作品
奋斗与胜利
P.T. 巴纳姆 · 同一本书的原文,按篇章排列。
奋斗与胜利·补录 61
CURIOSITY.--The citizens of Philadelphia and its vicinity have an opportunity of witnessing at the Masonic Hall, one of the greatest natural…
这是一则广告:费城及附近的市民有机会在共济会大厅看到有史以来最伟大的自然奇观之一:乔伊斯·赫斯,一位161岁的黑人妇女,曾属于华盛顿将军的父亲。她加入浸信会116年,能背诵许多赞美诗,并按旧习俗演唱。她出生在弗吉尼亚州波托马克河附近,在肯…
领导 · 创业者自述
奋斗与胜利·补录 62
Mr. Bartram further stated that he had sold out his interest to his partner, R. W. Lindsay, of Jefferson County, Kentucky, who was then exhibiting…
巴特拉姆先生进一步说,他已经把自己的股份卖给了合伙人、肯塔基州杰斐逊县的R.W.林赛,林赛当时正在费城展出乔伊斯·赫斯,但急于卖掉回家——据称是因为他没什么演艺经纪人的手腕。由于纽约报纸也登过乔伊斯·赫斯的一些消息,巴纳姆便去费城见林赛和…
领导 · 创业者自述
奋斗与胜利·补录 63
Everything seemed so straightforward that I was anxious to become proprietor of this novel exhibition, which was offered to me at one thousand…
巴纳姆看准一个新奇展览,卖家开价三千美元,他砍到一千。他手头只有五百,又借了五百,并把杂货店的股份卖给合伙人,凑足钱开始做演出商。他明白关键是要让人议论、好奇、兴奋,于是不惜成本印海报、做透明画、登广告、写新闻稿,吸引眼球。结果他在纽约、…
领导 · 创业者自述
奋斗与胜利·补录 64
Manager William Dinneford, of the Franklin Theatre, had seen so many performances of the kind that he declined to engage my “eminent Italian artist”;…
巴纳姆向富兰克林剧院的经理丁尼福德推荐他的“意大利艺术家”维瓦拉,但经理见多了这类表演,不肯签约。巴纳姆说服他让维瓦拉免费试演一晚,并靠印刷广告把剧院塞满。巴纳姆自己当临时助手,帮维瓦拉递盘子、递枪,这是他“第一次登台”。维瓦拉的表演赢得…
领导 · 创业者自述
奋斗与胜利·补录 65
Vivalla remained a second week at the Franklin Theatre, for which I received $150. I realized the same sum for a week in Boston. We then went to…
维瓦拉在富兰克林剧院又演了一周,巴纳姆赚了150美元;在波士顿一周也赚了同样数目。然后他们去华盛顿履约,但天公不作美,整周下雪,收入惨淡,巴纳姆连回费城的路费都不够。他只好把怀表和表链当了35美元。幸好周六早上经理韦米斯借给他钱,他才赎回…
领导 · 创业者自述
奋斗与胜利·补录 66
As this was my first visit to Washington I was much interested in visiting the capitol and other public buildings. I also satisfied my curiosity in…
巴纳姆第一次到华盛顿,参观国会大厦等公共建筑,还见到了克莱、卡尔霍恩、本顿、约翰·昆西·亚当斯等政要。他特别高兴地拜访了安妮·罗亚尔,她是个出版《黑皮书》和小报《保罗·普赖》的知名人物,两人曾交换报纸,她同情巴纳姆受的迫害。她是个话痨,但…
领导 · 创业者自述
奋斗与胜利·补录 67
Public excitement was at fever heat, and on the night of the trial the pit and upper boxes were crowded to the full; indeed sales of tickets to these…
公众热情高涨,比赛当晚正厅和楼上包厢挤满了人,票很快售罄。两位表演者各有一派粉丝,竞争激烈。巴纳姆没听到有人抱怨不值票价。他签下罗伯茨一个月,罗伯茨和维瓦拉的后续比赛既娱乐了大众,又让巴纳姆赚了钱。
领导 · 创业者自述
奋斗与胜利·补录 68
Vivalla continued to perform for me in various places, including Peale’s Museum, in New York, and I took him to different towns in Connecticut and in…
巴纳姆带着维瓦拉四处演出,去过纽约的皮尔博物馆,也去过康涅狄格和新泽西的多个小镇,可有时候效果很差,开销常常超过收入。这说明巡演不是稳赚的买卖:小地方观众少、路途和场地成本高,很容易入不敷出。他的做法是继续换地方试,而不是死守一处。背后的…
领导 · 创业者自述
奋斗与胜利·补录 69
In April, 1836, I connected myself with Aaron Turner’s travelling circus company as ticket-seller, secretary and treasurer, at thirty dollars a month…
巴纳姆在1836年4月加入特纳的巡回马戏团,担任售票员、秘书和财务,月薪30美元外加全部利润的五分之一。他原本每月付给杂技演员维瓦拉80美元,现在维瓦拉改从团里领50美元薪水,两人的薪水加起来正好抵消巴纳姆自己的开销,还让他有机会净赚20…
领导 · 创业者自述
奋斗与胜利·补录 70
We began our performances at West Springfield, April 28th, and as our expected band of music had not arrived from Providence, I made a prefatory…
4月28日,马戏团在西春田开始演出。原定从普罗维登斯来的乐队没到,巴纳姆就上台向观众说明情况,并承诺依然会让大家满意。特纳的两个儿子骑马表演很精彩,小丑乔·彭特兰风趣幽默,加上维瓦拉的杂技和其他节目,弥补了没有音乐的缺憾。一两天后乐队赶到…
领导 · 创业者自述
奋斗与胜利·补录 71
The proprietor of the circus, Aaron Turner, was a self-made man, who had acquired a large fortune by his industry. He believed that any man with…
马戏团老板亚伦·特纳是白手起家的典型,靠勤奋攒下大笔财富。他坚信只要身体健康、有点常识,下定决心就能致富,并且很自豪自己起步时没背景、没受过教育、身无分文。不过他也是个爱搞恶作剧的人,巴纳姆就曾吃过亏。在马里兰州的安纳波利斯,特纳捉弄了巴…
领导 · 创业者自述
奋斗与胜利·补录 72
It was only recently that the Rev. Ephraim K. Avery had been tried in Rhode Island for the murder of Miss Cornell, whose body was discovered in a…
当时牧师埃弗拉伊姆·K·艾弗里刚在罗德岛因谋杀康奈尔小姐受审,尽管法庭判他无罪,舆论却普遍认定他有罪。特纳偏偏让巴纳姆装扮成艾弗里的样子。巴纳姆穿着体面衣服没走多远,就被十几个人的暴民盯上,队伍迅速扩大到上百人,有人骂他“好色的老伪君子”…
领导 · 创业者自述
奋斗与胜利·补录 73
The company generally saw the catch; but Turner was very much interested in the problem, and although he admitted he knew nothing about arithmetic he…
巴纳姆出了道算术题:儿子年龄逐渐追赶父亲,特纳虽然承认不懂算术,却相信只要时间够长——比如一千年——儿子总能追上父亲。一位老先生说儿子不可能在父亲活着时赶上父亲,并赌一打香槟说这在“数字上”也不可能。特纳爱打赌,就接了。结果他很快明白,无…
领导 · 创业者自述
奋斗与胜利·补录 74
We went from Richmond to Petersburg, and from that place to Warrenton, North Carolina, where, October 30th, my engagement expired with a profit to…
巴纳姆从里士满到彼得斯堡,再到北卡罗来纳的沃伦顿,10月30日合同到期,他个人赚了1200美元。他离开马戏团,带走维瓦拉、黑人歌手兼舞者詹姆斯·桑福德、几名乐师、马匹、马车和一顶小帐篷,打算开始自己的巡回展览。特纳用自家马车送了他约20英…
领导 · 创业者自述
奋斗与胜利·补录 75
On Saturday, November 12, 1836, we halted at Rocky Mount Falls, North Carolina, and on my way to the Baptist Church, Sunday morning, I noticed a…
巴纳姆在旅途中路过一个地方,周日早上看到树林里有现成的讲台和长凳,就想趁教堂礼拜结束后向人群讲话。同行的旅店老板说,这些人从远处赶来只参加一场礼拜,会乐意听陌生人讲。巴纳姆于是请老牧师在礼拜后宣布他讲半小时。牧师得知他不是神职人员,拒绝代…
领导 · 创业者自述
奋斗与胜利·补录 76
When we were at Camden, South Carolina, Sanford suddenly left me, and as I had advertised negro songs and none of my company was competent to fill…
巴纳姆的演员桑福德突然离开,但已经宣传了黑人歌曲节目,没人能顶替。为了不让观众失望,巴纳姆把自己涂黑上台唱《Zip Coon》等歌,没想到大受欢迎,两首歌还被要求返场。一天晚上演出后,他听到帐篷外有人和手下争吵,便站在手下一边。对方拔出手…
领导 · 创业者自述
奋斗与胜利·补录 77
They were very much taken aback and the sheriff immediately conveyed Henry to prison. The next day I learned that Henry owed his creditors thirteen…
巴纳姆发现合伙人亨利欠债一千三百美元,还计划在周六演出结束后拿走五百美元公司款和一份权益转让书,换一匹马逃跑,把烂摊子留给他。巴纳姆得知后对亨利毫无同情,下一步是追回那五百美元。维瓦拉已从亨利那里拿到钱,防止被警长收走;巴纳姆按亨利的要求…
领导 · 创业者自述
奋斗与胜利·补录 78
Meanwhile, our advertiser, who was quite a wag, wrote back informing us of the difficulties of reaching a town on that part of our route and…
巴纳姆的广告代理人是个爱开玩笑的人,他回信说他们路线上的那个小镇很难到达,已经安排他们到“海斯夫人”的种植园过夜;虽然那一带人烟稀少,但他们肯定能给相当数量的观众演出,赚到钱。核心是:代理人用轻松幽默的方式报告了行程困难,同时给出替代方案…
领导 · 创业者自述
奋斗与胜利·补录 79
They wanted no money, but if we would give them some tickets to our show they thought they might do something for us. I gladly consented and in…
巴纳姆一行过桥时发现桥板被拆了,当地人不要钱,只想要几张演出票,说可以帮他们做点什么。巴纳姆欣然同意,十五分钟后桥就重新铺好,他们顺利过桥。原来这些狡猾的家伙看过海报,知道他们要来,就拆下桥板藏起来,直到用票“勒索”成功,才在十五分钟内把…
领导 · 创业者自述
奋斗与胜利·补录 80
Joe Pentland grumbled, Bob White indulged in some very strong language, and Signor Vivalla laughed. He had travelled with his monkey and organ in…
面对住宿或伙食的失望,乔·彭特兰抱怨,鲍勃·怀特说了些很难听的话,维瓦拉却笑了。维瓦拉曾带着猴子和手风琴在意大利旅行,什么简陋条件都能将就。巴纳姆则看得开,只说必须尽量利用现有条件,等第二天到了镇上再补偿自己。核心是:同样遇到不顺,不同人…
领导 · 创业者自述
奋斗与胜利·补录 81
Before night, stragglers had brought the number of people on Lady Hayes’ plantation up to one hundred, and soon after dark, we opened our…
巴纳姆描述演出前观众陆续聚集,到天黑时已有约两百人。这些人看起来苍白、憔悴,不修边幅,不停嚼烟草,嘴角流着带色的口水。他觉得他们愚钝粗野,但演出却让他们非常开心:彭特兰的戏法让他们惊叹,以为他和魔鬼勾结;维瓦拉的抛球转盘赢得热烈掌声;鲍勃…
领导 · 创业者自述
奋斗与胜利·补录 82
But now came a dilemma; the meaning of this announcement was quite above the comprehension of the audience; they had not the remotest idea that the…
演出结束宣布时,观众完全没听懂,不知道表演已经结束,像雕像一样坐着不动。巴纳姆遇到难题:如何让观众明白演出结束了。核心是:沟通要符合对方认知,否则再好的内容也无法传达。做法是换用观众能理解的方式,比如用动作、示范或简单语言,而不是依赖书面…
领导 · 创业者自述
奋斗与胜利·补录 83
Accordingly, when we had safely passed over the entire route to within fourteen miles of Montgomery, and were beyond the reach of danger, Joe…
在安全离开危险区域后,彭特兰决定测试维瓦拉的勇气。他偷偷买了一套印第安人服装,把脸涂成棕色,扛着枪悄悄跟上维瓦拉一行人,然后突然跳出来大喊一声。核心是:测试勇气需要制造真实压力,但要在安全可控的环境下进行。做法是设计一个模拟场景,观察对方…
领导 · 创业者自述
奋斗与胜利·补录 84
Pentland then joined us, and washing his face and changing his dress, we all went to the relief of Vivalla. He was overjoyed to see us, and when he…
彭特兰随后归队,洗脸换衣,和大家一起去找维瓦拉。维瓦拉见到他们很高兴,被释放后勇气又回来了,他发誓说同伴离开后,那个印第安人又来了六个帮手,他因为没有武器只好投降。大家假装相信了一周,然后告诉他真相,但他拒绝相信,也拒绝收回彭特兰退还的钱…
领导 · 创业者自述
奋斗与胜利·补录 85
Early in July, returning west with a new company of performers, I rejoined Hawley and we began our campaign in Kentucky. We were not successful;…
七月初,巴纳姆带着新团队西行,与霍利重聚,在肯塔基开始巡演。但不太成功:一个团员无能,一个酗酒,都被解雇;他们的黑人歌手在法兰克福溺水身亡。资金紧张,他只好到处赊账,后来才还清。八月与霍利散伙,与格雷夫斯合伙,把生意交给他,自己去俄亥俄州…
领导 · 创业者自述
奋斗与胜利·补录 86
During my short stay at Tiffin, a religious conversation at the hotel introduced me to several gentlemen who requested me to lecture on the…
在蒂芬短暂停留时,巴纳姆在旅馆的宗教讨论中结识了几位绅士,他们邀请他就讨论的话题做演讲。他答应了,周日下午和晚上在学校礼堂向满座听众演讲。应一位来自共和镇的人邀请,他又在9月4日和5日晚上在那个镇做了两场演讲。核心是:偶然的交流可能带来机…
领导 · 创业者自述
奋斗与胜利·补录 87
In our subsequent southern tour we exhibited at Nashville (where I visited General Jackson, at the Hermitage), Huntsville, Tuscaloosa, Vicksburg…
巴纳姆的巡演团队在南方各地演出,生意尚可。到了维克斯堡,他们卖掉所有陆上交通工具,只留乐队马车和四匹马,花六千美元买下一艘汽船,雇了船长和船员,沿河而下,在沿途各地演出。到了纳奇兹,厨师辞职了。巴纳姆找到一个白人寡妇愿意当厨师,但她想嫁给…
领导 · 创业者自述
奋斗与胜利·补录 88
During one of our evening performances at Francisville, Louisiana, a man tried to pass me at the door of the tent, claiming that he had paid for…
在路易斯安那州弗朗西斯维尔的一场晚间演出中,一个男人试图混进帐篷,声称已付过钱。巴纳姆拒绝他入场,那人有点醉,用铅弹击中了巴纳姆,打坏了他的帽子,擦伤了颅相学所说的“谨慎器官”。那人离开后不久,带着一帮半醉的武装同伙回来,命令他们一小时内…
领导 · 创业者自述
奋斗与胜利·补录 89
The New Orleans papers of March 19, 1838, announced the arrival of the “Steamer Ceres, Captain Barnum, with a theatrical company.” After a week’s…
1838年3月19日,新奥尔良的报纸宣布“汽船塞雷斯号,巴纳姆船长,载剧团”抵达。演出一周后,他们启程前往阿塔卡帕斯地区。在奥珀卢萨斯,他们把汽船换成了糖和糖浆,剧团解散,巴纳姆动身回家,于1838年6月4日抵达纽约。这段经历显示巴纳姆灵…
领导 · 创业者自述
奋斗与胜利·补录 90
I have said that the show business has as many grades of dignity as trade, which ranges all the way from the mammoth wholesale establishment down…
巴纳姆说,演艺行业和贸易一样有等级,从大型批发机构到街角小摊。流动娱乐业是最底层。他起步于此,但不想久留;事实上,他彻底厌恶巡回演出这一行。尽管他觉得自己能成功,但他始终把它看作达到更好目标的手段,而非终点。这反映了他的心态:把当前工作当…
领导 · 创业者自述
奋斗与胜利·补录 91
Longing now for some permanent respectable business, I advertised for a partner, stating that I had $2,500 to invest and would add my unremitting…
巴纳姆渴望一份永久而体面的生意,于是登广告找合伙人,说自己有2500美元可投资,并会亲自全力投入。这则广告让他对人性的认识焕然一新。谁想知道某些人怎么生活或想怎么生活,就登广告找合伙人,同时说明自己有多少资本。应征信如潮水般涌来,他收到至…
领导 · 创业者自述
奋斗与胜利·补录 92
I had interviews with some of these mysterious million-makers. One of them was a counterfeiter, who, after much hesitation and pledges of secrecy…
巴纳姆与一些神秘的发财者面谈。一个是造假币的,犹豫再三并保证保密后,给他看了一些假硬币和假钞;此人想要2500美元买纸张、油墨和制作新模具,甚至提议巴纳姆加入这桩他声称安全又赚钱的生意。另一个穿贵格会服装的稳重人,想拉他一起做燕麦投机:买…
领导 · 创业者自述
奋斗与胜利·补录 93
During my connection with Proler, I became acquainted with a remarkable young dancer named John Diamond. He was one of the first and best of the…
巴纳姆在跟普罗勒合作期间,认识了一个叫约翰·戴蒙德的年轻舞者,跳黑人踢踏舞特别出色。他不想自己出面,就通过经纪人跟戴蒙德的父亲签了约。1840年春天,他在纽约租下沃克斯霍尔花园沙龙,办各种演出,包括唱歌、跳舞、讲 Yankee 故事等。后…
领导 · 创业者自述
奋斗与胜利·补录 94
What was to be done next? I dreaded resuming the life of an itinerant showman, but funds were low, I had a family to care for, and as nothing…
接下来怎么办?巴纳姆不想再当巡回演出的班主,但钱快花光了,还有一家人要养,没别的出路,只好硬着头皮去西部和南部巡演。他组了个班子:歌手詹金斯、舞者戴蒙德、在特洛伊捡来的十四岁孤儿弗朗西斯·林奇,还有一个拉小提琴的。他姐夫哈利特打前站做宣传…
领导 · 创业者自述
奋斗与胜利·补录 95
Arriving in New Orleans, January 2, 1841, I had but $100 in my purse, and I had started from New York four months before with quite as much in my…
1841年1月2日到新奥尔良时,巴纳姆身上只有100美元,跟四个月前从纽约出发时差不多,除了给家里寄点钱,只够日常开销。两周后钱就紧张到拿手表抵押饭钱。但1月16日,他从圣查尔斯剧院拿到戴蒙德义演分成500美元;第二天50美元;第三天戴蒙…
领导 · 创业者自述
奋斗与胜利·补录 96
While I was in New Orleans I made the acquaintance of that genial man, Tyrone Power, who was just concluding an engagement at the St. Charles Theatre…
巴纳姆在新奥尔良认识了刚结束演出的泰隆·鲍尔,两人道别时鲍尔祝他成功,希望后会有期。结果鲍尔后来坐船出海,人和船再也没回来。当时范妮·埃尔斯勒也在新奥尔良演出,巴纳姆看到正厅座位平均卖到四块半,觉得她经纪人把观众热情炒到极点,票价高得离谱…
领导 · 创业者自述
奋斗与胜利·补录 97
While engaged in this business I once more leased Vauxhall saloon, opening it June 14th, 1841, employing Mr. John Hallett, my brother-in-law, as…
巴纳姆又租下沃克斯霍尔沙龙,1841年6月14日开业,让姐夫哈利特当经理,到9月25日季末只赚了约两百美元,很快花光。一家人要养,又没工作,他什么活都接:给鲍厄里圆形剧场写广告和稿子,一周四美元也乐意;还给周日报纸写文章,勉强糊口。但他知…
领导 · 创业者自述
奋斗与胜利·补录 98
While I was forming this practical determination I was much nearer to its realization than my most sanguine hopes could have predicted. The road to…
巴纳姆刚下定决心要干一番事业,机会就比他最乐观的预想来得更快。发财的路就在旁边,他还没察觉,自己即将进入一个能充分发挥手腕、勤奋和胆识的生意,把他从梯子最底层一下子抬到上面好几级。这段话是自传里的转折点,接下来他就要讲自己怎么靠收购和经营…
领导 · 创业者自述
奋斗与胜利·补录 99
As outside clerk for the Bowery Amphitheatre I had casually learned that the collection of curiosities comprising Scudder’s American Museum, at the…
巴纳姆在当外勤职员时,偶然得知百老汇与安街拐角处的美国博物馆(原属斯库德先生)正在出售。这座博物馆由斯库德先生创立,曾耗资约五万美元,但近年来一直亏损,继承人急于脱手,要价一万五千美元。巴纳姆观察后认为,只要投入精力、策略和慷慨经营,就能…
领导 · 创业者自述
奋斗与胜利·补录 100
In reply to this letter, which I took to his house myself, he named an hour when I could call on him, and as I was there at the exact moment, he…
巴纳姆亲自把信送到对方家里,对方回信约定见面时间。巴纳姆准时到达,对方对他的守时很满意。接着对方仔细询问他的生活习惯和过往经历,巴纳姆坦率讲述了自己做餐饮服务、在沃克斯霍尔花园搞娱乐项目、经营马戏团以及在南部和西部办展览的经历。这段故事说…
领导 · 创业者自述
奋斗与胜利·补录 101
“Any man in my line,” I replied, “from Edmund Simpson, manager of the Park Theatre, or William Niblo, to Messrs. Welch, June, Titus, Turner, Angevine…
对方问巴纳姆:“在你的行业里,谁能为你作证?”巴纳姆回答:凡是干我这行的都可以,比如公园剧院的经理埃德蒙·辛普森、威廉·尼布洛,还有韦尔奇、琼、泰特斯、特纳、安杰文等马戏团或动物园老板,以及《纽约太阳报》的摩西·Y·比奇。巴纳姆没有泛泛说…
领导 · 创业者自述
奋斗与胜利·补录 102
I told him that I could, and the next day my friend Niblo rode down and had an interview with Mr. Olmsted, while Mr. Beach and several other…
巴纳姆说可以找到证人,第二天他的朋友尼布洛就骑马去找奥姆斯特德先生面谈,比奇先生和其他几位先生也先后拜访。第三天早上,巴纳姆再去听对方的决定。这里的关键是行动快、不拖延:巴纳姆没有只给名单,而是让证人立刻去见面,把口头承诺变成实际背书。同…
领导 · 创业者自述
奋斗与胜利·补录 103
Nothing could have pleased me better. He then asked me what security I could offer in case he concluded to make the purchase for me, and it was…
对方愿意替巴纳姆买下博物馆,巴纳姆非常高兴。对方问他能提供什么担保,最后双方约定:对方先保留产权,直到全部款项付清;对方还派一名检票员和会计(工资由巴纳姆出),每周向他汇报账目。巴纳姆还要租下隔壁一间台球室,年租金五百美元,加上博物馆租金…
领导 · 创业者自述
奋斗与胜利·补录 104
I at once saw Mr. John Heath, the administrator, and his price was $15,000. I offered $10,000, payable in seven annual instalments, with good…
巴纳姆立刻去找管理人约翰·希思,对方要价一万五千美元。巴纳姆还价一万美元,分七年付清,并提供可靠担保。经过几次面谈,双方谈妥一万二千美元、分期付款,十一月十五日交房。投资人奥姆斯特德也同意了,并约好时间签约。但签约当天,希思却反悔,说已经…
领导 · 创业者自述
奋斗与胜利·补录 105
Of course, I immediately informed myself as to the character of Peale’s Museum company. It proved to be a band of speculators who had bought…
巴纳姆得知皮尔博物馆公司是一伙投机客,他们低价买下藏品,想并入美国博物馆后发行五万美元股票,自己赚三万美元,让股东自担风险。他立刻调查,看清对方不是认真经营,而是借壳圈钱。这提醒我们:合作前先查清对方底细和真实意图,别被表面名头唬住;发现…
领导 · 创业者自述
奋斗与胜利·补录 106
The stock was as “dead as a herring!” I then went to Mr. Heath and asked him when the directors were to pay the other $14,000. “On the 26th day of…
巴纳姆判断那家公司的股票已毫无价值,便找藏品所有者希思,问董事们何时付清余款一万四千美元。希思说12月26日,否则没收已付的一千美元。巴纳姆断言他们付不出,劝希思:若26日没付,27日就以一万二千美元把博物馆卖给他,他愿冒险等到那天。希思…
领导 · 创业者自述
奋斗与胜利·补录 107
“Very well,” said I; “all I ask of you is, that this arrangement shall not be mentioned.” He assented. “On the 27th day of December, at ten o’clock A…
巴纳姆要求希思保密,并约定12月27日上午十点在奥姆斯特德处签约,前提是公司26日没付一万四千美元。希思同意并写下字据。巴纳姆把口头承诺变成书面约定,还设定具体时间地点,减少对方反悔空间。这提醒我们:重要合作要落成文字,明确触发条件和执行…
领导 · 创业者自述
奋斗与胜利·补录 108
From that moment I felt that the Museum was mine. I saw Mr. Olmsted, and told him so. He promised secrecy, and agreed to sign the documents if the…
巴纳姆从那一刻起就认定博物馆归自己了。他告诉奥姆斯特德,对方承诺保密,并同意若原公司不履约就签文件。巴纳姆的信心来自他布好的局:对方违约概率高,而自己已有备选方案。他提前通知关键人,确保执行时有人配合。这告诉我们:对局势有把握时,要提前协…
领导 · 创业者自述
奋斗与胜利·补录 109
This was about November 15th, and I continued my shower of newspaper squibs at the new company, which could not sell a dollar’s worth of its stock.…
大约11月15日,巴纳姆继续在报纸上发短文攻击新公司,使其一股也卖不出去。同时,有人问起博物馆,他只说“我失去了它”。他一边公开打击对手融资能力,一边私下放烟雾弹,不让别人知道自己的真实意图。这提醒我们:竞争中可以合法地影响舆论和预期,但…
领导 · 创业者自述
奋斗与胜利·补录 110
My newspaper squib war against the Peale combination was vigorously kept up; when one morning, about the first of December, I received a letter…
巴纳姆的报纸攻势持续到12月初,对方公司秘书来信请他去博物馆见董事。会上,当过破产银行行长的董事长提议雇他管理合并后的博物馆,年薪三千美元,从1842年1月1日算起。巴纳姆看出对方只是想买他闭嘴,却假装接受,并说会“尽力服务雇主”。他表面…
领导 · 创业者自述
奋斗与胜利·补录 111
GENTLEMEN:--It gives me great pleasure to inform you that you are placed upon the Free List of this establishment until further notice.
巴纳姆买下美国博物馆后,给原馆主希思先生写了一封正式通知,告知对方已被列入本机构的免费名单,可随时免费参观,直到另行通知。这看似客气,实则是一种高明的公关手段:既向被取代的旧主人示好,避免结怨,又借机展示自己作为新主人的气度与掌控力。对今…
领导 · 创业者自述
奋斗与胜利·补录 112
It is unnecessary to say that the “President of the New York Museum” was astounded, and when he called upon Mr. Heath, and learned that I had…
巴纳姆绕过原馆主,直接与希思先生达成交易,买下并实际占有了美国博物馆。原馆主得知后勃然大怒,扬言要起诉,还索要已付的一千美元定金。但他最终没有起诉,那笔定金也按约定被没收了。这件事说明:在商业博弈中,谁真正掌握交易对象和实际控制权,谁就占…
领导 · 创业者自述
奋斗与胜利·补录 113
And now that I was proprietor and manager of the American Museum I had reached a new epoch in my career which I felt was the beginning of better days…
巴纳姆成为美国博物馆的老板兼经理后,意识到自己进入了一个新阶段,虽然当时还没完全看清这一步的意义。他仍在做展览生意,但已从流动表演转向固定、扎实的经营,这更需要勤奋和闯劲。他明白成败全看自己是否拼命:必须在约定期限内付清收购款,否则连已付…
领导 · 创业者自述
奋斗与胜利·补录 114
The nucleus of this establishment, Scudder’s Museum, was formed in 1810, the year in which I was born. It was begun in Chatham Street, and was…
巴纳姆买下的博物馆前身是斯卡德博物馆,始建于1810年,正好是他出生的那年。它从一个小铺子起步,靠购买和大量捐赠,逐渐积累成规模可观的收藏:各地寄来珍奇物品,船长们多年从海外带回稀奇物件,前任老板据说还花了五万美元添置。巴纳姆看遍藏品后判…
领导 · 创业者自述
奋斗与胜利·补录 115
Valuable as the collection was when I bought it, it was only the beginning of the American Museum as I made it. In my long proprietorship I…
巴纳姆买下博物馆时,藏品已经很有价值,但对他来说这只是起点。在他长期经营中,他把馆内常设的吸引物和奇珍异品增加了一倍多。1842年,他买下并并入皮尔博物馆的全部藏品;1850年,又购入费城皮尔的大批收藏;此后年复一年,无论在欧洲还是美国,…
领导 · 创业者自述
奋斗与胜利·补录 116
At the very outset, I was determined to deserve success. My plan of economy included the intention to support my family in New York on $600 a year,…
巴纳姆从一开始就下定决心要配得上成功。他的节俭计划包括:在纽约把全家开销控制在每年六百美元,他的妻子不仅欣然同意,还表示必要时可以降到四百美元。买下博物馆约半年后,奥姆斯特德先生中午路过他的售票处,发现他正吃着从家里带来的冷咸牛肉和面包,…
领导 · 创业者自述
奋斗与胜利·补录 117
And he was right, for within twelve months I was in full possession of the property as my own and it was entirely paid for from the profits of the…
巴纳姆说,有人曾预言他买下那块地产会吃亏,但事实证明那人说对了——不到一年,他就完全拥有了那份产业,而且全是用生意赚来的利润付清的。核心意思是:看准机会后要果断行动,用经营所得去支付资产,而不是先攒够钱再买。他靠的是博物馆生意的现金流,边…
领导 · 创业者自述
奋斗与胜利·补录 118
By degrees the character of the stage performances was changed. The transient attractions of the Museum were constantly diversified, and educated…
巴纳姆的博物馆舞台表演逐渐变了样:不再只靠固定节目,而是不断换新花样。他列举了各种吸引人的项目——会表演的狗、勤劳的跳蚤、自动机械人、杂耍、口技、活人雕塑、舞台造型、吉普赛人、白化病人、胖男孩、巨人、侏儒、走绳索的、活“洋基佬”、哑剧、器…
领导 · 创业者自述
奋斗与胜利·补录 119
I thoroughly understood the art of advertising, not merely by means of printer’s ink, which I have always used freely, and to which I confess…
巴纳姆说自己精通广告术,不只是靠印刷文字(他从不吝惜使用,也承认成功很大程度上归功于此),更靠把一切可能的情况都变成宣传机会。他痴迷于让博物馆成为全城的话题和奇观。他常凭直觉抓住机会,甚至还没想好怎么用就先下手,而机会似乎会自己成熟、为他…
领导 · 创业者自述
奋斗与胜利·补录 120
The audience at once supposed it was all right, and cried out, “go on, go on”; which he did, and at every imitation of Booth, whether as Richard,…
巴纳姆请来的演员模仿著名悲剧演员布思,观众起初以为是真的,大喊“继续、继续”,每模仿一次理查三世、夏洛克等角色都赢得掌声。巴纳姆正高兴,可当演员模仿福雷斯特和汉布林时,因为必然把他们演成醉醺醺的样子,观众不再买账,嘘声震耳,巴纳姆只好把演…
领导 · 创业者自述