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How To Win Friends And Influence People :: Carnegie Dale Breckenridge
Страница: 13 из 194They don't want to become public speakers, and they don't want to listen to a lot of high sounding talk about psychology; they want suggestions they can use immediately in business, in social contacts and in the home.
So that was what adults wanted to study, was it?
"All right," said the people making the survey. "Fine. If that is what they want, we'll give it to them."
Looking around for a textbook, they discovered that no working manual had ever been written to help people solve their daily problems in human relationships.
Here was a fine kettle of fish! For hundreds of years, learned volumes had been written on Greek and Latin and higher mathematics - topics about which the average adult doesn't give two hoots. But on the one subject on which he has a thirst for knowledge, a veritable passion for guidance and help - nothing!
This explained the presence of twenty-five hundred eager adults crowding into the grand ballroom of the Hotel Pennsylvania in response to a newspaper advertisement. Here, apparently, at last was the thing for which they had long been seeking.
Back in high school and college, they had pored over books, believing that knowledge alone was the open sesame to financial - and professional rewards.
But a few years in the rough-and-tumble of business and professional life had brought sharp dissillusionment. They had seen some of the most important business successes won by men who possessed, in addition to their knowledge, the ability to talk well, to win people to their way of thinking, and to "sell" themselves and their ideas.
They soon discovered that if one aspired to wear the captain's cap and navigate the ship of business, personality and the ability to talk are more important than a knowledge of Latin verbs or a sheepskin from Harvard.
The advertisement in the New York Sun promised that the meeting would be highly entertaining. It was. Eighteen people who had taken the course were marshaled in front of the loudspeaker - and fifteen of them were given precisely seventy-five seconds each to tell his or her story. Only seventy-five seconds of talk, then "bang" went the gavel, and the chairman shouted, "Time! Next speaker!"
The affair moved with the speed of a herd of buffalo thundering across the plains. Spectators stood for an hour and a half to watch the performance.
So that was what adults wanted to study, was it?
"All right," said the people making the survey. "Fine. If that is what they want, we'll give it to them."
Looking around for a textbook, they discovered that no working manual had ever been written to help people solve their daily problems in human relationships.
Here was a fine kettle of fish! For hundreds of years, learned volumes had been written on Greek and Latin and higher mathematics - topics about which the average adult doesn't give two hoots. But on the one subject on which he has a thirst for knowledge, a veritable passion for guidance and help - nothing!
This explained the presence of twenty-five hundred eager adults crowding into the grand ballroom of the Hotel Pennsylvania in response to a newspaper advertisement. Here, apparently, at last was the thing for which they had long been seeking.
Back in high school and college, they had pored over books, believing that knowledge alone was the open sesame to financial - and professional rewards.
But a few years in the rough-and-tumble of business and professional life had brought sharp dissillusionment. They had seen some of the most important business successes won by men who possessed, in addition to their knowledge, the ability to talk well, to win people to their way of thinking, and to "sell" themselves and their ideas.
They soon discovered that if one aspired to wear the captain's cap and navigate the ship of business, personality and the ability to talk are more important than a knowledge of Latin verbs or a sheepskin from Harvard.
The advertisement in the New York Sun promised that the meeting would be highly entertaining. It was. Eighteen people who had taken the course were marshaled in front of the loudspeaker - and fifteen of them were given precisely seventy-five seconds each to tell his or her story. Only seventy-five seconds of talk, then "bang" went the gavel, and the chairman shouted, "Time! Next speaker!"
The affair moved with the speed of a herd of buffalo thundering across the plains. Spectators stood for an hour and a half to watch the performance.