He was called the Steel King; yet he himself knew little about the manufacture of steel. He had hundreds of people working for him who knew far more about steel than he did.

　　他被称为“钢铁大王”，但他自己却对钢铁生产知之甚少，成百上千替他打工的人对钢铁知识的了解比他要丰富得多。

　　But he knew how to handle people, and that is what made him rich. Early in life, he showed aflair for organization, a genius for leadership. By the time he was ten, he too had discovered theastounding importance people place on their own name. And he used that discovery to win cooperation. To illustrate: When he was a boy back in Scotland, he got hold of a rabbit, a mother rabbit. Presto! He soon had a whole nest of little rabbits—and nothing to feed them. But he had a brilliant idea. He told the boys and girls in the neighborhood that if they would go out and pull enough clover and dandelions to feed the rabbits, he would name the bunnies in theirhonor.

　　可是他知道如何管理人，就因为这样他发了财。小时候，他就表现出了组织才能和领导天赋。到 10 岁的时候，他还发现人们对自己的姓名是惊人地重视。于是，他便利用这个发现去争取别人的合作。举个例子来说：在苏格兰的时候他还是个孩子，他得到了一只小兔子，那是一只母兔。转眼间他就有了一窝小兔子，却没有东西给它们吃。可是他想到了一个绝妙的点子，他告诉左邻右舍的孩子们，只要他们出去弄到足够的红花草和蒲公英喂那些兔子，他就会用他们的名字给兔子命名。

　　The plan worked like magic, and Carnegie never forgot it.

　　这个主意收到了惊人的效果，这件事也令卡内基终身难忘。

　　Years later, he made millions by using the same psychology in business. For example, he wanted to sell steel rails to the Pennsylvania Railroad. J. Edgar Thomson was the president of the Pennsylvania Railroad then. So Andrew Carnegie built a huge steel mill in Pittsburghand called it the “Edgar Thomson Steel Works.”

　　多年之后，通过把同样的心理运用到商业中，他变成了百万富翁。比方说，他想把铁轨卖给宾夕法尼亚州铁路公司，J· 埃德加 · 汤姆森当时是该公司的经理。安德鲁 · 卡内基就在匹兹堡建了一个巨大的钢铁厂，取名为“埃德加 · 汤姆森钢铁厂”。

　　Here is a riddle. See if you can guess it. When the Pennsylvania Railroad needed steel rails, where do you suppose J. Edgar Thomson bought them? From Sears, Roebuck? No. No. You’re wrong. Guess again.

　　现在给你出个谜语，看你是否能猜出来。当宾夕法尼亚州铁路公司需要铁轨时，你认为 J· 埃德加 · 汤姆森会去找谁购买?找西尔斯罗巴克公司吗?不，不，你猜错了，再猜一下。

　　Vocabulary

　　manufacture n. 制造

　　early in life 小时候

　　flair n. 天赋

　　astounding a. 令人震惊的

　　place importance on 对…重视

　　illustrate v. 举例说明

　　get hold of 得到

　　presto int. 转眼间

　　nest n. 一窝

　　feed v. 喂

　　neighborhood n. 四邻

　　clover n. 红花草

　　dandelion n. 蒲公英

　　bunny n. 小兔子

　　in sb.’s honor 为纪念某人

　　like magic 好得令人难以置信

　　psychology n. 心理

　　rail n. 铁轨

　　Pennsylvania Railroad 宾夕法尼亚州铁路公司

　　mill n. 工厂

　　Pittsburgh 匹兹堡

　　steel works 钢铁厂

　　riddle n. 谜语

　　Sears, Roebuck 西尔斯罗巴克公司