The other day, a colleague told me that she didn’t tell me something because she didn’t want to offend me. I said, “Why did you think you’re going to offend me? I asked for your thoughts and comments to help me do something better. I even encouraged you to let me know. So whatever you have to say, I’m viewing it as feedback and input, not criticism.”
有一天，一個員工跟我說，她說話有所保留是因為不想得罪我。我說：“為什麼覺得會得罪我呢？我鼓勵你們分享自己的想法，是因為我想把事情做到更好，不管你說什麼，我都不覺得這是批評，而是對我的反饋。”
I also told her, “Trust me, if I don’t feel comfortable about something you say or do, I’ll let you know. No big deal. I’ll tell you how I feel so you can understand me and the situation better next time!”
我繼續說道：“相信我，如果你的言行舉止讓我覺得不舒服的話，我會很坦白地告訴你的。這樣下次再碰到類似的情況，你就能夠更好地應對。”
This incident captures the biggest reason why many Chinese professionals don’t perform so well in cross-cultural business situations. You overthink things when dealing with foreigners, like me. You think about things I don’t really care about. Or think I’ll react to something in a way that I wouldn’t. Because you’re overthinking, you’re afraid to engage me. You hold back. You don’t speak out to share your thoughts and ideas with me. You’re passive, when you actually have something to contribute.
這類情況讓我想通了為什麼很多中國職場人士在跨文化工作環境中都表現平平。很多人在和外國人打交道的時候都想太多了，會擔心很多其實外國人一點都不在意的事情。因為顧慮的事情太多，所以才不敢大膽說出自己的想法。你很有才華，但在別人眼裡你工作一點都不積極。
It’s not about your English skills
英語水平並不是關鍵
With China becoming more global and global-caliber in many ways, performing well in cross-cultural business situations is becoming increasingly important. As a recruitment and talent industry professional for 20+ years, I’ve met many people who speak very good English. And many who have done international business for a long time, studied and worked abroad, and taken cross-cultural training courses. But they still can’t perform confidently and effectively in international business situations, so contribute less than what they are capable of to them.
現如今，中國在各方面都變得越來越國際化。在跨文化工作環境中是否能夠表現出色，也成為更多人看重的能力。我從事了二十多年獵頭及人才發展培訓工作，碰到了很多英語講得特別溜的人，跟外國人共事過很長一段時間，或者在國外留學、工作過，抑或是上過跨文化培訓課程。但他們依然沒能夠遊刃有餘地應對跨文化環境，他們實際所作出的成績，遠低於自身的能力。
I also know people who have never lived or worked abroad. They haven’t been in many cross-cultural situations before. Yet, they work very well with people from other countries. That’s why I believe cross-cultural training is overrated. While understanding someone’s background, sensibilities, and country help you, they’re not the key to working well with foreigners.
相對的，我也碰到過很多人，之前從沒在國外生活過，沒有什麼跨文化經歷，但是依然能夠和外國人很好地合作。這就是為什麼我覺得跨文化培訓的重要性其實被誇大了。瞭解對方的文化背景、文化禁忌以及國家情況當然是可以幫你更好地瞭解這個人，但並不是可以跟這個人愉快合作的關鍵。
If your thoughts and ideas are good, others will listen carefully
好想法會讓你的英語聽起來更好
Before going on, I want to say something about English skills. Because for many, it’s an easy excuse for why they can’t communicate with foreigners or handle international business situations well.
在深入跨文化這個話題前，我想再聊聊英語能力的問題。因為很多人覺得自己沒辦法跟外國人溝通，或者在跨文化工作環境中表現平平的原因是自己英語不好。
For 90% of the people who think their English isn’t good enough, to me, that’s not the case. It’s fine. As a foreigner, I’m not nearly as critical of your English skills as you are. In fact, I don’t care about your grammar, accent, or how slowly you talk. As long as I can understand you and you can understand me, which is usually the case.
那些跟我說自己英語不好的人中有90%在我看來都蠻好的，或者足夠好了。因為我其實都沒有像你們自己一樣對英語水平要求那麼高。說實話，我並不在乎你的語法是不是對，口音是不是正，或者你講話速度是不是太慢。對我來說，我們能夠理解對方在說什麼就足夠了。
What I pay attention to most are your thoughts and ideas. Because we’re both trying to achieve something together. And my Chinese isn’t nearly as good as your English. So you can count on my patience and persistence to listen to and understand what you have to say.
實際上我關注更多的是你的想法。我們在一起工作是因為我們有共同的目標，想要一起做出點成績。我自己的中文都沒你英語說的好呢，所以我會很耐心地聽你說話的。So don’t overthink your English skills. They’re likely already good enough for you to handle the cross-cultural situations you’re in.
所以不要擔心你的英文，我覺得已經好到可以應對工作場合了。
It’s how you say things
說話方式是關鍵
If you still don’t think so, here’s a tip. As important as what you say is how you say things. For instance, the following lines show a lot of humility and self-awareness, and your desire to understand something better.
如果你還是擔心自己的英語，那我可以給你幾個小建議。你說話的方式跟你想說的話是同樣重要的。比如下面幾個句子就能體現出你的謙遜以及對自我清晰的認識，表現你想要進行更順暢的溝通。
Ø Do you mind if I ask . . .
Ø I’ve heard before that . . . How true is this?
Ø I’m not sure if this is correct, but . . .
Ø Could you please explain to me . . .
Ø I may be missing something here, but . . .
Ø Could you let me know what you think about . . .
I guarantee that you’ll never offend anyone using them. And you’ll be more confident when communicating with people from different backgrounds.
如果你在對話中用上這些句子，你就不會冒犯別人，同樣地，你也可以更自信地跟不同文化背景的人溝通。
Characteristics for success in any cross-cultural situation
讓你在任何跨文化環境中成功的品質
Far more than your English skills, these three characteristics will help you perform well in any cross-cultural business situation you face.
另外，這裡列舉了3個能幫你在任何跨文化工作環境中表現出色的重要品質。
Your sincerity – Sincere people are more genuine, transparent, and easier to work with. I always tell our staff that when you do things, others can tell where you’re coming from. They can tell what kind of person you are. Whether you’re someone who genuinely wants to help them, or is trying your best to do a good job for them. As opposed to someone who’s just looking after yourself, or only cares about what’s best for you.
你的誠意- 真誠的人更加坦誠、直率、透明。和他們一起工作更容易，也更愉快。我總是告訴我們的員工，當你工作的時候，別人都可以知道你從哪裡來，你是個怎麼樣的人，你是否真心想幫他們，或者你是否盡了最大努力為他們做好工作。反之，你是否是一個只關心自己的人，或者只在意對你最有利的。
When doing business with people from another country, there are many things you’re not going to know. And many situations you’re not going to be familiar with. Mistakes and misunderstandings will happen. But what motivates others to work things out with you is their feeling that you’re making a sincere effort to do everything you can to do something well.
在與來自另一個國家和文化的人做生意時，有很多事情你並不瞭解，很多情況你不那麼熟悉。這就可能引發工作上的失誤和誤解。但只要讓別人感受到你在真誠地做力所能及的事，並試圖把工作完成好，他們就會願意和你一起解決問題。
Your professionalism – Everyone likes working with highly professional people. They’re viewed as reliable. They have a solid approach to how they do things. And they bring a standard and consistency to the situations they’re in, so are more straightforward and easier to work with.
你的敬業精神-每個人都喜歡和高度專業的人一起工作，他們都非常可靠，做事很有原則，並能讓整個工作環境都有一定的標準和一致性。他們工作更直接，更容易共事。
Highly professional people also don’t give you excuses or long explanations why something didn’t work or wasn’t done well. Instead, they focus on solving problems, coming up with solutions and delivering results. These are what matter to people when facing challenging, international business situations.
高度專業的人從不找藉口。他們不會就有些事情沒有做成或者犯了錯誤而給你一大段解釋。反之，他們只注重解決問題，並給出最終成果。在有挑戰性的國際商務環境中，這些才是最重要的。
Your value – People are more motivated and patient when dealing with others who can deliver benefits and value to them. In a cross-cultural business situation, I don’t care how much you know about American culture or American people. If you’re curious and interested, that’s good enough for us to connect with each other.
你的價值- 說到底，人們在和能給他們帶來好處和價值的人打交道時，會更有動力和耐心。在跨文化商務環境中，我不在意你對美國文化或美國人瞭解多少。如果你是個有好奇心，對工作有熱情有興趣的人，我們就能愉快共事。
Again, business is practical. And international business is especially challenging. Identify ways to help others be more successful and they’re going to try harder to understand you and get along with you. If you don’t have much value to offer others, they’ll make less of an effort.
做生意是非常注重實用性的，跨國商業尤其具有挑戰性。所以，如果你能找到幫助那些和你一起工作的人變得更成功的方法，他們也會盡一切努力去理解你，和你相處。如果你不能給他們提供太多的價值，他們就不會付出太多的努力。
Learning the culture and habits of people from another country is fun and interesting. But we can do this when we go out to build our relationship over drinks or dinner together. But if you want to perform well in cross-cultural business situations, more English lessons and cross-cultural training won’t have the biggest impact on this. It’s the sincerity, professionalism and value that you bring to others in these situations.
瞭解別人的文化或習慣是很有意思的事情。但這種話題比較適合交朋友，可以一起出去喝一杯或吃飯的時候聊一聊。然而，如果你想在國際商業環境中表現出色，市面上的英語課程和跨文化培訓課買再多都沒什麼用。相反，是你的真誠、專業精神和對他人的價值才會幫你取得成功。