of the twentieth century.

二十世紀的。

It is also one of the books most routinely ridiculed by people who think they are clever.

這也是最經常被自以為聰明的人嘲笑的書之一。

Why one earth would an intelligent person need help with something as basic as that,

為什麼一個聰明人會在這麼基本的事情上需要幫助。

intellectuals have mocked down the decades.

幾十年來，知識分子一直在嘲弄。

And in any case, good people don’t need to win friends; they already have them.

而且在任何情況下，好人都不需要贏得朋友；他們已經有了朋友。

And they don’t need to ‘influence’ them, they just need to say important things.

而且他們不需要 "影響 "他們，他們只需要說出重要的事情。

But these were not the assumptions of a man far cleverer and more important than intellectual

但這些都不是一個比知識分子更聰明、更重要的人的假設。

history has been prepared to allow.

歷史已經準備好允許。

Born in 1888 into a poor farming family in rural Missouri, Dale Carnegie left school

戴爾-卡耐基1888年出生於密蘇里州農村的一個貧窮的農業家庭，他離開了學校。

in his teens and rather than attend university he spent years selling bacon and soap to people

在他十幾歲的時候，他沒有上大學，而是花了幾年時間向人們推銷燻肉和肥皂。

living on isolated ranches.

生活在孤立的牧場上。

He then got involved in adult education and spent tens of thousands of evenings giving

隨後，他參與了成人教育，並花了數萬個晚上給孩子們上課。

talks to small audiences in out-of-the-way towns.

在偏僻的小鎮上為小聽眾舉辦講座。

With over-prominent ears and a prosaic hair-cut Dale Carnegie was almost the anti-type of

戴爾-卡耐基的耳朵過於突出，髮型平淡無奇，幾乎是反面典型。

what we imagine a great and centrally important writer might be like.

我們想象中一個偉大的、具有核心意義的作家可能是什麼樣的。

In 1936, when he was in his late forties, he summed up his views on being nice in a

1936年，當他四十多歲的時候，他在一篇文章中總結了他對善良的看法

book that was ridiculed by intellectuals: How to Win Friends and Influence people.

被知識分子譏笑的書。如何贏得朋友和影響他人》。

The issues he addresses are utterly basic: we spend vast parts of our lives trying to

他所涉及的問題是完全基本的：我們花了大量的時間去嘗試

build relationships, hoping to get others to appreciate who we are, to understand us

建立關係，希望能讓別人欣賞我們，理解我們

and grasp what we have to offer them; and yet our efforts are, so often, far from successful.

並掌握我們要提供給他們的東西；然而，我們的努力往往遠遠不夠成功。

Carnegie pinpointed things we desperately need to know and get good at but which had

卡內基指出了我們亟需瞭解和擅長的事情，但這些事情已經

been largely neglected by previous writers.

在很大程度上被以前的作者忽視了。

What he suggests sounds entirely like common sense: smile, remember someone’s name, listen

他的建議聽起來完全是常識性的：微笑、記住別人的名字、聽別人說話。

to them, think about what they want, don’t make your success come at the price of theirs;

對他們來說，要考慮他們想要什麼，不要讓你的成功以他們的代價來換取。

don't tell others they are wrong, get to understand (and appreciate) why they think as they do

不要告訴別人他們是錯的，要理解（和欣賞）他們為什麼這樣想。

- especially if it strikes you as misguided.

- 特別是如果它讓你感到被誤導了。

And yet, these are precisely the things we generally forget to do.

然而，這些恰恰是我們通常忘記做的事情。

He recognised, with astonishing clarity, how naive-sounding the advice we need really is.

他以驚人的清晰度認識到，我們需要的建議聽起來真的很天真。

Our culture wants us to imagine that what we need to know are very complicated things:

我們的文化希望我們想象，我們需要知道的是非常複雜的事情。

a University will make sure its science students understand the Theory of Relativity or that

一所大學將確保其理科學生了解相對論或

its Humanities graduates are acquainted with Foucault’s views on 19th century prisons.

其人文科學畢業生熟悉福柯對19世紀監獄的看法。

We’re quite good at abstruse things.

我們對深奧的東西相當擅長。

And yet we trip up on issues that are diametrically opposite in character: that are simple, emotional,

然而，我們卻在那些性質截然相反的問題上絆倒了：那些簡單的、情緒化的問題。

interpersonal.

人際關係。

They involve not demonstrating how much we know, but rather showing how much we can like

它們不涉及展示我們知道多少，而是展示我們能喜歡多少。

other people.

其他的人。

Knowledge of the truth is a tiny fraction of what it takes to make truth effective in

對真理的瞭解，只是使真理有效的一小部分。

the world.

世界。

What we need in spades is charm and an ability to persuade others that we are on their side.

我們需要的是魅力和說服他人的能力，我們是站在他們一邊的。

It is never enough to feel haughtily superior or, as unfortunately, pessimistically inferior

傲慢地覺得自己高人一等，或者像不幸的那樣悲觀地覺得自己低人一等，都是遠遠不夠的。

- and simply wait for others to come to us.

- 而只是等待別人來找我們。

We have to master the art of winning people over to our side.

我們必須掌握將人們爭取到我們這邊的藝術。

We are persuaded to change our minds only by people we like and who we feel love and

只有我們喜歡的人和我們感到愛和的人，才會勸說我們改變主意。

understand us: that is, by people who have taken Carnegie’s vital lessons to heart.

理解我們的人：也就是那些把卡內基的重要教訓銘記在心的人。