成功的钥匙在我们做的事情当中，有许多都受到感情的影响。由于 我们的感情可为我们带来伟大的成就，也可能使我们失败， 所以，我们必须了解，要控制自己的感情，首先应该做的是，了解对我们有刺激作用的感情有哪些?我们可将这些感 情分为七种消极和七种积极的情绪。Much of what we do is directed by our feelings.Since our feelings can lift us to great achievements or hurl us down to defeat,we owe it to ourselves to understand and control them.The first step is to identify the feelings which motivate us.There are seven negative emotions and seven positive.七种消极情绪为：There seven negative emotions are: 七种积极情绪为：The seven positive emotions are:1．恐惧 Fear2．仇恨 Hatred3．愤怒 Anger4．贪婪 Greed5．嫉妒 Jealousy6．报复 Revenge7．迷信 Superstition 1．爱 Love2．性 Sex3．希望 Hope4．信心 Faith5．同情 Sympathy6．乐观 Optimism7．忠诚 Loyalty以上14种情绪，正是你人生计划成功或失败的关键， 他们的组合，既能意义非凡，又能够混乱无章，完全由你决定。These fourteen emotions are the letters of the alphabet with which you will write your plan for success or failure.They can be combined meaningfully or chaotically.上面每一种情绪都和心态有关，这也就是为什么我一直强调心态的原因。这些情绪实际上就是个人心态的反映，而心态是你可以组织、引导和完全掌控的对象。为了达到组织、引导和掌控的目的，你必须控制你的思想，你必须对思想中产生的各种情绪抱持着警觉性，并且视其对心态的影响是好是坏而接受或拒绝。乐观会增强你的信心和弹性，而仇根会使你失去宽容和正义感。如果你无法控制自己情绪，你的一生将会因为不时的情绪冲动而受害。前言将明确目标运用于工作组织智囊团积极心态(PMA)机智正义感情绪的控制展现信心的力量付出一点点培养个人进取心培养积极心态百分之二的成功者加入百分之二俱乐部如何培养热枕强化自律习惯控制控制你的注意力激发团队的合作精神逆境变成一种祝福创造力是今日世界不可少的能力有效的身心刺激物个人盘点运用自然力量迅速回顾　《成功的钥匙》将明确目标运用于工作 [打印本页]将明确目标运用于工作Putting Definiteness of Purpose to Work使潜意识发挥作用，只是迈向成功的第一步而已。如果 你不能说服他人与你合作，而且又无法遵守严格标准的话， 一样不会成功的，在后面几章中将详细说明这些标准。Making your subconscious work for you is only the first for many steps.You 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.假设你已经设定了明确目标，接下来你可能会问：“在哪里可以得到执行计划所需要的资源?”But let's assume you have developed the necessary definitions of purpose.You are now likely to ask an obvious questuion:Where do I get resources to implement my plan?从贫穷到富有，第一步是最困难的。其中的关键，在于 你必须了解，所有财富和物质的获得，都必须先建立清晰且 明确的目标；当目标的追求变成一种执着时，你就会发现， 你所有的行动都会带领你朝着这个目标迈进。The first step from poverty to riches is the most difficult.The 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.卡内基就是一个很好的例子，当他决定要制造钢铁时，脑海中便不时闪现此一欲望，并变成他生命的动力。接着他 寻求一位朋友的合作，由于这位朋友深受卡内基执着力量的感动，便贡献自己的力量；这两个人的共同热忱，最后再说 服另外两个人加人行列。Andrew Carnegie's life again provides an excellent examples.Once he knew he wanted to make steel,he fed that desire until it was the driving force in his life.He then turned to a friend,similarly broke but smart enough to recognize that value of his idea.Because he was impressed by the power of Carnegie's obsession,the friend joined forces with Carnegie.Their combined enthusiasm was sufficient to convince two others.这四个人最后形成卡内基王国的核心人物，他们组成了一个智囊团(请参阅下一章)，他们四个人筹足了为达到目 标所需要的资金，而最后他们每个人也都成为巨富。These four people became the nucleus of Carnegie's empire.They formed a mastermind group,the subject of the next chapter.Together they were able to find the capital necessary to pursue Carnegie's obsession,and each of them made vast fortune as result.但这四个人的成功关键并不只是“辛勤工作”而已，你 可能也发现到，有些人和你一样辛勤工作——甚至比你更努 力——但却没有成功。教育也不是关键性的因素，华尔顿从 来没有拿过罗德奖学金，但是他嫌的钱，比所有念过哈佛大 学的人都多。It was not sheer hard work that made these men successful.You probably know several people who work as hard as you do at anything they try-perhaps even harder than you-and are never successful.Education isn't the reason either.Sam Walton never won a Rhodes scholarship,but he made more money than anyone who ever studied Oxford.伟大的成就，是得自对积极的心态的了解和运用，无论你做任何一件事，你的心态都会给你一定的力量。抱持着积极心态，意味着你的行为和思想有助于目标的 达成；而抱持消极心态，则意味你的行为和思想不断地抵消 你所付出的努力。当你将欲望变成执着时，并且设定明确目标的同时，也应该建立并发挥你的积极心态。但是设定明确目标和建立积极心态，并不表示你马上就 能得到你所需要的资源，你得到这些资源的速度，须视需要范围的大小，以及你控制心境使其免于恐惧、怀疑和自我设 限的情形而定。Great success id the result of one's understanding and using a positive mental attitude.You mental attitude gives power to everything you do.Having a positive mental attitude means that your actions and thoughts further your end;having negative mental attitude means that you are constantly understanding your own efforts.As you build your desire into an obsession and develop your positive mental attitude.It would be foolish to suppose that having developed your definiteness of purpose and PMA,you will immediately find that you have the resources you need.The 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 self-imposed limitations.如果你只需要1万美金来实现你的明确目标，可能在很 短的时间内就筹得；但是，如果是100万美金，可能就得花 较长的时间了。If you need ten thousand dollars for your definite major purpose,you may be able to marshal it in a few days or even hours by impressing others with the quality of your enthusiasm and vision.If you require one million dollars,it's likely to take longer.在此一过程的一项重要变数是，你要拿什么来交换这1 万或100万美金，提供相对服务或其他等价值得时间，对取得资源的速度快慢也是相当重要的， 你必须清楚地了解在你“取得”之前应“付出”些什么。An important variable in this process is just exactly what it is you offer in exchange for that ten thousand or one million dollars.The time required to deliver the service or the equivalent value you intend to supply is also significant.You must be clear about what it is that you will give before you can expect to get in return.前言将明确目标运用于工作组织智囊团积极心态(PMA)机智正义感情绪的控制展现信心的力量付出一点点培养个人进取心培养积极心态百分之二的成功者加入百分之二俱乐部如何培养热枕强化自律习惯控制控制你的注意力激发团队的合作精神逆境变成一种祝福创造力是今日世界不可少的能力有效的身心刺激物个人盘点运用自然力量迅速回顾　《成功的钥匙》组织智囊团 [打印本页]智囊团Mastermind alliance智囊团是由两个或两个以上的人，以和谐的态度和主动 积极的精神，为共同目标齐心努力的团体。A mastermind alliance it built of two or more minds working actively together in perfect harmony toward a common definite object.智囊团原则使你得以把他人的经验、训练和知识所汇集 的力量，当作是自己的力量一样加以运用；如果你能有效地 应用智囊团，则无论你自己的教育程度或才智如何，几乎都 能克服所有的障碍。The mastermind principle lets you appropriate and use the full strength of the experience,training,and knowledge of other people just as if they were your own.You can overcome almost any obstacle you face,no matter what your own education or talents,if you use the mastermind principle effectively.没有人能够不需要任何帮助而成功。毕竞个人的力量有 限，所有伟大的人物，都必须靠着他人的帮助，才有扩展和 茁壮的可能。No one has ever attained outstanding success in anything without applying the mastermind principle.No one mind is complete by itself.All truly great minds have been reinforced through contact with others that allowed them to grow and expand.组织智囊团Forming a Mastermind Alliance让我们先来看一下“火车列车员”的智囊团模式：列车长之所以能够使火车开往目的地的惟一原因，就是其他列车 员认同并且尊重列车长的职权。如果，列车长未能适时地告诉司机火车出发的时间，乘客们会下车寻求其他可到目的的 方法，如果司机不遵守交通规则，很可能会发生致命的车祸……For a model of mastermind alliance at work,consider a train crew.The conductor(you) can take the train to its destination only because all the other members of the train crew recognize and respect his(your) authority.What would happen if the conductor failed to signal the engineer that it was time to start? Passengers would abandon the train and find some other way to get where they wanted to go.If the engineer didn't bother to heed the signals along the track,the resulting crash could cost lives.为了使你的智囊团发挥正常功能，你必须给团员清晰而且正确的指示，而团员也必须愿意充分与你合作，以下四个简单的步骤，可确保智囊团的正常运作。For your mastermind alliance to function properly,you must give clear,unmistakable signals to your crew.They,in turn,need to be willing to cooperate fully with you.There are four simple steps to making sure this is the case.步骤1：确定你的目标Step One:Determine Your Purpose使智囊团发挥功效的第一个步骤，就是设立一个明确的 目标(谁愿意搭乘目的地不明确的火车呢?)很显然的，如 果你连自己的明确目标都还没有确定，是不可能进行其他工 作的。The first step in putting together a mastermind alliance is to adopt a definite purpose for it to attain.(Who would board train without knowing where it went?) Obviously you cannot do this if you have not yet selected your own definite major purpose.You must be certain that the purpose of the alliance is either the same as yours or very closely aligned.你必须确定智囊团的共同目标，就是你自己的明确目标，或至少应该非常接近你的目标。如果你已经写下自己的明确目标，以及达到目标的方法，则你对此一步骤应该就能驾轻就熟了。写了智囊团的共同目标以及执行计划，可使你了解过程中的每一个环节，就像列车长不能同时收票、服务餐车旅客和驾驶火车一样，你也无法一人处理所有环节的事务，这时候你就必须运用第二个步骤了。If you have already written out your own definite major purpose and the means you will use attain it,this step will be familiar for you.Writing out the plan for your alliance's chain you must forge.Inevitably 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 throttle.This brings you to yours second step.步骤2：挑选团员Step Two:Select the Members of Your Alliance挑选能帮助你达到目标的人，是件必须小心谨慎的事，你可能最后会发现，你原先挑选的人并不合适。你也可能在 一段时间之后发现，有些意料之外的事情必须找人来做。在 这过程中，尝试和错误是不可避免的，但是，如果你能时时 把握住以下两项特质，就能更快挑选到适任的人才。Choosing the people who will help you attain your goal must be done carefull.You 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 filled.Trial 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.第一项特质是工作能力。切勿只因为你喜欢或认识某 人，就把他选择为团员，虽然这样的人，会改善你的生活品 质，但未必就适合智囊团；你最好的朋友，未必就是你所需 要的行销专业人才，但或许他可为你介绍专业人员。The first is ability to do the job.Do not select people for your alliance merely because you like and know them.Such people are valuable to you because they improve the quality of your life,but they are not necessarily suited to a mastermind alliance.Your best friend may not be the most knowledgeable marketing professional in your area,but perhaps he ca introduce you to someone who is.第二项特质就是和他人和谐共事的能力。不和谐的工作 气氛，将会抵消智囊团的效率。虽然，这种情形可能不会立 即发生，但却可能在输赢的关键时刻爆发出来。The other quality is the ability to work in a spirit of harmony with others.Without harmony your alliance will falter,perhaps not right away but at some crucial moment when everything is about to be won or lost.卡内基曾经告诉我，他找寻一位首席化学家的故事：经过全球探访后，他找到一位当时在一家德国公司任职的化学家，这位化学家的能力是无庸置疑的，于是卡内基便和他签 了5年的合约，但是不到一年卡内基就和他解约了。Andrew Carnegie once told me of a worldwide search he conducted for his chief chemist.His scouts found brilliant man working for a German firm.His ability was without question.Carnegis entered into a five-year contract for the man;s sevices.Within a year he had released the man from the bargain.为什么呢?因为这位化学家很容易发脾气，整个部门被他搞得一团糟，没有人愿意和他共事；而他也因为太计较小事而经常怒气冲冲，以致什么成就都没有。Why? Because the chemist was so temperamental that he had an entire department in upheaval.None of the other cerned with perceived slights that he spent all his time fuming and accomplished nothing.你必须排除智囊团中的任何不和谐现象，各成员应毫无 保留地汇整彼此的智慧，个人的野心(包括你自己的野心)， 必须臣俯于执行以及达成智囊团共同目标之下。You must keep any thoughts of discord out of your alliance. There must be a complete meeting of the minds,without any reservations on the part of any member.Personal ambitions must be subordinate to the fulfillment and successful achievement of the definite purpose of the alliance.This includes your own.清楚地了解智囊团的目标，有助于判断团员是否具备以和谐态度完成工作的能力。Being clear about you alliance's purpose will give you a basis for judging someone's ability to work in harmony with it.你可能仍然必须调整智囊团的组织结构，但是，你也必须采取步骤创造团内的和谐。You may still have to make adjustments in the alliance's composition,but there are also steps you must tale to build that harmony.步骤3：确定报酬Step Three:Determine Your Rewards确定团员的报酬，是维持和谐的一项重大因素。在一开始时，就应该确定团员可能得到多少的报酬，如此一来，必将大大地减少日后发生争执的可能性。Clearly determined rewards for participation in your mastermind alliance are an important factor in its harmony.Determine at the outset what rewards you are offering in return for the work of others,and there will be little room for later recriminations.下列十项基本行为动机，可作为订定报酬的基础：There are ten basic motives toward action that can be the basis of these rewards:1．自保 Self-preservation2．爱 Love3．恐惧 Fear4．性 Sex5．对死后生命的渴望 Desire for life after death6．身心自由 Freedom for mind and body7．愤怒 Anger8．仇恨 Hate9．对认同和成就感的渴望 Desire for recognition and self-expression10．财富 Wealth虽然财富对团员的吸引力最大，但也不能忽视其他动机 的重要性。对许多人而言，认同和成就感和金钱一样重要。但请务必注意，如果你依赖愤怒、仇恨和恐惧，则这些动机可能会扭曲你的团员的心灵。Wealth will obviously have the greatest appeal for members of your commercial enterprise,but remember that other motives can play an important role.Recongnition and self-expression are just as important as money to many people.Be aware that some of these motives--anger,hate,fear--can twist the minds of your team if you rely upon them.你应欣然、公平而且慷慨地在团员之间分配最具影响力 的激励因素——财富，你的表现愈慷慨，就愈能从团员那儿 得到愈多的帮助。你必须掌握的另一项成功原则，就是多付 出一点点的习惯(请参阅第5章)，如果你能在一开始时便 将此一原则纳入智囊团，它必然会为你带来莫大的助益。Your best motivator,wealth,must be willingly,fairly,and generously divided among your team.The more generous you are,the more help you will ge.Anoter of the principles of success is the habit of going the extra mill(see Chapter 5).It will serve you well if you incorporate it into your alliance form the beginning.步骤4：订定集会时间和地点Step Four:Set a Time and Place for Meeting订定明确的定期集会时间和地点，以确保团员能不断进 步，且借此机会解决智囊团所面临的问题。智囊团初期阶段 的会议内容，可能涉及借重各成员的专业技术，来精确规划 执行计划的议题。Your alliance must be active do do any good.Establish a definite place and time for regular meetings to ensure that you are making progress and dealing with the issues you face.Your early meetings will likely involve fine-tuning the plan you have made for your success,drawing upon the specialized skills of your members.随着智囊团的不断成熟和成员之间和谐气氛的增长，你 会发现，这些会议会使各成员的脑海中激荡出一连串的构 想。当团员共同工作一段时间之后，便会在会议中激荡出更 多的令人兴奋的事情，而各成员之间也会愈来愈和谐。As your allaince matures and harmony grows among the member,you will find that these meetings create a flow of ideas into every member's mind.As you work together over time,more excitement will greet every meeting,and more harmony will arise想像一下一组业务代表开会的情形，他们可能会对共同 目标做出决议，但是，如果能以一天或一个周末的时间，听 取并采纳他们对计划的意见，以加强他们的坚毅信念，就能 使他们免除情绪的压抑，并渴望达到目标。Think about a group of sales reps brought together for a conference.They 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.切勿以定期会议取代成员之间的频繁接触，打电话、写 留言条或是在走道上的谈话，都可以使成员获得会议时所需 要的资讯，如此一来，便可在会议中迅速解决突发状况。Do not let the regular meetings take the place of frequent contact between the members.Telephone calls,notes,and even conversations in a hallway will keep the alliance primed for action when it meets in full,so that sudden developments can be addressed quickly.前言将明确目标运用于工作组织智囊团积极心态(PMA)机智正义感情绪的控制展现信心的力量付出一点点培养个人进取心培养积极心态百分之二的成功者加入百分之二俱乐部如何培养热枕强化自律习惯控制控制你的注意力激发团队的合作精神逆境变成一种祝福创造力是今日世界不可少的能力有效的身心刺激物个人盘点运用自然力量迅速回顾　《成功的钥匙》积极心态(PMA) [打印本页]积极心态(PMA)想要达到永续成功的第三个步骤，是培养具有吸引力的 个性。令人愉快的个性，就是一种已经发展圆满的个性。为 了达到此一目标，你必须努力改善以下所列的25种个性。 别被这个数字吓倒了。因为其中有许多个性面，是彼此息息 相关的。改善了这方面的个性也将有助于其他个性的改善。The third step in achieving lasting success is to develop an attractive personality.A pleasant personality is a well-rounded one;accordingly there are twenty-five different aspects of your personality which you must strive to improve. Don't be intimidated by that number,for you'll find that many of the aspects are closely related.Working to bolster one will help you strengthen many others.积极心态(PMA)Positive Mental Attitude(PMA)积极心态，是无论在任何情况下，都应具备的正确心 态。这种心态是由“正面”的性格因素所构成的，诸如“信 心”、“正直”、“希望”、“乐观”、“勇气”、“进取心”、“慷 慨”、“耐性”、“机智”、“亲切”，以及“丰富的常识”。A positive mental attitude is the right mental attitude in any given situation and is most often composed of the plus characteristics symbolized by such words as"faith," "integrity," "hope," "optimism," "courage" "initiative," "generosity," "tolerance," "tact," "kindliness," and "good common sense."积极心态是具有吸引力最重要的个性。事实上，在17 项成功原则中，有许多项都以它作为关键性的要素。积极心 态影响你说话时的语气、姿势和脸部表情，它会修饰你说的 每一句话，并且决定你的情绪感受，它还会对你的思想产生 影响。PMA is the most important aspect of any attractive personality;indeed,t is crucial to many of the Seventeen Principles of Success.PMA influences your tone of voice,your posture,your facial expressions.It modified every word you say and determines the nature of the emotions you feel.It affects every thought you have and the results your thoughts bring you.为了比较起见，让我们来看一下消极心态的影响。消极 心态会浇熄你的热忱，蒙蔽你的想像力，降低你的合作意愿，使你失去自制能力，容易发怒，缺乏耐性，并且使你丧 失理性。For the sake of contrast,let's examine the effects of a negative mental attitude.It dampens your enthusiasm,curtails your imagination,undermines your desire to be cooperative,overthrows your self-control,makes you sullen and intolerant,and,as if these weren't enough,throws your reasoning out of gear.既然消极心态对你的破坏力如此之大，所以你最好还是 待在家里，别出来和人竞争，消极心态只会为你树立敌人， 并且摧毁你的成就和朋友。如果一位律师带着消极心态步人法庭，即使他所辩护的 是全世界最棒的案子，还是无法说服法官和陪审团。你会对一位容易发怒而又悲观的医生产生信心吗?不!人们是绝不会容忍消极心态的。A negative mental attitude is so detrimental to your efforts that you are better off staying at home than venturing out into the world with it.It will only make you enemies and corrupt your good works and allinances.A lawyer who goes into court with best case in the word will convince neither judge nor jury if her attitude is negative.What kind of confidence would you have in a sullen,pessimistic doctor,no matter how many degrees hang on the will? None! People simply will not tolerate a bad mental attitude.相形之一，积极心态为你开启了一扇门，并允许你展现技巧和雄心壮志。想想那些带着信心步人法庭，并且以无比的确信，赢得 法官和陪审团支持的律师吧：难道你不想让一位能使你放松心情，以平和的语气回答问题，而且展现专业知识的医师为你看病吗?In contrast, a positive mental opens doors and allows you to display your skills and ambitions.Imagine that lawyer presenting her case with confidence,gaining the ear of judge and jury because she is distinctively self-assured.Wouldn't you rather be treated by a physician who sets you at ease,answer your questions plainly,and demonstrates a knowledge of his field?积极心态也是其他各种个性的构成要素，了解和应用其 他个性。将会强化你的积极心态。Building a positive mental attitude is part of the other aspects of an attractive personality.As you read on,you'll see how understanding and applying each of these points reinforce your PMA.前言将明确目标运用于工作组织智囊团积极心态(PMA)机智正义感情绪的控制展现信心的力量付出一点点培养个人进取心培养积极心态百分之二的成功者加入百分之二俱乐部如何培养热枕强化自律习惯控制控制你的注意力激发团队的合作精神逆境变成一种祝福创造力是今日世界不可少的能力有效的身心刺激物个人盘点运用自然力量迅速回顾　《成功的钥匙》机智 [打印本页]机智 Tact做任何事情都有适当、不适当的时机，机智就是要在适当时机做适当的事和说适当的话。机智和礼节有很密切的关系，一个人不可能只具备其中一种而缺少另一种特质，机智是一项无价的处世技巧，表现机智和缺乏机智，同样会让人看得见。There is a right moment and a wrong moment for everything.Tact is the habit of doing and saying the right thing at the right moment.Tact is so closely related to courtesy that you cannot practice one without the other.It is an invaluable skill,just as noticeable for its absence as for its presence.以下是缺乏机智时最常发生的情况：Here is a list of the most common ways people show their lack of tact:1．不注意自己说话的语气，经常以不悦而且对立的语气说话。1.Carelessness in their tone of voice,often speaking in gruff,antagonistic tones.2．应该保持沉默的时候偏偏爱说话。2.Speaking out of turn,when silence would be more appropriate.3．打断别人的话。3.Interrupting others who are speaking.4．滥用人称代词。以至在每个句子中都用“我”这个字。4.Overworking the personal pronoun so that every sentence features the word"I".5．以傲慢的态度提出问题，给人一种只有他最重要的印象。5.Asking impertinent questions,often to impress others with their own importance.6．在谈话中插入一些和自己有亲密关系，但却会使别人感到不好意思的话题。6.Injecting intimately personal subjects into the conversations when such subjects are embarrassing to others.7．不请自来。7.Going where they have not been invited.8．自吹自擂。8.Boastfulness9．嘲笑社会上的穿着规范。9.Flouting social norms in matters of attire.10．在不适当时刻打电话。10.Making calls at inconvenient hours11．在电话中谈一些别人不想听的无聊话。11.Holding people on the telephone with needless conversations.12．对不熟悉的人写一封内容过分亲密的信。12.Writing letters that are overly familiar to people they hardly know.13．不管自己了不了解，而任意对任何事情发表意见。13.Volunteering unsolicited opinions on any subject under the sun,without regard to their knowledge.14．公然质问他人意见的可靠性。14.Openly questioning the soundness of others' opinions.15．以傲慢的态度拒绝他人的要求。15.Declining requests from others in an arrogant manner.16．在别人的朋友面前说一些瞧不起他的话。16.Speaking disparagingly of people in front of their friends.17．指责和自己意见不同的人。17.Rebuking people who disagree with them.18．评论别人的无能力。18.Commenting on people's disabilities.19．当着他人的面，指正部后和同事的错误。19.Correcting subordinates and colleagues in the presence of others.20．请求别人帮忙被拒绝后心生抱怨。20.Complaining when requests for favors are refused.21．利用友谊请求帮助。21.Presuming upon friendship in asking for favors22．措词不敬或具有攻击性。22.Using profane or offensive language