雙語閱讀：《人性的弱點》如何讓人很快喜歡你
摘要： 事實上，如果遵守這項定律，會替我們帶來無數的朋友，和永久的快樂。可是如果違反了那項定律，我們就會遭遇到無數的困難。這項定律是.永遠使別人感覺重要.
我在紐約的三十三號街第八號路的郵局裏，依次排列等着要發一封掛號信，我發現裏面那個郵務員，對他的工作顯得很苦惱………。秤情的重量，遞出郵票，找給零錢，分發收據，這樣單調的工作，一年接一年的下去。
I was waiting in line to register a letter in the post officeat Thirty-third Street and Eighth Avenue in New York. Inoticed that the clerk appeared to be bored with the job-weighing envelopes, handing out stamps, making change, issuing receipts - the same monotonous grindyear after year. So I said to myself: "I am going to try tomake that clerk like me. Obviously, to make him likeme, I must say something nice, not about myself, butabout him. So I asked myself, ‘What is there about himthat I can honestly admire?’ " That is sometimes a hardquestion to answer, especially with strangers; but, inthis case, it happened to be easy. I instantly saw somethingI admired no end.
所以我對自己說：「我過去試一試要讓那人喜歡我，我必須要說些有趣的事，那是關於他的，不是我的。」於是我又問自己：「他有什麼地方，可以值得讚賞的?」這是個很不容易找出答案的難題，尤其對方是個素昧平生的陌生人。可是很容易的，我有了一個發現，我從這郵務員身上，找出一椿值得稱讚的事了。
So while he was weighing my envelope, I remarkedwith enthusiasm: "I certainly wish I had your head ofhair.”
當他秤我的信時，我很熱忱的說：「我真希望有你這樣一頭好頭髮!」
He looked up, half-startled, his face beaming withsmiles. "Well, it isn’t as good as it used to be,” he saidmodestly. I assured him that although it might have lostsome of its pristine glory, nevertheless it was still was immensely pleased. We carried on apleasant little conversation and the last thing he said tome was: “Many people have admired my hair.”
那郵務員把頭擡了起來，他的臉色神情，從驚訝中換出一副笑容來，很客氣的說：「沒有以前那樣好了!」我很確切的告訴他或許沒有過去的光澤，不過現在看來，依然很美觀。他非常高興，我們愉快的談了幾句，最後他對我這樣說：「許多人都稱讚過我的頭髮。」
I’ll bet that person went out to lunch that day walkingon air. I’ll bet he went home that night and told his wifeabout it. I’ll bet he looked in the mirror and said: “It is abeautiful head of hair.”
我敢打賭，那位郵務員中午下班去吃午飯的時候，他腳步就像騰雲駕霧般的輕鬆。晚上回去家裏，他會跟太太提到這事，而且還會對着鏡子說：「嗯，我的頭髮確實不錯。」
I told this story once in public and a man asked meafterwards: “‘What did you want to get out of him?”
我曾在公共場所，講過這個故事，後來有人問我：「你想從那個郵務員身上，得到些什麼?」
What was I trying to get out of him!!! What was I tryingto get out of him!!!
我想得到些什麼?我想要從那個郵務員身上，得到些什麼?
If we are so contemptibly selfish that we can’t radiatea little happiness and pass on a bit of honest appreciationwithout trying to get something out of the other personin return - if our souls are no bigger than sour crab apples,we shall meet with the failure we so richly yes, I did want something out of that chap. Iwanted something priceless. And I got it. I got the feelingthat I had done something for him without his beingable to do anything whatever in return for me. That is afeeling that flows and sings in your memory lung afterthe incident is past.
如果我們是那樣的卑賤自私，不從別人身上得到什麼，就不願意分給別人一點快樂，假如我們的氣量比一個酸蘋果還小，那我們所要遭遇到的，也絕對是失敗。
There is one all-important law of human conduct. If we obey that law, we shall almost never get into fact, that law, if obeyed, will bring us countlessfriends and constant happiness. But the very instant webreak the law, we shall get into endless trouble. The lawis this: Always make the other person feel Dewey, as we have already noted, said that thedesire to be important is the deepest urge in humannature; and William James said: “The deepest principlein human nature is the craving to be appreciated.” As Ihave already pointed out, it is this urge that differentiatesus from the animals. It is this urge that has beenresponsible for civilization itself.
嗯，是的，我確實想要從那人身上，得到些什麼!我想要獲得一些極貴重的東西，而我已經得到了--我使他感覺到，我替他做了一件不需要他報答的事。那件事，即使過了很久以後，但在他回憶中，依然閃耀出光芒來。
Philosophers have been speculating on the rules ofhuman relationships for thousands of years, and out ofall that speculation, there has evolved only one importantprecept. It is not new. It is as old as history. Zoroastertaught it to his followers in Persia twenty-fivehundred years ago. Confucius preached it in Chinatwenty-four centuries ago. Lao-tse, the founder ofTaoism, taught it to his disciples in the Valley of theHan. Buddha preached it on the bank of the HolyGanges five hundred years before Christ. The sacredbooks of Hinduism taught it a thousand years beforethat. Jesus taught it among the stony hills of Judea nineteencenturies ago. Jesus summed it up in one thought-probably the most important rule in the world: “Dounto others as you would have others do unto you.”
人們的行爲，有一項絕對重要的定律，如果我們遵守這項定律，差不多永遠不會遇到煩憂。
You want the approval of those with whom you comein contact. You want recognition of your true worth. Youwant a feeling that you are important in your little don’t want to listen to cheap, insincere flattery, butyou do crave sincere appreciation. You want your friendsand associates to be, as Charles Schwab put it, “heartyin their approbation and lavish in their praise.” All of uswant that.
事實上，如果遵守這項定律，會替我們帶來無數的朋友，和永久的快樂。可是如果違反了那項定律，我們就會遭遇到無數的困難。這項定律是.永遠使別人感覺重要.
So let’s obey the Golden Rule, and give unto otherswhat we would have others give unto us,How? When? Where? The answer is: All the time,everywhere.
社威教授曾這樣說過：「自重的慾望，是人們天性中最急切的要求。」賈姆斯博士說：「人們天性的至深本質，是渴求爲人所重視。」我曾經說過，人與動物相異之處，就在於自重感的有與無，而人類的文化也由此而起的。
David G. Smith of Eau Claire, Wisconsin, told one ofour classes how he handled a delicate situation when hewas asked to take charge of the refreshment booth at a charity concert,“The night of the concert I arrived at the park andfound two elderly ladies in a very bad humor standingnext to the refreshment stand. Apparently each thoughtthat she was in charge of this project. As I stood therepondering what to do, me of the members of the sponsoringcommittee appeared and handed me a cashbox and thanked me for taking over the project. Sheintroduced Rose and Jane as my helpers and then ranoff.
哲學家們對於人類關係的定律，思考了數千年。而所有的思考中，結果祇引證出一條定律。那項定律不是新的，它跟歷史一樣的古老!三千多年前，瑣羅斯特把那條定律教給所有拜火教徒。二十四個世紀前，孔子在中國宣講，道教始祖老子教他的門徒。紀元前五百年，釋迦牟尼也把那條定律留傳人間。耶穌把那條定律，綜合在一個思想中--那是世界上一項
"A great silence ensued. Realizing that the cash boxwas a symbol of authority (of sorts), I gave the box toRose and explained that I might not be able to keep themoney straight and that if she took care of it I would feelbetter. I then suggested to Jane that she show two teenagerswho had been assigned to refreshments how tooperate the soda machine, and I asked her to be responsiblefor that part of the project.
最重要的定律：「你希望別人怎樣待你，你就該怎樣去對待別人。」
“The evening was very enjoyable with Rose happilycounting the money, Jane supervising the teenagers, andme enjoying the concert.”
你想要跟你接觸的人都贊同你，你想要別人承認你的價值，你想要在你的小世界裏，有一種自重感。你不希望受到沒有價值、不真誠的阿諛，你渴求真誠的讚賞。你希望你的朋友，就像司華伯所說的，「誠於嘉許，寬於稱道」。所有的人都需要這些。
You don’t have to wait until you are ambassador toFrance or chairman of the Clambake Committee of yourlodge before you use this philosophy of can work magic with it almost every day.
所以讓我們遵守這條金科玉律以希望別人所給我的，而去給別人。
If, for example, the waitress brings us mashed potatoeswhen we have ordered French fried, let’s say: “I’m sorryto trouble you, but I prefer French fried.” She’ll probablyreply, “No trouble at all” and will be glad to changethe potatoes, because we have shown respect for her.
如何做?何時做?在什麼地方做?這個答案是：「所有的時間，任何地點。」
Little phrases such as “I’m sorry to trouble you,”“Would you be so kind as to ----? " "Won't youplease?” " Would you mind?” “Thank you” - little courtesieslike these oil the cogs of the monotonous grind ofeveryday life- and, incidentally, they are the hallmarkof good breeding.
例如：有一次，我去無線電城詢問處，打聽蘇文的辦公室號碼。那個穿著整潔制服的詢問員，似乎自己顯得很高貴，他很清晰的回答：「亨利.蘇文(頓了頓)，十八樓(頓了頓)，一八一六室。」
Let’s take another illustration. Hall Caine’s novels-TheChristian, The Deemster, The Manxman, amongthem - were all best-sellers in the early part of this century.
我走向電梯，想了想，接着又走了回來，向那個詢問員說：「你回答問題的方法很漂亮，很清楚、恰當，你像一個藝術家，實在不簡單。」
Millions of people read his novels, countless was the son of a blacksmith. He never hadmore than eight years’ schooling in his life; yet when hedied he was the richest literary man of his time.
他臉上現出愉快的光芒，他告訴我，爲什麼在答話時，中間要頓一頓，爲什麼每句話的幾個字，要那麼說。他聽了我那些話後，高興得把領帶略爲往上拉高些。當我搭乘電梯上了十八樓時，我覺得人們快樂的總量上，我又加上了一點。
The story goes like this: Hall Caine loved sonnets andballads; so he devoured all of Dante Gabriel Rossetti’spoetry. He even wrote a lecture chanting the praises ofRossetti’s artistic achievement-and sent a copy to Rossettihimself. Rossetti was delighted. “Any young manwho has such an exalted opinion of my ability,” Rossettiprobably said to himself, “must be brilliant,” So Rossettiinvited this blacksmith’s son to come to London and actas his secretary. That was the turning point in HallCaine’s life; for, in his new position, he met the literaryartists of the day. Profiting by their advice and inspiredby their encouragement, he launched upon a career thatemblazoned his name across the sky.
你不需要等到職任駐法大使，或是做了一個很大俱樂部主席時，纔去稱讚別人，你幾乎每天都可以應用它。
His home, Greeba Castle, on the Isle of Man, becamea Mecca for tourists from the far corners of the world,and he left a multimillion dollar estate. Yet - who knows- he might have died poor and unknown had he notwritten an essay expressing his admiration for a famousman.
譬如：我們要一客法式的煎馬鈴薯，而那個女服務生替你端來了煮的馬鈴薯，在那時候，我們就不妨這樣說：「對不起，要麻煩妳了--我喜歡的是法式的煎馬鈴薯。」她會回答一點也不麻煩」，並且很樂意的替你去更換，因爲你先尊重了她。
Such is the power, the stupendous power, of sincere,heartfelt appreciation.
平時客氣的話，像「對不起，麻煩你，請你，你會介意嗎..謝謝你!」這些簡短的話，可以減少人與人之間的糾紛，同時也自然地表現出高貴的人格來。
Rossetti considered himself important. That is notstrange, Almost everyone considers himself important,very important.
讓我們再舉個例子：美國著名小說家「柯恩」，是個鐵匠的兒子，他一生沒有受過八年以上的教育，可是在他去世的時候，是世界上一位最富有的文人。
The life of many a person could probably be changedif only someone would make him feel important. RonaldJ. Rowland, who is one of the instructors of our coursein California, is also a teacher of arts and crafts. He wroteto us about a student named Chris in his beginningcrafts class:
經過情形是這樣的--柯恩喜歡詩詞，所以他讀盡了「羅賽迪」的詩。甚至他還寫了一篇演講稿，歌頌羅賽迪茲術上的成就，並且還送了一份給羅賽迪。羅賽迪根高興，他作這樣的表示：「一個年輕人，對我的才學有這樣高超的見解，他一定很聰明。」
Chris was a very quiet, shy boy lacking in self-confidence,the kind of student that often does not receive theattention he deserves. I also teach an advanced class thathad grown to be somewhat of a status symbol and a privilegefor a student to have earned the right to be in Wednesday, Chris was diligently working at his desk.
羅賽迪就請這個鐵匠的兒子來倫敦，當他的私人祕書。柯恩一生的轉折點，就在這時候。他在這個新的職位上，見到了許多當代的大文豪。受到他們的指導和鼓勵，順利的展開他寫作的生涯，才使他享名宇內。
I really felt there was a hidden fire deep inside him. I askedChris if he would like to be in the advanced class. How Iwish I could express the look in Chris’s face, the emotionsin that shy fourteen-year-old boy, trying to hold back histears.
他的故鄉在格利巴堡，現在已是旅遊的聖地。他遺產有二百五十萬元，可是誰會知道，如果他沒有寫那篇讚賞名詩人的演講稿，可能會默默無聞，貧困而去世。
“Who me, Mr. Rowland? Am I good enough?”
這就是真誠，一股出自內心的讚賞的力量。
“Yes, Chris, you are good enough.”
羅賽迪認爲他自己重要，那並不稀奇，幾乎每個人都認爲自己是最重要的一個國家也是如此。
I had to leave at that point because tears were coming tomy eyes. As Chris walked out of class that day, seeminglytwo inches taller, he looked at me with bright blue eyes andsaid in a positive voice, “Thank you, Mr. Rowland.”
你是否感覺到，你比日本人優越?可是事實上，日本人以爲他們自己，比你優越得多。如果一個守舊的日本人，當他看到一個白種人，跟一個日本女人跳舞時，他會感到非常氣忿。
Chris taught me a lesson I will never forget-our deepdesire to feel important. To help me never forget this rule,I made a sign which reads “YOU ARE IMPORTANT." Thissign hangs in the front of the classroom for all to see and toremind me that each student I face is equally important.
你以爲你比印度人優越?你有權可以這樣想，可是他們的感覺，就跟你完全相反。
The unvarnished truth is that almost all the peopleyou meet feel themselves superior to you in some way,and a sure way to their hearts is to let them realize insome subtle way that you recognize their importance,and recognize it sincerely.
你以爲你比愛斯基摩人優越?，你當然可以這樣想，可是你是不是想知道，愛斯基摩人對你的看法又如何呢?在他們的社會裏，如果有個好吃懶做，不務正業的人，愛斯基摩人指那種無賴漢叫「白人」那是他們輕視人最刻薄的話。
Remember what Emerson said: “Every man I meet ismy superior in some way. In that, I learn of him.”
每一個國家都覺得比別的國家優越，這樣就產生了愛國主義和戰爭。
And the pathetic part of it is that frequently those whohave the least justification for a feeling of achievementbolster up their egos by a show of tumult and conceitwhich is truly nauseating. As Shakespeare put it: ". . , proud man,/Drest in a little brief authority,/ . . s such fantastic tricks before high heaven/As makethe angels weep.”
有一條最明顯的真理，就是你所遇到的任何人，幾乎每個人，都覺得自己某方面比你優秀。可是有一個方法，可以深入他的心底--就是讓他覺得你承認他在自己的小天地裏，是高貴重要的，要真誠的承認。
I am going to tell you how business people in my owncourses have applied these principles with remarkableresults. Let’s take the case of a Connecticut attorney (becauseof his relatives he prefers not to have his namementioned).
別忘記愛默生所說的：「凡我所遇到的人，都有比我優越的地方，而在那些方面，我能向他學習。」
Shortly after joining the course, Mr. R----- drove toLong Island with his wife to visit some of her relatives.
有些人剛剛覺得自己有若干的成就，就感到自滿，結果引起別人的反感和憎厭。
She left him to chat with an old aunt of hers and therrushed off by herself to visit some of the younger e he soon had to give a speech professionallyon how he applied the principles of appreciation, hethought he would gain some worthwhile experiencetalking with the-elderly lady. So he looked around thehouse to see what he could honestly admire.
莎士比亞曾經這樣說過：「人，驕傲的人，藉着一點短促的能力，便在上帝面前胡作妄爲，使天使爲之落淚。」
“This house was built about 1890, wasn’t it?” he inquired.
我要告訴你，關於我講習班裏，三個學員的故事。他們運用了這條原理，而獲得了驚人的效果。第一個是康乃鐵克脫州的律師，他不願意發表自己的名字，我們就用R先生來代替
“Yes,” she replied, “that is precisely the year it wasbuilt.”
R君來我講習班沒有多久，有一天，他駕着汽車陪太太去長島拜訪親戚，他太太留下他陪親戚老姑媽閒談，自已另外看別的親戚去了。R君要把學習所得，作一次實地的應用，以便將來寫篇報告，於是他想從這位老姑媽身上開始，所以他朝屋子四周看了看，有那些是值得他讚賞的。
“It reminds me of the house I was born in,” he said.“It’s beautiful. Well built. Roomy. You know, they don’tbuild houses like this anymore.”
她問老姑媽：這棟房子是一八九O年建造的，是嗎?」
“You’re right,” the old lady agreed. “The young folksnowadays don’t care for beautiful homes. All they wantis a small apartment, and then they go off gadding aboutin their automobiles.
「是的，」老姑媽回答：「正是那年造的。」
“This is a dream house,” she said in a voice vibratingwith tender memories. “This house was built with husband and I dreamed about it for years before webuilt it. We didn’t have an architect. We planned it allourselves."
他又說：這使我想起，我出生的那棟房子--非常美麗，建築也好。現在的人都不講究這些了。」
She showed Mr. R----- about the house, and he expressedhis hearty admiration for the beautiful treasuresshe had picked up in her travels and cherished over alifetime - paisley shawls, an old English tea set, Wedgwoodchina, French beds and chairs, Italian paintings,and silk draperies that had once hung in a French chateau.
「是的，」老姑媽點點頭：「現在年輕人，已不講究住好看的房子，他們只需要一所小公寓，和一座電冰箱，再有就是一部汽車而已。」
After showing Mr. R----- through the house, she tookhim out to the garage. There, jacked up on blocks, was aPackard car - in mint condition.
老姑媽懷着回憶的心情，輕柔的說：這是一棟理想的房子這屋子是用「愛」所建造成的。我和我的丈夫，在建造之前，已夢想了很多年。我們沒有請建築師，完全是我們自己設計的。」
"My husband bought that car for me shortly before hepassed on,” she said softly. “I have never ridden in itsince his death. . . . You appreciate nice things, and I’mgoing to give this car to you.”
老姑媽領着R君，去各房間參觀。R君對她一生所珍愛收藏的各種珍品，像法國式牀椅、一套古式的英國茶具、意大利的名晝、和一幅曾經掛在法國封建時代宮堡裏的絲帷，都真誠的加以讚美。
“Why, aunty,” he said, “you overwhelm me. I appreciateyour generosity, of course; but I couldn’t possibly
R先生接着又說：「老姑媽帶我參觀房間過後，她又帶我去車庫，裏面停着一輛很新的「派凱特」牌的汽車。」
accept it. I’m not even a relative of yours. I have a newcar, and you have many relatives that would like to havethat Packard.”
她輕輕說：這部車子，是我丈夫去世前不久買的--自從他去世後，我就再也沒有坐
“Relatives!” she exclaimed. “Yes, I have relatives whoare just waiting till I die so they can get that car. Butthey are not going to get it.”
過--你愛欣賞美麗的東西，我要把這部車子送給你!」
“If you don’t want to give it to them, you can veryeasily sell it to a secondhand dealer,” he told her.
R君聽到這話，感到很意外，婉轉辭謝，說：「姑媽，我感激妳的好意，可是我不能接受。我自己已經有了一輛新的車子妳有很多更親近的親戚，相信他們會喜歡這部車子的。」
“Sell it!” she cried. “Do you think I would sell thiscar? Do you think I could stand to see strangers ridingup and down the street in that car - that car that myhusband bought for me? I wouldn’t dream of selling it.I’m going to give it to you. You appreciate beautifulthings."
「親戚!.」老姑媽提高了聲音說：「是的，我有很多更親近的親戚，他們希望我趕快離開這個世界，他們就可以得到這部車子，可是，他們永遠得不到。」
He tried to get out of accepting the car, but he couldn’twithout hurting her feelings.
R君說：「姑媽，你不願意送給他們，可以把這部車子賣掉。」
This lady, left all alone in a big house with her paisleyshawls, her French antiques, and her memories, wasstarving for a little recognition, She had once beenyoung and beautiful and sought after She had once builta house warm with love and had collected things fromall over Europe to make it beautiful. Now, in the isolatedloneliness of old age, she craved a little human warmth,a little genuine appreciation - and no one gave it to when she found it, like a spring in the desert, hergratitude couldn’t adequately express itself with anythingless than the gift of her cherished Packard.
「賣掉!.」老姑媽叫了起來：「你看我會賣掉這部車子?你想我會忍心看着陌生人駕着這部車子行駛在街上?這是我丈夫特地替我買的，我做夢也不會想賣我願意交給你，因爲你懂得如何欣賞一件美麗的東西!」
Let’s take another case: Donald M. McMahon, whowas superintendent of Lewis and Valentine, nurserymenand landscape architects in Rye, New York, relatedthis incident:
R君婉轉的辭謝，不願接受她的贈予，可是他不能刺傷了老姑媽的感情。
“Shortly after I attended the talk on ‘How to WinFriends and Influence People,’ I was landscaping theestate of a famous attorney. The owner came out to giveme a few instructions about where he wished to plant amass of rhododendrons and azaleas.
這位老太太單獨一個人，住在這棟寬敞的房子裏，對着屋子裏這些精緻、珍貴的陳設，緬懷若以往的回憶--她希望有一個人，跟她有同樣的感受。她有過一段金色的年華，那時她美麗動人，爲男士們所追求。她建造了這棟孕育着「愛」的房子，並且從歐洲各地，蒐集了很多珍品來加以陳設裝璜。
“I said, ‘Judge, you have a lovely hobby. I've beenadmiring your beautiful dogs. I understand you win a lot
現在這位老姑媽，風煙殘年，孤零零的一個人，她渴望着能獲得一點人間的溫暖，一點出於真心的讚美--可是，卻沒有一個人給她。於是當她發現她找到的時候，就像沙漠中涌出一泓泉水來，使她心底激動而感謝，甚至願意把這部「派凱特」牌的汽車相贈。
of blue ribbons every year at the show in MadisonSquare Garden.’
讓我再舉一個例子!這是紐約一位園茲設計家「麥克烏霍」，所說的經過情形：
“The effect of this little expression of appreciation wasstriking.
「在我聽了『如何交友和影響他人」的演講後不久，我替一位著名的司法官設計園景。那位司法官出來提出他的建議，在什麼地方該栽種些什麼花。
" ‘Yes,’ the judge replied, ‘I do have a lot of fun withmy dogs. Would you like to see my kennel?’
我說：『法官，你有很好的業餘嗜好--你那幾條狗都很可愛，我聽說你曾得過很多次，賽狗會中的藍絲帶優等獎狀。」
“He spent almost an hour showing me his dogs andthe prizes they had won. He even brought out theirpedigrees and explained about the bloodlines responsiblefor such beauty and intelligence.
我這句話果然出現了效果，那位司法官說：
“Finally, turning to me, he asked: ‘Do you have anysmall children?’
『是的，我對於養狗很感到興趣，你要不要參觀我的狗舍.」
" ‘Yes, I do,’ I replied, ‘I have a son.’
他費了差不多一個小時的時間，帶我去看他的狗，和他所得的許多獎狀。他拿出有關那些狗的血統系譜，告訴我每條狗的血統--由於有優越的血統，所以他豢養的狗都活潑、可愛。
" ‘Well, wouldn’t he like a puppy?’ the judge inquired.
最後他問我：『你有沒有小男孩?」
" ‘Oh, yes, he’d be tickled pink.’
我告訴他有的。
" ‘All right, I’m going to give him one,' the . judge announced.
他接着問我：『你孩子會不會喜歡小狗?」
He started to tell me how to feed the puppy. Then hepaused. ‘You’ll forget it if I tell you. I’ll write it out.’ Sothe judge went in the house, typed out the pedigree andfeeding instructions, and gave me a puppy worth severalhundred dollars and one hour and fifteen minutes of hisvaluable time largely because I had expressed my honestadmiration for his hobby and achievements.”
我說：『嗯，是的，我相信他一定會喜歡的。」
George Eastman, of Kodak fame, invented the transparentfilm that made motion pictures possible, amasseda fortune of a hundred million dollars, and made himselfone of the most famous businessmen on earth. Yet inspite of all these tremendous accomplishments, hecraved little recognitions even as you and I.
司法官點頭說：『那太好了，我送他一隻。」
To illustrate: When Eastman was building the EastmanSchool of Music and also Kilbourn Hall in Rochester,James Adamson, then president of the SuperiorSeating Company of New York, wanted to get the orderto supply the theater chairs for these buildings. Phoningthe architect, Mr. Adamson made an appointment to see Mr. Eastman in Rochester.
他告訴我如何豢養小狗，頓了頓他又說：『我這樣告訴你，你很快就會忘了，讓我寫下來給你。」那位司法官進去屋裏，把他要送我的那頭小狗的血統系譜和餵養的方法，用打字機很清楚的打了出來，然後給我一頭價值百元的小狗，同時還浪費了他一小時又十五分鐘寶
When Adamson arrived, the architect said: "I knowyou want to get this order, but I can tell you right nowthat you won’t stand a ghost of a show if you take morethan five minutes of George Eastman’s time. He is astrict disciplinarian. He is very busy. So tell your storyquickly and get out.”
貴的時間。那是我對他的嗜好和成就，表示真摯的讚賞所獲得的結果。」
Adamson was prepared to do just that.
柯達公司的伊斯曼，發明了透明膠片後，活動電影的攝製，才獲得了真正的成功，同時也使他獲得了億元的財富，成爲世界上一位著名的商人。他雖然有這樣偉大的成就，可是他仍然跟你我一樣，渴求着別人的讚賞。
When he was ushered into the room he saw Mr. Eastmanbending over a pile of papers at his desk. Presently,Mr. Eastman looked up, removed his glasses, andwalked toward the architect and Mr. Adamson, saying:“Good morning, gentlemen, what can I do for you?”
例如：數年前，伊斯曼在洛賈士德建造「伊斯曼音樂學校」，和「凱本劇場」。這個劇場是用來紀念他母親的。紐約優美座椅公司經理「愛達森」，希望能承辦該劇場裏的座椅工程，他打了個電話給建築師，約妥去洛賈士德見伊斯曼。
The architect introduced them, and then Mr. Adamsonsaid: “While we’ve been waiting for you, Mr. Eastman,I’ve been admiring your office. I wouldn’t mind workingin a room like this myself. I’m in the interior-woodworkingbusiness, and I never saw a more beautiful office inall my life.”
愛達森到了那裏，那位建築師說：「我知道你想得到座椅的訂貨合同，不過我需要告訴你，伊斯曼工作極忙，極嚴肅，如果你用了他五分鐘以上的時間，你就別打算再做這一筆生意了。他不但事情忙，脾氣也很大，所以我告訴你，當你快速的向他說明來意後，就即離開他的辦公室。」
George Eastman replied: “You remind me of somethingI had almost forgotten. It is beautiful, isn’t it? Ienjoyed it a great deal when it was first built. But I comedown here now with a lot of other things on my mindand sometimes don’t even see the room for weeks at atime ."
愛達森聽後，就準備那樣做。
Adamson walked over and rubbed his hand across apanel. “This is English oak, isn’t it? A little differenttexture from Italian oak.”
他被引進一間辦公室，看到伊斯曼正理首工作，在處理桌上一堆文件。伊斯曼見有人進來，擡起頭摘下眼鏡，向建築師和愛達森說：「兩位早，有何見教?」
“Yes,” Eastman replied. “Imported English oak. Itwas selected for me by a friend who specializes in finewoods ."
建築師介紹了他們認識後，愛達森說：
Then Eastman showed him about the room, commentingon the proportions, the coloring, the hand carvingand other effects he had helped to plan and execute.
「伊斯曼先生，我很羨慕你的辦公室。如果我擁有像你這樣一間辦公室，我一定也很高興在?面工作。你知道我是從事於室內木工營業的，我從沒有見過像這樣一間漂亮的辦公室。」
While drifting about the room, admiring the wood-work,they paused before a window, and George Eastman,in his modest, soft-spoken way, pointed out some of the institutions through which he was trying to helphumanity: the University of Rochester, the General Hospital,the Homeopathic Hospital, the Friendly Home,the Children’s Hospital. Mr. Adamson congratulatedhim warmly on the idealistic way he was using hiswealth to alleviate the sufferings of humanity. Presently,George Eastman unlocked a glass case and pulled outthe first camera he had ever owned - an invention hehad bought from an Englishman.
伊斯曼回答說：
Adamson questioned him at length about his earlystruggles to get started in business, and Mr. Eastmanspoke with real feeling about the poverty of his childhood,telling how his widowed mother had kept a boardinghousewhile he clerked in an insurance office. Theterror of poverty haunted him day and night, and heresolved to make enough money so that his motherwouldn’t have to work, Mr. Adamson drew him out withfurther questions and listened, absorbed, while he relatedthe story of his experiments with dry photographicplates. He told how he had worked in an office all day,and sometimes experimented all night, taking only briefnaps while the chemicals were working, sometimesworking and sleeping in his clothes for seventy-twohours at a stretch.
「謝謝你提醒了我已差點忘了的事，這間辦公室很漂亮是不是?當初這間辦公室佈置完成後，我確實非常喜歡可是現在，由於我工作太忙，有時甚至於接連數星期，不會注意到這上面了。」
James Adamson had been ushered into Eastman’s officeat ten-fifteen and had been warned that he must nottake more than five minutes; but an hour had passed,then two hours passed. And they were still lly, George Eastman turned to Adamson and said,“The last time I was in Japan I bought some chairs,brought them home, and put them in my sun porch. Butthe sun peeled the paint, so I went downtown the otherday and bought some paint and painted the chairs d you like to see what sort of a job I can dopainting chairs? All right. Come up to my home and havelunch with me and I’ll show you.”
愛達森過去用手摸摸辦公室的壁板，說：「這是不是英國橡木?它和意大利橡木的品質，稍有不同」
After lunch, Mr. Eastman showed Adamson the chairshe had brought from Japan. They weren’t worth morethan a few dollars, but George Eastman, now a multimillionaire,was proud of them because he himself hadpainted them.
伊斯曼回答說：「是的，這是進口的英國橡木，是一位專門研究細木的朋友，替我特別挑選的。」
The order for the seats amounted to $90,000. Who do you suppose got the order - James Adamson or one ofhis competitors?
接着，伊斯曼陪同他，參觀自己設計的室內陳設，包括木門，油漆色彩，和雕刻工等。
From the time of this story until Mr. Eastman’s death,he and James Adamson were close friends.
他們在一扇窗前停了下來，伊斯曼和藹的表示，他要捐助給洛賈士德大學，和公立醫院等」些錢，爲社會盡一點心意。愛達森熱誠的恭賀他說，這是一樁古道熱腸的慈善義舉。伊斯曼打開玻璃櫥的鎖，取出他從前買的第一架攝影機--那是向一個英國人買下的發明品。
Claude Marais, a restaurant owner in Rouen, France,used this principle and saved his restaurant the loss of akey employee. This woman had been in his employ forfive years and was a vital link between M. Marais andhis staff of twenty-one people. He was shocked to receivea registered letter from her advising him of herresignation.
愛達森問他，當初如何開始他商業上的掙扎和奮鬥的?伊斯曼感慨的敘述他幼年時候的貧苦情景--他守寡的母親，開了一家出租 小公寓。他自己則在一家保險公司做小職員，每天只賺五毛錢。他由於受到飢寒所困，所以立志要刻苦奮鬥，免得母親辛勞至死。
M. Marais reported: "I was very surprised and, evenmore, disappointed, because I was under the impressionthat I had been fair to her and receptive to her much as she was a friend as well as an employee, Iprobably had taken her too much for granted and maybewas even more demanding of her than of other employees.
愛達森又找些別的話題，而他自己卻靜靜地聽着!伊斯曼談到他實驗室的一段往事上：他說他過去做實驗的時候，在辦公室裏花了整天的時間，有時候整個晚上--有時候，甚至穿起工作服，三晝夜不能脫下來。
"I could not, of course, accept this resignation withoutsome explanation. I took her aside and said, ‘Paulette,you must understand that I cannot accept your resignationYou mean a great deal to me and to this company,and you are as important to the success of this restaurantas I am.’ I repeated this in front of the entire staff, and Iinvited her to my home and reiterated my confidence inher with my family present.
愛達森是上午十點十五分進伊斯曼辦公室的，當時那位建築師曾勸告他，最多隻能耽留五分鐘，可是，一小時，兩小時都過去了，他們仍然在談着。
“Paulette withdrew her resignation, and today I canrely on her as never before. I frequently reinforce thisby expressing my appreciation for what she does andshowing her how important she is to me and to the restaurant.”
最後，伊斯曼向愛達森說：「上次我去日本，買了幾張椅子回來，我把它們放在陽臺上，後來陽光把椅子上的漆曬脫了，我買了些油漆回來自己漆你要不要看看我自己漆椅子的成績如何?對了，你來我家，我們一起吃午飯，我讓你看看。」
“Talk to people about themselves,” said Disraeli, oneof the shrewdest men who ever ruled the British Empire.“Talk to people about themselves and they willlisten for hours ."
午飯後，伊斯曼把他漆的椅子拿給愛達森看--那些椅子，每張不會超過一塊五毛錢，而事業上盈利億元的伊斯曼，他卻認爲很自豪，只因爲那是他自己漆的。
PRINCIPLE 6Make the other person feel important-anddo it sincerely.
「凱本劇場」座椅這筆訂貨的總額是九萬元。你猜，是誰得到了定貨合同?除了愛達森外，還會有其它人?
就從那時候開始，直到伊斯曼去世，他們一直保持着極密切的友誼。
你我該從什麼地方開始，實施這種奇妙的試金石?爲什麼不由你自己的家庭開始呢?我不知道還有任何其它地方更爲需要或是更能忽略。我相信你太太一定有她的長處，至少曾經有過，不然你不會娶她做妻子的。可是，你已經有多久沒有讚賞她的美麗了?多久了?有多久了?
有一次，我在紐白倫斯維克的米拉密契河釣魚，我獨居在加拿大森林的一個帳棚裏。那裏每天只能讀到鎮上出版的一份報紙。或許是空閒的時間太多了，我把這份報刊登的每一個字，都詳細的看過。有一天，我從報上「狄克斯」婚姻指導一欄裏，看到她的文章，寫的非常好，我把它剪下保存起來。她那篇文章上這樣指出，她說她已經聽厭了人們對新娘所講的那此。?……。她認爲應把新郎拉到一邊，給他這些賢明的建議。
她的建議是：「不會甜言蜜語的別結婚，結婚前讚美女人，似乎已是必然的事;可是在結婚以後給她讚美，那也是一種必需具備的職事，婚姻不只是講誠實還需要有外交的手腕」。
如果你想每天過着快樂、美滿的生活，千萬別指責你太太治家有不妥的地方，或者拿她和你的母親，作毫無意義的比較。
反過來說，你應該讚美她治家有方。而且還要有這樣的表示，認爲自己很幸運，纔得到了一位賢內助。如果她把飯菜做壞了，幾乎使你無法入口，你也別抱怨，不妨作這樣的暗示，今天的飯菜，沒有過去那樣可口。你太太有你這樣的暗示，她一定不顧 辛勞，直到使你滿意爲止。」
不要突然就開始這樣做，那會使你太太起疑心的。
不妨今晚，或是明天晚上，替她買一束鮮花，或是一盒糖果--不要只是嘴上這樣說：「是的，我應該這樣做的。」還需要你實際的去做--給她一個溫柔的微笑，加上幾句甜蜜的話。如果做丈夫的，跟做太太的都能這樣做，我不相信每六對的夫婦中，有一對會要鬧離婚。
你想知道，如何使一個女人愛上你?是的，這裏就有一個祕訣，一定有效。這不是我想出來的，這是我從狄克斯女士那裏借來的。
有一次，這位狄克斯女士，去訪問一位已成爲新聞人物的「重婚者」。這人曾經獲得二十三個女人的芳心，和她們銀行裏的存款(這裏需附帶說明的是，狄克斯女士是在監獄訪問他的。)當狄克斯女士問，他獲得女人愛情的方法--他說並沒有什麼詭計，你只要對女人談論她自己就行了。
這技術用在男人身上;同樣有效。英國一位最聰明的首相狄瑞理說：「對一個男人談論他自己的事，他會靜靜的聽數小時之久。」
所以，你要使別人喜歡你，第六項規則是：
使別人感覺到他的重要--必需真誠的這樣做
