人性的弱点

《人性的弱点》汇集了卡耐基的思想精华，它作为一本实用的人际关系学著作，从人性本质的角度，挖掘出潜藏在人们体内的弱点，使人们能够充分认识自己，并不断改造自己，从而能有所长进，直至取得*后的成功，并创造幸福美好的人生。

《人性的弱点》出版后几十年间,被翻译成多种语言在世界各国流行,被视为社交心理和沟通技巧的“圣经”、“提升情商的必读经典”。

How This Book WasWritten-And Why by Dale Carnegie

During the first thirty-five years of the twentiethcentury, the publishing houses of America printed more than a fifth of amillion different books. Most of them were deadly dull, and many were financialfailures. “Many,” did I say? The president of one of the largest publishinghouses in the world confessed to me that his company, after seventy-five yearsof publishing experience, still lost money on seven out of every eight books itpublished.

Why, then, did I have the temerity to write anotherbook? And, after I had written it, why should you bother to read it?

Fair questions, both; and I'll try to answer them.

I have, since 1912, been conducting educationalcourses for business and professional men and women in New York. At first, Iconducted courses in public speaking only - courses designed to train adults,by actual experience, to think on their feet and express their ideas with moreclarity, more effectiveness and more poise, both in business interviews andbefore groups.

But gradually, as the seasons passed, I realizedthat as sorely as these adults needed training in effective speaking, theyneeded still more training in the fine art of getting along with people ineveryday business and social contacts.

I also gradually realized that I was sorely in needof such training myself. As I look back across the years, I am appalled at myown frequent lack of finesse andunderstanding. How I wish a book such as this had been placed in myhands twenty years ago! What a priceless boon it would have been.

Dealing with people is probably the biggest problemyou face, especially if you are in business. Yes, and that is also true if youare a housewife, architect or engineer. Research done a few years ago under theauspices of the Carnegie Foundation for the Advancement of Teaching uncovered amost important and significant fact - a fact later confirmed by additionalstudies made at the Carnegie Institute of Technology. These investigationsrevealed that even in such technical lines as engineering, about 15 percent ofone's financial success is due to one’s technical knowledge and about 85percent is due to skill in human engineering-to personality and the ability tolead people.

For many years, I conducted courses each season atthe Engineers’ Club of Philadelphia, and also courses for the New York Chapterof the American Institute of Electrical Engineers. A total of probably morethan fifteen hundred engineers have passed through my classes. They came to mebecause they had finally realized, after years of observation and experience,that the highest-paid personnel in engineering are frequently not those whoknow the most about engineering. One can for example, hire mere technicalability in engineering, accountancy, architecture or any other profession at nominalsalaries. But the person who has technical knowledge plus the ability toexpress ideas, to assume leadership, and to arouse enthusiasm among people-thatperson is headed for higher earning power.

In the heyday of his activity, John D. Rockefellersaid that “the ability to deal with people is as purchasable a commodity assugar or coffee.” “And I will pay more for that ability,” said John D., “thanfor any other under the sun.”

Wouldn’t you suppose that every college in the landwould conduct courses to develop the highest-priced ability under the sun? Butif there is just one practical, common-sense course of that kind given foradults in even one college in the land, it has escaped my attention up to thepresent writing.

The University of Chicago and the United Y.M.C.A.Schools conducted a survey to determine what adults want to study.

That survey cost $25,000 and took two years. Thelast part of the survey was made in Meriden, Connecticut. It had been chosen asa typical American town. Every adult in Meriden was interviewed and requestedto answer 156 questions-questions such as “What is your business or profession?Your education? How do you spend your spare time? What is your income? Yourhobbies? Your ambitions? Your problems? What subjects are you most interestedin studying?” And so on. That survey revealed that health is the prime interestof adults and that their second interest is people; how to understand and getalong with people; how to make people like you; and how to win others to your wayof thinking.