卡耐基演講·充分運(yùn)用自己學(xué)習(xí)的演講技巧

在培訓(xùn)班里的第14堂課，我通常安排學(xué)生們講述自己如何在日常生活里運(yùn)用本書所介紹的技巧。我聽到推銷員們說自己的銷售業(yè)績(jī)大大提高了，經(jīng)理們則表示公司業(yè)務(wù)蒸蒸日上，主管們的管理協(xié)調(diào)能力增強(qiáng)了很多……一切成功都源于他們?cè)诠ぷ髦谐浞值匕l(fā)揮了語(yǔ)言的技巧。對(duì)此，我深感欣慰。AT THE FOURTEENTH session of my course I have often heard with pleasure students tell how they used the techniques in this book in their everyday lives. Salesmen point to increased sales, managers to promotions, executives to a widened span of control, all due to the increased skill with which they gave instructions and solved problems using the tools of effective speech.

在《今日語(yǔ)言》雜志上，理查德·狄勒曾這樣寫道：“說話、說話的形態(tài)、說話的次數(shù)以及說話的氣氛……是商業(yè)溝通系統(tǒng)中的生命脈博?！备トR德·康納德，通用汽車公司戴爾·卡耐基課程培訓(xùn)的負(fù)責(zé)人，在同一本雜志中也曾經(jīng)這樣寫道：“我們之所以保持如此高的熱情在公司從事語(yǔ)言的訓(xùn)練，原因在于，我們了解每位管理者或多或少都可算得上是一名老師。從招聘一名員工開始，經(jīng)過初期的訓(xùn)練，再經(jīng)過正規(guī)的任務(wù)分配和工作調(diào)整，管理者需要不斷地解釋、描述、申斥、說明、指示、批評(píng)，和上級(jí)以及自己部門中的每個(gè)人討論無數(shù)的事情?！盇s N. Richard Diller wrote in Today's Speech: Talk, the type of talk, the amount of talk, and the atmosphere for such talk... can act as the very life blood of an industrial communication system. R. Fred Canaday. in charge of the General Motors Dale carnegie Course in Effective Leadership, wrote in the same magazine: "One of the basic reasons we at General Motors are interested in speech training is our recognition that every supervisor is a teacher to a greater or lesser degree. From the time he interviews a prospective employee, through the orientation phase of early employment, or through regular assignment and possible promotion. a supervisor is continually called upon to explain, describe, reprimand, inform, instruct, review, and discuss myriads of subjects with each person in his department." As we proceed up the ladder of oral communication to those areas that come closest to public speaking discussions, decision-making, problem-solving and policy-formulating conferences-we see again how the skills of effective speaking as taught in this book can be transferred to everyday speech activities. The rules for effective speaking before groups are directly applicable to conference participation and conference leadership.

當(dāng)我們沿著日常交談的路徑向上攀升，而達(dá)到當(dāng)眾講演的境界時(shí)——譬如在討論問題、解決問題、做出決策的會(huì)議上——我們回過頭來重新評(píng)估本書所教導(dǎo)的成功演講技巧，發(fā)現(xiàn)它對(duì)日常的語(yǔ)言活動(dòng)是如此有效，能直接用于參加會(huì)議和控制會(huì)議。Organization of the idea to be presented, the choice of the right words to launch it, the earnestness and enthusiasm used in delivering it are elements that will guarantee the idea's life in the final stage of solution. All these elements have been thoroughly discussed in this book. It remains for the reader to apply what he has learned in every conference in which he participates.

思想的組織和表達(dá)、正確的遣詞造句、講演時(shí)的熱情和赤誠(chéng)，這些都用于保證思想能夠在最后的階段得到完美的表達(dá)。所有這些技巧都在本書中進(jìn)行了詳細(xì)的分析，以后的事情就要看讀者們?cè)诟鞣N社交場(chǎng)合如何靈活應(yīng)用了。You are wondering when to begin applying what you perhaps have learned in the previous thirteen chapters of this book. You may be surprised if I answer that query by one word: Immediately.

也許你現(xiàn)在正在思索著什么時(shí)候開始應(yīng)用本書中的許多語(yǔ)言技巧，我用一個(gè)詞來回答你的疑問：立刻。對(duì)此，你也許會(huì)感到吃驚。Even though you are not planning to make a speech in public for some time, if at all, I am certain you will find that the principles and techniques in this book are applicable every day. When I say start using these techniques now, I mean in the very next speaking situation in which you find yourself.

即使你從來沒有計(jì)劃做一場(chǎng)公開演講，但你會(huì)發(fā)現(xiàn)本書中的原則和技巧，一樣能應(yīng)用于日常生活中。我說立刻就開始使用這些技巧的意思是，在說下一句話時(shí)就開始使用這些技巧。If you analyze the speaking that you do every day, you will be amazed by the similarity of purpose between your daily speaking and the type of formal communication discussed in these pages.

如果對(duì)自己每天所說的話進(jìn)行分析，你會(huì)驚訝地發(fā)現(xiàn)，自己的日常說話與本書中討論的正式溝通之間十分相似。In Chapter Seven, you were urged to keep in mind one of four general purposes when you speak before groups; you may want to give them information, entertain them, convince them that your position is right, or persuade them to take action of some kind. In public speaking we try to keep these purposes distinct, both as to the content of the talk and the manner of out delivery.

在第三章中，我提醒大家在當(dāng)眾說話時(shí)，心里應(yīng)該想著四種說話目的中的一種，即究竟是要提供消息、取悅聽眾、說服聽眾贊同自己的觀點(diǎn)，還是游說他們采取某種行動(dòng)。在公開演講時(shí)，應(yīng)該努力使目的變得清楚分明，無論在演講內(nèi)容還是講演的態(tài)度方面。在日常生活中講話，這些目的常常游移不定，一日數(shù)易，彼此相互涵容。剛才也許是與朋友縱情閑聊，突然間鼓起三寸不爛之舌，竭力推銷某項(xiàng)產(chǎn)品，過了幾秒鐘，話題又轉(zhuǎn)到勸告孩子要將零用錢存到銀行里去了。這種情形十分普遍，如果能將本書中講述的技巧應(yīng)用到日常生活中，就能更有效地說明自己的意圖，成功地說服和激勵(lì)他人，充分達(dá)到自己的目的。In daily speaking, these purposes are fluid, merging with one another and constantly changing through the course of the day. At one moment we may be indulging in friendly chitchat and then suddenly we may be using speech to sell a product or persuade a child to put his spending money in the bank. By applying the techniques described in this book to everyday conversation we can make ourselves more effective, get our ideas across more efficiently, and motivate others with skill and fact.