Professional Documents
Culture Documents
HEN BAN
TRN NH
THANH CNG
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Zig Ziglar
HEN BAN
TRN NH
THANH CNG
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25th Anniversary Edition
Bin dch:
Vng Long Tm Hng Ngoc Hn
FIRST NEWS
NHA XUT BAN TRE
TI
TIN RNG
TI
TIN RNG
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(2) Zig Ziglar thch goi yu v mnh la Redhead, tn ring cua ba la Jean. Tnh n nay
(2008), ho ci nhau a c 62 nm. Ban ang cm trn tay n ban See You At The Top
nm 2000.
OAN KT
Zig va Redhead
Li noi u
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quyn sach nay. Vao thi gian u, tai liu thuyt trnh ch
u noi trong 45 phut. Dn dn bui noi chuyn 45
phut y c m rng theo chiu dai cua quyn sach. y
la tai liu chnh c s dung cho cac khoa hun luyn I
CAN(4) t chc trong cac trng hoc va nha th, cung
nh khoa hoc ba ngay co tn goi BORN TO WIN(5)
c ti giang hai ln trong nm tai Dallas, Texas.
Co nhiu chu c cp trong sach, nhng ti
thit tha mong mun chia se vi cac ban nhng cam
nhn cua ring ti v long tin, tnh yu, tinh thn lac quan,
va long nhit tnh. iu nay rt quan trong v nhiu ngi
hin vn ln ln gia tht gia trong nim tin va tnh
yu, rng tht la phc tap khi phai bay to cam giac tht
va th hin long nhit tnh thc s trong bt c cng vic,
hoan canh nao.
SEE YOU AT THE TOP la mt le sng, tuy nhin no
cung cha ng mt chut ly thuyt. Nhng y tng va b
quyt trong quyn sach nay c rut ra t kinh nghim
sng va thc t kinh doanh cua nhng con ngi t
thng dn cho n cac nha lanh ao cng ty hang u
th gii. V th, oc cun sach nay la ban ang hoc hoi
phat trin ban thn t nhng thc t a c kim chng
ch khng phai qua ly thuyt sung. Hoc qua kinh
nghim cua chnh mnh se lam ban mt nhiu thi gi,
tin bac va cng sc hn. Ti tin chc rng nu ti co
(4) I CAN: Tn mt hi thao cua T chc Zig Ziglar. Tam dch: Ti co th.
(5) BORN TO WIN: Tn mt khoa hun luyn cua T chc Zig Ziglar. Tam dch: Sinh ra
Chin thng.
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S THT LA:
Chng ngai trc mt hay sau lng chung ta
tht nho be so vi chng ngai nm bn trong con
ngi chung ta.
- Ralph Waldo Emerson
VA:
Ban la ngi duy nht bit ro va s dung tt nht
kha nng cua mnh. o la mt trach nhim ln cua
mi chung ta.
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PHN MT
NC THANG
U TIN
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MT CUC SNG
TT EP HN
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Y tng bt cht v ra
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HAY BT U
NGAY T HM NAY
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PHN HAI
HNH ANH
T THN
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NHNG TN TRM
NI TING
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khac nhau. Ngi nay qua quyt o la tin tht, ngi kia lai
to ve nghi ng ngun gc cua vt mc lem. Cui cung, ho
quyt nh kham xet nha Ninger va tm thy cac dung cu in
tin trn tng thng cua ngi nha. Ho con tm thy mt t
20 -la ang in d cung ba bc chn dung do chnh tay
Emmanual Ninger ve.
Ninger la mt hoa s co tai. Nhng t 20 -la gia c
ve ht sc t m, cn thn tng net mt a anh la tt ca
moi ngi, cho n khi s tht b phi bay di nhng ngon
tay thm nc cua c gai ban tap hoa. Sau khi Ninger b bt,
ba bc chn dung do ng ve c em ban u gia va thu
c tng cng 16.000 -la. Tr tru thay, thi gian va cng
sc ma Emmanual Ninger danh ve mt t 20 -la cung
bng vi thi gian va cng sc ma ng a bo ra ve mt
bc chn dung tr gia trn 5.000 -la! Du co noi th nao i
na th con ngi tai hoa o a b xem la mt ti pham, va
iu ang tic hn ca la ngi b ng y ly i nhiu nht
chnh la Emmanual Ninger, tn tui cua chnh ng. Nu bit
th hin tai nng cua mnh mt cach hp phap, chng nhng
ng a co th tr nn giau co ma con mang n nim vui va
li ch cho nhiu ngi khac. Emmanual Ninger la mt
trong s nhng ngi a anh cp chnh mnh trong
khi rp tm anh cp cua cai, cng sc cua ngi khac.
TN TRM HIM THY
Arthur Barry la tn trm th hai ma ti mun nhc ti
trong quyn sach nay. Arthur la mt tn trm kim hoan
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NHNG KE BI LNG TM VT
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(6) Jerry Ray Lucas, sinh nm 1940, tng la cu thu bong r nhng nm 1950-1970, sau nay
tr thanh chuyn gia hun luyn v ky nng nh.
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BC TH NHT
Trc tin hay kim k tai san cua ban. Chng phai
ban ang ct tr hang khi cua cai gia tr bn trong nhng
tim nng cua mnh o sao? No nhiu n mc co le ban se
khng bao gi pha san! Qua cuc kim tra nay, ban co th
thy rng khng ai trn i nay co th lam cho ban cam
thy thua sut nu khng co s ng y cua ban. Ti tin
rng ban rt yu chnh mnh nn se khng cho phep bt c
ai lam iu o. Booker T. Washington(14) tng noi rng: Ti
khng cho phep bt ky ai thu hep hay ha gia tm hn ti
bng cach lam cho ti ghet no. Ti v cung tan thanh phat
biu nay cua ng.
ti noi cho ban ba ly do v sao ban cn phai yu chnh
mnh.
(14) Booker Taliaferro Washington (1856-1915): Tac gia, nha giao duc, nha lanh ao nhn
quyn cua cng ng ngi My gc Phi tai Hoa Ky (cha ng la ngi My da trng, me ng
la mt phu n da en). ng la ngi sang lp ai hoc Tuskegee vao nm 1881.
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BC TH HAI
Khi trang im va n mc ep, ban se t tin va t hao v
chnh mnh hn. Mt ng nghip cua ti co ln noi rng khi
phu n bc ra khoi cac my vin, ho co nhng bc i y
kiu hanh. Tht vy, cac nghin cu ch ra rng s t tin va
hnh anh ca nhn th hin qua ve b ngoai cua chung ta.
iu nay ung vi ca phu n va an ng. Mt chic vay may
kheo, mt mai toc ep, mt kiu trang im phu hp lun
lam phu n d chu va t tin hn. Nu y chut na, ban se
thy ho hay ci hn, nu ci cua ho rang r hn va dng
nh cuc sng tr nn ang yu hn i vi ho.
Khi n mc ep, con ngi thng co tm trang yu i
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BC TH BA
Hay oc v nhng tm gng thanh cng qua tiu s va
t truyn cua cac nhng con ngi ni ting v y ch vt
kho, tinh thn khng chun bc nh Helen Keller,
Beethoven, Henry Ford, Abraham Lincoln, Thomas Edison,
Andrew Carnegie, Booker T. Washington... tm ngun
cam hng va xy dng cho mnh nim tin va y ch vn ti
thanh cng.
BC TH T
Lng nghe cac din gia, giao vin va nhng ngi co kha
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nng truyn cam hng. Khi nghe ho, ban se thy mnh c
nng ln. Ban cung co th theo doi cac chng trnh truyn
hnh, xem cac b phim, nghe nhng bng a co tac dung
khi gi, khch l tinh thn con ngi xy dng hnh anh
t thn cua ban.
BC TH NM
Xy dng hnh anh t thn tt ep bng tng bc nho.
Mt trong nhng ly do khin nhiu ngi khng bao gi dam
th nhng iu mi me la do ho s tht bai. Ti xin bt m
cho ban mt cach n gian th nay: hay chia nho cuc phiu
lu cua ban thanh tng bc nho trong kha nng cua ban.
Ban co thy rng mt a tre se i t phep cng va tr trc
khi bit cach lam phep nhn va chia va ri mi thng thao ai
s? Tng t, mt vn ng vin nhay cao se nng mc xa ln
tng cen-ti-met mt trc khi lp mt ky luc quc gia hay ky
luc th gii. Mt gi y na la hay bt u t cng vic ma kha
nng thanh cng cua ban la cao nht. Nhiu thanh cng nho
ni tip nhau se em n cho ban nim vui va s t tin
tin ln chinh phuc cac muc tiu cao hn.
BC TH SAU
Hay gia nhp Cu lac b Nu ci va Li khen. Khi trao
nhau nu ci, chung ta se cam thy vui ve, thoai mai va thn
tnh vi nhau hn. Tht ang bun cho nhng ai khng bit
mm ci, v ngi ngheo kho nht trn i la ngi
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BC TH BAY
tng cng sc manh hnh anh t thn cua ban, hay
giup ngi khac. Ving thm mt ngi au yu, oc sach
cho cac cu gia trong vin dng lao, gi h a be con nha
hang xom, tham gia cac hoat ng thin nguyn cua cac t
chc t thin hay hi ch thp o se lam tng gia tr hnh
anh t thn cua ban. Khi thc hanh iu nay, ban cn lu y
hai iu: mt la ban khng mong i s n ap, hai la ngi
c ban giup khng vao th phai tra n cho ban. Ch co
th ban mi thc s nhn lai c nhiu hn. Ban se tr nn
v ai trong mt mnh, va o chnh la phn thng v cung
cao quy danh cho nhng ai bit s dung kha nng sn co cua
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BC TH TAM
Hay cn nhc khi kt ban. Hay kt giao vi nhng ngi
co tinh thn lac quan va co li suy ngh tch cc v ban se
c hng li ln. Ti tng thy hang trm ngi thuc
nhiu nganh ngh khac nhau gia nhp nganh ban hang vi
u ve rut re, thu mnh, thiu t tin nhng ch trong vai tun
ho a th hin mt s t tin va nng lc ban hang tuyt vi.
S d trc o ho nh th la v ho sng gia nhng ngi co
u oc tiu cc va b nhi nhet nhng y ngh tiu cc vao
tm tr. Sau khi gia nhp lc lng ban hang, ho c hun
luyn bi cac chuyn gia ban hang, nhng ngi co kha
nng truyn cam hng va s t tin bng nhng li noi va
hanh ng tch cc. Ri ho nhn thy nhng thanh tch ang
ngng m cua ng nghip nn dn dn ho thoat khoi cai
bong tiu cc cua chnh mnh. T o hnh anh t thn cua
ho cung thay i theo. Hay nh rng, ban se chu anh
hng t li suy ngh, cach ng x va tnh cach cua
nhng ngi xung quanh, bt k ho la ngi tt hay xu.
Thm ch ca ch s thng minh cung b anh hng bi
mi trng va nhng ngi sng quanh ban. Cac cuc anh
gia cho thy tre em Do Thai phng ng co ch s thng
minh la 84, trong khi tre Do Thai chu u trung bnh co
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BC TH CHN
Hay vit ra nhng phm cht tt ep cua ban vao mt
tm the bo tui co th t nhc nh mnh vao bt c luc nao.
Va, khng bo sot mt gia tr tt ep nao o, hay mi ban
be noi v nhng im tt ep ma ho thch ban. Ban lam
iu nay v muc ch g? Xin tha rng tm the o se nhc
ban nh rng ban lun co quyn t hao v chnh mnh.
BC TH MI
Lp danh sach thng li ghi nh nhng thanh cng
a qua. Danh sach nay bt u t nhng thanh tch hoc tp
thi th u cho n nhng thanh qua hin tai trong cng
vic cua ban. iu nay giup ban nh mnh a tng thanh
cng trong nhng luc kho khn va se khng g co th gy tr
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ngai cho ban hin tai va tng lai, va ban co quyn ngng
cao u bc ti!
BC TH MI MT
xy dng mt hnh anh t thn lanh manh, ban con
phai tranh xa sach bao va phim anh khiu dm. Hay nh
rng bt c iu g i qua tm tr ta u c lu lai va t
nhiu gy anh hng n hanh vi cua chung ta. o co th la
nhng kin thc nn tang hu ch phat trin tng lai,
nhng cung co th la nhng th co kha nng huy hoai cuc
sng cua ban. a s ngi sau khi tip cn cac hnh anh
thiu lanh manh o u tha nhn rng ho co y xem thng
ban thn mnh hn. Ly do rt n gian, o la v nhng cun
phim va sach bao y ph bay nhng hnh anh va hanh ng
ban nng rt xung cp, rt thu vt cua con ngi, th ri
ngi xem cam thy chnh mnh cung b mt gia tr i. V
th, hay xy dng mt hang rao phong thu cho chnh ban va
nht la con chau ban, v cac loai phim anh nay thng c
quang cao la giai tr cao cp danh cho ngi ln hay
ngi trng thanh, nhng trn thc t th iu nay din
ra ngc lai. Ch thanh thiu nin va nhng ngi ln
nhng cha trng thanh mi la lp khan gia chnh va
thng xuyn cua nhng hnh anh lam ngheo nan, muc
rung u oc con ngi nay.
Vic xem nhng b phim truyn hnh nhiu tp t at,
uy m y nhng canh yu ng v vn, ganh ghet hai
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BC TH MI HAI
Hoc gng thanh cng cua ngi khac vn cha u, ban
hay hoc ca nhng tm gng tht bai y thanh cng cua
nhng ngi nh Albert Einstein, Thomas Edison, Ty Cobb
va Babe Ruth Trong lch s bong chay, cha ai tng b loai
nhiu nh Ty Cobb va cha ai anh hut bong nhiu hn
Babe Ruth, nhng khng ai xem ho la nhng ngi tht bai
ca. Ngi ta ch bit rng ho la nhng vn ng vin bong
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chay ln nht cua moi thi ai. Enrico Caruso tht bai trong
vic tp cac bai hat co nt cao nhiu ln n mc giao vin
thanh nhac khuyn anh nn t bo con ng cua mnh. Ban
ngh Enrico a lam g sau o tr thanh ca s co giong nam
cao hay nht th gii? Thi i hoc Thomas Edison tng b cac
thy c giao cho la ti da va co le ng ti da tht nn mi
quyt tm chu tht bai hn 14.000 ln tao ra bong en
in u tin cua nhn loai nhm y lui bong ti trong
u ng. Thin tai Albert Einstein tng thi rt mn toan thi
con i hoc. Vy, iu g a lam cho ho tr nn khac bit nu
khng phai la long kin tr va dam tht bai thanh cng?
BC TH MI BA
Cach nhanh nht va hiu qua nht giup cai thin hnh
anh t thn va hiu nng cua ban la gia nhp mt t chc xa
hi co tn ch hoat ng cao ep ng thi co c hi giup ban
noi trc am ng. Ban se thy kha nng din at cua ban
se c nng ln ro rt.
BC TH MI BN
Hay nhn thng vao mt ngi khac trong khi noi
chuyn vi ho. Lang tranh anh mt ngi i din la biu
hin cua s thiu t tin va i khi la t ti. Nu ban gp kho
khn nay, ban hay tp noi trc gng, nhn thng vao mt
mnh va c nh lai cac thanh cng trc o (s dung danh
muc chin thng bc th mi). Nhng thanh cng a
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BC TH MI LM
Thng xuyn thay i ve b ngoai nhng khi co th.
Mt thn hnh gon gang, mt khun mt a nhn, c chm
soc ky lng khng nhng lam nhiu ngi thch giao tip
vi ban ma ban con cam thy t tin va yu chnh mnh hn.
Nu cn thit, ti cung khng phan i vic giai phu thm
my nhm sa cha ln nhng khuyt tt qua mc.
Mi lm bc xy dng hnh anh t thn nay nhm
giup ban chp nhn chnh mnh. Mt khi ban a yu chnh
mnh th ngi khac cung se d dang chp nhn ban va ban
se c chao on bt c ni u. iu o n gian la v ho
nhn ra rng con ngi tht cua ban tt ep hn nhiu so vi
con ngi bn ngoai ma ho thng thy ban. Luc o, mt
cach t nhin, hanh vi ca nhn cua ban se thay i tt hn
na va nhiu c hi thng tin se n vi ban hn. Va iu
sau y cung khng kem phn quan trong: mt khi a tha
nhn mnh, ban rt d tha nhn ngi khac va nhn nhn
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PHN BA
CAC MI
QUAN H
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vi nhom th hai: Nhng con chut cua cac ban thuc loai
trung bnh. Chung khng phai la nhng con chut tinh ranh
nhng cung khng n ni n n lm. Chung se ra khoi
m cung va chc cung se tm c mt t pho mat, nhng ti
khuyn cac ban ng t qua nhiu hy vong vao chung. Va
ng noi vi nhom con lai: My con chut nay rt ngu ngc.
May mn lm chung mi co th thoat khoi m cung. Ti ngh
cac ban chng cn phai t pho mat trong m cung v chung
khng tm c u!.
Sau tun sau, ba nhom sinh vin thu c kt qua ung
nh nhng g thy cua ho a d oan. Nhng con chut
thng minh i qua ht m cung trong mt khoang thi gian
rt ngn. Nhng con chut trung bnh cung ra khoi m cung
nhng chm hn, con nhng con chut n n c chay
vong quanh trong m cung ma chng tm c li ra.
Tht ra, ba nhom chut nay ging ht nhau, chng co
con nao thng minh hay ngu ngc hn con nao. Tuy nhin,
chnh li noi cua v tin s a tao ra nhng suy ngh va hanh
ng ap t cua cac sinh vin ln lu chut. iu o khin
cho cac sinh vin ngh khac v chung va t o c x vi
chung mt cach khac bit trong khi tin hanh th nghim.
Mt th nghim tng t nh cua tin s Robert
Rosenthal tip tuc c tin hanh trn hai lp hoc khac
nhau. Mt thy giao c thng bao rng: Thy may mn
y v nhn c mt lp gioi. Cac em rt thng minh, tuy
nhin thy cung nn cn thn tranh b chung la. Nhng
em li bing se tm cach du d thy cho t bai tp v nha.
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quan ly cng vic tt hn, lam vic hiu qua hn, chuyn
nghip hn, trau di cac ky nng thng xuyn hn, du ch
la chut t? V cua ban co duyn dang hn nh vao nhng li
gop y cua ban khng?
Nu nhng iu trn cha bao gi xay ra th li la do
ban. Ban khng cho rng cac con mnh thng minh, khng
ngh rng nhn vin mnh co nng lc, ngi v cua mnh la
am ang, xinh ep. Hay t nim tin vao ho, ti tin ho se
tr thanh ngi nh ban ngh.
NIM TIN QUA ANH MT
Co mt ng cu mun sang b bn kia sng, nhng cy
cu duy nht bc ngang sng a b nc lu cun tri. Tit
tri luc y lanh but v cung. Sau khi ng i hi lu, ng
cu mng r khi nhn thy mt oan ky s tin v pha con
sng va chun b sang sng. Tuy nhin, ng cu lai khng h
noi g khi ngi ky s th nht ci nga i ngang qua ch
ng ang ng. n ngi th hai, th ba, th t, th nm...
cung vy. Mai n khi ngi ky s cui cung tin lai gn, ng
cu mi m li:
- Cu co th cho ti qua giang qua bn kia khng?
Chang ky s ap ngay:
- , c ch, mi cu ln yn!
Khi hai ngi a ti b bn kia, trc khi tam bit cu gia,
chang ky s hoi:
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CHNG 8
TT HAY XU NM CACH
NHN NHN CUA BAN
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H E N B A N T R N N H T H A N H C N G
Cha me cho con cai: tnh yu thng, s vng li, long tin, s chnh trc,
Thy c cho hoc sinh: tnh tht tha, long yu nc, s kin nh, thai sng tch cc,
Giao s ai hoc cho sinh vin: xac lp muc tiu ngh nghip, ngh lc, s hp tac,
Chu doanh nghip cho nhn vin: long trung thanh, lam vic ht mnh, s cng hin,
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CHNG 9
MT NGI
TI QUAN TRONG KHAC
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H E N B A N T R N N H T H A N H C N G
- Tnh yu
5 mung
- Hy vong
2 cc
- Thuy chung
2 mung
- Du dang
3 cc
- Th tha
4 lt
- Tin cy
1 cc
- Tnh ban
1 bnh
- Nu ci
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CHANG I VI NANG
1 - Hay danh cho nang nhng c ch nho (nhng y y
ngha i vi ho) nh m ca xe, on ly du hay ao khoac, gi
gh cho nang ngi xung, nm tay khi i dao, i pha ngoai
nang luc dao ph se lam nang cam thy c che ch hn.
2 - K cho nang nghe nhng tin tc tt lanh hoc nhng
iu thu v trong cng vic cua ban.
3 - Khi i d bt c bui l nao, hay lun bn canh
nang. Hay nh xem trc khi kt hn ban a tng hanh din
nh th nao mi khi c bn nang?
4 - Ch dai em nang ra lam tro ua! o la iu t hai
nht cn tuyt i tranh. Sau khi moi ngi co nhng trang
ci thoa thch th nang a b thng tn nghim trong va
ban kho long ma chuc ti. Vy, hay lam ngc lai, ngha la
hay khen ngi nang nh chnh ban thch c khen vy.
5 - Phu n cn cam nhn s an tm nhiu hn an ng.
Hay lun nhc nang rng nang khng ch la mt ngi v
ang c m ma con cn thit va quy gia vi ban bit dng
nao. S an tm cua v ban se tng ln rt nhiu khi t yu
du c lp i lp lai (v ban cn va thch nghe iu o v
cung y!).
6 - Phu giup vic nha cho nang bt c khi nao ban co th.
Hay nh rng ngi nha la toa lu ai cua ban. Lu ai o
phai co vua, va co vua th t phai co hoang hu, va hoang
hu th lun ln hn vua!
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H E N B A N T R N N H T H A N H C N G
NANG I VI CHANG
1 - Hay noi vi chang: Em yu anh mi ngay.
2 - Hay nh rng ban cht phu n va an ng rt khac
nhau. Cai ti cua chang cn c nui dng lun lun, nht
la khi chang phai mt mnh ganh vac gia nh. Cach ban to
ra tin tng ni chang va vic chang lam la tt ca i vi
chang. Hay noi vi chang rng ban rt hanh din v chang
cung nh cng vic cua chang.
3 - Nu ban khng phai la ngi phu n i lam, hay c
gng thu xp vic nha, danh t phut mi ngay lam mi ban
thn on chang tr v sau ngay lam vic.
4 - Thnh thoang ban nu hoc lam cho chang mt mon
chang yu thch du cac con ban co th khng thch mon o.
Y ngha nm ch ban danh iu o cho ring chang ma
thi.
5 - Hay lun du dang. Vua Salomon khn ngoan tng
noi: Tha sng trong rng con hn sng vi mt ngi an
ba hay gt gong.
6 - Tt nhin chng ban sn sang giup ban khi chang co
th, nhng la phu n, ban nn am trach nhng cng vic
trong gia nh ma t bao i nay phai yu lun lam tt hn
phai manh. ng bin chng ban thanh ng ni tr am
ang v iu o co th lam sut gia chng ban trong mt
con cai, ban be, va me chng ban.
7 - Cui cung, nu ban mun tr thanh hoang hu, ban
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143
PHN BN
II.
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CHNG 10
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H E N B A N T R N N H T H A N H C N G
ri giao lai cho c tr ly. Ch t phut sau, ban vui mng thng
bao cho ngi ban thn cua mnh: Ngay mai chung t se
cung i vi cac cu!.
Ban thy khng, nu khng thu xp nh th, hn la ban
se khng co c hi tn hng mt chuyn ngh mat tuyt vi
Acapulco. Th th tai sao mi ngay ban lai khng thu xp
cng vic nh th ngay mai ban se i Acapulco? Cach ngh
nay khin ban phai hoach nh, phn cng va thc hin
cng vic sao cho tht hiu qua. Co nhiu ngi thng c
ao mt ngay co 26 gi ng h co u thi gian lam nhng
vic cn thit trong khi vn chnh cua ho lai la khng
ra giai phap cu th, tng bc. Song, vn co khng t ngi
khng bit phai lam g ngoai vic git thi gian bng nhng
vic lam v b. Thi gian la ng minh hay tr thanh mt ke
gy kho d cho ban hoan toan tuy thuc muc tiu va long
quyt tm cua ban trong vic s dung no.
SC MANH CUA MUC TIU
Tai cac vin an dng va dng lao, trc cac ngay l ln
hoc nhng ngay c bit nh ky nim ngay ci, sinh nht,
ngi ta nhn thy t sut giam ro rt. Nguyn nhn khng
lin quan n mt cn bnh b him nao hay do s thay i
t ngt cua thi tit ma ch v co rt nhiu ng cu ba lao c
mong c tn hng khng kh cua mt mua Giang sinh
na, c bn ngi thn thm mt ln trong ky nim
ngay ci co th la cui cung cua ho Va sau khi muc tiu
quan trong y a at c, khat vong sng cua ho giam bt
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(24) Niaraga Falls: Mt trong nhng thac nc ni ting nht th gii vi ve ep hung v,
nm gia bin gii Canada va My, dong chay cua no vao h Ontario, cung la mt h nc
ni ting thuc vung ngu h gia My va Canada.
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Sau mt hi i loanh
quanh, ti thy mnh ang
ngi trn nh Everest!
CHNG 11
Lu y th nht
XAC NH MUC TIU CHNH
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lam mt cng vic lng cao, cho con cai theo hoc trong mt
ngi trng co cht lng giao duc tt hn, ban hang nhanh
hn, ong gop nhiu hn cho xa hi, hoc lam mt ngi
chng/ngi v, ngi cha/ngi me tt hn... th o la
nhng muc tiu chung chung, thiu cu th.
Chng han, thay v mt ngi nha ep va b th, ban
cn xac nh ep n mc nao (lam bng g rng cao cp,
b tng, a gra-nt hay gach nung? Ca chnh bng g? Ca
s kiu nao, Anh, Y, Phap hay Nht? Ni ngoai tht trang b
nh th nao, sn mau g?), va rng bao nhiu met vung,
300, 500 hay 5.000 met vung? Bao nhiu phong? Co tham
co, h bi, tiu ao, thac nc hay khng?... Moi th phai chi
tit n mc ban co th tnh ra tin c. V ch khi nao ban
quy i c m v mt ngi nha to ep ra tin th ban mi
xac lp muc tiu tai chnh cu th c. Ri cn c vao o ban
mi xem xet kha nng cay cuc, kha nng kinh doanh hay
kha nng vay mn cua mnh bit c ngay thang nm
nao c m cua ban se tr thanh s tht.
Chng han, sau khi cu th hoa tt ca moi yu t v ngi
nha m c cua ban, ban thy rng gic m o tr gia
500.000 -la. Hin tai ban co 200.000 -la trong tai khoan
ca nhn; vi uy tn cua mnh, ban co th vay ngn hang
300.000 con lai mua cn nha y ngay lp tc. Tuy
nhin, s hu no thc s, gia s mi thang ban co th
danh ra 2.000 -la tra n ngn hang, th phai hn mi
hai nm ri sau ban mi co th ng hoang noi rng: o
la cn nha cua ti!. Ti noi hn mi hai nm ri la v ban
con phai tra thm phn lai cho s tin a vay na.
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CHNG 12
IM KHI U
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H E N B A N T R N N H T H A N H C N G
ph, ngh giai lao, lam chuyn ring hay tan gu qua in
thoai vi ng nghip hay ban be, ngi thn trong ngay.
Th ba, ghi nhn thi gian sp xp cac cuc hen, cac
cuc thm ving khng hen trc, thi gian nhn cac cuc
goi hu mai, khiu nai, tm hiu thm v san phm, thi gian
tip xuc khach hang va thi gian danh cho cac cuc gii
thiu hang hoa vi khach hang va c lng mc hang ban
ra qua cac cuc gp nay.
Sau cung la thi gian ban lam vic bn ngoai phong lam
vic, la 30 phut cui cua mt cuc goi t hang giao ngay
nao o, hay thi gian ma ban danh sp xp lai danh thip
cua cac khach hanh tim nng.
o la mt b quyt n gian giup ban quan ly thi gian
hiu qua hn. Nhng ngay u ap dung b quyt nay co th
lam ban vt va trong vic ghi chep, nhng ban se thy ro
hiu qua cua no trong cng vic cua ban ngay sau tun l
u tin.
Tip theo, ban hay chon nhng muc tiu va tm ban
co th at thanh tch mi ngay. o la cht xuc tac c bit
tao ra s hng phn va kch thch ban chinh phuc cac muc
tiu mi. V th, ban cn tranh t muc tiu qua cao. Chng
han, ban khng nn canh tranh vi nha v ch khi ban
mi ch mc trung bnh, ban ch cn thng ngi ng
trn ban mt bc va vt qua chnh mnh cua ngay hm qua.
C nh th ban se lin tuc pha ky luc, va ri ban se ng
trn nh cao nht.
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H E N B A N T R N N H T H A N H C N G
Anh ta ci ap:
- A, ti cung khng bit na.
Tht ang bun, anh ban tre nay khng h bit mnh
ang u, a u va se i n u! Ti thy mnh cn lam
cho anh chang tnh lai nn hoi tip:
- Vy anh co mun tr thanh mt ngi ban hang bt t
khng?
Dng nh ca a cn cu, anh ta hoi:
- Bng cach nao tha ng?
- Rt d, anh ch cn pha ky luc cua cng ty chung ta
thi.
- Noi th d hn lam, trc gi ti cha thy ai pha c
ky luc o ca! Va lai, ky luc o khng phai do mt ngi lp,
ng y nh con r cua mnh ban hang phu ng y y!
Ra la th, i vi anh chang chu bai nay, ti cn phai
ap dung phng an khac. Ti bao anh ta rng nu co ngi
lp ky luc th cung co ngi khac pha ky luc! Rng nu anh
pha c ky luc o, ti se ngh treo anh anh ta ngang
hang vi anh cua chu tch cng ty ngay tai tru s chnh,
thm ch cng ty se tng anh ta danh hiu Chic Ni Vang
trong nm! Ri ti noi ra doanh s hin tai cua anh ta va t
muc tiu gp 50 ln con s o nu anh ta mun hnh anh cua
mnh c in trn bao ch ca nc vao nm sau.
Anh ban tre vn cha b thuyt phuc hoan toan nhng
noi rng anh ta se suy ngh mt cach nghim tuc v gi y
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CHNG 13
AT MUC TIU
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PHN NM
THAI SNG
Muc tiu:
I.
II.
181
CHNG 14
TH NAO LA MT THAI
SNG UNG N?
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KE BI QUAN
Lun th b ng.
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T DUY TCH CC
T duy tch cc la hnh thai ph bin nht cua thai
sng ung n. Li suy ngh nay giup chung ta cam thy
rng moi vic vn rt kha quan du rng chung ta ang ng
trc nhng b tc tng chng khng li thoat. Trong s
nhng ngi chung ti quen bit co mt cp v chng him
mun. Moi canh ca c hi u a ong lai va ho quyt nh
nhn mt a be lam con nui. Vy ma mt thi gian sau, ho
vui mng chao on thanh vin th t cua gia nh a con
rut cua ho. Sau khi nhn con nui, ban be va nhng ngi
thn n thm hoi, chuc mng gia nh cua ho. Khng kh
vui ve, m m a giup ci bo moi ganh nng tm ly eo
bam tm tr ho by lu, va phn thng cho s giai toa o
chnh la s ra i a con rut cua hai ngi.
Tm tr ch thc hin theo nhng g suy ngh chung ta
sai khin. Chnh v hai v chng no lin tuc b ap t bi
nhng li nhn nh rng Mnh khng th sinh em be nn
ho khng th sinh em be c. Ch n khi nhn c li
chuc mng, thm hoi cua ban be va nhng ngi thn ho
mi thay i suy ngh va t hoi Nu co mt a con thc s
th mnh se rt hanh phuc. Va ho a c toai nguyn.
Trong mt ln thuyt trnh Michigan, khi tnh c bt
chuyn vi mt ngi an ng, ti co cam giac nh mnh a
khi dy nhng vn khin ng phai au u. Nh b
cham vao vt thng ang nhc nhi, ng y tm s rng
cng nhn hang General Motors ang t chc nh cng,
tnh trang lam phat nghim trong khin moi hoat ng mua
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ch v mt mt vu xoang nh vy.
Vn si suc tc gin, anh goi c th ky:
- C a anh may xong nm la th ti a sang nay
cha?
C th ky than nhin ap:
- Cha a, v ng bao ti phai quyt toan s sach cua
Hillard trc.
Bng nhin anh ta quat to:
- C ng co nhiu li. Ti a bao o la th gp, cn gi
i ngay, c hiu khng? Nu c lam khng kp th ti se tm
ngi khac. C ng tng rng h c lam c 7 nm y
la se lam sut i u nhe!
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CHNG 15
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Bc Mt
THAY I CACH THC DY VAO BUI SANG
a s chung ta thng bt u mt ngay mi ging ht
nh ngay hm qua mt ngay ma chung ta chng h thch
thu chut nao. Chung ta lun rn r: i, a sang ri a? Mnh
ch mi ngu c mt chut thi ma! khi chung ng h reo
ln mi sang. C th, ngay ti t nay ni tip mt ngay ti t
khac. Ch khi nao ban thay i cach khi u mt ngay mi
th nhng iu thu v mi co th n vi ban.
Trc tin ban hay n nut tt chung ng h bao thc
khi no va reo ln va cng quyt ngi thng dy ng thi
va v tay, va noi: Hm nay tri ep qua! Mnh phai tn
hng nhng c hi ma cuc sng ban tng cho mnh!. Ri
ban co th ngn nga mt bai hat quen thuc nao o trong khi
anh rng ra mt. William James noi rng: Chung ta
khng ca hat v thy mnh hanh phuc ma tm thy hanh
phuc khi ca hat. Th nn t ngi ngh n nhng chuyn
tiu cc khi ho ang hat.
K n, ban hay chia se vi ngi thn v s hp dn
cua ba n sang, chng han nh: Ai cha, tht mui chin n
vi trng va yn mach th ngon phai bit!. Co th ban a
phai lin tuc n mon o sut ba ngay qua nhng cu noi o
khin v ban rt hanh phuc va chc chn c y se c gng
nu ngon hn vao sang mai. Tt ca moi phn tch, lp lun
u khng thay i c cam xuc, nhng hanh ng th co
th tao nn mt cam xuc mi. Nh vao s hn hoan on chao
ngay mi cua ban ma nhng ngi xung quanh ban cung
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cam thy phn chn theo. Khng nhng vy, nhng cam xuc
tch cc nay con giup khc phuc tnh hay tr hoan mt
khuyt im kha ph bin cua con ngi. Moi cuc hanh
trnh u khi u bng mt bc nho u tin. Nu mun
co mt cuc sng lac quan va hanh phuc th hay khi u
ngay mi cua ban bng mt cai nhn tht yu i va mi me.
Bc Hai
THIT LP NHNG BIU TNG RING
Chung ta vn quen goi tn nhng cht en t tai cac
giao l la en o, hay en dng. Cach goi nay qua la tiu
cc v trn thc t, cac en tn hiu giao thng nay la giup
chung ta i ch u co dng lai bao gi! Vy, chung ta
phai goi chung la en i mi ung!
Ngi ta thng k rng trung bnh mt ngi My mt 27
gi mi nm lam cng vic ch en xanh trc cac giao
l. Ban co bit ho danh ra 27 gi nh th lam g khng?
Noi chung la ho lam ba vic. Mt la, ho bu cht vao vlng bao am rng chic xe cua ho se khng lao v pha
trc trong khi en o. Hai la, ho bm mi, phung mang trn
ma nh co th khin c en xanh. Cui cung va quan
trong nht la, ho dm chn vao cn ly hp va nhp nhp
chn ga, r may m m nh th vic o se lam cho en xanh
n nhanh hn!
Thay v vy, mi khi dng xe ch tn hiu, tai sao ban
khng th nhn en i va tm tnh vi no: A, ngi ng
y la giup ta di chuyn an toan hn va khng b tt
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Bc Ba
KHNG NH TM TH KHNG G LA KHNG TH!
Moi loai khi sinh ra vn a co ban nng sinh tn. Trc
khi mua ng n, chu soc nho se tch tr cac qua hat kh
lam lng thc d tr du rng co th chu ta khng u sc
sng sot qua mua ng gia ret o. Hay mt nang thin nga
be bong tuy cha h bit n cai gia but cua mua ng, vy
ma khi ng v c nang lai tung canh tm an bay v phng
Nam n nau. Quy lut sinh tn bao mun loai lam nhng
iu nh th. Ban nng sinh tn cua con ngi con manh me
hn va im khac bit la chung ta co th t iu chnh
hng i cho ban thn nht la trong nhng luc i lch khoi
l trnh a vach sn. Chung ta khng nht thit phai bt u
lai t u ma ch cn iu chnh mt chut va ri tip tuc i
ti ch.
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CHNG 16
BC TH T:
NUI DNG TM HN
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CHNG 17
THOI QUEN N T U?
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CHNG 18
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ru bia, thuc la. Chnh cac quang cao kiu nay a lam gia
tng mt cach ngoan muc s lng thanh thiu nin My
nghin ru trong nhng nm gn y.
Bc th nm, ban lun nh la hoc phai i i vi
hanh. Nu chung ta nhn thy trc hu qua cua mt thoi
quen xu th chung ta d dang lanh xa no hn. Hay a chu
nga non hau a nha ban i thm mt ngi nao o mc
chng kh thung hay ung th phi do hut thuc la chung
tn mt chng kin con ngi ban lnh cua thi ai ang
thoi thop va gng sc keo tng hi th cua mnh trn ging
bnh. Hoc, ban cung co th cho con ban tham quan mt trai
cai nghin ma tuy chim ngng dung nhan va nghe
ting thet gao cua nhng con nghin ang c cai thuc,
nhng ke khng mun lam ga con trong mt am ban be
h hong ng trang la cua chung. Hoc, ban hay a con
ban n cac phong x an nghe cac v quan toa tuyn an
nhng a tre v thanh nin v ti trm cp co tin n
din hay thoa man nhng cn nghin khn cp. y la mt
liu phap co th gy sc nng vi chu nhoc nha ban nhng
ti bao am vi ban rng no se giup ban va gia nh ban
tranh c nhiu cu sc khac ln hn trong tng lai y!
Phong thu t xa la bin phap hiu qua va an toan nht
trong vic tranh khoi thoi quen xu. Ro rang la cach tt nht
chm dt mt thoi quen xu la ng bao gi tp no.
Nu ban khng hut iu thuc u tin, khng ung ly ru
u tin, khng ht th bt trng cht ngi ln u tin,
khng tham gia vu c bac ln u tin, khng oc cun sach
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GN EN TH SANG
iu thu v la nhiu ngi bo c thoi quen xu ung
nh cach ho a tng nhim no: nh kt giao vi nhng ngi
co tm hn ging nh ho. Chng han, trong cac trung tm
cai nghin, nhng ngi nghin ru, ma tuy hay am m
c bac c cho tip xuc thng xuyn vi nhng ngi a
tng cai nghin thanh cng ho c hng dn, ng
vin trong qua trnh cai nghin. T nhng cu noi ma ho
nghe c hang ngay nh nu ti lam c, anh cung lam
c!, ho se tr nn t tin va nhn c s ung h cn thit
cai nghin thanh cng. Nu ho sng trong mt mi trng
y nhng ngi co u oc lac quan, nhit tnh, tch cc, kt
qua thu c con nhanh chong hn na.
Gn mc th en, gn en th sang. Ban co y rng khi
con em chung ta chi vi nhng ngi ban tt hay sinh hoat
trong mt mi trng lanh manh th chung rt kho b nhim
cac thoi quen xu? Sach Lit N Truyn cua Trung Hoa co
mt cu chuyn rt hay, thng c bit n vi tn Manh
mu ba ln don nha. Chuyn k rng:
Cu be Manh Kha (sau thanh nhn ly hiu la Manh T)
nha ngheo, m ci cha t nho va sng vi me gn mt bai tha
ma. Do thng nhn thy canh chn ngi cht va nghe
nhiu ting khoc than nn v nha cu be cung bt chc
ao, chn, than khoc. Me cua Manh Kha la ba Chng th
(sau goi la Manh mu) thy th noi: y khng phai la ch
cho con ta!.
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TIM THC
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ngi sang da, ri ban se thy anh ta lam moi vic mt cach
y sang tao va thng minh; hay noi rng ban yu quy va
tn trong anh ta bit bao, ban se thy anh ta sn sang lai
sut m cung ban giai quyt nhng vn kho khn cua
cng ty; hay mng xi xa vao mt anh ta nu ban mun bin
anh ta thanh mt cai xac khng hn sut ngay hm o
Nu ban may mn co c mt nhn vin ly tng nh
th, hay chu y ca iu nay na: nhn vin nay rt d b anh
hng bi nhng ngi xung quanh anh ta! Nu anh ta
gn nhng ke co u oc tiu cc, rac ri, chng bao lu
se co mt ng rac tch tu ngay trong u anh ta; nu anh
ta bn canh nhng con ngi lac quan, tch cc, hiu nng
cao, anh ta se lam vic ngay cang tn ti. ng thi, ban phai
bit cach s dung anh ta bi v kinh nghim cho thy nhng
nhn vin ly tng nh th rt thng b lam dung hoc s
dung khng ung ch.
Thc ra, mi ngi u s hu mt nhn vin trong
m nh th: o la Tim Thc (Subconscious Mind) cua
chung ta. Tim thc la tn y t ht sc trung thanh, no
sn sang ap ng cho ban bt c th g, song hay cn thn,
th y tuy thuc vao cach thc va mnh lnh ma ban yu
cu no.
TIM THC
Charles Dennis Jones la mt ngi bnh thng, nhng
nhng ngi a chng kin tai nan ma ti sp k di y
u cho rng anh la mt ngi v ai.
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PHN SAU
GIA TR CUA
LAO NG
Muc tiu:
I.
II.
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CHNG 20
NHNG NGI
CHIN THNG
BA N TRA MIN PH
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H E N B A N T R N N H T H A N H C N G
U OC B TNG
Mt s ngi co u oc ta nh b-tng vy ho trn tt
ca cac th vao nhau ri khun cng chc. Tr nao con ngi
nh mt chic du, no ch hoat ng tt khi m ra trc gio.
Ban bit rng mt tin nhn i 40.000 km vong quanh th gii
mt cha y mt giy, nhng xuyn thung lp vo vai
cen-ti-met bao boc b oc, co ngi phai mt hang nm tri y!
Ti tng chng kin nhiu ngi rt hng khi khi lng
nghe trit ly v cai ep, hanh phuc, nim vui va li ch theo
sau mt thai ung n, mt hnh anh t thn lanh manh
va nhng muc tiu xac nh. Nhng ang bun la ho ch
nghe tai nay ri lot ra tai kia ma khng h ap dung chut
nao vao thc t cuc sng cua ho. Ti mun nhn manh rng
du cho o la th trit ly d ap dung nht, ep nht va co li
ch nhiu nht trn i th no cung chng mang lai kt qua
nao nu ban khng lao ng.
Cung th, rt nhiu ngi a t bo lao ng sau khi tm
c mt ch lam. Tht ang ngac nhin la nhng ke va
mi ao c co mt cng vic lam th sau o lai trn tranh
lao ng nh tranh bnh dch hach vy!
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HAY SN SANG
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H E N B A N T R N N H T H A N H C N G
(32) Bob Richards (1926 -): Cu v ch mn nhay sao hai ky Olympic 1952, 1956, huy
chng vang ai hi Th Thao Chu My - Thai Bnh Dng 1951, huy chng ng Olympic
1948.
255
CHNG 22
CU CHUYN V
MAY BM NC
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PHN BAY
KHAT VONG
Muc tiu:
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II.
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T TM THNG
N KHAC THNG
KHAT VONG
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H E N B A N T R N N H T H A N H C N G
bnh bai lit, mt ngi chp nhn cuc sng n xin trn
ng ph Washington con mt ngi tr thanh Tng thng
Franklin Delano Roosevelt. Khat vong a thi thuc Jacob
Schick ch tao thanh cng loai dao cao ru chay in khi
phai lam vic trong iu kin nhit - 400C.
Thai lac quan, lun nhn vao nhng iu tch cc la
manh t mau m m mm hy vong cho nhng iu tt
ep, cho du thc tai cht cha v van nghch canh.
267
CHNG 24
S NG NGHCH
THNG MINH
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nghch thng minh a khng bit gii han cui cung cua s
hiu bit.
S NG NGHCH THNG MINH + CHANH
= THC UNG TUYT HAO
S ng nghch thng minh la g? o la cach con ngi
ng x trc mt hoan canh tiu cc va bt ng trong cuc
sng, la cach ban bin mt qua chanh chua thanh mt loai
thc ung ngot ngao, thm ngon quyn ru.
Trong mt ln b bao vy bn b trong Th chin th II,
Tng Creighton Abrams bao bnh lnh cua mnh trc tnh
hung qua chanh nay rng: Hi anh em, y la ln u
tin trong lch s cuc chin, chung ta se tn cng qun ch
t moi hng!.
Qua chanh cua Charles Kettering(37) con khac thng
hn na: o la canh tay b gay cua anh trong mt ln quay
may n xe trong sn nha. Tt nhin luc o anh a m tay rn
r, au n chay nc mt, nhng ri anh ngh th nay th
tht kinh khung mi ln quay cn khi ng xe, va co le
khng ai mun s hu mt chic xe hi ca! va a phat minh
ra b xe t ng (self-starter).
Eugene ONeil ch la mt ngi chai li cho n khi
qua chanh, cn bnh lao phi tai ac bt ng phai nm lit
ging trong hai nm 1912 1913, b ng bin thanh mt
(37) Charles Kettering (1876-1951): Nha phat minh ngi My vi hn 300 bng phat minh
sang ch.
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DAVID VA GOLIATH
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CHNG 26
PHN M U
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H E N B A N T R N N H T H A N H C N G
NIM TIN
289
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290
V TAC GIA
ZIG ZIGLAR
291
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cng. ng cung la tac gia cua mt danh sach dai cac bng,
a CD, video v cac tai liu hun luyn, cu chuyn, bai
thuyt trnh... danh cho cac ca nhn, cac doanh nghip
va va nho, nha th, cng ng, cac t chc phi chnh
phu va nhiu cng ty, tp oan nm trong danh sach 500
cng ty hang u Hoa Ky (Fortune-500).
ng tng xut hin bn canh nhng nhn vt tm c
cua nc My nh cac v Tng thng Gerald Ford, Jimmy
Carter, Ronald Reagan, George Bush; Tng Norman
Schwarzkopf, Tng Colin Powell, Tin s Norman
Vincent Peale, Tin s Robert Schuller, Paul Harvey, va
nhiu thng - ha ngh s tn tui cua Hoa Ky.
T nm 2000, Zig Ziglar a trao quyn iu hanh Zig
Ziglar Co. cho Tom Ziglar, con trai ng va ch con lui
ti din thuyt vi khoang 50 cng ty va 45 cuc noi
chuyn hoc ng vao cac ngay Chu nht trong nm.
Mt trong nhng cu noi ni ting nht cua ng la:
Ban co th co c tt ca moi th trong cuc sng nu ban bit
giup ngi khac at c iu ho mun.
Ban co th tm hiu nhng thng tin mi nht v Zig Ziglar
va hoat ng cua Zig Ziglar Co. qua a ch
http://www.zigziglar.com.
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Muc Luc
Phn Mt
NC THANG U TIN
15
Chng 1
MT CUC SNG TT EP HN
17
Chng 2
HAY BT U NGAY T HM NAY
31
Phn Hai
HNH ANH T THN
41
Chng 3
NHNG TN TRM NI TING
43
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7 NGUYN NHN CUA MT HNH ANH
T THN YU KEM
55
Chng 5
NHNG BIU HIN CUA MT HNH ANH
T THN YU KEM
67
Chng 6
15 BC TAO DNG HNH ANH T THN TCH CC 77
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Phn Ba
CAC MI QUAN H
105
Chng 7
CACH THC NHN NHN NGI KHAC
107
Chng 8
TT HAY XU NM CACH NHN NHN CUA BAN 119
Chng 9
MT NGI TI QUAN TRONG KHAC
131
Phn Bn
NHNG MUC TIU CUC SNG
145
Chng 10
CAC MUC TIU CO THC S CN THIT
TRONG CUC SNG CUA BAN?
147
Chng 11
CAC LU Y KHI XAC NH MUC TIU CUA BAN
155
Chng 12
XAC LP MUC TIU
163
Chng 13
AT MUC TIU
171
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Phn Nm
THAI SNG
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Chng 14
TH NAO LA MT THAI SNG UNG N?
183
Chng 15
DUY TR THAI TCH CC
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Chng 16
BC TH T: NUI DNG TM HN
205
Chng 17
THOI QUEN VA THAI
215
Chng 18
TRANH THOI QUEN XU HOC THOI QUEN TT
221
Chng 19
TIM THC
231
Phn Sau
GIA TR CUA LAO NG
239
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NHNG NGI CHIN THNG
241
Chng 21
HAY SN SANG
251
Chng 22
CU CHUYN V MAY BM NC
257
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Phn Bay
KHAT VONG
263
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T TM THNG N KHAC THNG
265
Chng 24
S NG NGHCH THNG MINH
269
Chng 25
DAVID VA GOLIATH
273
Chng 26
PHN M U
285
NIM TIN
289
291
299
Zig Ziglar
HEN BAN
TRN NH
THANH CNG
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25th Anniversary Edition
First News
Chu trach nhim xut ban:
Tin s QUACH THU NGUYT
Bin tp
Trnh bay
Sa ban in
Thc hin
: Thanh Hng
: Vn ng
: Ha Yn
: First News Tr Vit