲演的目的是让听众感到快乐,不是说教,你就需要把它们变得温和、简洁,尽量口语化,使用就像平常并不怎么经过认真考虑就说话的方式;假设你并不是如此,就会烦死一屋子的人,而不能让他们感到高兴。”While you are involved in this process you will be under strong temptation to write your talk out, word for word. Try not to do this, for once you have set a pattern, you are likely to be satisfied with it, and you may cease to give it any more constructive thought. In addition, there is the danger of memorizing the script. Mark Twain had this to say about such memorization: "Written things are not for speech; their form is literary; they are stiff, inflexible, and will not lend themselves to happy effective delivery with the tongue. Where their purpose is merely to entertain, not to instruct, they have to be limbered up, broken up, colloquialism, and turned into the common form of unpremeditated talk; otherwise they will bore the house - not entertain it."

查尔斯·F.吉特林的发明天才,造就了通用汽车公司的成长。他也是美国最有名也最真诚的演讲家之一。当被问到有没有把讲演的部分或全部写下来的时候,他说:“我相信,我要讲的话实在太重要了,不能在纸上写下来。我需要把自己一丝一毫的东西都写进听众的脑子里,记在他们的情感中。小小的一张纸,在我和我准备用来感动听众的东西之间,是没有它存在的空间的。”Charles F. Kettering, whose inventive genius sparked the growth of General Motors, was one of America's most renowned and heartwarming speakers. Asked if he ever wrote out any part or all of his talks, he replied: "What I have to say is, I believe, far too important to write down on paper. I prefer to write on my audience's mind, on their emotions, with every ounce of my being. A piece of paper cannot stand between me and those I want to impress."


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