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In contrast；consider mobile home builder Jim Clayton。His pany；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 pensation meant that the pany 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 es 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 pensation 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？
赢得有利的注意
Gaining Favorable Attention
需要你付出的人，总是会给你一些回报，你可能不是能满 足客户要求的惟一供应者，你应如何使消费者特别注意你呢？ 其中的窍门就在于提供物超所值的服务。
People who need your work have things to offer you。You probably are not the only person capable of providing what they need。What will distinguish you from the crowd？ The attention you generate by doing more than you are being paid to do。
有天早晨，史瓦布来到他所经营的一家钢铁工厂，看到有 一位公司的储备速记员也在那里。当史瓦布问他为什么这么 早来公司时，这位储备速记员说他是来看看史瓦布先生是否 有什么急的信件或电报要处理。他比其他员工早到了好几个 小时来上班。
Early one morning Charles Schwab arrived at one of the steel mills he managed。There； in the dawn's faint light； was a clerk from the pany's stenography pool。When Schwab wondered what he was doing there were any letters or telegrams Schwab wanted sent right away。It would be hours before the rest of the staff arrived。
史瓦布向这位员工说了声“谢谢”，并告诉他晚一点会需要他的帮忙。当天晚上史瓦布回到办公室时，身边多了一位私入助理，而他就是在早上令史瓦布印象深刻的那位储备速记员。
Schwab thanked the fellow and told him he might need him later that day。And he did。That night；as Schwab headed back to the main office；he tool along his new personal assistant；the fellow who had gotten his attention so early in the morning。
这位年轻人吸引史瓦布的地方，并非他的速记能力，而是 他愿意多付出一点点的进取心。
It wasn't the fact that this young man was an extraordinary stenographer that got him attention。It was his habit of showing his personal initiative in going the extra mile。
变成不可少的人物
Being Indispensable
无论你只是位员工或公司老板，多付出一点点都可使你 成为公司里不可少的人物：你为公司提供其他人无法提供的 服务。也许其他人具备更多的知识、技术或声望，但是，只有 你能提供公司不可缺少的服务。也许还有其他公司能提供公 关专业服务，但如果你能容忍在半夜二点时被叫醒，并且以“愿意做”的态度提供服务时、则客户们将会记住你并会给你 高度评价。
Whether you are an employee or the head of your own pany；going the extra mile makes you indispensable to others。You do for them what no one else does。There may be others with more knowledge；skill；or prestige；but you are the only one who provides something absolutely necessary。There may be seven other panies providing public relations expertise；but if you are the one who can be called upon at two in the morning with a can…do attitude when a disaster strikes；people will remember and value that。
有位在电影人才经纪公司任职的年轻人，是该公司惟一 愿意每天，甚至每个小时，听一位脾气古怪的电影明星抱怨的 人。当这位明星生气罢工时，也是由这位年轻人（不是导演， 制作人或录像室老板）去说服她回来工作，并因而使得招片能 赶上进度，并为电影公司省下好几百万美金，他使自己成为照 顾重要明星的不可缺少的人。
One young man；working for a movie talent agency；was the only person willing to listen to a cantankerous star plain about her problems hour after hour；day after day。No one else took the time。When she threw a tantrum on the set studio；or her agent；was the only one to persuade her to go back to work。The movie went back on schedule；and millions of dollars were saved。He had made himself indispensable by befriending that important client。
除非你能成为某人或某团体不可或缺的人物，否则你的 所得将永远无法超过一般的水平。你应使你自己的地位，变 得重要到无人能取代你的地步，能使自己变得比别人强，并且 服务中有多付出一点点的精神及具积极进取心的人，便可自 己决定自己的薪水。
You will never mand more than average pensation until you bee indispensable to somebody or some group。Make yourself so useful that it would be extremely difficult；if not impossible；to replace you。People who have pulled themselves out of the crowd and have included the priceless ingredients of going the extra mile and personal initiative in their service virtually write their own paychecks。
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》培养个人进取心 ＇打印本页＇
培养个人进取心
多付出一点点的最大好处之一，就是使你重视个人进取心，本章将使你对个人进取心有更深的了解，各项实例将告诉 你如何增进你本身的特质。
卡内基曾经告诉我：“有二种人绝不会成大器，一种是 非别人要他做，否则绝不主动做事的人；另一种人则是即使别 人要他做，也做不好事情的人。那些不需要别人催促，就会 动去做应做的事，而且不会半途而废的人必将成功，这种人懂 得要求自己多付出一点点，而且做得比别人预期的更多。
个人进取心，是你实现目标不可少的要素，它会使你进步，使你受到注意而且会给你带来机会。
个人进取心的主要特质
在我建立成功原则的这些年中，我观察过许多具有非凡 成就的人，这些人会不断地表现出一些特质。其中有些特年 已经在本书中讨论过，而有些我们将在以下的几章中加以 论。你现在要做的一件重要的事是反省一下，你是否具备这 些特质，并思考如何增加以及强化这些特质。
*订定明确目标。
*不断追求明确目标的动机。
*成立智囊团以期获得达到目标的力量。
*独立。
*自律。
*以“赢的意志”为基础所建立起来的坚毅精神。
*有所节制和导引的丰富想像力。
*迅速且明确的决策的习惯。
*以事实为根据发表意见而非猜测。
*要求自己多付出一点点的习惯。
*激发热枕和控制热枕的能力。
*要求细节的习惯。
*听取批评而不动怒的能力。
*熟悉十项基本的行为动机。
*一次致力于一项工作的能力。
*为自己的行为负更多责任的能力。
*为属下的过失承担所有责任的意愿。
*对属下和朋友付出耐心。
*随时保持积极心态。
*运用信心的能力。
*贯彻到底的习惯。
*强调彻底而非强调速度的习惯。
*可倍赖性
无疑的，其中有许多特质是你所熟悉的，你可能会认为 “我已经有这些特质”了。但17项成功原则的本质，在于这些 原则都是息息相关的，你不可能只发挥其中一项，而不去理会 其他项，你如何不经由个人进取心，来运用信心而又能发挥信 呢？而你又如何能在没有订定明确目标的情况下，发挥个 人取心呢？你无法分开它们。
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》培养积极心态 ＇打印本页＇
培养积极心态
Build a Positive Mental Attitude
如何培养积极心态
How to Develop a Positive Mental Attitude
你必须培养积极心态，以使你的生命按照你的意思提供报酬，没有了积极心态就无法成就什么大事。
You must have a positive mental attitude to make life pay off on your own terms。Nothing great has ever been achieved without PMA
记住，你的心态是你——而且只有你——惟一能完全掌 握的东西，练习控制你的心态，并且利用积极心态来导引它。
Recognize that your mental attitude is the only thing over which youand only youhave plete control。Ecercise that control；and direct it by using PMA。
切断和你过去失败经验的所有关系，消除你脑海中和积极心态背道而驰的所有不良因素。
Learn to close the door of your mind on all failures from your past。Clear your mind of any influence which does not support a positive mental attitude。
找出你一生中最希望得到的东西，并立即着手去得到它， 借着帮助他人得到同样好处的方法，去追寻你的目标，如此一来，你便可将多付出一点点的原则，应用到实际行动之中。
Find out what you want most in life；and go after it 。Do it right now by helping others to acquire similar benefits。This way you put the principle of going the extra mile into action。
确定你需要的资源之后，便订定得到这些资源的计划，然而所订的计划必须不要太过度，也不要太不足，别认为自己要求得太少，记住：贪婪是使野心家失败的最主要因素。
Determine what kind of resources you need；set up a plan for acquiring them based on the idea of not too much；not too littler。Don't think small；but remember；greed more than anything else has destroyed ambitious people。
培养每天说或做一些使他人感到舒服的话或事，你可以利用电话、明信片，或一些简单的善意动作达到此一目的。例如给他人一本励志的书，就是为他带来一些可使他的生命充满奇迹的东西。日行一善，可永远保持无忧无虑的心情。
Form the habit of saying or doing something every day which will make someone else feel better。You can do this with a phone call；a postcard；or a simple act of kindness。Give someone a good inspirational book；for instance；and you give that person something that will work wonders in his or her life。One good deed a day will keep old man gloom away。
使你自己了解打倒你的不是挫折，而是你面对挫折时所 抱的心态，训练自己在每一次不如意中，都能发现和挫折等值 积极面。
Make yourself understand that what whips you isn't defeat；but your mental attitude toward it。Train yourself to look for the seed of equivalent benefit in every disappointment you face。
务必使自己养成精益求精的习惯，并以你的爱心和热情发挥你的这项习惯，如果能使这种习惯变成一种嗜好那是最好不过的了。如果不能的话，至少你应记住：懒散的心态，很快就会变成消极心态。
Ascertain what you like best to do；and do it as a labor of love with your heart and soul。Perhaps it will simple be a hobby。That's fine。Just remember that an idle mind quickly bees a negative mind；it's called brooding。
当你找不到解决问题的答案时，不妨帮助他人解决他的 问题，并从中找寻你所需要的答案。在你帮助他人解决问题的同时，你也正在洞察解放自己问题的方法。
Understand that often when you have searched in vain for a solution to a problem；you can find it by helping someone else solve his or her problem。 By the time you have solved the other person's problem；you will have the insight to solve your own。
每周阅读一次爱默生的“报酬随笔”，直到你能领悟其中 的道理为止。这本著作可使你确信，能从积极心态获得好处。
Study Ralph Waldo Emerson's〃Essay on pensation〃once a week until you understand and have assimilated it。This powerful work will convince you of the benefits you will derive from PMA。
彻底地“盘点”一次你的财产，你会发现你所拥有的最有价值舶财产就是健全的思想，有了它你就可以自己决定自己 的命运。
Take a plete inventory of every asset you possess。You will discover that your greatest asset is a sound mind with which you can shape your own destiny。
和你曾经以不合理态度冒犯过的人联络，并向他致上最诚挚的歉意，这项任务愈困难，你就愈能在完成道歉时，摆脱调心的消极心态。
municate with anyone you know whom you have unjustly offended and offer sincere apologies。Ask for forgiveness。The more bitter this assignment is ；the more you will be free of negative mental influences when you have pleted it。
我们在这个世界上到底能占有多少空间，是和我们为他人利益所提供之服务的质与量，以及提供服务时所产生出的心态，成正比例的关系。
Acknowledge that the space you occupy in this world is in exact ratio to the quantity and quality of the service you render for the benefice of others；plus the mental attitude in which you render it。
改掉你的坏习惯，连续一个月每天禁绝一项恶习，并在一周结束时反省一下成果。如果你需要顾问或帮助时，切勿让你的自尊心使你怯步。
Break bad habits。Abstain form your vices one at a time for a month until you show yourself who is boss。If you need help from a counselor or a support group；get it。Don't let your pride master you。
要知道自怜是独立精神的毁灭者，请相信你自己才是惟 一可以随时依靠的人。 Perceive that self…pity is an insidious destroyer of self…reliance。Believe that you are the on person on whom you can and should depend at all times