How To Win Friends And Influence People - 第8页 - 英语 English - 航空论坛_航空翻译_民航英语翻译_飞行翻译

帅哥发表于 2009-1-1 17:52:56

帅哥发表于 2009-1-1 17:53:08

帅哥发表于 2009-1-1 17:53:20

帅哥发表于 2009-1-1 17:53:31

帅哥发表于 2009-1-1 17:53:47

帅哥发表于 2009-1-1 17:54:01

帅哥发表于 2009-1-1 17:54:14

帅哥发表于 2009-1-1 17:54:26

帅哥发表于 2009-1-1 17:54:39

<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p> </o:p>
Avoid it as you would avoid rattlesnakes and earthquakes.<o:p></o:p>
Nine times out of ten, an argument ends with each of the<o:p></o:p>
contestants more firmly convinced than ever that he is absolutely<o:p></o:p>
right.<o:p></o:p>
You can't win an argument. You can't because if you lose it, you lose<o:p></o:p>
it; and if you win it, you lose it. Why? Well, suppose you triumph<o:p></o:p>
over the other man and shoot his argument full of holes and prove<o:p></o:p>
that he is non compos mentis. Then what? You will feel fine. But<o:p></o:p>
what about him? You have made him feel inferior. You have hurt his<o:p></o:p>
pride. He will resent your triumph. And -<o:p></o:p>
A man convinced against his will Is of the same opinion still.<o:p></o:p>
Years ago Patrick J. O'Haire joined one of my classes. He had had<o:p></o:p>
little education, and how he loved a scrap! He had once been a<o:p></o:p>
chauffeur, and he came to me because he had been trying, without<o:p></o:p>
much success, to sell trucks. A little questioning brought out the fact<o:p></o:p>
that he was continually scrapping with and antagonizing the very<o:p></o:p>
people he was trying to do business with, If a prospect said anything<o:p></o:p>
derogatory about the trucks he was selling, Pat saw red and was<o:p></o:p>
right at the customer's throat. Pat won a lot of arguments in those<o:p></o:p>
days. As he said to me afterward, "I often walked out of an office<o:p></o:p>
saving: 'I told that bird something.' Sure I had told him something,<o:p></o:p>
but I hadn't sold him anything."<o:p></o:p>
Mv first problem was not to teach Patrick J. O'Haire to talk. My<o:p></o:p>
immediate task was to train him to refrain from talking and to avoid<o:p></o:p>
verbal fights.<o:p></o:p>
Mr. O'Haire became one of the star salesmen for the White Motor<o:p></o:p>
Company in New York. How did he do it? Here is his story in his own<o:p></o:p>
words: "If I walk into a buyer's office now and he says: 'What? A<o:p></o:p>
White truck?<o:p></o:p>
They're no good! I wouldn't take one if you gave it to me. I'm going<o:p></o:p>
to buy the Whose-It truck,' I say, 'The Whose-It is a good truck. If<o:p></o:p>
you buy the Whose-It, you'll never make a mistake. The Whose-Its<o:p></o:p>
are made by a fine company and sold by good people.'<o:p></o:p>
"He is speechless then. There is no room for an argument. If he says<o:p></o:p>
the Whose-It is best and I say sure it is, he has to stop. He can't<o:p></o:p>
keep on all afternoon saying, 'It's the best' when I'm agreeing with<o:p></o:p>
him. We then get off the subject of Whose-It and I begin to talk<o:p></o:p>
about the good points of the White truck.<o:p></o:p>
"There was a time when a remark like his first one would have made<o:p></o:p>
me see scarlet and red and orange. I would start arguing against the<o:p></o:p>
Whose-It; and the more I argued against it, the more my prospect<o:p></o:p>
argued in favor of it; and the more he argued, the more he sold<o:p></o:p>
himself on my competitor's product.<o:p></o:p>
"As I look back now I wonder how I was ever able to sell anything. I<o:p></o:p>
lost years of my life in scrapping and arguing. I keep my mouth shut<o:p></o:p>
now. It pays."<o:p></o:p>
As wise old Ben Franklin used to say:<o:p></o:p>
If you argue and rankle and contradict, you may achieve a victory<o:p></o:p>
sometimes; but it will be an empty victory because you will never get<o:p></o:p>
your opponent's good will.<o:p></o:p>
So figure it out for yourself. Which would you rather have, an<o:p></o:p>
academic, theatrical victory or a person's good will? You can seldom<o:p></o:p>
have both.<o:p></o:p>
The Boston Transcript once printed this bit of significant doggerel:<o:p></o:p>
Here lies the body of William Jay, . Who died maintaining his right of<o:p></o:p>
way-He was right, dead right, as he sped along, But he's just as<o:p></o:p>
dead as if he were wrong.<o:p></o:p>
You may be right, dead right, as you speed along in your argument;<o:p></o:p>
but as far as changing another's mind is concerned, you will probably<o:p></o:p>
be just as futile as if you were wrong.<o:p></o:p>
Frederick S. Parsons, an income tax consultant, had been disputing<o:p></o:p>
and wrangling for an hour with a gover-ment tax inspector. An item<o:p></o:p>
of nine thousand dollars was at stake. Mr. Parsons claimed that this<o:p></o:p>
nine thousand dollars was in reality a bad debt, that it would never<o:p></o:p>
be collected, that it ought not to be taxed. "Bad debt, my eye !"<o:p></o:p>
retorted the inspector. "It must be taxed."<o:p></o:p>
"This inspector was cold, arrogant and stubborn," Mr. Parsons said<o:p></o:p>
as he told the story to the class. "Reason was wasted and so were<o:p></o:p>
facts. . . The longer we argued, the more stubborn he became. So I<o:p></o:p>
decided to avoid argument, change the subject, and give him<o:p></o:p>
appreciation.<o:p></o:p>
"I said, 'I suppose this is a very petty matter in comparison with the<o:p></o:p>
really important and difficult decisions you're required to make. I've<o:p></o:p>
made a study of taxation myself. But I've had to get my knowledge<o:p></o:p>
from books. You are getting yours from the firing line of experience.<o:p></o:p>
I sometime wish I had a job like yours. It would teach me a lot.' I<o:p></o:p>
meant every word I said.<o:p></o:p>
"Well." The inspector straightened up in his chair, leaned back, and<o:p></o:p>
talked for a long time about his work, telling me of the clever frauds<o:p></o:p>
he had uncovered. His tone gradually became friendly, and presently<o:p></o:p>
he was telling me about his children. As he left, he advised me that<o:p></o:p>
he would consider my problem further and give me his decision in a<o:p></o:p>
few days.<o:p></o:p>
"He called at my office three days later and informed me that he had<o:p></o:p>
decided to leave the tax return exactly as it was filed."<o:p></o:p>
This tax inspector was demonstrating one of the most common of<o:p></o:p>
human frailties. He wanted a feeling of importance; and as long as<o:p></o:p>
Mr. Parsons argued with him, he got his feeling of importance by<o:p></o:p>
loudly asserting his authority. But as soon as his importance was<o:p></o:p>
admitted and the argument stopped and he was permitted to expand<o:p></o:p>
his ego, he became a sympathetic and kindly human being.<o:p></o:p>
Buddha said: "Hatred is never ended by hatred but by love," and a<o:p></o:p>
misunderstanding is never ended by an argument but by tact,<o:p></o:p>
diplomacy, conciliation and a sympathetic desire to see the other<o:p></o:p>person's viewpoint.

帅哥发表于 2009-1-1 17:54:51

页: 1 2 3 4 5 6 7 [8] 9 10 11 12 13 14

航空论坛_航空翻译_民航英语翻译_飞行翻译's Archiver