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《人性的弱点》第3篇第12章 当你无计可施时,不妨试试这个

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小编摘要:如果你要得到人们--那些精神饱满的,有血气的人同意于你,就必需记住第十二项规则,那是:提出一个挑战。

 

Charles Schwab had a mill manager whose peopleweren’t producing their quota of work.


“How is it,” Schwab asked him, “that a manager ascapable as you can’t make this mill turn out what itshould?”


"I don’t know,” the manager replied. “I’ve coaxed themen, I’ve pushed them, I’ve sworn and cussed, I’vethreatened them with damnation and being fired. Butnothing works. They just won’t produce.”


This conversation took place at the end of the day, justbefore the night shift came on. Schwab asked the managerfor a piece of chalk, then, turning to the nearestman, asked: “How many heats did your shift maketoday?”


"Six."


Without another word, Schwab chalked a big figuresix on the floor, and walked away.


When the night shift came in, they saw the “6” andasked what it meant.


“The big boss was in here today,” the day people said.“He asked us how many heats we made, and we toldhim six. He chalked it down on the floor.”


The next morning Schwab walked through the millagain. The night shift had rubbed out “6” and replacedit with a big “7.”


When the day shift reported for work the next morning,they saw a big “7” chalked on the floor. So the nightshift thought they were better than the day shift didthey? Well, they would show the night shift a thing ortwo. The crew pitched in with enthusiasm, and whenthey quit that night, they left behind them an enormous,swaggering "10." Things were stepping up.


Shortly this mill, which had been lagging way behindin production, was turning out more work than any othermill in the plant.


The principle?


Let Charles Schwab say it in his own words: “Theway to get things done,” say Schwab, “is to stimulatecompetition. I do not mean in a sordid, money-gettingway, but in the desire to excel.”


The desire to excel! The challenge! Throwing downthe gauntlet! An infallible way of appealing to people ofspirit.


Without a challenge, Theodore Roosevelt would neverhave been President of the United States. The RoughRider, just back from Cuba, was picked for governor ofNew York State. The opposition discovered he was nolonger a legal resident of the state, and Roosevelt,frightened, wished to withdraw. Then Thomas CollierPlatt, then U.S. Senator from New York, threw down thechallenge. Turning suddenly on Theodore Roosevelt, hecried in a ringing voice: “Is the hero of San Juan Hill acoward?”


Roosevelt stayed in the fight - and the rest is history.A challenge not only changed his life; it had a real effectupon the future of his nation.


“All men have fears, but the brave put down theirfears and go forward, sometimes to death, but always tovictory” was the motto of the King’s Guard in ancientGreece. What greater challenge can be offered than theopportunity to overcome those fears?


When Al Smith was governor of New York, he was upagainst it. Sing Sing, at the time the most notorious pen-itentiary west of Devil's Island, was without a warden.Scandals had been sweeping through the pristin walls,scandals and ugly rumors. Smith needed a strong man torule Sing Sing - an iron man. But who? He sent forLewis E. Lawes of New Hampton.


“How about going up to take charge of Sing Sing?” hesaid jovially when Lawes stood before him. “They needa man up there with experience.”


Lawes was flabbergasted. He knew the dangers ofSing Sing. It was a political appointment, subject to thevagaries of political whims. Wardens had come and gone- one had lasted only three weeks. He had a career toconsider. Was it worth the risk?


Then Smith, who saw his hesitation, leaned back inhis chair and smiled. “Young fellow,” he said, “I don’tblame you for being scared. It’s a tough spot. It’ll take abig person to go up there and stay.”


So Smith was throwing down a challenge, was he?Lawes liked the idea of attempting a job that called forsomeone “big.”


So he went. And he stayed. He stayed, to become themost famous warden of his time. His book 20,000 Yearsin Sing Sing sold into the hundred of thousands of copies.His broadcasts on the air and his stories of prisonlife have inspired dozens of movies. His “humanizing”of criminals wrought miracles in the way of prison reform.


“I have never found,” said Harvey S. Firestone,founder of the great Firestone Tire and Rubber Company,“that pay and pay alone would either bring togetheror hold good people. I think it was the gameitself.”


Frederic Herzberg, one of the great behavorial scientists,concurred. He studied in depth the work attitudesof thousands of people ranging from factory workers tosenior executives. What do you think he found to be themost motivating factor - the one facet of the jobs thatwas most stimulating? Money? Good working conditions?Fringe benefits? No - not any of those. The onemajor factor that motivated people was the work itself. Ifthe work was exciting and interesting, the worker lookedforward to doing it and was motivated to do a good job.


That is what every successful person loves: the game.The chance for self-expression. The chance to prove hisor her worth, to excel, to win. That is what makes foot-racesand hog-calling and pie-eating contests. The desireto excel. The desire for a feeling of importance.


PRINCIPLE 12 Throw down a challenge.


WIN PEOPLE TO YOUR WAY OF THINKING


PRINCIPLE 1The only way to get the best of an argument is to avoid it.


PRINCIPLE 2Show respect for the other person’s opinions. Neversay,“You’re wrong.”


PRINCIPLE 3If you are wrong, admit it quickly and emphatically.


PRINCIPLE 4Begin in a friendly way.


PRINCIPLE 5Get the other person saying “yes, yes” immediately.


PRINCIPLE 6Let the other person do a great deal of the talking.


PRINCIPLE 7Let the other person feel that the idea is his or hers.


PRINCIPLE 8Try honestly to see things from the other person’spoint ofview.


PRINCIPLE 9Be sympathetic with the other person’s ideas anddesires.


PRINCIPLE 10Appeal to the nobler motives.


PRINCIPLE 11Dramatize your ideas.


PRINCIPLE 12Throw down a challenge.

 

 

司华伯管理下的一家工厂,那位负责的厂长,无法使他管理的工人,达到标准化的生产量。


司华伯问那个厂长:这到底是怎么回事……?像你这样一个能干的人,竟不能使那些工人,达到工厂预计的生产量?」


厂长回答说:「我也弄不清楚是怎么回事……我用温和的话鼓励他们,有时不得已去斥责他们,甚至于用降职、撤职来恐吓他们,可是那些工人就是不肯辛勤工作。」


他们谈话的时候,是日班快结束;夜班要开始之时。


司华伯向那厂长说:「你给我一只粉笔。」他拿了粉笔,走向近边的工人处,问其中一名工人:「你们这一班,今天完成了几个单位?」那工人回答说:


六个。」


司华伯听到这样,一字不说,就在地上写了一个大大的「六」宇,便走了。


夜班的工人来接班,看到这个「6」宇,就问是什么意思。


日班的工人说:「大老板刚才来这里,他问我们今天做了几个单位,我回答是六个,他就在地板写了这个。6。字.


第二天早晨,斯华伯又去工厂,发现夜班工人已把「6」字拭去,改写上一个大大的「7」字。


这天,日班的工人,看到地上已换上一个「7」宇。他们感到夜班工人的工作效力,比日班工人强。哦,真的?是的,那就行了……他们要比夜班工人有更好的工作效果表现,就热心、勤快的加紧他们的工作。那天,日班快要下班时,他们留下」个大得出奇的「1o字--情况也就这样渐渐好转过来了。


没有多久,这家原来生产量落后的工厂,比公司里其它任何一家工厂的生产量都多。


这是什么原因?


就让司华伯用他自己的话来解释:「如果我们想要完成一件事,必须鼓励竞争,那并不是说争着去赚钱,而是要有一种胜过别人的欲望。」


争胜的欲望加上挑战的心理,对一个有血气的人来说,是一种最有效的激励。


如果没有这一种「挑战」,罗斯福不会进白宫坐下总统的宝座。这位勇敢的骑士,刚从古巴回来,便被推举为纽约州州长的候选人。可是他的反对党,指罗斯福已不是纽约州合法的居民,他知道这情形后,心理恐慌,就要准备退出。


党魁伯位德用了激将法,他转身向罗斯福大声的说:「难道圣巨恩山的英雄,竟是这样一个弱者?」就这样一句话,罗斯福才挺身跟反对党对抗--后来种种的演变,历史上都有详细的记载。


这一个「挑战」,不只改变了罗斯福他自己的」生,对美国的历史来请,也产生了极大的影响。


司华伯知道「挑战」有极大的力量……伯拉德知道,司密斯也知道。


鬼岛西端,有一座恶名四扬的「星星监狱」。这座监狱没有狱长,里面凶狠的犯人恶言沸腾,随时可能发生危险。司密斯需要一位坚毅、勇敢的人,去治理「星星监狱」。可是谁能胜任这个职司呢?他把纽海波顿的「劳斯」召来。


当劳斯站在他面前时,他愉快的说:「去照顾『星星」如何……?那里需要一个有经验的人!」


劳斯感到很窘迫……他知道「星星监狱」的情形,那里是如何的危险……那里随时会受到政治变化的影响。去那里的狱长,一再的更换,从来没有一个能够做上三个星期的……他要考虑自己的终生事业……那值得冒险吗?


司密斯见他犹疑不决的样子,微笑说:「年轻人,我不会怪你感到害怕……是的,那边确实不是一个太平的地方,那是需要一个有、大人物。才干的人,才能有这份魄力去做的。」


司密斯是不是下了一个挑战?劳斯的心中马上起了一种喜欢尝试需要一个「大人物」的工作的意念。


于是他去了,而且他在那里很长久的干下去。结果,他成为一个最著名的「星星监狱」狱长。劳斯曾完成一部「星星二万年」的作品,洛阳纸贵,畅销全国,还上电台广播,他的狱中生活的故事,被采用拍成好多部的电影。他对罪犯「人道化」的见解,后来造成了许多监狱改革的奇迹。


菲司顿橡皮公司创办人菲司顿,曾这样说过:「别以为用高额的薪金,就可以聚集人才,替我工作。只有竞争,才能发挥他们的工作效能。」


那是任何一个成功的人,都喜爱的竞技.!因为那是个表现他自己的机会,证明他的能力、价值胜过别人。所以造成了那些离奇古怪的竞技比赛,就像:竞走比赛、唤猪比赛、吃馒头比赛等等。而这能满足他们争强的欲望,自重感的欲望。


所以,如果你要得到人们--那些精神饱满的,有血气的人同意于你,就必需记住第十二项规则,那是:


提出一个挑战。


提要得人同意于你的十二种方法


第一项规则:在辩论中,获得最大利益的唯一方法,就是避免辩论。


第二项规则:尊重别人的意见,永远别指摘对方是错的。


第三项规则:如果你错了,迅速、郑重的承认下来。


第四项规则:以友善的方法开始。


第五项规则:使对方很快的回答「是!是!」。


第六项规则:尽量让对方,有多说话的机会。


第七顼规则:使对方以为这是他的意念。


第八项规则:要真诚的以他人的观点去看事情。


第九项规则:同情对方的意念和欲望。


第十项规则:激发更高尚的动机。


第十一项规则:使你的意念戏剧化。


第十二项规则:提出一个挑战。

标签:人性
1
2011-01-25 13:47 编辑:kuaileyingyu
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