补偿律

The Law of Compensation

补偿律可确保当你付出之后，会得到某种相同种类的回 报，为了得到这种回报，你必须尽力提供你能提供的服务(当 然必须具备最佳心态)，并且必须不要求得到立即的回报，而 且即使得不到立即回报，你也应该尽力提供服务。

The Law of Compensation ensures that everything you do will bring you some sort of result of the same kind.To benefit form this,you must always render the most service you are capable of,with the best attitude,and you must do so regardless of your immediate¹ compensation,even if it appears you will receive no immediate compensation.

此一法则所着重的，并非一些意料之外的回报(例如让位 给老年人所得到的回报)，而是诚恳和热心的付出。只有不诚 恳，而且懒惰的人才想以较少的代价(甚至最好不要付出任何 代价)获得较大利益。如果你想要以抬高价钱，或偷工减料的 方式获利的话，必将尝到恶果。

The issue here is not some unlooked-for benefit,such as might come from offering a chair to a senior citizen.It is a matter of honesty and earnest effort.Dishonest,lazy people look to get something for less than is required-or even nothing.If you decide to boost your profits by raising your rates and providing less service,it's going to catch up with you.

美国AT&T电话公司花了极大的功夫才学到这门课程。它的费率愈来愈高，但却没有为客户提供更佳的服务，结果大 量客户不再选择它的长途电话服务，而转向其他公司。虽然 AT&T很快地察觉到错误，并削减费率以及开始改善服务品质，但是它还是得面对流失掉原有客户市场。经过这次教训 之后，AT&T学会了什么叫做补偿率。

AT&T learned this lesson the hard way.Its rates continued advantages.Along came deregulation. MCI,and Sprint,and bang!Customers began switching their long-distance service by the hundreds of thousands.AT&T saw its error quickly,though,cut its rates,and began offering innovative² packages.It still faces heavy competition,but it now knows quite a bit about the Law of Compensation.

我们来看看另一个具有对比性的例子——活动房屋的建造人柯灵顿。当安德尔在佛罗里达州进行销售冲刺时，柯灵 顿的公司——柯灵顿房屋公司——正在快速成长之中，虽然 市场对新活动房屋的需求量非常大，但他并没有像一般生意 人一样趁机哄抬价格。相反的，柯员顿公司仍然维持他的售价，但却大幅度提高他的产量。补偿律在这个例子里的意义，是该公司仍然维持他合理的利润；它的另一层意义，则在于数以千计的柯灵顿活动房屋购买者，已深深记住该公司的名字，并且在下一次要购买时会先考虑到它。

In contrast,consider mobile home builder Jim Clayton.His company,Clayton Homes,was already growing rapidly when Hunrricane Andrew decimated South Florida.The need for new mobile homes was enormous and fast. Clayton could have followed the examples of many Florida business owners and jacked his prices skyward.Instead Clayton Homes kept its prices level and jacked its production skyward.The Lay of Compensation meant that the company still made a reasonable profit on its services;it also means that thousands of home buyers in South Florida have reason to remember Clayton Homes very fondly when it comes to their next purchase.

在你的日常生活中，恐怕找不到这么具有戏剧性的例子， 但最具体的范例，就是你的薪水袋。如果你不满意你目前薪水，请记住：在你的付出超过所得之前，你没有权利要求更多 的薪水。Tour day-to-day life may not offer such dramatic examples,but the most concrete one is your pasychaeck.If you are dissatisfied with its size,remember:Until you begin to render more service than you are already being paid for,you are not entitled to any more pay.

当你确信你的付出超过所得时，不妨问一问你自己，为什 么补偿律没有应验在你身上?

It you are convinced that you are already doing more work than you are being ,paid for,ask yourself why the Law of Compensation doesn't seem to be working.

但可悲的是，大多数的人都不想订定付出超过所得的明 确目标，无论他们多么努力工作，幸运轮总是从他们身旁滚 过，因为他们既不期待也不需要更多的所得。

The sad fact is that most people have no definite purpose greater than getting that paycheck No matter how hard they work,the wheel of fortune turns right past them because they neither expect nor demand more.

你应该做些什么才能显示你的期待，并且需要得到比你 目前更多的所得呢?

What are you doing that shows you expect and demand?