23．当场表示不喜欢。23.Expressing dislikes at a drop of a hat24．老是想着不幸或痛苦的事情。Dwelling on ills or misfortunes25．对政治或宗教发出抱怨。25.Complaining about politics or religion26．表现过亲密的行为。26.Displaying general overfamiliarity如果你认为这些都是一些小缺点的话，那就错了。因为 这些缺点的混合速度是非常快的!你愿意和平常就显露出三“种缺点的人交往吗?这些缺点意味着，缺乏感受和细心体谅 的能力，并且会使人对这种人的智慧产生怀疑，任何想要培 养具吸引力个性的人，都应远离这些缺点。If these faults seem small to you,consider how quickly they compound one another.Would you want to be associated with someone who displayed just three of them regularly? They reveal a lack of perception and careful consideration that undermines one's confidence in another's mental powers. Anyone who desires an attractive personality will avoid them all.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》正义感 [打印本页]正义感A keen Sense of justice除非你能以公正的态度对待他人，否则即无法培养出吸引入的个性，而且也无法达到明确目标，正义感的一项不可或缺的根本要素，就是“有意的诚实”。Unless you deal justly with others you cannot hope either to cultivate an attractive personality or to succeed in your definite major purpose.The essential component of a keen sense of justice is a dedication to intentional honesty.许多人把诚实当做是一种权宜之计，但由于这种诚实态度弹性太大，致使它可能会被扭曲成谋求自己利益的一种手 段。在培养坦白的说话态度时，你就已经在实践有意的诚实 方面，跨出了重要的一步；你必须坚持这种诚实美德，并且无论是否会为你带来立即的好处都要实践它。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 interests.By cultivating frankness of speech,you are already taking an important step in practicing intentional honesty;you must adhere to that honesty so closely that you practice it under and circumstance,whether or not it promises you any immediate gain.即使正义感无法使你抓住每一次的获利的机会，但它却 能为你带来下列的实际好处。Even if a keen sense of justice prevents you from seizing every opportunity, it carries with it a host of practical benefits:1．它为你建立起信心的基础；没有了信心你将无法培养出吸引人的个性。It establishes the basis of confidence,without which you cannot have an attractive personality2．它建立起深具魅力的诚挚和健全的性格。It builds a fundamentally sincere and sound character,which by itself is a powerfully attractive trait3．它不仅会吸引他人的注意，同时还提供获得真正而 是永久不变之个人利益的机会。It not only attracts people but offers opportunities for real and lasting personal gain4．它使你培养出自立和自重精神。It builds your sense of self-reliance and self-respect5.它强化你的道德良知，并因而使你的行动更为迅速， 因为此时你的动机和欲望比以往更加清晰。It strengthens your relationship with your conscience and thus allows you to act more promptly since your motives and desires are clearer6.它吸引值得你交往的朋友并且击败你的对手。It attracts worthwhile friends and discourages you enemies7.它敞开你的心胸迎向信心。It opens your mind to faith8.它保护你兔子陷入破坏性的争议，想想看有多少杰 出人物因为言行不慎而走上自我毁灭之路。It protects you from destructive controversies.Consider how often people of prominence are laid low by revelations of impropriety9.它鼓励你以具有魅力的个性朝饲明确目标迈进。It inspires you to move toward your definite major purpose with greater personal initiative正义感不仅是一种获得实质利益的工具，同时还能强化 各种人际关系，它驱除贪婪和自私，并使你更了解你的权益 和责任，而所有其他个性也将因为有了正义感而更有力量。A keen sense of justice is not merely a tool for gaining material rewards.It enhances every human relationship.It discourages avarice and selfishness and gives you a much better understanding of your rights,privileges,and responsiblities.With it,every aspect of attractive personality grows stronger.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》情绪的控制 [打印本页]情绪的控制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。Each emotion is related to mental attitude,and that is why I have placed so much stress on the character of one's mental attitude.These emotions are nothing but reflections of your mental attitude,which you can organize,guide,and completely command.To do so,you must take control of your present there,and embrace or reject them on the basis of their contribution to your mental attitude.Optemism will increase your confidence and flexibility;hatred will undermine your tolerance and keen sense of justice.If you do not take this control,you are condemning yourself to an entire life buffeted by the winds of emotional whim.如果你正在努力控制情绪的话，可难备一张图表，写下你每天体验并且控制情绪的次数，这种方法可使你了解情绪发作的频繁性和它的力量。一旦你发现刺激情绪的因素时，便可采取行动除掉这些因素，或把它们找出来充分利用。If you find yourself struggling to gain this control,compile a chart on which you note every day the number of times you experience and act on an emotion.Make a not of circumstances which inspire the emotion. This will give you tremendous insight into the frequency and power of your emotions.Onve you know which forces trigger your emotions,you can act to eliminate them or to seek them out and use them.将你追求成功的欲望，转变成一股强烈的执着意念，并 且照手实现你的明确目标，这是使你学得情绪控制能力的两 个基本要件，这两个基本要件之间，具有相辅相成的关系， 而其中一个要件获得进展时，另一要件也会有所进展。Building you desire for success into a burning obsession and embarking on your definite major purpose are the cornerstones of your efforts to gain emotional control.Each strengthens the other,and progress with one will mean progress everywhere.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》展现信心的力量 [打印本页]展现信心的力量Demonstrating the Power of Your Faith将信心运用到实际行动的第二法门，就是积极心态。以下将说明培养信心和积极心态的步骤。The key to putting your faith into action is to have a positive mental attitude .Here are steps to build your faith and your PMA步骤1Step one遵照第一章的指示先建立一明确目标，并且朝着目标前 进，确定你要的是什么，并且努力去得到它。但应确定你所希 望的目标是值得你努力而且你可能达成的目标。别小看自己 的能力．但也别定出一个遥不可及的目标。Adopt a definite major purpose ,and begin to attain it.Follow the instructions in the first chapter.Know what you want,and get busy creating it.Be sure that the object of yours desire is something worhy,something you can obtain.Never sell yourself short,but do not set a task for yourself which is utterly ridiculous.步骤2Step two早晚祈祷你所订目标的实现，以坚定你对目标的信念。想想看，当你达到目标后的欢愉感觉。当你达到一个目标之 后，再设定一个新目标。但切勿因为达到目标就感到自满。Affirm the object of your desire through prayer,morning and night.Inspire your imagination to see yourself already in possession of it.When you attain one goal,set a new one.Do not let complacency set in.比尔·盖茨创设了供应世界70％电脑操作系统软体的微软公司。在他35岁之后，他的公司就已发展成比麦当劳、迪 斯尼和CBS还要大的企业。但他从此就停止进步了吗?Bill Gates founded Microsoft,the software company that supplies the operating systems for more than 70 percent of the computer in the world. By the time he was thirty-five,his company was bigger than McDonald's, Disney,and CBS.Did he stop there?不，他仍然不断地想为自己和公司扮演什么新的角色。 他在37岁时，开始提供一种可以使办公室内的所有机器都能 连线作业的系统：电话、传真机、电脑全都能一起工作。他成 功地说服AT&T和IBM等大企业加入他的行列，共同开发并 且生产此一重要系统。 你将会达成你为自己设定的目标，每天都要运用一切方 法培养你对未来的远见。No,he continued to dream of new roles for himself and his corporation.By the time he was thirty seven,he ha embarked on a new path to provide systems to link every machine in an office:telephone,as machines,computers,all working together seamlessly.And he managed to bind such giants as AT&T and IBM to his vision, enlisting them in a consortium to develop and deliver that magnificent system.You will achieve precisely the success you can envision for yourself.Cultiveate that vision every day,in every way you can.步骤3Step 3尽可能地将第二章所列的10项基本行为动机，和你的明 确目标联系起来，给你自己下一道强烈性的命令，去做你想要 做的事，并尽可能地每天在脑海里回想一次这道命令。Associate as possible of the ten basic human motives mentioned on page 18 with your definite major purpose.Give yourself a compelling motive for doing what you want to do.Then renew that motive by bringing it up in your mind as often as possible on a daily basis.如果你的命令中包括一栋漂亮的房屋，一辆豪华的汽车 和一个高品质衣橱，那就常常想着这些目标吧?你可以模仿 驾着那辆华贵汽车的动作，或想像那栋房子的美丽，别吝惜用你的想像力来强化你的欲望。If your motives include a fine home,a nice car,and a good wardrobe,visualize those thing around you.Go through the motions of driving that car or wandering about that house.Do not hesitate ho use your imagination to fuel your burning desire.步骤4Step 4写下你的明确目标会为你带来的种种好处，并时时在脑 海中想着这些好处，这可使你借着自我启发的力量创造出成 功意识。而成功意识可在事情进行得不太顺利时，坚定你达 到目标的决心。Write out a list of all the advantages of your definite major purpose,and call them into your mind as often as you can.This will make you success-conscious by the power of sef-suggestion.It will steady your resolve when things do not appear to be going well.如果你被一件难以达成的事情困住时，则可以想一想一 旦你得到解脱之后，想要做些什么事，并且对此一期待报以微笑。If you're caught in an impossible job,you can keep yourself smiling by thinking of what you'll be doing once you're free.步骤5Step 5和那些支持你和你的明确目标的人交往，并接受他们的 鼓励，这些人可能是你的同事、朋友或家人。Associate with people who are in sympathy with you and major purpose;get their encouragement. They can be colleagues,friends,or family.一位房地产经纪人带着沮丧的神情回到家里。当她不顾 心地叹气时，她的丈夫拿出他的“百万富翁俱乐部”证书以及 一张买主的名单问道：“你看看这些是什么?是谁卖掉这些房子的?是谁卖掉 那栋坐落在湖边费时2年还卖不掉的房子？是谁看中那栋梦 想中的房子的?最近的一个售屋案子不是最好的案子吗?”One realtor I know occasionally comes home discouraged,but she has an agreement with her husband that covers circumstance. The instant she lets go a defeatist sigh,he pulls out her certificate from he Million Dollar Club and a list of previous sales she's made."Who name do you see here? Who sold all those houses? Who sold that place down by the lake that had been on the market two years? Who saw what a dream house it could be? Isn't this latest offering just as good?"她听了丈夫的鼓励之后再度打起精神奔向战场，但是她 的丈夫呢?别认为那些鼓励的话不会鼓舞她的丈夫，同样也 别认为他在说完那些鼓励的话之后，在自己的工作方面不会 有所进步，我们每个人都需要别人的鼓励，而鼓励他人的同 时，也会为自己带来同样的好处。That's all it takes, and she's out the door or on the phone again. And her husband? Don't think that he isn't inspired by his wife's determination. That his own work isn't better after he'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.步骤6别在过完一天之后，才发现当天的所作所为，对明确目标 没有一点明显的贡献。虽然房地产经纪人无法每天都卖出一 栋房子，但是他们每天都会带着客户去看房子，会谈论他 （它），回顾潜在客户名单，演练销售方法，想像他们将成为一 个家庭，介绍那么美丽的房子。虽然这些并非实际的销售行 为，但他们都是实际销售行为的一部分。Don't let a day pass without making at least on definite move toward attaining your major purpose.Keep up day,but you can be sure that she's showing it,that she's talking it up,that she's showing it,that she's talking it up,that she's reviewing her list of clients,that she's walking through it by herself, imagining what a wonderful home it will make for family. Each of these steps may not be the actual sale,but they're as much as part of it as the actual closing.步骤7选择一位富裕、自力更生和成功的人作为“楷模”，并时时 想到你不但要迎头赶上，而且还要超越他。别告诉别人你所 选择的楷模，因为选择楷模的目的不在于进行公开的竞争，而 在于借着比自己强的人，来确立你要走的方向。Choose a "pacesetter." Pick someone prosperous,self-reliant, and successful ,and make up your mind not only to catch up with that person but to pass him or her by.Dont's tell anyone this I your gol.The point is not to win a public contest but to get where you want to go.步骤8在你的四周放置书籍、图片、座右铭能强化成就和自力更 生意义的东西，并且随时变更放置位置。这些可使人警惕反 省的东西，能帮助你有机会从不同的角度观看这些东西，并和 其他不同的东西发生联系。Surround yourself with books,pictures,mottoes,and other suggestive devices.Pick things that symbolize and reinforce achievement and self-reliance.Work constantly to add to your collection, to move things to new places,where you can see them in a different light and in association with different things.上述那位房地产经纪人，将她的“百万富翁俱乐部”证书 的影本框起来，放在她的书桌上。有一天她清除证书上面的 灰尘，清完灰尘后随手放在一份报纸上。当她准备再去拿证 书时，发现报纸上有篇报道一位最近被雇用的足球教练的新闻。“他总得要有个可以住的地方吧!”她心想。你猜猜看她 把她最近想要卖的一栋房子卖给谁了?My realtor friend kept a framed copy of her Million Dollar Club certificate over her desk. One day she took it down to dust and set it on top of a newspaper. When she picked it up again, she saw beneath it an article about the new football coach who had been hired at the university. He would need a place to live!Guess who bought that house she'd been struggling to sell?当你营造出具有建设性的气氛时，可将你所听到和读到 的鼓励字句记在笔记本上，如果你能在路上或开会时快速地 书写数语，则将会为你带来长久的助力。As you build an atmosphere of support,keep a notebook handy to jot down the things you hear and read that inspire you.When you're on the road or in a meeting.your fast scratchiness can give you lasting support.步骤9别因为遇到了反对意见就想要逃避，而应运用你所有的资源就地和反对者战斗。Never run away from disagreeable circumstances.Fight them,with all your resources,right where you stand and without a moment's delay.但这并不是说要对那些向你说“不”的人挥动拳头，而是 说不要接受那些反对意见，而要尽一切努力改变反对者的心意，或者你应该反躬自省，看看你有什么做得不对的地方并加 以改进，有的时候逆境反而是一种检验的机会，它可提供使自 己更进步的方法。This doesn't mean taking a swing at the fellow who tells you no.It does mean not accepting that refusal and bringing every faculty you have to bear on changing that person's mind. Or you may have to take a hard look at yourself,find the error you made, and resolve then and there to correct it. Sometimes adverse circumstances are testing devices,providing means by which you may be promoted from a given task to a greater on.记住，你之所以成为一个独立的人，并且处于一定的处境，乃因为你的心中坚持着某种观念和想法。如果你迟迟不坑运用这些观念思想的话，那就等于给自己带来更多的限制 和挫折。Remember,you are what you are and where you are because of the dominating thoughts in your mind. Procrastination in dealing with these thoughts only sentences you to further limitation and frustration.步骤10为完成任何有价值的事情，都须付出一定的代价，任何有价值的事情也值得去做。自力更生的代价就是当一个人在运 用信心时，必须时时保持戒慎的态度。Recognize that anything worth having has a definite price tag.Anything worth having is worth working for. The price of self-reliance is eternal vigilance in applying your faith.关上通往恐惧的门之后，你会很快地看到通往信心的大 门，增加和运用信心是一段费时而且需要奉献的历程，你在这 方面的努力是无止尽的，因为你所能运用的力量是无限的，因 努力而获得的回报也是无尽的。Close the door of fear behind you, and you will quickly see the door of faith open before you. Increasing and applying your faith are a process that takes time and dedication.You will never be finished with this task because the power you have at your disposal is infinite. So are rewards.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》付出一点点 [打印本页]多付出一点点Walk Extra Mile我自己的旅程My Own Journey当我还在乔治城大学就读法律系时，就已接受安德鲁·卡内基委托出版一本关于成功哲学的书。除了从卡内基那儿得到一些旅费补助之外，其他一切费用都由我自行负责。I accepted Andrew Carnegie's commission to organize and publish the principles of success when I was a law student at Georgetown University.Other than reimbursement for some traveling expenses, I got no compensation from Carnegis for me efforts.我对这份工作的奉献，使自己承受了不少的负担，我必须 赚钱养家，而且许多亲戚都嘲笑我。但尽管有这些阻力，我还 是为这项任务工作了20年，在此期间我拜访过知名企业的总 裁、发明家、创始人以及著名的慈善家，由于这些人通常都不 知道他们的成功原则(因为他们只是去做而已)，所以我必须 花许多时间来观察他们，并确定我原先假设能发挥功效的力 量，是否真的在发挥功效。除了赚取生活费之外，我还必须为 这些人工作。My dedication to my task placed strains on my life. I had a family to support,and many of my relatives ridiculed me for my goal. In spite of this opposition , I worked for twenty years,interviewing presidents, inventors, founders of great companies, and famous philanthropists. Because these people were often unaware of the principles they employed-they just did it-it tool a great deal of time for me to observe them and determine whether the forces I supposed for myself, I had a job to do for others.处在亲戚们的嘲笑和辛苦工作之间，有时真的很难保持 积极心态和不屈不挠的精神。有时当个人待在无聊的旅馆房 间里时，甚至会觉得我家人的想法才是正确的。支持我向前 迈进的力量，使我确信，我不但能完成这本著作，而且当我完 成它时会为自己的成功感到骄傲。Believe me , there were times when, between the needling of my relatives and the hardships I endured, it was not easy of maintain a positive mental attitude and persevere. Sometimes, in barren hotel rooms, I almost believed my family was right. The thing that kept me going was my conviction that one day I would not only successfully complete my work but also be proud of myself when it was finished.有时候，当心中出现希望的火苗时，我必须运用我手边所 能运用的资源把它再煽大一点以免熄灭。而使我坚持信念和 理想，并且帮助我度过难关的就是我从无穷智慧所获得的信。Sometimes,when the flames of hope dwindled to a flicker, I had to fan them with everything I possessed to keep them from going out.It was my faith in Infinite Intelligence that that tided me over these rough spots and saw me through.20年来不断地多付出，并且忍受工作的艰辛，这需要付出多大代价？答案当然是肯定的。Did it pay to go the extra mile for twenty years and endure all those hardships?The answer it obvious.付出超过所得带来的益处The Benefits of Doing More than You Are Paid For由于想要向前迈进必须付出辛苦的代价，所以，此一过程有助于你察觉它所带来的各种好处。Since going the extra mile can involve hardship,it will help you to be conscious of all the different benefits it will bring.报酬增加律The Law of Increasing Returns你所付出的额外服务会为你带来更多的回报。想想看种植小麦的农夫吧!如果种植一株小麦只能收成一粒麦子，那 根本就是在浪费时间。但实际上从一株小麦上可收成许许多多的麦子。尽管有些小麦不会发芽，但无论农夫面临什么样 的困难，他的收成必定多出他所种植的好几倍。The quantity and quality of the extra service you render will come back to you greatly multiplied. Consider the farmer who plants a crop of wheat. If he harvested only one grain of wheat for each grain he planted,he'd be wasting his time. Instead every successful grain produces a stalk and a sheaf containing many more grains. Of course,a few don't sprout, but whatever problems a farmer may face, getting back many times more wheat grains then he or she planted isn't one of them.这种情形同样也适用于你所提供的各种服务方面，如果 你付出价值100元的服务，则你不但能回收这100元，而且可 能会回收好几倍。而到底能回收多少，就必须看你是否抱持 着正确的心态而定了。 如果你是以心不甘情不愿的心态提供服务，那你可能得 不到任何回报，如果你只是从为自己谋取利益的角度提供服 务时则可能连你希望得到的利益也得不到。And so it is with everything you do in the service you render. If you render service worth a hundred dollars, chances are you will get back not only that one hundred dollar but perhaps ten times that-provided you have done so with the right mental attitude.If you render extra service unwillingly or resentfully,you will probably get nothing back. It's as if the farmer had sown his wheat on the interstate road instead of the fertile field. And if you render your service only with a sharp eye out for you own benefit, you will get nothing except perhaps a poke in that eye.在一个多雨的午后，一位老妇人走进费城一家百货公司， 大多数的柜台人员都不理她，但有一位年轻人却问她是否能 为她做些什么。当她回答说只是在等雨停时，这位年轻人并有推销给她不需要的东西，虽然如此，这位销售人员并没有转身离去，反而拿给她一张椅子。One rainy afternoon an elderly lady walked into a Philadelphia department store.Most of the clerks ignored her,bet on solicitous young man asked if he could help her.When she replied that she was just waiting for the rain to end,he didn't try to sell her something she didn't try to sell her something she didn't want,and he didn't turn his back.Instead he brought her a chair.雨停之底这位老妇人向这位年轻人说了声谢谢，并向他 要了一张名片，几个月之后这家店东收到一封信，信中要求派 这位年轻人往苏格兰收取装潢一整座城堡的订单2这封信就 是这位老妇人写的，而她正是美国钢铁大王卡内基的母亲。When the rain let up,the lady thanked the young man and asked for his card. A few months passed, and the owner of the store received a letter asking that this young man be sent to Scotland to take orders for furnishing an entire castle!The letter writer was the elderly lady for whom the clerk had provided a chair.She also happened to be Andrew Carnegie's mother.当这位年轻人打包准备去苏格兰时，他已升格为这家百 货公司的合伙人了。这个例子是报酬增加律的最佳写照，而报酬增加原因，就在于他比别人付出更多的关心和礼貌。By the time the young clerk had his bags packed for Scotland,he was a prater in that department store.This was the result of the Law of Increasing Returns, all because he had shown a little concern and courtesy when no one else would.补偿律The Law of Compensation补偿律可确保当你付出之后，会得到某种相同种类的回 报，为了得到这种回报，你必须尽力提供你能提供的服务(当 然必须具备最佳心态)，并且必须不要求得到立即的回报，而 且即使得不到立即回报，你也应该尽力提供服务。The Law of Compensation ensures that everything you do will bring you some sort of result of the same kind.To benefit form this,you must always render the most service you are capable of,with the best attitude,and you must do so regardless of your immediate compensation,even if it appears you will receive no immediate compensation.此一法则所着重的，并非一些意料之外的回报(例如让位 给老年人所得到的回报)，而是诚恳和热心的付出。只有不诚 恳，而且懒惰的人才想以较少的代价(甚至最好不要付出任何 代价)获得较大利益。如果你想要以抬高价钱，或偷工减料的 方式获利的话，必将尝到恶果。The issue here is not some unlooked-for benefit,such as might come from offering a chair to a senior citizen.It is a matter of honesty and earnest effort.Dishonest,lazy people look to get something for less than is required-or even nothing.If you decide to boost your profits by raising your rates and providing less service,it's going to catch up with you.美国AT&T电话公司花了极大的功夫才学到这门课程。它的费率愈来愈高，但却没有为客户提供更佳的服务，结果大 量客户不再选择它的长途电话服务，而转向其他公司。虽然 AT&T很快地察觉到错误，并削减费率以及开始改善服务品质，但是它还是得面对流失掉原有客户市场。经过这次教训 之后，AT&T学会了什么叫做补偿率。AT&T learned this lesson the hard way.Its rates continued advantages.Along came deregulation. MCI,and Sprint,and bang!Customers began switching their long-distance service by the hundreds of thousands.AT&T saw its error quickly,though,cut its rates,and began offering innovative packages.It still faces heavy competition,but it now knows quite a bit about the Law of Compensation.我们来看看另一个具有对比性的例子——活动房屋的建造人柯灵顿。当安德尔在佛罗里达州进行销售冲刺时，柯灵 顿的公司——柯灵顿房屋公司——正在快速成长之中，虽然 市场对新活动房屋的需求量非常大，但他并没有像一般生意 人一样趁机哄抬价格。相反的，柯员顿公司仍然维持他的售 价，但却大幅度提高他的产量。补偿律在这个例子里的意义，是该公司仍然维持他合理的利润；它的另一层意义，则在于数以千计的柯灵顿活动房屋购买者，已深深记住该公司的名字，并且在下一次要购买时会先考虑到它。In contrast,consider mobile home builder Jim Clayton.His company,Clayton Homes,was already growing rapidly when Hunrricane Andrew decimated South Florida.The need for new mobile homes was enormous and fast. Clayton could have followed the examples of many Florida business owners and jacked his prices skyward.Instead Clayton Homes kept its prices level and jacked its production skyward.The Lay of Compensation meant that the company still made a reasonable profit on its services;it also means that thousands of home buyers in South Florida have reason to remember Clayton Homes very fondly when it comes to their next purchase.在你的日常生活中，恐怕找不到这么具有戏剧性的例子， 但最具体的范例，就是你的薪水袋。如果你不满意你目前薪水，请记住：在你的付出超过所得之前，你没有权利要求更多 的薪水。Tour day-to-day life may not offer such dramatic examples,but the most concrete one is your pasychaeck.If you are dissatisfied with its size,remember:Until you begin to render more service than you are already being paid for,you are not entitled to any more pay.当你确信你的付出超过所得时，不妨问一问你自己，为什 么补偿律没有应验在你身上?It you are convinced that you are already doing more work than you are being ,paid for,ask yourself why the Law of Compensation doesn't seem to be working.但可悲的是，大多数的人都不想订定付出超过所得的明 确目标，无论他们多么努力工作，幸运轮总是从他们身旁滚 过，因为他们既不期待也不需要更多的所得。The sad fact is that most people have no definite purpose greater than getting that paycheck No matter how hard they work,the wheel of fortune turns right past them because they neither expect nor demand more.你应该做些什么才能显示你的期待，并且需要得到比你 目前更多的所得呢?What are you doing that shows you expect and demand?