【正文】 ften as you will make you successconscious by the power of will steady your resolve when things do not appear to be going well.如果你被一件難以達成的事情困住時，則可以想一想一 旦你得到解脫之后，想要做些什么事，并且對此一期待報以微笑。當你達到一個目標之 后，再設(shè)定一個新目標。這些情緒實際上就是個人心態(tài)的反映，而心態(tài)是你可以組織、引導和完全掌控的對象。Many people are honest for the sake of expediency, but this kind of honesty is so flexible that it can be contorted to serve in any situation which furthers their cultivating frankness of speech,you are already taking an important step in practicing intentional honesty。 on people39。以至在每個句子中都用“我”這個字。For the sake of contrast,let39。令人愉快的個性，就是一種已經(jīng)發(fā)展圓滿的個性。You may still have to make adjustments in the alliance39。s chain you must there will be links you have neither the skill nor the resources to join yourself,just as the conductor cannot simultaneously collect fares,work the dining car,and keep a hand on the brings you to yours second step.步驟2：挑選團員Step Two:Select the Members of Your Alliance挑選能幫助你達到目標的人，是件必須小心謹慎的事，你可能最后會發(fā)現(xiàn)，你原先挑選的人并不合適。s understanding and using a positive mental mental attitude gives power to everything you a positive mental attitude means that your actions and thoughts further your end。其中的關(guān)鍵，在于 你必須了解，所有財富和物質(zhì)的獲得，都必須先建立清晰且 明確的目標；當目標的追求變成一種執(zhí)著時，你就會發(fā)現(xiàn)， 你所有的行動都會帶領(lǐng)你朝著這個目標邁進。 前 言 此為中英對照版，奉獻給您。The first step from poverty to riches is the most key is to realize that all the riches and all the the material goods that you acquire through your own efforts begin with your having a clear,concise picture of what you seek. When that picture grows to be an obsession with you,you will find that your every action leads you toward its acquisition.卡內(nèi)基就是一個很好的例子，當他決定要制造鋼鐵時，腦海中便不時閃現(xiàn)此一欲望，并變成他生命的動力。having negative mental attitude means that you are constantly understanding your own you build your desire into an obsession and develop your positive mental would be foolish to suppose that having developed your definiteness of purpose and PMA,you will immediately find that you have the resources you speed at which you acquire these will depend on the size of your needs and on the control you exercise to keep your mind free of fear,doubt,and selfimposed limitations.如果你只需要1萬美金來實現(xiàn)你的明確目標，可能在很 短的時間內(nèi)就籌得；但是，如果是100萬美金，可能就得花 較長的時間了。你也可能在 一段時間之后發(fā)現(xiàn)，有些意料之外的事情必須找人來做。s position,but there are also steps you must tale to build that harmony.步驟3：確定報酬Step Three:Determine Your Rewards確定團員的報酬，是維持和諧的一項重大因素。為 了達到此一目標，你必須努力改善以下所列的25種個性。s examine the effects of a negative mental dampens your enthusiasm,curtails your imagination,undermines your desire to be cooperative,overthrows your selfcontrol,makes you sullen and intolerant,and,as if these weren39。 the personal pronoun so that every sentence features the wordI.5．以傲慢的態(tài)度提出問題，給人一種只有他最重要的印象。s disabilities.19．當著他人的面，指正部后和同事的錯誤。you must adhere to that honesty so closely that you practice it under and circumstance,whether or not it promises you any immediate gain.即使正義感無法使你抓住每一次的獲利的機會，但它卻 能為你帶來下列的實際好處。為了達到組織、引導和掌控的目的，你必須控制你的思想，你必須對思想中產(chǎn)生的各種情緒抱持著警覺性，并且視其對心態(tài)的影響是好是壞而接受或拒絕。但切勿因為達到目標就感到自滿。If you39。s seen what a little encouragement can do. We all need people to give us a boost, and we all benefit from doing the same for others.步驟6別在過完一天之后，才發(fā)現(xiàn)當天的所作所為，對明確目標 沒有一點明顯的貢獻。Surround yourself with books,pictures,mottoes,and other suggestive things that symbolize and reinforce achievement and constantly to add to your collection, to move things to new places,where you can see them 。雖然這些并非實際的銷售行 為，但他們都是實際銷售行為的一部分。ll be doing once you39。蓋茨創(chuàng)設(shè)了供應(yīng)世界70％電腦操作系統(tǒng)軟體的微軟公司。如果你無法控制自己情緒，你的一生將會因為不時的情緒沖動而受害。It establishes the basis of confidence,without which you cannot have an attractive personality2．它建立起深具魅力的誠摯和健全的性格。 when requests for favors are refused.21．利用友誼請求幫助。 intimately personal subjects into the conversations when such subjects are embarrassing to others.7．不請自來。如果一位律師帶著消極心態(tài)步人法庭，即使他所辯護的 是全世界最棒的案子，還是無法說服法官和陪審團。因為其中有許多個性面，是彼此息息 相關(guān)的。Clearly determined rewards for participation in your mastermind alliance are an important factor in its at the outset what rewards you are offering in return for the work of others,and there will be little room for later recriminations.下列十項基本行為動機，可作為訂定報酬的基礎(chǔ)：There are ten basic motives toward action that can be the basis of these rewards:1．自保 Selfpreservation2．愛 Love3．恐懼 Fear4．性 Sex5．對死后生命的渴望 Desire for life after death6．身心自由 Freedom for mind and body7．憤怒 Anger8．仇恨 Hate9．對認同和成就感的渴望 Desire for recognition and selfexpression10．財富 Wealth雖然財富對團員的吸引力最大，但也不能忽視其他動機 的重要性。Choosing the people who will help you attain your goal must be done may initially select some people who you later decide are not appropriate,and you may discover that there are unanticipated needs for knowledge that must be and error will be part of the process,but there are two qualities to keep foremost in your mind that will help you avoid too many surprises.第一項特質(zhì)是工作能力。s likely to take longer.在此一過程的一項重要變數(shù)是，你要拿什么來交換這1 萬或100萬美金，提供相對服務(wù)或其他等價值得時間，對取得資源的速度快慢也是相當重要的， 你必須清楚地了解在你“取得”之前應(yīng)“付出”些什么。Andrew Carnegie39。S KEYS TO SUCCESS下面是節(jié)選。Making your subconscious work for you is only the first for many will not succeed if you cannot convince other people to cooperate with you and if you do not live in accordance with strict standards. Those standards form the remainder of this book.假設(shè)你已經(jīng)設(shè)定了明確目標，接下來你可能會問：“在哪里可以得到執(zhí)行計劃所需要的資源?”But let39。但是設(shè)定明確目標和建立積極心態(tài)，并不表示你馬上就 能得到你所需要的資源，你得到這些資源的速度，須視需要范圍的大小，以及你控制心境使其免于恐懼、懷疑和自我設(shè) 限的情形而定。寫了智囊團的共同目標以及執(zhí)行計劃，可使你了解過程中的每一個環(huán)節(jié)，就像列車長不能同時收票、服務(wù)餐車旅客和駕駛火車一樣，你也無法一人處理所有環(huán)節(jié)的事務(wù)，這時候你就必須運用第二個步驟了。s purpose will give you a basis for judging someone39。Think about a group of sales reps brought together for a may arrive in general agreement about their goals,but a day or a weekend spent reinforcing their determination,listening to and incorporating their suggestions for the plan at hand,will send them away fired up and eager to achieve their goals.切勿以定期會議取代成員之間的頻繁接觸，打電話、寫 留言條或是在走道上的談話，都可以使成員獲得會議時所需 要的資訊，如此一來，便可在會議中迅速解決突