卡耐基演講·4.敘述時(shí)讓經(jīng)驗(yàn)重現(xiàn)

除了運(yùn)用圖畫般的細(xì)節(jié)，講演者還應(yīng)該讓情景再現(xiàn)。講演和它的姐妹藝術(shù)——“表演”有相近的地方，所有出名的演講家的身上都會(huì)有一種表演的天分。這并非是一種只能在雄辯家身上找到的稀罕的特質(zhì)，孩童們多有這種才能，我們所認(rèn)識(shí)的許多人也都有這樣的天賦，富于面部表情，善于模仿或做手勢(shì)。我們多數(shù)人都有某種這樣的技巧，只要稍加努力和練習(xí)，便能有更多的發(fā)展。In addition to using picturesque details, the speaker should relive the experience he is describing. Here is where speaking approaches its sister field of acting. All great speakers have a sense of the dramatic, but this is not a rare quality, to be found only in the eloquent. Most children have a plentiful supply of it. Many persons of our acquaintance are gifted with a sense of timing, facial expression, mimicry, or pantomime that is a part, at least, of this priceless ability to dramatize. Most of us have some skill along these lines, and with a little effort and practice we can develop more of it.

描敘事件時(shí)，在其中加入越多的動(dòng)作和激動(dòng)的情感，就越能給聽眾留下深刻的印象。講演不論多么富于細(xì)節(jié)，講演者若不能以再創(chuàng)造的熱情來講述，就是沒有力量的。你想給我們描述一場(chǎng)大火嗎？那就把消防隊(duì)與火焰搏斗時(shí)人們感受到的激烈、焦灼、興奮、緊張的感覺傳遞給我們。你想告訴我們你同鄰居間的一場(chǎng)爭(zhēng)吵嗎？把它再現(xiàn)在我們眼前，讓它戲劇化。你想訴說在水中作最后掙扎時(shí)驚恐襲上心頭的感覺嗎？那就讓我們感受到生命里那些可怕時(shí)刻里的絕望吧！舉例的目的之一，就是讓自己的講演被人們牢記不忘。只有讓事例深印在聽眾腦海中，他們才會(huì)記住你的講演，以及你要他們做的事。我們總能記得華盛頓的誠(chéng)實(shí)，是由于櫻桃樹的事情已經(jīng)憑借韋姆斯的傳記而深入人心。圣經(jīng)《新約》是嘉言懿行的豐富寶庫，其道德操守原則，都是憑借富含人情味的事例來傳達(dá)、強(qiáng)化的，例如《善良的撒馬利亞人》的故事即是。The more action and excitement you can put into the retelling of your incident, the more it will make an impression on your listeners. No matter how rich in detail a talk may be, it will lack punch if the speaker does not give it with all the fervor of recreation. Are you describing a fire? Give us the feeling of excitement that ran through the crowd as the firemen battled the blaze. Are you telling us about an argument with your neighbor? Relive it; dramatize it. Are you relating your final struggles in the water as panic swept over you? Make your audience feel the desperation of those awful moments in your life. For one of the purposes of the example is to make your talk memorable. Your listeners will remember your talk and what you want them to do only if the example sticks in their minds. We recall George Washington's honesty because of the cherry tree incident popularized in the Weems' biography. The New Testament is a rich storehouse of principles of ethical conduct reinforced by examples full of human interest-for instance, the story of the Good Samaritan.

這種事例，除了可以讓自己的講演容易被人記憶，還可使你的講演更有趣，更有說服力，也更易被聽眾理解。生命所教給你的經(jīng)驗(yàn)，已被聽眾重新感知，他們，就某種意義而言，已經(jīng)決心照你的意思來響應(yīng)。這樣，我們就到了“魔法公式”的第二道門前。In addition to making your talk more easily remembered, the incident-example makes your talk more interesting, more convincing, and easier to understand. Your experience of what life has taught you is freshly perceived by the audience: they are in a sense, predetermined to respond to what you want them to do. This brings us right to the doorstep of the second phase of the Magic Formula.