“Pay attention to the weather. This serves as the icebreaker in any business discussion!” Early in my China career, this was the friendly tip given to me by a long-time China hand. My friend didn’t elaborate; he just smiled and offered this advice. Well, I soon found out what he meant. In almost every meeting I attended with government officials, the proceedings began with a discussion of the weather. It’s as if “weather icebreaking chit-chat” were a prerequisite skill that cadres are expected to perfect.
“注意谈天气，这在商业洽谈的时候是个'破冰船'。”这是在我刚刚到中国工作的时候，一个中国通给我的善意提醒。我的这位朋友并没有把话挑明，只是笑着对我说出这个建议。慢慢的我领悟了个中真谛。在绝大多数我参与的政府官员出席的会议当中，会议的进展起始于对于天气的讨论。对于能够调节气氛的天气话题的闲聊似乎是中国官员们必修的前提技能。
“It’s been a very hot summer, ” they’ll say. Or: “We have not had enough rain this year.” Or: “The weather is beautiful where you come from.” The Chinese are very humble in discussing such topics, so rarely will the discussion of their local weather be too positive. There is always an element of “We must do better at …” On occasion, the air pollution is discussed, though this depends on the type of meeting. Weather may be apolitical but pollution levels are not.
“今年夏天真热啊”他们有时会说，或者说“今年我们这里的雨水不够充沛”，亦或是“你的家乡气候真好”。中国人在谈论天气的时候总是变得特别谦逊，似乎他们家乡的天气状况永远差强人意。还有，在谈话中一定有这么一句：“我们必须在什么什么方面做的更好。”空气污染是会被提及，但是那要看会议的类型。天气是非政治化的，但是空气等级却是敏感话题。
So there I was in early 1996, preparing for my first government meeting. We approach a room in which very comfortable sofa-like chairs were organized in a U shape. I am briefed by my Chinese colleague in our talking points (none of which include the weather). We are escorted in, seated and asked to wait for our government counterpart to arrive. Moments later, the official shows us and is seated next to me at the top of the U. My colleagues are lined up on my side of the U, his assistants on his side. We’re there to talk about a partnership in helping Chinese companies with their branding efforts.
那还是1996年的时候，我准备第一次和政府之间的会议。我们进入了一件摆着舒适沙发椅的房间，椅子摆成U形。我在我的中国同事汇报谈话要点的时候被简要提到（这些要点都和天气无关）。我们被陪伴着进入，被安排坐下，工作人员告诉我们等一下政府官员的到来。一会儿，干部现身，坐在U形椅子的最中间，他的助手坐在了他的旁边。我们是来讨论并帮助中国企业提升他们的品牌推广度的。
He sits, looks forward, then turns to me and proclaims, “It’s been a cold winter. How long have you been in China?” I answer, “I have been here seven months now. I am from Michigan, so this is only moderately cold for me.” The official goes on to explain which years in China had been really cold, and what years had been warm. This fills up the first several minutes of the meeting. I don’t really have a response for all of this, but I do finally understand what my friend meant by an “icebreaker.”
那个干部坐在那里，向前看了看，然后冲着我说：“今年冬天真冷啊，你来中国多长时间了啊？”我回答道：“我来这儿七个多月了，我的家在密歇根，所以这里的冬天对我来说没那么冷。”这个官员继续着天气的谈话，他向我解释，这几年中国的冬天为什么这么冷，有那几年中国经历了暖冬。前几分钟的会议基本上都是在谈天气，我并没有对他所说的一一回应，但是我终于明白了朋友跟我说的'破冰船’的含义。
The discussion of the weather subsides, and the official asks me about our company. I describe what we do and for whom we do this, and then quickly cut to the point: “We would like to work with you to offer this to Chinese companies under your leadership.” The official reflects on my comments, says that the companies under his leadership need to improve, looks to his colleague to the right and says, “Lao He, please follow up to make sure this happens.” We were 45 minutes into the conversation and we had finally heard the crucial comment that flagged what would come next. It also marked the “wind down” point. “Thank you for coming and for suggesting such a partnership, ” the official concluded. And then added, “And please do keep warm this winter.”
关于天气的讨论终于告一段落，那个官员开始询问我们公司的情况。我向他解释了我们的工作做什么，我们为谁工作，然后切中要点：“我们公司很想在您的领导下和中国公司合作。”那个官员回应道，他领导的公司需要提升形象，然后转过头对他右边的同事说，“老何，这件事情要跟进啊。”我们的会议进行了45分钟，最终进行到关键性的总结，我也抓住了会议结束的关键点——“感谢你们远道而来的真诚合作。”官员说着，又补充道“冬天要注意保暖啊。”
My official training for conducting meetings in China had not prepared me for discussions of meteorology. On the other hand, the failed weathermen and women out there may want to consider a business career in China.
我接受的如何在中国开会的官方培训并没有告诉我会议还涉及气象学的知识。但想一想，那些失败的天气预报员们肯定想在中国开始他们的商业生涯。我意识到中国的商业会晤不会像我以前经历的那样，我应该变得更加灵活。
For example, when my boss fell asleep on me repeatedly during my presentations, I told myself I must not take this personally. Certainly I needed to make my presentations more lively, but I saw him doze off when others presented as well – it wasn’t just me. In fact, one day, after watching him get very involved in the details of a colleague’s plan, I realized that his relaxation during my discussion was a gift. His comfort level served as a reassurance that he was comfortable with my plan. Now I have become fixated on lulling him into a trance during meetings. I begin my presentations very soft-spoken, just like I did with my kids when they were very young and I wanted them to sleep. I am thinking about inserting music into these sessions, the same stuff they use in spas: soft chirping birds, running water and a bit of a hum.
举个例子，当我的中国上司在我做演示的时候昏昏欲睡，我告诉自己不能把这看成是他的个人行为，而是我应该努力让我的演示更加生动，但当我看见在别人做演示的时候，他仍然打瞌睡，那就不是我的原因了。但是有一天当我看见他参与到同事们讨论的计划的细节时，我才明白他的昏昏欲睡对我来说是一种礼物。他因为对我们的计划放心才会状态放松。现在享受在会上让他发呆。在演示开始的时候，我轻声细语的说话，好像我在我的孩子小的时候跟他说话哄他睡觉的样子。我正考虑在这个时候插入音乐，就像他们做spa时用的：轻柔的鸟鸣，潺潺的流水，有点嗡嗡的声音。
I also don’t get worked up when the people I am meeting with have their noses buried in their computers or answer their phones during my meeting. It has become standard fare, the corporate culture of many emerging Chinese companies; given the pace of China’s growth, many people seem to feel this is acceptable. I certainly don’t condone this behavior from my staff, but I am far from insisting that the others we are meeting with follow my rules. Again, flexibility here is important.
同事们在我开会的时候把头埋在电脑后面，或者接打电话也不能让我感到激动了。以为拿在中国是一种常态和企业文化。考虑到中国经济增长的速度，人们似乎觉得这些在会上懒散的行为时可以接受的。我不能纵容我的下属这样做，但我也绝不会坚持让所有的与会者按我的规矩办事。再次强调，灵活性在中国时很重要的。
I do expect my staff to do the due diligence on who will be attending our meetings and the expected agenda. I have learned the hard way that if a client’s most senior representative will be present at a meeting, you either bring someone of equivalent stature or cause everybody to lose face. Getting people of equivalent levels sitting across from each other is of the utmost importance. I once failed to be present at a meeting which was attended by the president of the client company; he stormed out and my staff were scolded for wasting his time. When I showed up to the next meeting, he scolded me as well. The lesson: Eliminate the guesswork; simply ask in advance who will be attending the meeting.
我会让我的助手帮我尽职的调查谁会出现在会议当中和他们的日程安排。我得到的血的教训是：当一个客户公司高级官员大部分出席的时候，你也得叫来你们公司级别相同的人员作陪，否则会叫双方的面子都挂不住。让相同级别的人对等的会面是最至关重要的会议礼仪。记得有一次对方公司的一把手参加了某个会议，知道我没有到场，他咆哮着离开，并且责怪我的下属在浪费他的时间。下一次会议的时候他还在抱怨我的缺席。这件事告诉我：为了消除猜疑，只需要提前了解对方的与会名单。
I once attended a meeting with a Chinese state-owned enterprise to review a creative campaign. We entered a huge conference room where 50 people were seated around at a massive circular table. I nearly needed binoculars to see the people across the way. Between every two people was placed a microphone, and every person in attendance was given the chance to critique our campaign. Not even the best creative can stand up to the criticism of 50 managers, each of whom is hoping to find their place in their organization. Thick skin is important here.
有一次我才加了一个和中国某国企回顾总结某个创意活动的会议。我们走进了一个巨大的会议室，里面已经在圆桌周围围坐了50人。我得用望眼镜才能看清对面的人，在双方座位的中间摆着一个麦克风，每个出席会议的人都有机会对我们策划的活动给予评论。每个人都夸耀在活动组织当中的功不可没，似乎最好的创意也比不上他们的努力。脸皮厚在中国也很重要。
The most important advice I can share, though, is to find out if a baijiu drinking session is in order. If a banquet has been planned to conclude the meeting, beware. You will probably be toasted with the famous Chinese liquor, which to my palate tastes like jet fuel, and it will only take a few “bottoms up” cheers to get you truly toasted. And trust me, a baijiu hangover is like none you have never experienced before. One thing is certain, though, at the end of an extended baijiu session and that is this: the weather outside will become irrelevant.
我在这里能和大家分享的最宝贵的建议就是一定要掌握酒桌上的礼仪。如果一次聚会要结束了，你一定要提高警惕。因为这个时候你会被著名的中国白酒围攻，虽然在我看起来那些白酒像是燃料一样难喝。人们一次次的干杯以确保你得到了款待。相信我，白酒喝多了的难受劲儿是你们从未曾经历的。但有件事是肯定的，当会面进入到的喝酒的阶段的时候，天气这个话题似乎就无关紧要了。
|
