卡耐基演讲·说服听众的演讲

一次，一群男女发现自己置身于风暴的移动路径上。其实，倒不是真正的风暴，但多少可以这样比喻了。清楚一点说，这风暴是个名叫毛里斯·高柏莱的人。他们这样描述：THERE WAS ONCE a small group of men and women who found themselves in the path of a hurricane. Not a real hurricane, but the next thing to it. In short, a hurricane of a man named Maurice Goldblatt. Here is how one of that group described it:

“我们围坐在芝加哥一张午餐桌旁。我们早听说这个人的大名，说他是个雷霆万钧的演讲者。他起立讲话时，人人都会目不转睛地望着他。We were sitting around a luncheon table in Chicago. We knew this man was reputed to be a powerful speaker. We watched him intently as he stood up to speak.

“他安详地开始讲话——是个整洁、文雅的中年人——他感谢我们的邀请。他说他想谈一件严肃的事，如果打扰了我们，请我们原谅。He began quietly-a spruce, pleasant man of middle age-thanking us for inviting him. He wanted to talk about something serious, he said, and he hoped we would forgive him if he disturbed us.

“接着，他像龙卷风一样吹袭过来。他前倾着身子，双眼牢牢地盯住我们。他并未提高声音，但我却似乎觉得它像一只铜锣轰然爆裂。Then, like a whirlwind, he struck. He leaned forward and his eyes transfixed us. He didn't raise his voice, but it seemed to me that it crashed like a gong.

“‘往你四周瞧瞧，’他说，‘彼此瞧一瞧。你们知不知道，现在坐在这房间里的人，有多少将死于癌症？55岁以上的人4人中就有1个。4人中就有1个！’Look around you. he said, "Look at one another. Do you know how many of you sitting now in this room are going to die of cancer? One in four of all of you who are over forty-five. One in four!"

“他停下，但他脸上散发着光辉。‘这是平常但严酷的事实，不过不会长久这样，’他说，‘我们可以想出办法，寻求进步的癌症治疗方法，研究它们发生的原因。’He paused, and his face lightened. "That's a plain, harsh fact, but it needn't be for long," he said. "Something can be done about it. This something is progress in the treatment of cancer and in the search for its cause."

“他神情凝重地看着我们，眼光绕着桌子逐一移动。‘你们愿意协助努力吧？’He looked at us gravely, his gaze moving around the table. "Do you want to help toward this progress?" he asked.

“在我们的脑海中，这里除了‘愿意！’之外，还会有别的回答吗？‘愿意！’我想。事后我发现别人跟我一样。Could there have been an answer except "Yes!" in the minds of any of us then? "Yes!" I thought, and I found later that so did the others.

“一分钟不到，毛里斯·高柏莱就赢得了我们的心。他已经把我们每个人都拉进他的话题里，让我们站在他那一边，投入到了为人类谋求幸福的运动中。In less than a minute, Maurice Goldblatt had won us. He had drawn us personally into his subject. He had us on his side, in the campaign he was waging for a humanitarian cause.

“不论何时何地，获得赞同是每个讲演者的目标。高柏莱先生有非常充足的理由要我们有这样的反应。他和他的兄弟拿桑，赤手空拳建起了一个连锁性的百货企业，年收入超过1亿美元。历经了长年的艰辛之后，他们终于获得了神话般的成功，不料拿桑却在短短的时间里，因癌症辞世。这之后，毛里斯特意安排，让高柏莱基金会捐出第一个100万，供芝加哥大学进行癌症研究，并把自己的时间——他已从商场退休——致力于提醒大众对抗癌工作的关切。Getting a favorable reaction is every speaker's objective any time, anywhere. As it happened, Mr. Goldblatt had a dramatically good reason for wanting to get one from us. He and his brother, Nathan, starting with little more than nothing, had built up a department store chain doing a business of more than $ 100,000,000 a year. Fabulous success had come to them after long, hard years, and then Nathan, ill only a short time, had died of cancer. After that, Maurice Goldblatt saw to it that the Goldblatt Foundation gave the first million dollars to the University of Chicago's cancer research program, and he gave his own time-retiring from business-to the work of interesting the public in the fight against cancer.

“这些事实加上高柏莱的个性，赢得了我们的心。真诚、关切、热情——这是火一样的热烈的决心，让他在几分钟的时间里，用他长年累月献给这个伟大目标的所有因素横扫过我们，让我们产生了同意讲演者的感情，一种对他的友谊和甘心被关切、甘心被感动的意愿。”These facts, together with Maurice Goldblatt's personality, won us. Sincerity, earnestness, enthusiasm-a blazing determination to give himself to us for a few minutes, just as he was giving himself year in and out to a great cause-all of these factors swept us up into a feeling of agreement with the speaker, a friendliness for him, a willingness to be interested and moved.