通译双语文库:如何享受人生，享受工作第八章　真诚之人，处处受欢迎|Chapter 8　Do This and You’ll Be Welcome Anywhere

译典友情编辑(建议登录会员后操作)

编辑者:

编辑说明：您可以直接修改编辑中英文词条（句子），也可以在备注栏输入补充解释和支持材料，甚至可以上传图片。您编辑的内容将以署名方式展示给其他用户。您的参与，是我们的荣耀。我们建议您先登录/注册本站会员，认领本词条的编辑权。译典的蓬勃发展离不开您的支持。

通译典
句库文库汉典书典
人名
地名
缩典
图典
文库
句库
词库
认词游戏我来添词用户译典我的生词
帮助
使用说明在线翻译特殊字符表中英文词汇拆分

通译语典文库是一部经典文章集合。通过上下文来限定语句直至词语的语境, 获取最准确的语义，直达翻译佳境！

正文目录文库目录文库收藏中文百科 Wiki百科

如何享受人生，享受工作|How to enjoy life and work

第八章　真诚之人，处处受欢迎|Chapter 8　Do This and You’ll Be Welcome Anywhere

属类：双语小说【分类】其他读物阅读：[14013] 登录会员即可添加到文库收藏夹，方便以后查看

《字+字- 页+页- 字+字- 页+页- 》

为什么要学习一本关于赢得朋友的书？为什么不学学史上最会交朋友的人有怎样的技巧？他是谁？或许明天走在街上你就会见到它。当你走到与它相距十英尺的距离时，它会开始摇尾巴。如果你停下来拍拍它，它几乎要从躯体中跳出来以展示它有多喜欢你。你知道在这种喜爱之情的背后没有任何隐藏的动机：它不想卖房子给你，不想和你结婚。

读书笔记

是否公开

Why read this book to find out how to win friends? Why not study the technique of the greatest winner of friends the world has ever known? Who is he? You may meet him tomorrow coming down the street. When you get within ten feet of him, he will begin to wag his tail. If you stop and pat him, he will almost jump out of his skin to show you how much he likes you. And you know that behind this show of affection on his part, there are no ulterior motives: he doesn’t want to sell you any real estate, and he doesn’t want to marry you.

读书笔记

是否公开

你有没有想过，狗是唯一不需要干活就能生存的动物？鸡要下蛋，牛要挤奶，金丝雀要唱歌。但狗什么都不用做，只需爱你就能生存。

读书笔记

是否公开

Did you ever stop to think that a dog is the only animal that doesn’t have to work for a living? A hen has to lay eggs, a cow has to give milk, and a canary has to sing. But a dog makes his living by giving you nothing but love.

读书笔记

是否公开

我五岁的时候，父亲花了五十美分买了一只小黄狗。它是我童年的光芒与喜悦。每天下午大约四点半的时候，它都会坐到前院，美丽的眼睛坚定地盯着马路，一旦听到我的声音或看到我拎着饭盒穿过灌木丛，它都会像脱弓之箭一般一口气冲上小山坡迎接我，它快乐地上蹿下跳，狂喜般汪汪直叫。

读书笔记

是否公开

When I was five years old, my father bought a little yellow-haired pup for fifty cents. He was the light and joy of my childhood. Every afternoon about four-thirty, he would sit in the front yard with his beautiful eyes staring steadfastly at the path, and as soon as he heard my voice or saw me swinging my dinner pail through the buck brush, he was off like a shot, racing breathlessly up the hill to greet me with leaps of joy and barks of sheer ecstasy.

读书笔记

是否公开

五年来，提比是我形影不离的好朋友。后来在一个悲伤的夜晚，我永远也忘不了那个夜晚，它在我面前十尺之遥的地方被闪电击中。它的死是我童年的悲剧。

读书笔记

是否公开

Tippy was my constant companion for five years. Then one tragic night—I shall never forget it—he was killed within ten feet of my head, killed by lightning. Tippy’s death was the tragedy of my boyhood.

读书笔记

是否公开

提比，你从未读过半本心理学书籍，你也不需要读。你凭那神圣的天性就懂得，真心在乎他人两个月比试图让别人对你感兴趣两年交到的朋友要多。我想再重申一遍：真心在乎他人两个月比试图让别人对你感兴趣两年交到的朋友要多。

读书笔记

是否公开

You never read a book on psychology, Tippy. You didn’t need to. You knew by some divine instinct that you can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get other people interested in you. Let me repeat that. You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.

读书笔记

是否公开

然而你我都认识那些大张声势地试图让别人对他感兴趣、犯了一辈子这种错误的人。

读书笔记

是否公开

Yet I know and you know people who blunder through life trying to wigwag other people into becoming interested in them.

读书笔记

是否公开

这自然是行不通的。人们就是对他人不感兴趣。他们只对自己感兴趣，不论是早晨、中午还是晚上。

读书笔记

是否公开

Of course, it doesn’t work. People are not interested in you. They are not interested in me. They are interested in themselves— morning, noon and after dinner.

读书笔记

是否公开

纽约电话公司做了一项电话对话的调查，意在找出人们最常用的词汇。你猜对了，那就是“我”。我、我、我……这个字眼在五百通电话中出现了三千九百次。

读书笔记

是否公开

The New York Telephone Company made a detailed study of telephone conversations to find out which word is the most frequently used.You have guessed it: it is the personal pronoun“I.”“I.”“I.”It was used 3,900 times in 500 telephone conversations.“I.”“I.”“I.”“I.”

读书笔记

是否公开

当你在看一张包括你在内的集体照时，首先找的是谁的身影？

读书笔记

是否公开

When you see a group photograph that you are in, whose picture do you look for first?

读书笔记

是否公开

如果我们只试图用让人刮目相看的方式赢得关注，将永远交不到一个真正真诚的朋友。真正的友谊不是这样形成的。

读书笔记

是否公开

If we merely try to impress people and get people interested in us, we will never have many true, sincere friends. Friends, real friends, are not made that way.

读书笔记

是否公开

拿破仑试过了，而当他见约瑟芬最后一面时，他说：“约瑟芬，我曾比世界上很多人要幸运，然而在这一刻里，你是我唯一可以信赖的人。”不过史学家怀疑拿破仑是否连她都不能信任。

读书笔记

是否公开

Napoleon tried it, and in his last meeting with Josephine he said:“Josephine, I have been as fortunate as any man ever was on this earth; and yet, at this hour, you are the only person in the world on whom I can rely.”And historians doubt whether he could rely even on her.

读书笔记

是否公开

著名的维也纳心理学家阿尔弗雷德·阿德勒在《生活对你意味着什么》一书中说道：“那些对他人不感兴趣的人在生活中面对着巨大困难，也给他人带去最多的伤害。人类的一切失败都源于这样的人。”

读书笔记

是否公开

Alfred Adler, the famous Viennese psychologist, wrote a book entitled What Life Should Mean to You. In that book he says:“It is the individual who is not interested in his fellow men who has the greatest difficulties in life and provides the greatest injury to others. It is from among such individuals that all human failures spring.”

读书笔记

是否公开

你可以读一卷又一卷的深奥的心理学书籍，但对于你来说没有任何一句话比这句更重要。阿德勒的话意义深远，我再次强调：

读书笔记

是否公开

You may read scores of erudite tomes on psychology without coming across a statement more significant for you and for me. Adler’s statement is so rich with meaning that 1 am going to repeat it in italics:

读书笔记

是否公开

那些对他人不感兴趣的人在生活中面对着巨大困难，也给他人带去最多的伤害。人类的一切失败都源于这样的人。

读书笔记

是否公开

It is the individual who is not interested in his fellow men who has the greatest difficulties in life and provides the greatest injury to others. It is from among such individuals that all human failures spring.

读书笔记

是否公开

我曾在纽约大学上过一门短篇写作的课程。一位知名杂志社的编辑曾到我们班上进行讲座。他说他可以随意拿起一篇每天堆在他桌上的故事，只要读几段就能看出这个作者是否对他人感兴趣。“如果一个作者对别人不感兴趣，那么读者也不会喜欢他写的故事。”

读书笔记

是否公开

I once took a course in short-story writing at New York University, and during that course the editor of a leading magazine talked to our class. He said he could pick up any one of the dozens of stories that drifted across his desk every day and after reading a few paragraphs he could feel whether or not the author liked people.“If the author doesn’t like people,”he said,“people won’t like his or her stories.”

读书笔记

是否公开

这位犀利的编辑在说到如何进行虚构类写作时曾两度停下来讲道。他说：“我跟你们说，就如牧师会跟你们说的那样——记住，你一定要关心别人才能写出好故事。”

读书笔记

是否公开

This hard-boiled editor stopped twice in the course of his talk on fiction writing and apologized for preaching a sermon.“I am telling you,”he said,“the same things your preacher would tell you, but remember, you have to be interested in people if you want to be a successful writer of stories.”

读书笔记

是否公开

如果这对写小说有效，那你也可以确信，在面对面与人交往时亦是如此。

读书笔记

是否公开

If that is true of writing fiction, you can be sure it is true of dealing with people face-to-face.

读书笔记

是否公开

霍华德·萨士顿上次在百老汇表演时，我在后台待了一个晚上。萨士顿是公认的魔术大师，他四十年里去过无数国家，一次又一次地使用魔术手法去迷惑观众，使人目瞪口呆。超过六千万人曾掏钱看过他的表演，而他赚了差不多两百万美金。

读书笔记

是否公开

I spent an evening in the dressing room of Howard Thurston the last time he appeared on Broadway—Thurston was the acknowledged dean of magicians. For forty years he had traveled all over the world, time and again, creating illusions, mystifying audiences, and making people gasp with astonishment. More than 60 million people had paid admission to his show, and he had made almost $2 million in profit.

读书笔记

是否公开

我请萨士顿先生告诉我他成功的秘密。他的成功与他所受的学校教育肯定是无关的，因为他从小离家出走，过着流浪者的生活。他自己搭货车、睡草堆、挨家挨户乞讨食物，通过看车外的路标学会识字。

读书笔记

是否公开

I asked Mr. Thurston to tell me the secret of his success. His schooling certainly had nothing to do with it, for he ran away from home as a small boy, became a hobo, rode in boxcars, slept in haystacks, begged his food from door to door, and learned to read by looking out of boxcars at signs along the railway.

读书笔记

是否公开

他对魔术有着更深层的知识吗？没有。他告诉我，关于魔术的书有上百本，会的魔术和他一样多的人也有一大群。而他有两样别人没有的东西。首先，他能在聚光灯下表现出自己的个性。他是一个表演大师，他懂得人性。他做的每一件事、每个动作、声音中的每个抑扬顿挫、眉梢的每次扬起都是设计过的，而这些表演精准到每一毫秒。此外，萨士顿还真正地对他人感兴趣。他说，很多魔术师在面对观众时心里会想：“坐在台下的是一群傻瓜，我肯定能把他们骗倒。”然而萨士顿的方式完全不同。他告诉我，每次在台上时他都对自己说：“我很感激这些来看我表演的人。是他们成全了我这颇受欢迎的谋生手段。我会为他们而尽全力表演。”

读书笔记

是否公开

Did he have a superior knowledge of magic? No, he told me hundreds of books had been written about legerdemain and scores of people knew as much about it as he did. But he had two things that the others didn’t have. First, he had the ability to put his personality across the footlights. He was a master showman. He knew human nature. Everything he did, every gesture, every intonation of his voice, every lifting of an eyebrow had been carefully rehearsed in advance, and his actions were timed to split seconds. But, in addition to that, Thurston had a genuine interest in people. He told me that many magicians would look at the audience and say to themselves,“Well, there is a bunch of suckers out there, a bunch of hicks; I’ll fool them all right.”But Thurston’s method was totally different. He told me that every time he went on stage he said to himself:“I am grateful because these people come to see me. They make it possible for me to make my living in a very agreeable way. I’m going to give them the very best I possibly can.”

读书笔记

是否公开

他宣称，他每次走上舞台之前都会对自己不断重复：“我爱我的观众。我爱我的观众。”这很可笑吗？很荒唐吗？你怎么想都行，我只是在向你转述大魔术师的成功秘诀。

读书笔记

是否公开

He declared he never stepped in front of the footlights without first saying to himself over and over:“I love my audience. I love my audience.”Ridiculous? Absurd? You are privileged to think anything you like. I am merely passing it on to you without comment as a recipe used by one of the most famous magicians of all time.

读书笔记

是否公开

宾夕法尼亚州北华伦市的乔治·戴克被迫关闭他开的休息站，提前退休，因为新建的高速公路将占用原休息站的地盘。退休的生活十分空闲，很快，他便感到无聊难耐，于是他拾起了那把旧的小提琴，用拉琴来打发时间。不久后，他开始四处游走、听音乐会，和不少颇有成就的小提琴手聊天。性格谦逊友好的他对遇到的每个音乐人的背景都打心眼里感兴趣。虽然他自己琴拉得不好，却结识了很多志同道合的朋友。他参加各种比赛，后来在美国东部乡村音乐爱好者中出了名，人们叫他“来自金爪郡的小提琴手乔治大叔”。我们听到乔治大叔演奏时，他已七十二岁，继续享受着生命的每分每秒。在大多数人认为不会再有作为的年纪里，他通过对别人的持续性关注为自己创造了新的人生。

读书笔记

是否公开

George Dyke of North Warren, Pennsylvania, was forced to retire from his service station business after thirty years when a new highway was constructed over the site of his station. It wasn’t long before the idle days of retirement began to bore him, so he started filling in his time trying to play music on his old Fiddle. Soon he was traveling the area to listen to music and talk with many of the accomplished fiddlers. In his humble and friendly way he became generally interested in learning the background and interests of every musician he met. Although he was not a great fiddler himself, he made many friends in this pursuit. He attended competitions and soon became known to the country music fans in the eastern part of the United States as“Uncle George, the Fiddle Scraper from Kinzua County.”When we heard Uncle George, he was seventy-two and enjoying every minute of his life. By having a sustained interest in other people, he created a new life for himself at a time when most people consider their productive years over.

读书笔记

是否公开

这其实也是西奥多·罗斯福异常受人欢迎的秘诀。就连他的侍者都爱戴他。他的男仆詹姆斯·E．阿莫斯写了一本关于罗斯福的书，名叫《西奥多·罗斯福——仆人眼中的英雄》。在书中阿莫斯写到了这样一件引人深思的事：

读书笔记

是否公开

That, too, was one of the secrets of Theodore Roosevelt’s astonishing popularity. Even his servants loved him. His Valet, James E. Amos, wrote a book about him entitled Theodore Roosevelt, Hero to His Valet. In that book Amos relates this illuminating incident:

读书笔记

是否公开

我的妻子有一次向总统询问有关美洲鹑的事。她从来没见过美洲鹑，总统就对她描述了一遍。后来我们屋的电话响了（阿莫斯和妻子住在牡蛎湾罗斯福庄园的一间小屋里），我妻子接了电话，是罗斯福先生亲自打来的。他说他打电话是为了告诉我妻子，我们屋外现在就有一只美洲鹑，如果我们从窗口看出去就有可能看到。类似的小事使他散发着无穷魅力。每次他路过我们的房间时，即便看不到我们也会打招呼：“哦哦哦，是安妮吗？”或者“哦哦哦，是詹姆斯吗？”这就是他路过时的问候。

读书笔记

是否公开

My wife one time asked the President about a bobwhite. She had never seen one and he described it to her fully. Sometime later, the telephone at our cottage rang. [Amos and his wife lived in a little cottage on the Roosevelt estate at Oyster Bay. ] My wife answered it and it was Mr. Roosevelt himself. He had called her, he said, to tell her that there was a bobwhite outside her window and that if she would look out she might see it. Little things like that were so characteristic of him. Whenever he went by our cottage, even though we were out of sight, we would hear him call out:“Oo—oo—oo, Annie?”or“Oo—oo—oo, James!”It was just a friendly greeting as he went by.

读书笔记

是否公开

下属们怎会不喜欢这样的人呢？任何一个人都不可能不喜欢这样的人吧！

读书笔记

是否公开

How could employees keep from liking a man like that? How could anyone keep from liking him?

读书笔记

是否公开

一天，塔夫脱总统和夫人都不在白宫里，罗斯福去白宫造访。他对白宫的每个侍者打招呼，并叫出他们的名字，哪怕只是对一个洗碗工。他对下人的真心喜爱就是这么表现出来的。

读书笔记

是否公开

Roosevelt called at the White House one day when the President and Mrs. Taft were away. His honest liking for humble people was shown by the fact that he greeted all the old White House servants by name, even the scullery maids.

读书笔记

是否公开

阿尔奇·巴特写道：“当他看见厨房女仆爱丽丝时，他问她是否还做玉米面包。爱丽丝说她有时会为下人们做，楼上是不吃的。

读书笔记

是否公开

“When he saw Alice, the kitchen maid,”writes Archie Butt,“he asked her if she still made corn bread. Alice told him that she sometimes made it for the servants, but no one ate it upstairs.

读书笔记

是否公开

“‘他们品位太差。’罗斯福用他那浑厚的声音说，‘下次我见到总统时会亲自告诉他。’

读书笔记

是否公开

“‘They show bad taste,’Roosevelt boomed,‘and I’ll tell the President so when I see him.’

读书笔记

是否公开

“爱丽丝用盘子盛了一片给他，他就端到办公室里准备享用。一路上还不忘和园丁、劳工打招呼……

读书笔记

是否公开

“Alice brought a piece to him on a plate, and he went over to the office eating it as he went and greeting gardeners and laborers as he passed.…

读书笔记

是否公开

“他像以往一样和每个人打招呼。在白宫做了四十年守卫的艾克·胡佛含泪说：‘那是我们近两年来唯一的快乐日子，我们每个人都不会同意用一百美元换走这样的一天。’”

读书笔记

是否公开

“He addressed each person just as he had addressed them in the past. Ike Hoover, who had been head usher at the White House for forty years, said with tears in his eyes:‘It is the only happy day we had in nearly two years, and not one of us would exchange it for a hundred-dollar bill.’”

读书笔记

是否公开

关心看似不重要的人也同样帮助新泽西查塔姆市的销售代表爱德华·M．塞克斯保住了一个客户。他说：“多年前，我为强生公司管理麻省的客户，其中的一个客户是欣厄姆市的一家杂货店。每次到这家店和经理谈话或接订单前，我都会与饮料贩卖员工和销售员工聊上几分钟。有一天，我走进去后经理让我离开，并告诉我不会再订强生的产品，因为他认为强生在食品和打折店搞的活动损害了杂货店的利益。我只得灰溜溜地离开，开着车在小镇里转了几个钟头。但最后我决定返回杂货店，至少要试着向经理解释我们的立场。

读书笔记

是否公开

The same concern for the seemingly unimportant people helped sales representative Edward M. Sykes, Jr., of Chatham, New Jersey, retain an account.“Many years ago,”he reported,“I called on customers for Johnson and Johnson in the Massachusetts area. One account was a drugstore in Hingham. Whenever I went into this store I would always talk to the soda clerk and sales clerk for a few minutes before talking to the owner to obtain his order. One day I went up to the owner of the store, and he told me to leave as he was not interested in buying J&J products anymore because he felt they were concentrating their activities on food and discount stores to the detriment of the small drugstore. I left with my tail between my legs and drove around the town for several hours. Finally, I decided to go back and try at least to explain our position to the owner of the store.

读书笔记

是否公开

“当我回到店里时，照常跟饮料贩卖员工和销售员工打了招呼。当我走到经理面前时，他对我微笑并欢迎我回来，然后给了我双倍的订单。我惊讶地看着他，问这短短几个小时里发生了什么。他指了指饮料贩卖员，说我走后那个男孩告诉他我是那么多商家中唯一真诚地和他还有其他店员说话的人。他跟经理说，如果有任何商家值得他打交道，那就是我了。经理同意了，继续当我们的忠实客户。此后我永远记得，对于销售人员乃至每个人来说，对他人真诚的关心是最重要的品质。”

读书笔记

是否公开

“When I returned I walked in and as usual said hello to the soda clerk and sales clerk. When I walked up to the owner, he smiled at me and welcomed me back. He then gave me double the usual order. I looked at him with surprise and asked him what had happened since my visit only a few hours earlier. He pointed to the young man at the soda fountain and said that after I had left, the boy had come over and said that I was one of the few salespeople that called on the store that even bothered to say hello to him and to the others in the store. He told the owner that if any salesperson deserved his business, it was I. The owner agreed and remained a loyal customer. I never forgot that to be genuinely interested in other people is a most important quality for a salesperson to possess—for any person, for that matter.”

读书笔记

是否公开

我的亲身经历告诉我，如果我们能展现对他人真诚的兴趣，便能从任何人那里得到关注、时间与配合，不论对方是多么德高望重。以下便是我的亲身经历。

读书笔记

是否公开

I have discovered from personal experience that one can win the attention and time and cooperation of even the most sought-after people by becoming genuinely interested in them. Let me illustrate.

读书笔记

是否公开

几年前，我在布鲁克林艺术与科学学院办了一门文学写作课程。我们想邀请凯瑟琳·诺瑞诗、范妮·赫斯特、艾达·塔贝尔、阿尔伯特·佩森·特修和鲁珀特·休斯等著名又繁忙的作家来布鲁克林讲他们的经验，从而使学生更好地进步。所以我们给这些作者写信，说我们很仰慕他们的作品，对得到他们的建议并学习他们的成功秘诀有很深的兴趣。

读书笔记

是否公开

Years ago I conducted a course in fiction writing at the Brooklyn Institute of Arts and Sciences, and we wanted such distinguished and busy authors as kathleen Norris, Fannie Hurst, Ida Tarbell, Albert Payson Terhune and Rupert Hughes to come to Brooklyn and give us the benefit of their experiences. So we wrote them, saying we admired their work and were deeply interested in getting their advice and learning the secrets of their success.

读书笔记

是否公开

每一封信都有150个学生的签名。我们在信中说知道对方很忙，或许忙到没时间准备演讲内容，所以我们随信寄去一系列他们可以准备的问题，都是有关作家本人及其工作方式的。这种做法受到了作家们的喜爱。谁又会不喜欢呢？所以他们离家来到了布鲁克林，给予我们充分的帮助。

读书笔记

是否公开

Each of these letters was signed by about a hundred and fifty students. We said we realized that these authors were busy—too busy to prepare a lecture. So we enclosed a list of questions for them to answer about themselves and their methods of work. They liked that. Who wouldn’t like it? So they left their homes and traveled to Brooklyn to give us a helping hand.

读书笔记

是否公开

我也曾用同样的方法成功说服了罗斯福内阁财政部长莱斯利·M．肖、塔夫脱内阁司法部长乔治·W．威克沙姆、威廉·詹宁斯·布莱恩、富兰克林·D．罗斯福等德高望重的人，请他们到我的那些演讲培训班为学生们讲话。

读书笔记

是否公开

By using the same method, I persuaded Leslie M. Shaw, secretary of the treasury in Theodore Roosevelt’s cabinet; George W. Wickersham, attor ney general in Taft’s cabinet; William Jennings Bryan; Franklin D. Roosevelt and many other prominent men to come to talk to the students of my courses in public speaking.

读书笔记

是否公开

每一个人，不论是工厂工人、办公室员工还是当权的国王，都喜欢赏识自己的人。德国皇帝就可以作为例子。在第一次世界大战的末期，他大概成了这个地球上最被鄙视和憎恶的人了。连他自己的国家都把他当作敌人，所以他不得不逃亡到荷兰。人们对他的憎恨实在太强烈了，无数的人想把他撕成一片片或者绑在柱子上烧死。在这一片怒骂中，一个小男孩给皇帝写了一封简单、诚恳的信，信中充满了友好与尊敬。小男孩说，不论别人怎么想，他永远会把威廉当作他的皇帝，敬爱他。皇帝被这封信深深打动，并邀请小男孩来见他。小男孩来了，他的母亲也来了，后来威廉娶了她为妻。这个小男孩不必阅读有关赢得朋友、影响他人的书，他本能地懂得如何去做。

读书笔记

是否公开

All of us, be we workers in a factory, clerks in an office or even a king upon his throne—all of us like people who admire us. Take the German Kaiser, for example. At the close of World War I he was probably the most savagely and universally despised man on this earth. Even his own nation turned against him when he fled over into Holland to save his neck. The hatred against him was so intense that millions of people would have loved to tear him limb from limb or burn him at the stake. In the midst of all this forest fire of fury, one little boy wrote the Kaiser a simple, sincere letter glowing with kindliness and admiration. This little boy said that no matter what the others thought, he would always love Wilhelm as his Emperor. The Kaiser was deeply touched by his letter and invited the little boy to come to see him. The boy came, so did his mother—and the Kaiser married her. That little boy didn’t need to read a book on how to win friends and influence people. He knew how instinctively.

读书笔记

是否公开

如果我们想交到朋友，就要甘愿为他人做事——做那些需要时间、精力、思虑和无私精神的事。当温莎公爵还是威尔士亲王时，他曾计划访问南美，而在走访之前，他花了几个月时间学习西班牙文，为的是能用那些国家的语言进行公开演讲。而南美人也因此十分爱戴他。

读书笔记

是否公开

If we want to make friends, let’s put ourselves out to do things for other people—things that require time, energy, unselfishness and thoughtfulness. When the Duke of Windsor was Prince of Wales, he was scheduled to tour South America, and before he started out on that tour he spent months studying Spanish so that he could make public talks in the language of the country; and the South Americans loved him for it.

读书笔记

是否公开

多年来我一直特意询问朋友的生日。我是怎么询问的呢？虽然我对占星术是一点都不信，但我会问对方是否相信生日与性格、性情的关系，然后让他们告诉我自己的生辰日期。假如对方说11月24日，我会在心里默念：11月24日，11月24日。等朋友一转身，我会马上写下来他的生日，回家后抄在一个生日簿上。每年伊始，我都会把这些生日抄到每日记事本上，这样我便能自动注意到朋友的生日了。当那天到来时，他们就会收到我的信或电报。每一次他们都会特别开心！我常常是唯一一个记得某些人生日的人。

读书笔记

是否公开

For years I made it a point to find out the birthdays of my friends. How? Although I haven’t the foggiest bit of faith in astrology, I began by asking the other party whether he believed the date of one’s birth has anything to do with character and disposition. I then asked him or her to tell me the month and day of birth. If he or she said November 24, for example, I kept repeating to myself,“November 24, November 24.”The minute my friend’s back was turned, I wrote down the name and birthday and later would transfer it to a birthday book. At the beginning of each year, I had these birthday dates scheduled in my calendar pad so that they came to my attention automatically. When the natal day arrived, there was my letter or telegram. What a hit it made! I was frequently the only person on earth who remembered.

读书笔记

是否公开

如果想交到朋友，让我们热情洋溢地跟人打招呼。接电话时也是一样。说“你好”时要表达出你接到对方电话的喜悦。很多公司都训练他们的电话接线员用充满兴趣和热情的口吻接听每个人的电话，这样的话打电话的人会觉得这家公司在乎他。今后接打电话时请记得这一点。

读书笔记

是否公开

If we want to make friends, let’s greet people with animation and enthusiasm. When somebody calls you on the telephone use the same psychology. Say“Hello”in tones that bespeak how pleased you are to have the person call. Many companies train their telephone operators to greet all callers in a tone of voice that radiates interest and enthusiasm. The caller feels the company is concerned about them. Let’s remember that when we answer the telephone tomorrow.

读书笔记

是否公开

表达对他人真诚的关心不仅能赢得朋友，还有可能培养起客户的忠诚度。在纽约的北美国家银行出版的刊物中印有这样一封来自储蓄者马德琳·罗丝黛尔的信件：

读书笔记

是否公开

Showing a genuine interest in others not only wins friends for you, but may develop in its customers a loyalty to your company. In an issue of the publication of the National Bank of North America of New York, the following letter from Madeline Rosedale, a depositor, was published:

读书笔记

是否公开

我希望贵公司知道我对你们的职员是多么的感激。每个人都那么彬彬有礼、乐于助人。在排了那么久的长队后，有那么热情的出纳员接待你是多么令人愉悦的事。

读书笔记

是否公开

I would like you to know how much I appreciate your staff. Everyone is so courteous, polite and helpful. What a pleasure it is, after waiting on a long line, to have the teller greet you pleasantly.

读书笔记

是否公开

去年我的母亲住院五个月。每次我总是到出纳玛丽·佩楚奇罗那里办理业务，而她很关心我的母亲，常常询问她的近况。

读书笔记

是否公开

Last year my mother was hospitalized for five months. Frequently I went to Marie Petrucello, a teller. She was concerned about my mother and inquired about her progress.

读书笔记

是否公开

毫无疑问，罗丝黛尔女士会继续和这家银行打交道。

读书笔记

是否公开

Is there any doubt that Mrs. Rosedale will continue to use this bank?

读书笔记

是否公开

纽约市一家大银行员工查尔斯·R．沃特斯被要求准备一份关于某公司的机密报告。他知道只有一个人拥有他正急切需要的信息，于是沃特斯先生去到了那位总裁的办公室里。这时一个年轻女人把头探了进来，告诉总裁今天她没有邮票可以给他。

读书笔记

是否公开

Charles R. Walters, of one of the large banks in New York City, was assigned to prepare a confidential report on a certain corporation. He knew of only one person who possessed the facts he needed so urgently. As Mr. Walters was ushered into the president’s office, a young woman stuck her head through a door and told the president that she didn’t have any stamps for him that day.

读书笔记

是否公开

“我在帮我二十岁的儿子集邮。”那位总裁向沃特斯先生解释道。

读书笔记

是否公开

“I am collecting stamps for my twelve-year-old son,”the president explained to Mr. Walters.

读书笔记

是否公开

沃特斯先生讲了他此行的目的，然后就开始问问题，但总裁的话含糊、笼统而且模棱两可。他不想说话，并且看似没什么方法能让他说话。这次访谈简短而空洞。

读书笔记

是否公开

Mr. Walters stated his mission and began asking questions. The president was vague, general, nebulous. He didn’t want to talk, and apparently nothing could persuade him to talk. The interview was brief and barren.

读书笔记

是否公开

沃特斯在班里讲这个故事时说：“老实说，我实在是没办法了。后来我想起来了他秘书提到的事——邮票及十二岁的儿子……我还想起来我们银行的国际部门在收集邮票——那里有来自五湖四海的信。

读书笔记

是否公开

“Frankly, I didn’t know what to do,”Mr. Walters said as he related the story to the class.“Then I remembered what his secretary had said to him—stamps, twelve-year-old son.…And I also recalled that the foreign department of our bank collected stamps—stamps taken from letters pouring in from every continent washed by the seven seas.

读书笔记

是否公开

“第二天下午我给这个人打了电话，转告他我有邮票要给他儿子。我被笑脸相迎了吗？没错。他和我握手时的热情就像在竞选国会议员一般——有过之而无不及。他散发着微笑与友善。‘我的乔治会爱这张邮票的，’他一边翻阅着邮票一边说，‘还有这张！这真是太宝贵了。’

读书笔记

是否公开

“The next afternoon I called on this man and sent in word that I had some stamps for his boy. Was I ushered in with enthusiasm? Yes sir. He couldn’t have shaken my hand with more enthusiasm if he had been running for Congress. He radiated smiles and good will.‘My George will love this one,’he kept saying as he fondled the stamps.‘And look at this! This is a treasure.’

读书笔记

是否公开

“我们用了半个小时的时间看邮票、看他儿子的照片，然后他用了超过一个小时的时间告诉了我所有我需要的信息——我连问都没问。他告诉了我他所知道的全部，还把他的下属叫来并打电话给几个同事进行询问。他给了我大量事实、数据、报告和信件。用媒介的说法就是，我得到了‘有料’的信息。”

读书笔记

是否公开

“We spent half an hour talking stamps and looking at a picture of his boy, and he then devoted more than an hour of his time to giving me every bit of information I wanted—without my even suggesting that he do it. He told me all he knew, and then called in his subordinates and questioned them. He telephone some of his associates. He loaded me down with facts, figures, reports and correspondence. In the parlance of newspaper reporters, I had a scoop.”

读书笔记

是否公开

下面是另外一个例子：

读书笔记

是否公开

Here is another illustration:

读书笔记

是否公开

费城的小C．M．耐弗里多年来一直想卖石油给一家大型连锁机构，而那家公司一直从外地的商家进油，每次运油车都从耐弗里的公司门口路过。一天晚上，耐弗里先生在我的一个培训班中当着所有人面宣泄出对大型连锁店的愤怒，骂他们是国家的祸害。

读书笔记

是否公开

C. M. Knaphle, Jr., of Philadelphia had tried for years to sell fuel to a large chain—store organization. But the chain-store company continued to purchase its fuel from an out-of-town dealer and haul it right past the door of Knaphle’s office. Mr. Knaphle made a speech one night before one of my classes, pouring out his hot wrath upon chain stores, branding them as a curse to the nation.

读书笔记

是否公开

然而他还是好奇为何自己没能把油卖给他们。

读书笔记

是否公开

And still he wondered why he couldn’t sell them.

读书笔记

是否公开

我建议他尝试另一种方式。简单地说，事情是这样子的。我们在培训班里办了一场辩论，内容是连锁店的兴起为国家带来的伤害是否多于利益。

读书笔记

是否公开

I suggested that he try different tactics. To put it briefly, this is what happened. We staged a debate between members of the course on whether the spread of the chain store is doing the country more harm than good.

读书笔记

是否公开

在我的建议下，耐弗里加入了反方，要为连锁店做辩护。于是他直接找到了那位他一直鄙视的连锁店的总裁，对他说：“我不是来卖石油的。我想请你帮我一个忙。”他向对方解释了我们的辩论，“我来请求你的帮助，因为我觉得除了你没有第二个人能给我我所需要的信息了。我特别想赢这场辩论。我会深深地感激你给我的任何帮助的。”

读书笔记

是否公开

Knaphle, at my suggestion, took the negative side; he agreed to defend the chain stores, and then went straight to an executive of the chain-store organization that he despised and said:“I am not here to try to sell fuel. I have come to ask you to do me a favor.”He then told about his debate and said,“I have come to you for help because I can’t think of anyone else who would be more capable of giving me the facts I want. I’m anxious to win this debate, and I’ll deeply appreciate whatever help you can give me.”

读书笔记

是否公开

之后的故事用耐弗里的原话描述是这样的：

读书笔记

是否公开

Here is the rest of the story in Mr. Knaphle’s own words:

读书笔记

是否公开

“我只向他索要一分钟的时间。也是在这个前提下，他答应了我的请求。听完事情的缘由后，他示意我坐下，然后我们的谈话持续了一个小时四十七分钟。他还请了另外一位总裁进来，这个人曾写过关于连锁店的书。他还给全国连锁店协会写信，让他们寄给我一份关于这个话题已有的辩论记录。他觉得连锁店是真正服务于人类的产物，他为自己在上百个社区中的服务而自豪。他说话时两眼放光，而我必须承认，他让我大开眼界，知道了之前从未想过的事。他改变了我的整个态度。

读书笔记

是否公开

I had asked this man for precisely one minute of his time. It was with that understanding that he consented to see me. After I had stated my case, he motioned me to a chair and talked to me for exactly one hour and forty-seven minutes. He called in another executive who had written a book on chain stores. He wrote to the National Chain Store Association and secured for me a copy of a debate on the subject. He feels that the chain store is rendering a real service to humanity. He is proud of what he is doing for hundreds of communities. His eyes fairly glowed as he talked, and I must confess that he opened my eyes to things I had never even dreamed of. He changed my whole mental attitude.

读书笔记

是否公开

“临走时，他把我送到门口，把手臂搭在我的肩上，祝我在辩论中取得好成绩，还让我告诉他辩论的结果。他对我说的最后一句话是：‘晚春时再来找我，那时我会下单买你们的石油。’

读书笔记

是否公开

As I was leaving, he walked with me to the door, put his arm around my shoulder, wished me well in my debate, and asked me to stop in and see him again and let him know how I made out. The last words he said to me were:“Please see me again later in the spring. I should like to place an order with you for fuel.”

读书笔记

是否公开

“对我来说，这简直是一个奇迹。这一次我连问都没问，他就主动提出购买我们的石油。在我真心关注他和他的问题的这两个小时里，我所取得的进展比试图让他对我的产品感兴趣的十年里还要多。”

读书笔记

是否公开

To me that was almost a miracle. Here he was offering to buy fuel without my even suggesting it. I had made more headway in two hours by becoming genuinely interested in him and his problems than I could have made in ten years trying to get him interested in me and my product.

读书笔记

是否公开

耐弗里的事例表明，你并没有发现新大陆。在耶稣诞生的数百年前，一位罗马诗人就说过：“关心他人，才能得到他人的关心。”

读书笔记

是否公开

You didn’t discover a new truth, Mr. Knaphle, for a long time ago, a hundred years before Christ was born, a famous old Roman poet, Publilius Syrus, remarked:“We are interested in others when they are interested in us.”

读书笔记

是否公开

你所表示出的关心必须是真诚的——就如人际关系中的其他准则一样。表示关心的一方不能是唯一的受益者；对方也应该从中受益。这是一件互利的事。

读书笔记

是否公开

A show of interest, as with every other principle of human relations, must be sincere. It must pay off not only for the person showing the interest, but for the person receiving the attention. It is a two-way street— both parties benefit.

读书笔记

是否公开

在纽约长岛参加培训班的马丁·金斯伯格讲起过一位护士对他的关心是如何彻底改变他的生活的：

读书笔记

是否公开

Martin Ginsberg, who took our course in Long Island, New York, reported how the special interest a nurse took in him profoundly affected his life:

读书笔记

是否公开

“那天是感恩节，我十岁。我住在医院的福利病房，第二天要接受外科手术。我知道接下来的几个月里我都会在病房中度过，慢慢康复，但充满痛苦。我的父亲去世了，母亲和我住在一家小公寓里，靠福利救济。那天妈妈不能来看我。

读书笔记

是否公开

“It was Thanksgiving Day and I was ten years old. I was in a welfare ward of a city hospital and was scheduled to undergo major orthopedic surgery the next day. I Knew that I could only look forward to months of confinement, convalescence and pain. My father was dead; my mother and I lived alone in a small apartment and we were on welfare. My mother was unable to visit me that day.

读书笔记

是否公开

“我慢慢被孤独、绝望和恐惧吞噬。我知道妈妈肯定独自在家为我担心，没人陪伴她，没人与她一同用餐，她也没有钱吃一顿感恩节大餐。

读书笔记

是否公开

“As the day went on, I became overwhelmed with the feeling of loneliness, despair and fear. I knew my mother was home alone worrying about me, not having anyone to be with, not having anyone to eat with and not even having enough money to afford a Thanksgiving Day dinner.

读书笔记

是否公开

“我的眼泪涌上了眼眶，我把头埋在被子里默默流泪，默默但凄苦地流泪，整个身体都颤抖了起来。

读书笔记

是否公开

“The tears welled up in my eyes, and I stuck my head under the pillow and pulled the covers over it. I cried silently, but so bitterly, so much that my body racked with pain.

读书笔记

是否公开

“一位年轻的实习护士听到哭声走了过来，她把被子从我的脸上掀起，为我擦眼泪。她告诉我她也很寂寞，她在节日里要上班，不能和家人团聚。然后她问我是否愿意和她一起用餐并拿来两盘食物：切片的火鸡肉、土豆泥、红莓酱，还有当甜点的冰淇淋。她一直和我说话，试着抚慰我心中的恐惧。虽然她下午四点就该下班了，但她一直陪着我直到将近晚上十一点。她和我玩游戏、聊天，直到我睡着才离开。

读书笔记

是否公开

“A young student nurse heard my sobbing and came over to me. She took the covers off my face and started wiping my tears. She told me how lonely she was, having to work that day and not being able to be with her family. She asked me whether I would have dinner with her. She brought two trays of food: sliced turkey, mashed potatoes, cranberry sauce and ice cream for dessert. She talked to me and tried to calm my fears. Even though she was scheduled to go off duty at 4 P. M., she stayed on her own time until almost 11 P. M. She played games with me, talked to me and stayed with me until I finally fell asleep.

读书笔记

是否公开

“之后我又度过了一个又一个的感恩节，每次我都会想起十岁的那个感恩节以及那时失意、恐惧、孤独的感受，还有来自陌生人的温暖和温柔——她神奇般地使一切不那么难以承受了。”

读书笔记

是否公开

“Many Thanksgivings have come and gone since I was ten, but one never passes without me remembering that particular one and my feelings of frustration, fear, loneliness and the warmth and tenderness of the stranger that somehow made it all bearable.”

读书笔记

是否公开

如果你希望他人喜欢你，想拥有真正的友谊，想在帮助他人时自己也有所收获，请记住这条准则：

读书笔记

是否公开

If you want others to like you, if you want to develop real friendships, if you want to help others at the same time as you help yourself, keep this principle in mind:

读书笔记

是否公开

真诚地关心他人！

读书笔记

是否公开

BECOME GENUINELY INTERESTED IN OTHER PEOPLE.

读书笔记

是否公开

上页 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 下页

世界名著双语阅读：

傲慢与偏见小妇人鲁滨逊漂流记哈姆莱特名利场十日谈不平静的坟墓人性的枷锁飘诱拐杀死一只知更鸟黑骏马老人与海苏格兰玛丽女王朗读者故园风雨后董贝父子复活劝导斯泰尔斯庄园奇案无名的裘德童年血字的研究月亮和六便士永别了，武器英雄艾文荷败坏了哈德莱堡的人罪与罚纯真年代巴黎圣母院

古代小说：

大明正德皇游江南传大唐秦王词话粉妆楼红楼复梦济公全传九尾龟郡斋读书志兰花梦聊斋志异女仙外史品花宝鉴儒林外史水浒传无耻奴续济公传薛刚反唐雍正剑侠图于公案初刻拍案惊奇警世通言醒世恒言喻世明言封神演义西游记二十年目睹之怪现状今古奇观金瓶梅词话（万历本）

历史演义：

残唐五代史演义传东汉秘史后汉演义两晋演义民国演义上下卷明史演义清史演义三国演义说唐宋史演义元史演义赵太祖三下南唐民国演义

古代小说：

古汉语：

古文观止山海经

历史演义：

残唐五代史演义传东汉秘史后汉演义两晋演义民国演义上下卷明史演义清史演义三国演义说唐宋史演义元史演义赵太祖三下南唐民国演义

中国古诗词：

全唐诗

古汉语：

古文观止山海经

古代小说：

历史演义：

残唐五代史演义传东汉秘史后汉演义两晋演义民国演义上下卷明史演义清史演义三国演义说唐宋史演义元史演义赵太祖三下南唐民国演义

历史：

史记隋唐两朝志传唐书志传新元史资治通鉴高丽史清史稿汉书后汉书三国志晋书宋书南齐书梁书陈书魏书北齐书周书隋书南史北史全唐文旧唐书新唐书旧五代史新五代史宋史辽史金史元史

当代文学：

朝花夕拾而已集二心集彷徨1926年坟古小说钩沈故事新编　目录华盖集华盖集续编集外集集外集拾遗南腔北调集呐喊且介亭杂文且介亭杂文二集且介亭杂文末编三闲集伪自由书中国小说的历史的变迁中国小说史略准风月谈

其他文献：

三民主义

科技文献：

梦溪笔谈天工开物徐霞客游记

世界名著：

1984 八十天环游地球摆渡人邦斯舅舅北回归线变形记查泰莱夫人的情人大卫·科波菲尔第二十二条军规父与子钢铁是怎样炼成的哈姆莱特幻灭交际花盛衰记静静的顿河九三年理想国理智与情感麦田里的守望者曼斯菲尔德庄园牛虻匹克威克外传飘钦差大臣莎乐美失乐园汤姆叔叔的小屋瓦尔登湖我的大学羊皮卷

双语文库目录

英语文库目录

汉语文库目录

当代作家名录

古今诗人名录

用户贴文目录

会员文库收藏夹，将感兴趣的文章收录此处。注册会员即可以使用此功能

加入书架
回顶部
上一页

阅读背景
下一页
回底部

序号英文/音标中文解释更多操作

	ulterior [ʌl’tɪəriə(r)]	adj.隐秘的;别有用心的;将来的;进一步的;遥远的
	canary [kə’neəri]	n. 金丝雀; 加那利舞; 加那利白葡萄酒; 告密者
	cent [sent]	n.分
	steadfast [’stedfɑːst]	adj.坚定的;毫不动摇的
	pail [peɪl]	n.桶;一桶之量
	breathless [’breθləs]	adj.喘不过气来的
	bark [bɑːk]	v.(狗)吠;咆哮
	boyhood [’bɔɪhʊd]	n.少年时代
	Tippy [’tɪpɪ]	adj.容易倾斜的;不安定的
	wigwag [’wɪgwæg]	v.摇摆;挥;摇
	York [jɔːk]	约克郡;〈板球〉使击球员出局
	conversation [ˌkɒnvə’seɪʃn]	n.谈话;会话
	sincere [sɪn’sɪə(r)]	adj.真诚的;诚挚的
	fortunate [’fɔːtʃənət]	adj.幸运的;侥幸的;带来幸运的
	Alfred [ˈælfrɪd]	阿尔佛雷德(男子名)
	italic [ɪ’tælɪk]	adj.斜体的
	pick [pɪkt]	采摘，挑选；
	paragraph [’pærəɡrɑːf]	n.段落
	preacher [’priːtʃə(r)]	n.传道者;讲道者;牧师
	magician [mə’dʒɪʃn]	n.魔术师;术士
	boxcar [’bɒkskɑː(r)]	n.有顶货车;货车车厢
	railway [’reɪlweɪ]	n.【C】铁路
	liftable [lɪftəbl]	a.1. 可以举起的
	rehearse [rɪ’hɜːs]	vt.预演;排演;预先演习;详述;复述
	sucker [’sʌkə(r)]	n.傻瓜;吸盘;吸管;棒棒糖
	hick [hɪk]	n.乡巴佬;土包子
	recipe [’resəpi]	n.秘诀;食谱;药方
	Dyke [daɪk]	n.沟;渠;堤坝;女同性恋
	fiddle [’fɪdl]	n.小提琴;骗局
	fiddler [’fɪdlə(r)]	n.拉小提琴的人;游手好闲的人
	Fiddle [’fɪdl]	n.小提琴;骗局
	illuminate [ɪ’luːmɪneɪt]	vt.照明;阐释;说明
	Oyster [’ɔɪstə(r)]	n.牡蛎
	Annie [ˈænɪ]	n.安妮
	scullery [’skʌləri]	n.碗碟洗涤处;碗碟储藏室
	Archie [’ɑːtʃɪ]	阿奇(人名)
	Roosevelt [ˈrəʊzɪvelt]	n.罗斯福(美国第32任总统)
	laborer [’leɪbərə]	n.劳动者;劳工.
	past [pɑːst]	a. 过去的;
	bill [bɪl]	①帐单；清单;
	unimportant [ˌʌnɪm’pɔːtnt]	adj.不重要的
	Jersey [’dʒɜːzi]	n.毛线衫;毛织运动衫
	Johnson [ˈʤɒnsən]	n.约翰逊(人名)
	soda [’səʊdə]	n.汽水;苏打
	felted [’feltɪd]	v. 把 ... 制成毡(使 ... 粘结)
	earlier [’ɜːlɪə]	adj.早的;初期的
	fountain [’faʊntən]	n.喷泉;源泉;储水容器;泉水
	sought-after [’sɔːtɑːftə]	adj.很吃香的;广受欢迎的
	Institute [’ɪnstɪtjuːt]	n.学院;学会;协会
	Albert [ˈælbət]	n.艾伯特(男子名)
	enclose [ɪn’kləʊz]	vt.圈起;围住;附上;封入
	Franklin [’fræŋklɪn]	n.小地主;乡绅
	throne [θrəʊn]	n.王位;君主
	savage [’sævɪdʒ]	a. 野蛮的，未开化的;
	despise [dɪ’spaɪz]	vt.轻视
	Holland [’hɔlənd]	n.荷兰
	hatred [’heɪtrɪd]	n.仇恨;憎恨;敌意;怨恨
	stake [steɪk]	n.桩;赌注;利害关系
	fury [’fjʊəri]	n.愤怒;狂暴;狂怒的人;泼妇
	Emperor [’empərə(r)]	n.皇帝
	instinctive [ɪn’stɪŋktɪv]	adj.本能的;天性的;直觉的
	Wales [weɪlz]	n.英国威尔士(英国的一部分;位于大不列颠岛西南)
	disposition [ˌdɪspə’zɪʃn]	n.性情;倾向;安排;处置;控制;【计算机】配置情况
	telegram [’telɪɡræm]	电报;
	animation [ˌænɪ’meɪʃn]	n.活泼;生气;兴奋;动画片;动画片制作
	caller [’kɔːlə(r)]	n.打电话的人;来访者;呼叫者
	radiate [’reɪdieɪt]	v.放射;散发;辐射;流露
	teller [’telə(r)]	n.出纳员;叙述者;计票人
	hospitalize [’hɒspɪtəlaɪz]	vt.就医;使住院
	usher [’ʌʃə(r)]	n.带位员;招待员
	stamp [stæmp]	【1】 n.邮票; 图章【2】v.盖邮戳,盖印章
	barren [’bærən]	adj.贫瘠的;无效的;不育的
	fondle [’fɒndl]	v.爱;爱抚;溺爱;抚弄
	subordinate [sə’bɔːdɪnət]	adj.下级的;次要的
	correspondence [ˌkɒrə’spɒndəns]	n.通信;信件;相符，相似;一致，相当
	scoop [skuːp]	n.铲子;勺;舀取;穴;独家新闻
	curse [kɜːs]	n.诅咒;咒骂;祸端
	headway [’hedweɪ]	n.前进;航行速度;进展;(前后两车间的)车间时距
	Martin [’ma:tɪn]	n.马丁(男子名)
	ward [wɔːd]	n.病房;行政区;监护;守卫;受监护人
	orthopaedic [ˌɔːθə’piːdɪk]	adj.【医】整形外科的.
	confinement [kən’faɪnmənt]	n.拘禁;限制;分娩
	despair [dɪ’speə(r)]	n.绝望;失望
	rack [ræk]	①饲料架，(牲畜)槽;
	sob [sɒb]	v.抽泣;呜咽
	mash [mæʃ]	n. 麦芽浆; 糊状物; 土豆泥
	tenderness [’tendənɪs]	n.温柔;娇嫩;柔软
	bearable [’beərəbl]	adj.承受得住的;经得起的;可忍受的

图片译典（一词多图)

我的生词(单词助记)

道德经

论语

孙子兵法

禮記

孟子

尚書

詩經

周易

译典文库友情编辑(建议登录会员后操作)

编辑者:

简典

第八章 真诚之人，处处受欢迎|Chapter 8 Do This and You’ll Be Welcome Anywhere

你有没有想过，狗是唯一不需要干活就能生存的动物？鸡要下蛋，牛要挤奶，金丝雀要唱歌。但狗什么都不用做，只需爱你就能生存。

Did you ever stop to think that a dog is the only animal that doesn’t have to work for a living? A hen has to lay eggs, a cow has to give milk, and a canary has to sing. But a dog makes his living by giving you nothing but love.

五年来，提比是我形影不离的好朋友。后来在一个悲伤的夜晚，我永远也忘不了那个夜晚，它在我面前十尺之遥的地方被闪电击中。它的死是我童年的悲剧。

Tippy was my constant companion for five years. Then one tragic night—I shall never forget it—he was killed within ten feet of my head, killed by lightning. Tippy’s death was the tragedy of my boyhood.

然而你我都认识那些大张声势地试图让别人对他感兴趣、犯了一辈子这种错误的人。

Yet I know and you know people who blunder through life trying to wigwag other people into becoming interested in them.

这自然是行不通的。人们就是对他人不感兴趣。他们只对自己感兴趣，不论是早晨、中午还是晚上。

Of course, it doesn’t work. People are not interested in you. They are not interested in me. They are interested in themselves— morning, noon and after dinner.

纽约电话公司做了一项电话对话的调查，意在找出人们最常用的词汇。你猜对了，那就是“我”。我、我、我……这个字眼在五百通电话中出现了三千九百次。

The New York Telephone Company made a detailed study of telephone conversations to find out which word is the most frequently used.You have guessed it: it is the personal pronoun“I.”“I.”“I.”It was used 3,900 times in 500 telephone conversations.“I.”“I.”“I.”“I.”

当你在看一张包括你在内的集体照时，首先找的是谁的身影？

When you see a group photograph that you are in, whose picture do you look for first?

如果我们只试图用让人刮目相看的方式赢得关注，将永远交不到一个真正真诚的朋友。真正的友谊不是这样形成的。

If we merely try to impress people and get people interested in us, we will never have many true, sincere friends. Friends, real friends, are not made that way.

拿破仑试过了，而当他见约瑟芬最后一面时，他说：“约瑟芬，我曾比世界上很多人要幸运，然而在这一刻里，你是我唯一可以信赖的人。”不过史学家怀疑拿破仑是否连她都不能信任。

Napoleon tried it, and in his last meeting with Josephine he said:“Josephine, I have been as fortunate as any man ever was on this earth; and yet, at this hour, you are the only person in the world on whom I can rely.”And historians doubt whether he could rely even on her.

著名的维也纳心理学家阿尔弗雷德·阿德勒在《生活对你意味着什么》一书中说道：“那些对他人不感兴趣的人在生活中面对着巨大困难，也给他人带去最多的伤害。人类的一切失败都源于这样的人。”

你可以读一卷又一卷的深奥的心理学书籍，但对于你来说没有任何一句话比这句更重要。阿德勒的话意义深远，我再次强调：

You may read scores of erudite tomes on psychology without coming across a statement more significant for you and for me. Adler’s statement is so rich with meaning that 1 am going to repeat it in italics:

那些对他人不感兴趣的人在生活中面对着巨大困难，也给他人带去最多的伤害。人类的一切失败都源于这样的人。

It is the individual who is not interested in his fellow men who has the greatest difficulties in life and provides the greatest injury to others. It is from among such individuals that all human failures spring.

这位犀利的编辑在说到如何进行虚构类写作时曾两度停下来讲道。他说：“我跟你们说，就如牧师会跟你们说的那样——记住，你一定要关心别人才能写出好故事。”

如果这对写小说有效，那你也可以确信，在面对面与人交往时亦是如此。

If that is true of writing fiction, you can be sure it is true of dealing with people face-to-face.

我请萨士顿先生告诉我他成功的秘密。他的成功与他所受的学校教育肯定是无关的，因为他从小离家出走，过着流浪者的生活。他自己搭货车、睡草堆、挨家挨户乞讨食物，通过看车外的路标学会识字。

他宣称，他每次走上舞台之前都会对自己不断重复：“我爱我的观众。我爱我的观众。”这很可笑吗？很荒唐吗？你怎么想都行，我只是在向你转述大魔术师的成功秘诀。

这其实也是西奥多·罗斯福异常受人欢迎的秘诀。就连他的侍者都爱戴他。他的男仆詹姆斯·E．阿莫斯写了一本关于罗斯福的书，名叫《西奥多·罗斯福——仆人眼中的英雄》。在书中阿莫斯写到了这样一件引人深思的事：

That, too, was one of the secrets of Theodore Roosevelt’s astonishing popularity. Even his servants loved him. His Valet, James E. Amos, wrote a book about him entitled Theodore Roosevelt, Hero to His Valet. In that book Amos relates this illuminating incident:

下属们怎会不喜欢这样的人呢？任何一个人都不可能不喜欢这样的人吧！

How could employees keep from liking a man like that? How could anyone keep from liking him?

一天，塔夫脱总统和夫人都不在白宫里，罗斯福去白宫造访。他对白宫的每个侍者打招呼，并叫出他们的名字，哪怕只是对一个洗碗工。他对下人的真心喜爱就是这么表现出来的。

Roosevelt called at the White House one day when the President and Mrs. Taft were away. His honest liking for humble people was shown by the fact that he greeted all the old White House servants by name, even the scullery maids.

阿尔奇·巴特写道：“当他看见厨房女仆爱丽丝时，他问她是否还做玉米面包。爱丽丝说她有时会为下人们做，楼上是不吃的。

“When he saw Alice, the kitchen maid,”writes Archie Butt,“he asked her if she still made corn bread. Alice told him that she sometimes made it for the servants, but no one ate it upstairs.

“‘他们品位太差。’罗斯福用他那浑厚的声音说，‘下次我见到总统时会亲自告诉他。’

“‘They show bad taste,’Roosevelt boomed,‘and I’ll tell the President so when I see him.’

“爱丽丝用盘子盛了一片给他，他就端到办公室里准备享用。一路上还不忘和园丁、劳工打招呼……

“Alice brought a piece to him on a plate, and he went over to the office eating it as he went and greeting gardeners and laborers as he passed.…

“他像以往一样和每个人打招呼。在白宫做了四十年守卫的艾克·胡佛含泪说：‘那是我们近两年来唯一的快乐日子，我们每个人都不会同意用一百美元换走这样的一天。’”

“He addressed each person just as he had addressed them in the past. Ike Hoover, who had been head usher at the White House for forty years, said with tears in his eyes:‘It is the only happy day we had in nearly two years, and not one of us would exchange it for a hundred-dollar bill.’”

我的亲身经历告诉我，如果我们能展现对他人真诚的兴趣，便能从任何人那里得到关注、时间与配合，不论对方是多么德高望重。以下便是我的亲身经历。

I have discovered from personal experience that one can win the attention and time and cooperation of even the most sought-after people by becoming genuinely interested in them. Let me illustrate.

我也曾用同样的方法成功说服了罗斯福内阁财政部长莱斯利·M．肖、塔夫脱内阁司法部长乔治·W．威克沙姆、威廉·詹宁斯·布莱恩、富兰克林·D．罗斯福等德高望重的人，请他们到我的那些演讲培训班为学生们讲话。

表达对他人真诚的关心不仅能赢得朋友，还有可能培养起客户的忠诚度。在纽约的北美国家银行出版的刊物中印有这样一封来自储蓄者马德琳·罗丝黛尔的信件：

Showing a genuine interest in others not only wins friends for you, but may develop in its customers a loyalty to your company. In an issue of the publication of the National Bank of North America of New York, the following letter from Madeline Rosedale, a depositor, was published:

我希望贵公司知道我对你们的职员是多么的感激。每个人都那么彬彬有礼、乐于助人。在排了那么久的长队后，有那么热情的出纳员接待你是多么令人愉悦的事。

I would like you to know how much I appreciate your staff. Everyone is so courteous, polite and helpful. What a pleasure it is, after waiting on a long line, to have the teller greet you pleasantly.

去年我的母亲住院五个月。每次我总是到出纳玛丽·佩楚奇罗那里办理业务，而她很关心我的母亲，常常询问她的近况。

Last year my mother was hospitalized for five months. Frequently I went to Marie Petrucello, a teller. She was concerned about my mother and inquired about her progress.

毫无疑问，罗丝黛尔女士会继续和这家银行打交道。

Is there any doubt that Mrs. Rosedale will continue to use this bank?

“我在帮我二十岁的儿子集邮。”那位总裁向沃特斯先生解释道。

“I am collecting stamps for my twelve-year-old son,”the president explained to Mr. Walters.

沃特斯先生讲了他此行的目的，然后就开始问问题，但总裁的话含糊、笼统而且模棱两可。他不想说话，并且看似没什么方法能让他说话。这次访谈简短而空洞。

Mr. Walters stated his mission and began asking questions. The president was vague, general, nebulous. He didn’t want to talk, and apparently nothing could persuade him to talk. The interview was brief and barren.

沃特斯在班里讲这个故事时说：“老实说，我实在是没办法了。后来我想起来了他秘书提到的事——邮票及十二岁的儿子……我还想起来我们银行的国际部门在收集邮票——那里有来自五湖四海的信。

下面是另外一个例子：

Here is another illustration:

然而他还是好奇为何自己没能把油卖给他们。

And still he wondered why he couldn’t sell them.

我建议他尝试另一种方式。简单地说，事情是这样子的。我们在培训班里办了一场辩论，内容是连锁店的兴起为国家带来的伤害是否多于利益。

I suggested that he try different tactics. To put it briefly, this is what happened. We staged a debate between members of the course on whether the spread of the chain store is doing the country more harm than good.

之后的故事用耐弗里的原话描述是这样的：

Here is the rest of the story in Mr. Knaphle’s own words:

“临走时，他把我送到门口，把手臂搭在我的肩上，祝我在辩论中取得好成绩，还让我告诉他辩论的结果。他对我说的最后一句话是：‘晚春时再来找我，那时我会下单买你们的石油。’

“对我来说，这简直是一个奇迹。这一次我连问都没问，他就主动提出购买我们的石油。在我真心关注他和他的问题的这两个小时里，我所取得的进展比试图让他对我的产品感兴趣的十年里还要多。”

To me that was almost a miracle. Here he was offering to buy fuel without my even suggesting it. I had made more headway in two hours by becoming genuinely interested in him and his problems than I could have made in ten years trying to get him interested in me and my product.

耐弗里的事例表明，你并没有发现新大陆。在耶稣诞生的数百年前，一位罗马诗人就说过：“关心他人，才能得到他人的关心。”

You didn’t discover a new truth, Mr. Knaphle, for a long time ago, a hundred years before Christ was born, a famous old Roman poet, Publilius Syrus, remarked:“We are interested in others when they are interested in us.”

你所表示出的关心必须是真诚的——就如人际关系中的其他准则一样。表示关心的一方不能是唯一的受益者；对方也应该从中受益。这是一件互利的事。

A show of interest, as with every other principle of human relations, must be sincere. It must pay off not only for the person showing the interest, but for the person receiving the attention. It is a two-way street— both parties benefit.

在纽约长岛参加培训班的马丁·金斯伯格讲起过一位护士对他的关心是如何彻底改变他的生活的：

Martin Ginsberg, who took our course in Long Island, New York, reported how the special interest a nurse took in him profoundly affected his life:

“我慢慢被孤独、绝望和恐惧吞噬。我知道妈妈肯定独自在家为我担心，没人陪伴她，没人与她一同用餐，她也没有钱吃一顿感恩节大餐。

“As the day went on, I became overwhelmed with the feeling of loneliness, despair and fear. I knew my mother was home alone worrying about me, not having anyone to be with, not having anyone to eat with and not even having enough money to afford a Thanksgiving Day dinner.

“我的眼泪涌上了眼眶，我把头埋在被子里默默流泪，默默但凄苦地流泪，整个身体都颤抖了起来。

“The tears welled up in my eyes, and I stuck my head under the pillow and pulled the covers over it. I cried silently, but so bitterly, so much that my body racked with pain.

“之后我又度过了一个又一个的感恩节，每次我都会想起十岁的那个感恩节以及那时失意、恐惧、孤独的感受，还有来自陌生人的温暖和温柔——她神奇般地使一切不那么难以承受了。”

“Many Thanksgivings have come and gone since I was ten, but one never passes without me remembering that particular one and my feelings of frustration, fear, loneliness and the warmth and tenderness of the stranger that somehow made it all bearable.”

第八章　真诚之人，处处受欢迎|Chapter 8　Do This and You’ll Be Welcome Anywhere