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1、ContentsAcknowledgmentsix1TheSixStoriesYouNeedtoKnowHowtoTell12WhatIsStory?273WhatStoryCanDothatFactsCan't494HowtoTellaGoodStory835ThePsychologyofStory'sInfluence1056SoundBiteorEpic?1337InfluencingtheUnwilling,Unconcerned,orUnmotivated1578StorylisteningasaTo
2、olofInfluence1819StorytellerDosandDon'ts19910TheLifeofaStoryteller21911StoryThinkingasaSkill*241viiviiiTHESTORYFACTORCaseStudy:Testingthe"SixStoriesYouNeedtoTell"inRealLife—SunriseStories*259Acknowledgments*NewtothepaperbackeditionIamdeeplyindebtedtoDougLipm
3、anforteachingmesomuchaboutstorytelling.Foryearshehasbeenmycoachandmentor.Thisbookwouldnothavebeenpossibleifitweren'tforDougLipman.Thankyou,toalltheotherwonderfulpeoplewhohavecontributedtomyeducation:JennyArmstrong,CherylDeCiantis,CindyFranklin,StephenGilliga
4、n,RayHicks,KentonHyatt,PamMcGrath,JayO'Callahan,EdStiven-der,andsomanyothers.PeoplewhohavegenerouslysharedtheirstoriesincludeRobertCooper,JohnKristoff,CindyFranklin,DavidFinch,DickMueller,MartiSmye,SteveWirth,andallofthewonderfulparticipantsintheWesternManag
5、ementDevelopmentCenter'songoingManagementDevelopmentSeminars.ThankyoutoPamWilhelmsfortakingariskonteach-ingstorytellingasaleadershipskillandtoAlanDowns,whotenaciouslyinsistedIwritethisbook.Iamgrateful,too,forthetenderisheditingfrommylongtimefriendSherryDecke
6、r.Thankyou,Sherry.ixTHESTORYFACTOR1TheSixStoriesYouNeedtoKnowHowtoTellTobeapersonistohaveastorytotell.ISAKDINESENSkiplookedintotheseaofsuspiciousstockholdersandwonderedwhatmightconvincethemtofollowhisleader-ship.Hewasthirty-five,lookedthirteen,andwasthird-ge
7、nerationrich.Hecouldtelltheyassumedhewouldbeanunholydisasterasaleader.Hedecidedtotellthemastory."Myfirstjobwasdrawingtheelectricalengineer-ingplansforaboatbuildingcompany.Thedrawingshadtobeperfectbecauseifthewireswerenotaccuratelyplacedbeforethefiberglassfor
8、mwaspoured,amistakemightcostamilliondollars,easy.Attwenty-five,Ialreadyhadtwomasters'degrees.IhadbeenonboatsallI2THESTORYFACTORTheSixStoriesYouNeedtoKnowHowtoTell3mylifeandfrankly,Ifounddrawingt
