卡耐基演讲·三、用富有感染力的热情发表演讲
演讲者用饱含感情和感染力的热情来讲述自己的理念时，听众就很少会产生相反的理念。我说“感染力的”，因为热情就是那样的。它会将一切相反的理念抛弃于一边。你的目标是说服别人，请记住动之以情比晓之以理效果更好。要激荡起情感，自己必须先热烈如火。即使一个人能够编造精妙的词句，能搜集许多例证，声音无比和谐，手势非常优雅，但如果不能真诚讲述，这些就只能变成空洞耀眼的装饰罢了。要让听众印象深刻，自己就应该先有深刻的印象。你的精神从你的双眼迸发出光彩，从你的声音中四面回荡，因为你的态度而自我抒发，它便能与听众沟通。Contradicting ideas are much less likely to arise in the listener's mind when the speaker presents his ideas with feeling and contagious enthusiasm. I say "contagious" for enthusiasm is just that. It thrusts aside all negative and opposing ideas. When your aim is to convince, remember it is more productive to stir emotions than to arouse thoughts. Feelings are more powerful than cold ideas. To arouse feelings one must be intensely in earnest. Regardless of the petty phrases a man may concoct, regardless of the illustrations he may assemble, regardless of the harmony of his voice and the grace of his gestures, if he does not speak sincerely, these are hollow and glittering trappings. If you would impress an audience, be impressed yourself, Your spirit, shining through your eyes, radiating through your voice, and proclaiming itself through your manner, will communicate itself to your audience.
每次讲演，特别当讲演的目的是要说服时，你的行为决定着听众的态度。你冷淡，他们同样如此。“当听众们昏昏睡去时，”亨利·华德·毕这么写，“只有一件事可做：给招待员一把锥子，让他去猛刺讲演者。”Every time you speak, and especially when your avowed purpose is to convince, what you do determines the attitude of your listeners. If you are lukewarm, so will they be; if you are flippant and antagonistic, so will they be. "When the congregation falls asleep," wrote Henry Ward Beecher, "there is only one thing to do; provide the usher with a sharp stick and have him prod the preacher."
一次，在哥伦比亚大学，我是被请上台去颁发“寇蒂斯奖章”的评委之一。有六位毕业生，经过精心调教，急于好好表现自己。可是，他们费尽心思地只为赢得奖章，除了一个是例外，就少有或根本没有说服的欲望。I was once one of three judges called on to award the Curtis medal at Columbia University. There were half a dozen undergraduates, all of them elaborately trained, all of them eager to acquit themselves well. But-with only a single exception-what they were striving for was to win the medal. They had little or no desire to convince.
他们选择题目的唯一标准，就是这些题目容易在讲演上滔滔不绝地谈论。他们对自己的议论，没有一点儿兴趣，他们一连串的讲演仅是表达艺术的练习而已。They had chosen their topics because these topics permitted oratorical development. They had no deep personal interest in the arguments they were making. And their successive talks were merely exercises in the art of delivery.
唯一的例外是一位秘鲁王子。他选的题目是《非洲对现代文明的贡献》。他的每个字里都饱含强烈的情感。他的演讲不是练习，是出于信念和热情的宣言。他把自己作为自己人民的代表，那片大陆的代表。他聪慧地、品格高尚地、满腔善意地向我们传递出他的人民的希望。同时也带来请求，热切希望我们的了解。The exception was a Zulu Prince. He had selected as his theme "The Contribution of Africa to Modem Civilization." He put intense feeling into every word he uttered. His talk was no mere exercise; it was a living thing, born of conviction and enthusiasm. He spoke as the representative of his people, of his continent; with wisdom, high character, and good will, he brought us a message of his people's hopes and a plea for our understanding,
虽然讲话技巧他可能不比其他人表现得更好，我们还是把奖章颁给了他。我们这些评委所看到的，是他燃烧的真诚之火，闪出的真理的光芒。除他之外，其余的讲演都只是一闪而过的火星儿。We gave him the medal, although he was possibly no more accomplished in addressing a large group than two or three of his competitors. What we judges recognized was that his talk had the true fire of sincerity; it was ablaze with truth. Beside it, the other talks were only flickering gas-logs.
这位王子也以自己的方式习得一课：仅仅运用理智，而没有在讲演中把自己的个性展现，是没有力量的讲演；你必须展露出你对自己所说内容的诚挚。The Prince had learned in his own way in a distant land that you can't project your personality in a talk to others by using reason alone; you have to reveal to them how deeply you yourself believe in what you say.
