事业 · 创业者自述
P.T. 巴纳姆：奋斗与胜利·补录 430
P.T. 巴纳姆《奋斗与胜利》· Struggles and Triumphs · 领导
About this time I received a letter from Philadelphia proferring $500 in case my circumstances were such that I really stood in need of help. The very wording of the letter awakened the suspicion in my mind that it was a trick to ascertain whether I really had any property, for I knew that banks and brokers in that city held some of my Jerome paper which they refused to compound or compromise. So I at once wrote that I did need $500, and, as I expected, the money did not come, nor was my letter answered; but, as a natural consequence, the Philadelphia bankers who were holding the Jerome paper for a higher percentage at once acceded to the terms which I had announced myself able and willing to pay.
出处：
https://www.gutenberg.org/ebooks/50115
定位：Additional excerpt 430 · 核对日期：2026-10-19 · 核验：短摘录
白话
费城有人写信说，如果巴纳姆真困难，愿意给他500美元。巴纳姆一看就怀疑这是试探——那些持有他票据的银行家想查他到底还有没有财产。于是他回信说确实需要500美元，结果钱没来，信也没回。但这一招反而奏效：那些想拿更高比例的费城银行家，见他真没钱，立刻接受了他提出的还款条件。巴纳姆的聪明在于，他看穿了对方的意图，将计就计，用“我确实需要钱”来证明自己已无产可抵，从而打破对方拖延的幻想。这提醒我们，谈判中有时要主动暴露弱点，让对方放弃不切实际的期待。
上下文
巴纳姆破产后，债权人各怀心思，费城银行家想借机试探他的真实财力。
今日一问
在谈判中，你是否敢于暴露自己的真实困境，来换取对方更务实的条件？
公版传记；原文逐字取自 Project Gutenberg，仅摘录段落并附全书链接。
你的邮箱
只用于发送原典。不发广告，不卖名单。
本文本为公版；底本与原文链接见上。 版权