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第40章输赢不是争吵出来的You'tWina
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戴尔·卡耐基Daleegie
YearsagoPatrip;apos;HaireJoinedoneofmyclasses.Hehadlittleedudhowhelovedascrap！
Hehadonachauffeur，aomebecausehehadbeentrying，withoutmuchsuccess，toselltrucks.Alittlequestihtoutthefactthathewasuallysgwithandantagonizingstheverypeoplehewastryingtodobusih，ifaprospeythioryaboutthetruckshewasselling，Patsawredandwasrightatthep;apos;sthroat.Patwonalumentsinthosedays.Ashesaidtomeafterward，"Iofteofanoffig：'Itoldthatbirdsomething.'SureIhadtoldhimsomething，butIhadn'tsoldhimanything."
Myfirstproblemwasrip;apos;Hairetotalk.Myimmediatetaskwastotrainhimtorefrainfromtalkingandtoavhts.
Mr.O'HairebeeofthestarsalesmeeMotorpanyinNewYork.
Howdidhedoit？Hereishisstoryinhisownwords："IfIwalkintoabuyer'soffidhesays：'What？AWhitetruck？They&apood！
Ios;ttakeoneifyougaveittome.I'mgoingtobuytheWhose-Ittruck.'Isay，'TheWhose-Itisagoodtruck.IfyoubuytheWhose-It，you'llake.TheWhose-Itsaremadebyafinepanyandsoldbygoodpeople.'
"Heisspeechlessthen.ThereisnumeheWhose-ItisbestandIsaysureitis，hehastostop.He'tkeeponallafternoonsaying，'It'sthebest'withhiWethehesubjectofWhose-Itaalkaboutthegoodpoiruck.
"Therewasatimewhenaremarklikehisfirstonewouldhavemademeseesdredande.Iwagai；andthemainstit，themoremypruedinfavorofit；andthemued，themorehesoldhimselfoor'sproduct.
"AsIlookbaoIwaseverabletosellanything.Ilostyearsofmylifeinsgandarguihshutnow.Itpays."
AswiseoldBenFraosay："Ifyuearadiayachieveavies；butittyvictorybecauseyouwillyouroppo'sgoodwill."
Sofigureitoutforyourself.Whichwouldyouratherhave，aheatricalvictoryoraperson'sgoodwill？Youhaveboth.
FrederickS.Parsons，aaxt，hadbeendisputingandwranglingfovermenttaxior.Anitemofhousanddollarsarsohishousanddollarswasiyabaddebt，thatitwoulded，thatitoughtaxed."Baddebt.myeye！
"retortedtheior."Itmustbetaxed."
"Thisiorwascantandstubborn，"Mr.Parsonssaidashetoldthestorytotheclass.Reasonwaswastedahelued，themorestubbornhebecame.SoIdecidedtumehesubjedgivehimappre.
"Isaid，'Isupposethisisaverypettymatterinparisonwiththereallyimportantanddifficultdep;apos;rerequiredtomake.I'vemadeastudyoftaxatioI'vehadtogetmyknowledgefromboyoursfrlineofexperieimewishIhadajoblikeyours.Itwouldteap;apos;ImeanteverywordIsaid."
"Well."Theiraightenedupinhischair，leanedbadtalkedftimeabouthiswork，tellihecleverfraudshehaduonegraduallybedly，alyhewastellihis.Asheleft，headvisedmethathewouldyproblemfurtherandgivemehisdeafe>
"Hecalledatmyofficethreedayslaterahehaddecidedtoleavethetaxreturlyasitwasfiled."
Thistaxiorwasdemoanfrailties.HewantedafeelingofimportandaslongasMr.Parsuedwithhim，hegothisfeelingofimportancebyloudlyassertinghisauthority.Butassoonashisimportancewasadmittedastoppedandheermittedtoexpandhisego，hebecameasympathetidlyhumanbeing.
多年前，帕特里克·欧·海瑞参加了我的成人教育班。
帕特文化水平不高，却很喜欢和人争论。
他曾做过司机，之所以来向我求助，是因为他推销卡车没能成功。
这是由一个小问题引发的——他总是不断地与客户争论而触怒他们。
一旦对方对他销售的汽车稍有不满，帕特便会喋喋不休，没完没了。
那段时期，帕特赢了不少场争论。
正如他后来对我所说的那样：“我常常走出办公室便自言自语道：‘我好好地教训了他。
’我确实教训了他，可我没有卖出想卖的车。”
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