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1、Unit1AnImageoraMirage?Thereisadistinctdifferencebetweenawinningimageandamirage.Amirageisanillusion,andinyourquestforawinningimage,youmustbecapableofidentifyingsuchmirages.Oneofthecommonmisreadimagesstemsfromwhatpeoplethinkabouteyecontact.Howmanytimeshaveyouh
2、eard,“Youcantellhe’sanhonestmanbecausehelooksyoustraightintheeye.”Evidently,manypeoplemustbelievethatadishonestmanfeelssoashamedthathe’snottellingthetruththathecan’tevenfacethemdirectly.Butwhataboutanhonestindividualwhoistooshytolookstraightatyou?Furthermore
3、,agoodcanartistknowsthatmanypeoplejudgeintegritybythewayonelooksatthem,sohedeliberatelyincludeseyecontactinhisact.Becauseyoucan’tcountoneyecontactasaninfallibletest,youshouldneveruseittoevaluateanotherperson’shonesty.Nonetheless,sincemostpeopledojudgeothersb
4、ythiscriterion,besurethatyoualwayslookthemsquarelyintheeye.Evaluatingaman’shonestybythewayhelooksatyoumakesnomoresensethanjudginghisintegritybythewayyourdogorcatreactstohim.Yethowmanytimeshaveyouheardadog’smastersay,“That’sinteresting—Thordoesn’ttaketostrang
5、ersveryoften.He’sagoodjudgeofhumannature,andthefactthathe’sfriendlywithyoutellsmesomegoodthingsaboutyou.”OncewhenIwasinthehomeofamprospect,hiscat,Tiger,tooksuchalikingtomethathesatonmyshoulderduringmyentiresalespresentation.WhenIwasfinished,myprospect’swifes
6、aid,“Mr.Shook,Tigeronlydoesthatwithmembersofourimmediatefamily.Youmustbeaveryhonestpersonforhertobesofriendlytoyou.”ThetruthofthematterwasthatIrefrainedfrompushingthecatoffbecauseIwasafraidshe’dripmysuitorscratchmyeyesout.However,Ireplied,“Yes,ma’am,Tigerobv
7、iouslyhassomekindofinstinctthatenableshertoaccuratelyjudgehumans.Shesureisagoodjudgeofcharacter.”EventhoughTigerhappenedtoberightinmycase,Ipersonallyputverylittlefaithinananimal’sinstinctualabilitytojudgepeople.I’dsayhisreactionshavemoretodowithodorsandbodym
8、ovement.Somepeoplejudgeanotherpersonbythewayheorsheshakeshands.Agood,stronggriprepresentscharacter,whilea“deadfish”handshake!isabadsign.1,too,disliketheflabbyhandshakewithnolifetoit,butIamcarefu
