Vocabulary notes

to inherit inheritance to be eager to squander a modest fortune a sable sourness selfishness selfish to make a hit a frown encouragement to encourage punishment to punish sombre a messenger to scowl to impoverish to foster a countersign discouraged courage an antidote

- унаследовать – наследство – страстно желать – расточать, проматывать – скромное состояние – соболий мех – угрюмость, недовольство – эгоизм – эгоистичный – делать успех; зд. добиваться взаимности – хмурый взгляд - одобрение – одобрять, поощрять – наказание – наказывать – угрюмый, мрачный – вестник, посланник – хмуриться, сердито смотреть – обеднять – благоприятствовать, поощрять – пароль – утомлённый, уставший; зд. отчаявшийся, потерявший надежду – смелость – противоядие

EXERCISE 1

Search the text and vocabulary for the English equivalents of the sentences listed below:

Ей невероятно хотелось произвести благоприятное впечатление на всех, кто присутствовал на званом обеде.

Дела говорят о человеке больше, чем слова.

То, что написано на лице у человека, гораздо важнее того, во что он одет.

Поощрение — более эффективный метод обучения, чем наказание.

Сила воздействия улыбки велика даже на расстоянии.

Она производила впечатление угрюмого и эгоистичного человека.

Улыбка — посланник доброй воли.

Улыбка больше говорит, чем хмурый вид.

Улыбнуться ничего не стоит, но как много этим достигается.

Никто так не нуждается в улыбке, как тот, кому нечего отдавать.

EXERCISE 2

Complete the quotations about the effect of a smile:

A smile says,"! like you ... ."

People who smile tend to mange, teach and sell....

There's far more information in a smile than... .

The employment manager would rather hire a sales clerk who didn't finish grade school, if he or she has a pleasant smile, than ....

The effect of a smile is powerful— even when....

When you smile talking on the phone, your "smile" comes....

Your smile is a messenger of....

To someone who has seen a dozen people frown, scowl or turn their faces away, your smile is....

A smile can help people realize that all is not... .

EXERCISE 3

Do you fully agree with the author's idea that:

a smile can do a lot?

the expression one wears on one's face is more important than the clothes one wears on one's back?

actions speak louder than words?

Can you give examples confirming these statements from your life experience?

A smile can do impossible. How do Americans use this effect of a smile in their practical life? There are some examples in the text:

the principle of hiring sales clerks for service in a department store;

realization of the program called "phone power;"

advertising in a New York department store on the eve of Christmas holidays.

EXERCISE 4

Answer the questions:

How did the woman at a dinner party mentioned in the text decide to impress people? Did she rely on weak points of human nature in that? Was it envy and vanity?

What people do you think she managed to impress?

Probably there were other people who appeared to be indifferent to expensive clothes. Why weren't they impressed by her?

What attracts you most of all in people when you meet them for the first time? Is it:

the voice?

the manners?

the clothes?

the appearance?

the prosperous air?

the personality?

the expression they wear on their face?

or something else?

Have you ever changed you first impression of a person afterwards?

EXERCISE 5

Write at least 100 words to illustrate the proverb "Appearances are deceptive." Don't forget to mention:

if clothes mean much for you;

your attitude to people who are indifferent to their outward appearance;

how other people accept you when they meet you for the first time;

if there is anything in your personality or appearance that you would like to change.

EXERCISE 6

A smile is really a good thing- It can do a lot. Do you often smile? Do you use a smile to achieve something, for example:

to attract a man (woman)?

to get a new job?

to get promotion?

to be given preference?

EXERCISE 7

Discuss the topics:

A smile creates good things

A smile and your chance of getting a desirable job

Text 2. The Big Secret of Dealing with People

by Dale Carnegie

There is only one way under high heaven to get anybody to do anything. And that is by making the other person want to do it.

What do you want? Sigmund Freud said that every thing you do springs from two motives: the sex urge and the desire to be great. John. Dewey, one of America's most profound philosophers, phrased it a bit differently. He said that the deepest urge in human nature is "the desire to be important."

What do you want? Not many things, but the few things that you do wish, you crave with an insistence that will not be denied. Some of the things most people want include: health and the preservation of life, food, sleep, money and the things money will buy, life in the hereafter, sexual gratification, the well-being of our children, a feeling of importance.

Almost all these wants are usually gratified - all except one. But there is one longing - almost as deep,

almost as imperious, as the desire for food or sleep - which is seldom gratified. It is what Freud calls "the desire to be great." It is what Dewey calls "the desire to be important".

Lincoln once began a letter saying: "Everybody likes a compliment." William James said: "The deepest principle in human nature is the craving to be appreciated." He didn't speak of the "wish" or the "desire" or the "longing" to be appreciated. He said the "craving" to be appreciated.

The desire for a feeling of importance is one of-the chief distinguishing differences between mankind and the animals. If our ancestors hadn't had this flaming urge, civilization would have been impossible. Without it we should have been just about like animals.

It was this desire for a feeling of importance that led an uneducated, poverty-stricken grocery clerk to study some law books he found in the bottom of a barrel of household plunder that he had bought for fifty cents. You have probably heard of this grocery clerk. His name was Lincoln.

It was this desire for a foiling of importance that inspired Dickens to write his immortal novels. This desire inspired Sir Christopher Wren to design his symphonies in stone. This desire made Rockefeller amass millions that he never spent! And this same desire made the richest family in your town build a house far too large for its requirements. This desire makes you want to wear the latest styles, drive the latest cars, and talk about your brilliant children.

History sparkles with amusing examples of famous people struggling for a feeling of importance. Even George Washington wanted to be called "His Mightiness, the President of the United States;" and Columbus pleaded for the title "Admiral of the Ocean and Viceroy of India." Catherine the Great refused to open letters that were not addressed to "Her Imperial Majesty;" and Mrs Lincoln, in the White House, turned upon Mrs Grant like a tigress and shouted, "how dare you be seated in my presence until I invite you!"

to deal with smb to spring (sprang, sprung; sprung) an urge profound to crave an insistence to insist on (upon) smth. to deny in the hereafter gratification to gratify well-being longing imperious to appreciate distinguishing to distinguish an ancestor flaming poverty-stricken a grocery clerk a barrel household plunder immortal to amass far too large for one's requirements to sparkle His Mightiness to plead for smth a viceroy

— иметь дело с кем-либо, обходиться, обращаться — брать начало, происходить, возникать — побуждение — глубокий, мудрый — страстно желать, жаждать — настойчивость — настаивать на чем-либо, настойчиво утверждать — отрицать — в будущем Syn. in future — удовлетворение, удовольствие — удовлетворять — благополучие — сильное, страстное желание; стремление Syn. craving — настойчивый, неотступный — оценивать, (высоко) ценить — отличительный, характерный — различать — предок, прародитель — пылкий, пламенный — бедный Syn. poor — бакалейщик — бочка, бочонок — домашние принадлежности — бессмертный, неувядаемый — собирать, накоплять — намного превышающий чьи-либо потребности — зд. пестреть — его высочество — просить, умолять о чем-либо — вице-король

EXERCISE 1

Search the text and vocabulary for the English equivalents of the sentences listed below.

Умение обходиться с людьми - это большое искусство.

Желание, чтобы вас ценили, естественно для человеческой натуры.

Всё, что человек делает, обусловлено двумя мотивами: сексуальным побуждением и неотступным желанием быть значимым.

Людям нужно не так уж много, но есть вещи, которые составляют непреодолимое желание человека.

Большая часть потребностей удовлетворяется без особого труда.

Ощущение собственной значимости отличает человека от животного.

Если бы наши предки не обладали этим пламенным желанием, цивилизация была бы невозможна.

Именно желание быть значимым побудило многих писателей к созданию бессмертных романов.

Стремление к тому, чтобы быть значимым, заставляет людей одеваться по последней моде, иметь машину новейшей модели и вести разговор о том, какие у них необыкновенные дети.

История знает массу забавных примеров тому, как известные люди отстаивали это чувство значимости.

EXERCISE 2

Put the following wants in order, going from more important to less important, as you can see the problem:

money and things money will buy

food

sleep

sexual gratification

health and preservation of life

a feeling of importance

the well-being of your (or your future) children

life in the hereafter

Can you include any other wants in the list?

EXERCISE 3

Exchange the list with another student and comment on his (her) ideas concerning the problem discussed. Use the pattern:

We have much (little) in common in our attitude to life. For him (her) the want of primary importance is... He (she) considers... to be less important. In this we are alike (different). The other needs, for example... are marked by the same number.

He (she) continues the list with some more essential requirements, for instance... . I can't agree with him (her) that... is very important for our life. In my opinion, the need in... is much greater.

EXERCISE 4

Why do you think a feeling of importance is seldom gratified? It is because:

people think a lot of themselves;

nobody likes to praise but everybody likes to criticize;

other people dislike somebody's success;

people are sometimes envious;

some people, especially those who are close to you, are ashamed to praise you.

Do you know any other reason for it?

EXERCISE 5

What is more important for you:

to be rich or to be healthy?

love or well-being?

to have much money or to have many friends?

your professional success or well-being of your relatives?

to love or to be loved?

to give or to take?

to be talented or to be successful?

what you think of yourself or what other people think of you?

to be famous or to be well-paid?

to travel or to save money?

EXERCISE 6

Write whether it is important for you to be appreciated by other people or not. (At least six sentences.)

Text 3. How to Win People to Your Way of Thinking

by Dale Carnegie

In talking with people, don't begin by discussing the things on which you differ. Begin by emphasizing - and keep on emphasizing - the things on which you agree. Keep emphasizing, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.

Get the other person saying "Yes, yes" at the outset. Keep your opponent, if possible, from saying "No."

A "No" response is a most difficult handicap to overcome. When you have said "No," all your pride of personality demands that you remain consistent with yourself. You may later feel that the "No" was ill-advised; nevertheless, there is your precious pride to consider! Once having said a thing, you feel you must stick to it. Hence it is of the very greatest importance that a person be started in affirmative direction.

The skilful speaker gets, at the outset, a number of "Yes" responses. This sets the psychological process of the listeners moving in the affirmative direction. It is like the movement of a billiard ball. Propel in one direction, and it takes some force to deflect it; far more force to send it back in the opposite direction.

The psychological patterns here are quite clear. When a person says "No" and really means it, he or she is doing far more than saying a word of two letters. The entire organism - glandular, nervous, muscular — gathers itself together into a condition of rejection. There is, usually in minute but sometimes in observable degree, a physical withdrawal or readiness for withdrawal. The whole neu­romuscular system, in short, sets itself on guard against acceptance. When, to the contrary, a person says, "Yes", none of the withdrawal activities takes place. The organizm is in a forward-moving, accepting, open attitude. Hence the more "Yeses" we can, at the very outset, induce, the more likely we are to succeed in capturing the attention for our ultimate proposal.

It is a very simple technique - this yes response. And yet, how much it is neglected! It often seems as if people get a sense of their own importance by antagonizing others at the outset.

Socrates, "the gadfly of Athens," was one of the greatest philosophers the world has ever known. He did something that only a handful of men in all history have been able to do: he sharply changed the whole course of human thoughts; and now, twenty-four centuries after his death, he is honored as one of the wisest persuaders who ever influenced this wrangling world.

His method? Did he tell people they were wrong? Oh, no, not Socrates. He was far too adroit for that. His whole technique, now called the "Socratic method," was based upon getting a "yes, yes" response. He asked questions with which his opponent would have to agree. He kept on winning one admission after another until he had an armful of yeses. He kept on asking questions until finally, almost without realizing it, his opponents found themselves embracing a conclusion they would have bitterly denied a few minutes previously.

The next time we are tempted to tell someone he or she is wrong, let's remember old Socrates and ask a gentle question — a question that will get the "yes, yes" response.

The Chinese have a proverb pregnant with the age-old wisdom of the Orient: "He who treads softly goes far".