卡耐基演講·四、鼓勵(lì)聽(tīng)眾參與演講過(guò)程

你有沒(méi)有思考過(guò)，怎樣用點(diǎn)小小的表演技巧，讓聽(tīng)眾緊跟你的話語(yǔ)？如果你挑選聽(tīng)眾來(lái)協(xié)助你展示，或是把你的觀點(diǎn)戲劇化地表現(xiàn)出來(lái)，這樣聽(tīng)眾對(duì)你的注意力就會(huì)顯著地提升。這是因?yàn)楫?dāng)聽(tīng)眾中的其中一個(gè)被講演者帶入“表演”中時(shí)，聽(tīng)眾們就會(huì)很敏銳地去注意所發(fā)生的事。正如很多講演者說(shuō)的，講臺(tái)上的人和講臺(tái)下的人之間有一面墻，那么你就可以利用聽(tīng)眾的參與，推倒這面墻。Did it ever occur to you that you can keep an audience hanging on every word by using a little showmanship? The moment you choose some member of the audience to help you demonstrate a point or dramatize an idea, you will be rewarded by a noticeable rise in attention. Being aware of themselves as an audience, the members of it are keenly conscious of what happens when one of its own is brought into "the act" by the speaker. If there is a wall between the man on the platform and the people out there, as many speakers say, the use of audience participation will break that wall down.

有個(gè)講演者為了說(shuō)明汽車在使用剎車后，還必須前進(jìn)多長(zhǎng)的距離才能夠停住，他請(qǐng)前排一位聽(tīng)眾站起來(lái)幫他展示汽車在不同速度之下，這個(gè)距離有什么變化。這個(gè)聽(tīng)眾拿著鋼制卷尺的一端，沿著走道把它拉出45英尺……在這位聽(tīng)眾的演示過(guò)程中，我注意到其他所有的聽(tīng)眾是多么的全神貫注。那條卷尺除了能生動(dòng)地展現(xiàn)講演者的論點(diǎn)外，還真成了聽(tīng)者與講者間一座溝通的橋梁！若不是用上這招，聽(tīng)眾們關(guān)心的恐怕還是晚飯吃什么，或者晚上電視節(jié)目是什么呢！I remember a speaker who was explaining the distance it takes to stop a car after the brakes have been applied. He asked one of his listeners in the front row to stand and help demonstrate how this distance varied with the speed of the car. The man in the audience took the end of a steel tape measure and carried it forty-five feet down the aisle, where he stopped on a signal from the speaker. As I watched this procedure I couldn't help but notice how the whole audience became engrossed in the talk. I said to myself that the tape measure, in addition to being a graphic illustration of the speaker's point, was certainly a line of communication between that speaker and this audience. Without that touch of showmanship the audience might still be concerned with what it was going to have for dinner or what programs would be on TV that evening.

我還有一些自己最喜歡使用的方法，比如提問(wèn)。我喜歡請(qǐng)聽(tīng)眾站起來(lái)跟著我重復(fù)一句話，或舉手回答問(wèn)題。帕西·H.懷亭有本書(shū)叫《如何在講演和寫(xiě)作中加入幽默》，也提供了一些怎樣讓聽(tīng)眾參與的忠告。他建議讓聽(tīng)眾表決一些事情，邀請(qǐng)他們幫助解決問(wèn)題。“確保自己的思想是正確的”，懷亭先生說(shuō)，“正確的思想會(huì)讓講演不像背誦，它可以獲得聽(tīng)眾的反應(yīng)，把聽(tīng)眾變成事業(yè)上的伙伴?！蔽蚁矚g他把聽(tīng)眾描述為“事業(yè)上的伙伴”。這是本章所討論的關(guān)鍵。如果能讓聽(tīng)眾參與，你便把合伙人的權(quán)利送給了他們。One of my favourite methods of getting audience participation is simply to ask questions and to get responses, I like to get the audience on its feet, repeating a sentence after me, or answering my questions by raising their hands. Percy H. Whiting, whose book How to Put humor in Your Speaking and Writing contains some valuable advice on the subject of audience participation, suggests having your listeners vote on something, or inviting them to help you solve a problem. "Get yourself in the right state of mind," says Mr. Whiting, "a state of mind that recognizes that a speech is unlike a recitation-that it is designed to get audience reaction-to make the audience a partner in the enterprise." I like that description of the audience as "a partner in the enterprise". It is the key to what this chapter is all about. If you use audience participation you confer the rights of partnership on your listeners.