事业 · 创业者自述
安德鲁·卡内基：安德鲁·卡内基自传·补录 161
安德鲁·卡内基《安德鲁·卡内基自传》· Autobiography of Andrew Carnegie · 领导
The bait took. He launched forth into a description of several spans of horses he had seen and stables he had visited. I asked him if he could possibly stay over and select the horses. I knew very well that he would wish to see them and drive them many times which would keep him busy. It happened just as I expected. He purchased a splendid pair, but then another difficulty occurred about transporting them to Pittsburgh. He would not trust them by rail and no suitable boat was to leave for several days. Providence was on my side evidently. Nothing on earth would induce that man to leave the city until he saw those horses fairly started and it was an even wager whether he would not insist upon going up on the steamer with them himself. We held the bridge. "Pipe" made a splendid Horatius. He was one of the best men and one of the most valuable partners I ever was favored with, and richly deserved the rewards which he did so much to secure.
出处：
https://www.gutenberg.org/ebooks/17976
定位：Additional excerpt 161 · 核对日期：2026-10-19 · 核验：短摘录
白话
卡内基用“马”作饵，引派珀大谈见过的马匹和逛过的马厩，再问他能否多留几天挑马。卡内基料定他会反复看马、试驾，忙得脱不开身。果然派珀买了对好马，可运回匹兹堡又成难题：他不肯交铁路托运，合适的船要等几天。卡内基暗喜“天助我也”，因为派珀不见马启程绝不肯走，甚至可能亲自押船。就这样，他们“守住了桥”。卡内基赞派珀像传奇英雄霍拉提乌斯，是最难得的好合伙人。核心是：摸清对方在意什么，就能巧妙争取时间。
上下文
卡内基自传中回忆用买马拖住合伙人派珀、以便在桥梁合同谈判中占据主动的趣事。
今日一问
你了解身边关键人物真正在意什么，并善用它来推进合作吗？
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