Getting to No

In the West, there is a very popular management book about negotiation that is called “Getting to Yes” by Ury, Fisher and Patton, indicating that the most difficult aspect in a discussion or negotiation is to get agreement. In China, the challenge is the opposite. As I learned from my friend Linus [with intense Guangzhou experience], yes can mean many things:

A Yes is a Yes is a No? (picture from
A Yes is a Yes is a No? (picture from

“Yes, I understand and I agree and I will execute immediately.”
“Yes, I understand but I do not agree”
“Yes, I hear that you are speaking, but I do not understand”
“Yes, I am still alive, but I have no clue what you are talking about”
It is not very often the first one, and unfortunately not the second either.
Therefore, asking yes-no questions are of limited use in China. [footnote: I understand that this is similar all across Asia, but I do not have enough first-hand information about other places. In Japan I had this much less, but I did not spend much time there.]
Quite a few times, I have found myself asking yes-no questions, always getting yes, and scratching my head afterwards with puzzlement and disappointment why it did not work out as we had decided. “Will you finish the report before Friday? – Yes.”

The words “yes” and “no” have no direct synonyms in Chinese. Therefore, the best translation into English of how a Chinese would answer a question from a boss is: “Yes,….”, which means more or less, “Ok, …”. The negatively posed questions are especially tricky, like “Will that not work out?”.

The way to get around this linguistic artifact is to pose a different set of questions, sometimes called open questions: “When will the report be finished?”, “What do you need to finish this on time?”, “Which problems could arise?”, “Why are you convinced that this will work out?” etc. etc.

I have hit my head so many times, that I am getting allergic to “yes”. Whenever I realize that I accidentally placed a yes-no-question in the conversation, I regroup and launch a new question based on what, and I try to forget the first answer. It is not easy, and I still often run into the trap, but it is getting better and better. It goes both ways. I get better at crossing the inter-cultural chasm, and my Chinese engineers find new ways of reaching out in my direction. We try to work with humor and laugh at our misunderstandings, but it is never easy.

The challenge is: Getting to No!


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