1、<p><b>　　外文文獻(xiàn)譯文 </b></p><p>　　洛克菲勒給兒子的三十八封信（2）:運(yùn)氣靠策劃</p><p>　　格言：每個(gè)人都是他自己命運(yùn)的設(shè)計(jì)者和建筑師。</p><p>　　我不靠天賜的運(yùn)氣活著，但我靠策劃運(yùn)氣發(fā)達(dá)。</p><p>　　等待運(yùn)氣的時(shí)候，要知道如何引導(dǎo)運(yùn)氣；設(shè)計(jì)運(yùn)氣，就是設(shè)

2、計(jì)人生。</p><p>　　(他的游行在普通文件已簇?fù)硐挛业拿镆暋Ｋ唤o予一顆大腦袋完全是一種錯(cuò)誤,因?yàn)閷?duì)他而言,有脊椎已經(jīng)足夠了。)</p><p>　　January20,1900年</p><p><b>　　親愛的約翰：</b></p><p>　　有些人注定要成為令人眩目的王者或偉人，因?yàn)樗麄兎欠驳牟拍?，譬?/p>

3、，老麥考密克先生，他長著一顆能制造運(yùn)氣的腦袋，知道如何將收割機(jī)變成收割鈔票的鐮刀。</p><p>　　在我眼里，老麥考密克永遠(yuǎn)是位野心勃勃且具商業(yè)才能的實(shí)業(yè)巨子，他用收割機(jī)解放了美國農(nóng)民，同時(shí)也把自己送入全美最富有者的行列。法國人似乎更喜歡他，盛贊他為“對(duì)世界最有貢獻(xiàn)的人”。哦，這真是一個(gè)意外的收獲。</p><p>　　這位原本只能做個(gè)普通農(nóng)具商的商界奇才，說過的一句深?yuàn)W的名言：“運(yùn)氣

4、是設(shè)計(jì)的殘余物質(zhì)?！?lt;/p><p>　　這句話聽起來的確讓人頗費(fèi)腦筋，它是指運(yùn)氣是策劃和策略的結(jié)果？還是指運(yùn)氣是策劃之后剩余的東西呢？我的經(jīng)驗(yàn)告訴我，這兩種意義都存在，換句話說，我們創(chuàng)造自己的運(yùn)氣，我們?nèi)魏涡袆?dòng)都不可能把運(yùn)氣完全消除，運(yùn)氣是策劃過程中難以擺脫的福音。</p><p>　　麥考密克洞悉了運(yùn)氣的真諦，打開了運(yùn)氣過來的大門。所以，我對(duì)麥考密克收割機(jī)能行銷全球，成為日不落產(chǎn)品，絲

5、毫不感到奇怪。</p><p>　　然而，在我們這個(gè)世界上，很難找到像麥考密克先生那樣善于策劃運(yùn)氣的人，也很難找到不相信運(yùn)氣的人，和不誤解運(yùn)氣的人。</p><p>　　在凡夫俗子眼里，運(yùn)氣永遠(yuǎn)是與生俱來的，只要發(fā)現(xiàn)有人在職務(wù)上得升遷、在商海中勢如破竹，或在某一領(lǐng)域取得成功，他們就會(huì)很隨便、甚至用輕蔑的口氣說：“這個(gè)人的運(yùn)氣真好，是好運(yùn)幫了他！”這種人永遠(yuǎn)不能窺見一個(gè)讓自己賴以成功的偉大真

6、理：每個(gè)人都是他自己命運(yùn)的設(shè)計(jì)師和建筑師。</p><p>　　我承認(rèn)，就像人不能沒有金錢一樣，人不能沒有運(yùn)氣。但是，要想有所作為就不能等待運(yùn)氣光顧。我的信條是：我不靠天賜的運(yùn)氣活著，但我靠策劃運(yùn)氣發(fā)達(dá)。我相信好的計(jì)劃會(huì)左右運(yùn)氣，甚至在任何情況下，都能成功地影響運(yùn)氣。我在石油界實(shí)施的變競爭為合作的計(jì)劃恰恰驗(yàn)證了這一點(diǎn)。</p><p>　　在那項(xiàng)計(jì)劃開始前，煉油商們各自為戰(zhàn)，利欲熏心，結(jié)果

7、引發(fā)了毀滅性的競爭。這種競爭對(duì)消費(fèi)者來說當(dāng)然是個(gè)福音，但油價(jià)下跌對(duì)煉油商卻是個(gè)災(zāi)難。那時(shí)候絕大多數(shù)煉油商做的都是虧本生意，正一個(gè)一個(gè)滑入破產(chǎn)的泥潭。</p><p>　　我很清楚，要想重新有利可圖并將錢永遠(yuǎn)地賺下去，就必須馴服這個(gè)行業(yè)，讓大家理性行事。我把它視為一種責(zé)任，然而這很難做到，這需要一個(gè)計(jì)劃——一個(gè)將所有煉油業(yè)務(wù)置于我麾下的計(jì)劃。</p><p>　　約翰，要在獲取利益的獵場上成

8、為好獵手，你需要勤于思考、做事小心，能夠看到事物中一切可能存在的危險(xiǎn)和機(jī)遇，同時(shí)又要像一個(gè)棋手那樣研究所有可能危及你霸主地位的各種戰(zhàn)略。我徹底研究了形勢并評(píng)估了自己的力量，決定將大本營科利佛蘭作為我發(fā)動(dòng)統(tǒng)治石油工業(yè)戰(zhàn)爭的第一戰(zhàn)場，待征服在那里的二十幾家競爭對(duì)手之后，再迅速行動(dòng)，開辟第二戰(zhàn)場，直至將那些對(duì)手全部征服，建立石油業(yè)和新秩序。</p><p>　　就像戰(zhàn)場上的指揮官，選擇攻擊什么樣的目標(biāo)，要首先知道選擇什

9、么樣的火器才最奏效一樣，要想成功實(shí)現(xiàn)將石油業(yè)統(tǒng)一到我麾下的計(jì)劃，需要一個(gè)徹底解決問題的手段，那就是錢，我需要大量的錢去買下那些制造生產(chǎn)過剩的煉油廠。但我手頭上的那點(diǎn)資金不足以實(shí)現(xiàn)我的計(jì)劃，所以我決定組建股份公司，把行業(yè)外的投資者拉進(jìn)來。很快我們以百萬資產(chǎn)在俄亥俄注冊成立了標(biāo)準(zhǔn)石油公司，第二年資本大幅擴(kuò)張了三倍半。但何時(shí)動(dòng)手卻是個(gè)學(xué)問。</p><p>　　富有遠(yuǎn)見的商人總善于從每次災(zāi)難中尋找機(jī)會(huì)，我就是這樣做的。

10、在我們開始征服之旅前，石油業(yè)一片混亂，一天比一天沒有希望，科利佛蘭百分之九十的煉油商已經(jīng)快被日益劇烈的競爭壓垮發(fā)，如果不把廠子賣掉，他們就只能眼睜睜地看著自己走向滅亡。這是收購對(duì)手的最好時(shí)機(jī)。</p><p>　　在此時(shí)采取收購行動(dòng)，似乎不太道德，但這的確與良知無關(guān)。企業(yè)就如戰(zhàn)場，戰(zhàn)略目標(biāo)的意義就是要造成對(duì)己方最有利的狀態(tài)。出于戰(zhàn)略上考慮，我選擇的第一個(gè)征服目標(biāo)不是不堪一擊的小公司，而是最強(qiáng)勁的對(duì)手克拉克-佩恩公

11、司。這家公司在科利佛蘭很在名望，且野心勃勃，想要吃掉我的明星煉油廠。</p><p>　　但在對(duì)手決定之前，我總要先下手為強(qiáng)。我主動(dòng)約見克拉克-佩恩公司最大的股東，我中學(xué)時(shí)代的老朋友，奧利弗﹒佩恩先生，我告訴他，石油業(yè)混亂、低迷的時(shí)代該結(jié)束了，為保護(hù)無數(shù)家庭賴以生存的這個(gè)行業(yè)，我要建立一個(gè)龐大、高績效的石油公司，并歡迎他入伙。我的計(jì)劃打動(dòng)了佩恩，最后他們同意以40萬元的價(jià)格出售公司。</p><

12、;p>　　我知道克拉克-佩恩公司根本不值這個(gè)價(jià)錢，但我沒有拒絕他們，吃掉克拉克-佩恩公司就意味著我將取得世界最大煉油商的地位，將為迅速把科利佛蘭的煉油商捏合在一起充當(dāng)強(qiáng)力先鋒。</p><p>　　這一招果然十分奏效。在以后不到兩個(gè)月的時(shí)間里，就有二十二家競爭對(duì)手歸于標(biāo)準(zhǔn)石油公司的麾下，并最終讓我成為了那場收購戰(zhàn)的大贏家。而這又給我勢不可擋的動(dòng)力，在此后三年時(shí)間里，我連續(xù)征服了費(fèi)城、匹茲堡、巴爾的摩的煉油商

13、，成為了全美煉油業(yè)的惟一主人。</p><p>　　今天想來，我真是幸運(yùn)，如果當(dāng)時(shí)我只感嘆自己時(shí)運(yùn)不濟(jì)，隨波逐流，我或許早已被征服掉了。但我策劃出了我的運(yùn)氣。</p><p>　　世界上什么事都可以發(fā)生，就是不會(huì)發(fā)生不勞而獲的事，那些隨波逐流、墨守成規(guī)的人，我不屑一顧。他們的大腦被錯(cuò)誤的思想所盤踞，以為能全身而退就值得沾沾自喜。</p><p>　　約翰，要想讓我們

14、的好運(yùn)連連，我們必須要精心策劃運(yùn)氣，而策劃運(yùn)氣，需要好的計(jì)劃，好的計(jì)劃一定是好的設(shè)計(jì)，好的設(shè)計(jì)一定能夠發(fā)揮作用。你需要知道，在構(gòu)思好的設(shè)計(jì)時(shí)，要首先考慮兩個(gè)基本的先決條件，第一個(gè)條件是知道自己的目標(biāo)，譬如你要做什么，甚至你要成為什么樣的人；第二個(gè)條件是知道自己擁有什么資源，譬如地位、金錢、人際關(guān)系，乃至能力。</p><p>　　這兩個(gè)基本條件的順序并非絕對(duì)不能改變，你可能先有一個(gè)構(gòu)想、一個(gè)目標(biāo)，才開始尋找適于這

15、些資源的目標(biāo)。還可以把它們混合一處，形成第三和第四種方法，例如擁有某種目標(biāo)和某種資源，為實(shí)現(xiàn)目標(biāo)，你必須選擇性地創(chuàng)造一些資源，也可能擁有一些資源和某個(gè)目標(biāo)，你必須根據(jù)這些資源，提高或降低目標(biāo)。</p><p>　　你根據(jù)資源調(diào)整目標(biāo)或根據(jù)目標(biāo)調(diào)整資源之后，就有了一個(gè)基礎(chǔ)——可以據(jù)以構(gòu)思設(shè)計(jì)的結(jié)構(gòu)，剩下的東西就是用手段與時(shí)間去填充，和等待運(yùn)氣的來臨了。</p><p>　　你需要記住，我的兒

16、子，設(shè)計(jì)運(yùn)氣，就是設(shè)計(jì)人生。所以在你等待運(yùn)氣的時(shí)候，你要知道如何引導(dǎo)運(yùn)氣。試試看吧。</p><p><b>　　愛你的父親</b></p><p><b>　　外文文獻(xiàn)原文（1）</b></p><p>　　Foreign literature textual (1)</p><p>　　Rock

17、efeller to son of thirty-eight letter (2) : luck on planning</p><p>　　Motto: every man is his own fate designers and architects.</p><p>　　I live without the heaven-sent luck, but I trust plannin

18、g luck developed.</p><p>　　Wait for luck, to know how to guide luck; Design of luck, is design the life.</p><p>　　(He who marches in rank and file has already eared my contempt.He has been given

19、 a large brain by mistake,since for him the spinal cord would suffice.)</p><p>　　January20,1900</p><p>　　Dear John:</p><p>　　Some people are doomed to be eye-popping, Kings or great

20、 men because they extraordinary talent, for example, old McCormick sir, he has a star can make luck head, know how to combine harvester into harvest of money will sickle.</p><p>　　In my eyes, old McCormick i

21、s always a ambitious and business with the industrial giant, he can combine harvester freed American farmers, but also the richest himself into the ranks of the nationwide. The French seem more like him, given his most c

22、ontribution to the world as "the man". Oh, it's an unexpected harvest.</p><p>　　The original can only do a common tools business, said the business wizards a esoteric saying: "luck is desi

23、gn remnant."</p><p>　　This sentence sounds really makes the person, it is quite bead luck is planning and strategy refers to the results? Luck is planning or to after the rest of the thing? My experienc

24、e tells me, these two kinds of meaning are exist, in other words, we create their own luck, we are not likely to take any action to completely eliminate, luck is lucky to get rid of planning process in the Gospel.</p&

25、gt;<p>　　McCormick discern the truth of luck, opened the gate. Come luck So, I can combine harvester of McCormick, marketing global, become fall into product, a bit does not feel strange.</p><p>　　How

26、ever, in our world, it is difficult to find like McCormick such as Mr Good at planning luck, and is hard to find don't believe in luck, and don't misunderstand luck.</p><p>　　In the common people'

27、;s eyes, luck is always born, should discover someone in position to promotion, in the sea until, or in a certain area, they will succeed is very informal, even with a contemptuous tone say: "this person's luck

28、out, good luck to help him!" Such people can never see a let oneself of the great truth our success: every man is his own fate designers and architects.</p><p>　　I admit, like people can't do withou

29、t money, people can't do without luck as. But, want to make a difference cannot wait for luck patronage. My creed is: I cant gift of luck alive, but I trust planning luck developed. I believe that good luck, even abo

30、ut plans will in any case, all can successfully influence luck. I the variable competition in implementation of oil for cooperation plan just proved this point.</p><p>　　In the plan, refiners before the star

31、t of the XunXin, results, their unite caused destructive competition. This kind of competition, of course, a Gospel of consumers, but oil prices is a disaster for refiners. At that time most refiners are doing business,

32、is a loss of a sliding into bankruptcy pool.</p><p>　　I am very clear, want to QianYongYuan land and will earn lucrative down, must tame in this industry, let everybody rational act. I regard it as a kind of

33、 responsibility, however it's hard, it need a plan - one that will all its refining business on its plan I.</p><p>　　John, to acquire interest hunting in become good hunter, you need a diligent in thinki

34、ng, work carefully, able to see things in all possible danger and opportunity, at the same time, we should like a player that could endanger your study all the various strategic dominance. I thoroughly studies the situat

35、ion and assess his power base, decided to live the fo LAN as I launched the first war ruled the oil industry to conquer there battlefield and competitors over twenty home quick action, then, ope</p><p>　　Lik

36、e battlefield commander, choose what kind of targets to attack first know choose what kind of firearms is the most work, want to achieve the same oil under unified into me to the plan, need a thoroughly solve the problem

37、 means, that is the money, I need a lot of money to buy those who manufacture overproduction refineries. But I have on hand funds will not be sufficient to realize the point of my plan, so I decided to form the industry

38、joint-stock companies, draw in the investors. Soon we mil</p><p>　　Visionary businessman always good at looking for opportunities from every calamity, which is what I do. Before we begin to conquer trip, oil

39、 before a mess, no hope, day to day francescoli fo LAN ninety percent of the refiners have quickly become increasingly intense competitive overwhelmed by hair, if you don't sell, they usually watched our to destructi

40、on. This is the best time to purchase opponents.</p><p>　　At this time to take action, don't seem to purchase moral, but it has nothing to do with conscience. Enterprise is like battlefield, strategic go

41、al is to cause the significance of the most advantageous to their side of the state. For strategic considerations, I chose the first conquer goal is not fragile small companies, but toughest competitors clark - Payne com

42、pany. The company in the fo LAN is in fame francescoli and ambitious, want to eat my star refinery.</p><p>　　But before the opponent decides I always start first for strong. I actively appointment clark - Pa

43、yne its largest shareholder, old friends of my middle school, oliver cardin Payne sir, I tell him, oil chaos, the era of the downturn ended for the protection of countless families survival in this industry, I want to bu

44、ild a massive, high performance, and the oil company welcome him admission. My plan, and at last they moved Payne 40 million yuan price agreeing to sell the company.</p><p>　　I know clark - Payne company isn

45、't worth the price, but I did not reject them, eat clark - Payne company means that I will get the world's biggest oil refiner position, will quickly francescoli fo LAN for the refiners kneading together becomes

46、a powerful pioneer.</p><p>　　This recruit indeed very work. After less than two months, have 22 home rivals to standard oil company, and finally let me now be the 收購戰(zhàn) big winners. And it gave me the power, a

47、fter irresistibly for three years, I conquered Philadelphia, Pittsburgh, Baltimore, became the refiners across the only master oil refining industry.</p><p>　　Like, I was really lucky today, if I had only ex

48、clamation oneself for a cruel twist of fate, ride, I might perhaps have conquered away. But I planned out my luck.</p><p>　　In the world what things can happen, it just won't happen the tendency of thing

49、s, those who ride, hidebound person, I passed. Their brain is wrong thinking, thought they can occupy unharmed is worth complacency.</p><p>　　John, want to let our good luck repeatedly, we must carefully pla

50、nning luck, and planning luck, need good plan, a good plan must be good design, good design can certainly play a role. You need to know, in conception of good design, should first consider two basic prerequisites, first

51、condition was know their goals, such as you want to do what, even you want to become what kind of person; The second condition is know what resources own, such as status, money, interpersonal relationships, and even</

52、p><p>　　The two basic conditions of the sequence is not absolutely can't change, you'll probably have an idea, a goal, to begin to find suitable for these resources goal. Still can put them in a mixed,

53、forming the third and fourth way, for example have certain goals and some resources, in order to achieve target, you must selectively create some resources, may also have some resources and a target, you must according t

54、o these resources, raise or lower target.</p><p>　　Your goal or adjustment according to the resources according to the target adjustment resource after that, a foundation of design -- which, the rest of the

55、stuff is structure with means and time to fill, and wait for luck is coming.</p><p>　　You need to remember, my son, design of luck, is the design life. So before you wait for luck, you want to know how to le