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成为出售百万美元作品的艺术品拍卖师需要做什么

What It Takes To Be An Art Auctioneer Who Sells Multimillion-Dollar Paintings

有人出275美元吗 275美元 280美元
>> Who will give me $ 275, $ 275, 80,
280一次 280两次 280三次
say 80, 80, 80, $280,
现在280美元 现在报价 290美元 290两次 290美元三次
280 now, say now 290, 290, 290.
这位是约翰·海斯
>> This is John Hays,
一位从业接近40年的拍卖师
an auctioneer of nearly four decades.
320一次 320两次 350 380 400
>> Now $320, 320, 350, 380, 400,
400美元是最高价吗?
and 400 is that all?
卖给美国人 一个烟草拍卖师会这么说
And sold American. That’s a tobacco auctioneer.
约翰为佳士得工作
>> John works for Christie’s.
佳士得于1766年在伦敦创立
Founded in London in 1766,
是世界上最大的拍卖行
it’s the largest auction house in the world
如今在46个国家都设有办事处
and now has offices in 46 different countries.
但约翰所处的艺术交易的上流社会中
But in John’s posh world of art dealings,
卖给出价最高的人听起来有些不同
selling to the highest bidder sounds a bit different.
艺术拍卖师可能会说 240美元 先生
>> An art auctioneer may say, 240, sir,
谢谢 先生 240美元第二次 260美元 260美元第二次
thank you, sir, $240, 260, $260,
280美元 谢谢 280美元第二次 300美元 谢谢
at 200, 280, thank you, $280, and 300, thank you,
300美元 是最高价吗?
$300, is that all?
那就以300美元出售 300美元 成交
Selling then for $300, for $300, sold.
这是两种截然不同的方式
Two very different approaches.
在36年职业生涯中 约翰卖出了
>> John has worked more than 500 auctions
500多件艺术品
in his 36-year career,
带来了10亿美元的销售额
bringing in about $1 billion in sales.
他是全球56位在佳士得工作的拍卖师之一
He’s one of 56 auctioneers working worldwide for Christie’s.
在2018年度 他们共创造了
Together in 2018, they racked in
70亿美元的销售额
$7 billion in sales.
包括几件最昂贵的拍卖品
Some of the priciest sales have included
海瑞·温斯顿的粉红遗产戒指
a Harry Winston Pink Legacy ring
以5.03千万美元成交
that sold for $50.3 million,
毕加索的《拎花篮的女孩》
Picasso’s”Fillette à la corbeille fleurie”
以1.15亿美元成交
for $115 million,
在2017年11月 达芬奇的《救世主》
and in November 2017, Leonardo da Vinci’s”Salvator Mundi”
以创纪录的4.5亿美元成交 价格均包含手续费
sold for a record $450 million with fees.
竞价是4亿美元
>> $400 million is the bid,
这幅画成交
and the piece is sold.
[掌声]
[applaud]
佳士得的拍卖师不仅善于言谈
>> But auctioneers at Christie’s aren’t just smooth talkers.
他们是艺术家 销售人员 更是演员
They’re art experts, sales people, and performers,
只用一个木锤和他们的声音
landing multimillion-dollar bids
促成百万美元的竞价
with only a gavel and their voice.
你处在一部戏中
>> you are in a theater.
必须能让人们感兴趣
You have to be able to keep people interested.
必须让人们愉快
You have to keep people amused.
必须对你的目标认真
You have to be serious in your purpose.
拍卖的艺术也许鲜有人知
The art of auctioneering is probably the least understood
或许除了艺术本身之外
and maybe perhaps, after the art itself,
拍卖的艺术才是在佳士得拍卖的重点
is the most important factor in what happens at Christie’s.
成为佳士得的一名拍卖师
>> Becoming a Christie’s auctioneer
是很有竞争性的
is highly competitive.
佳士得每两年会举办一次拍卖学习
Every two years, Christie’s holds an auctioneering school.
期间接受多达40份申请
Up to 40 applicants are accepted,
但只有两到三人有机会得到私人指导
but only two or three will move on to private instruction afterwards.
我在伦敦参与了佳士得的项目
>> I did the Christie’s program in London
并在那获得硕士学位
and got my master’s certificate there,
然后进行了艺术界人所熟知的每一次实习
and then I did every internship known to man in the art world.
我在36年前敲响了佳士得的大门
I knocked on Christie’s’ door 36 years ago,
并于1983年10月
and they hired me in the American
在美国部得到雇用
department in October of 1983.
大多数拍卖师都有艺术史背景
>> Most auctioneers have a background in art history
和擅长的领域
and an area of expertise.
约翰专攻18世纪美国艺术
John’s is 18th-century American art.
但因为他销售车辆 珠宝 酒等物品
But since he sells everything from cars to jewelry to wine,
在他登台拍卖之前
he has to do his homework
就必须做好功课
before he ever gets up on that auction block.
我们在纽约佳士得的一场18世纪欧洲装饰艺术品
We caught up with John at Christie’s in New York City
拍卖会前追上了约翰
before an auction of 18th-century European decorative arts.
我们现在在佳士得的仓库
>> We’re in Christie’s’ warehouse
眼前的是罗马微型马赛克表盘
looking at a Roman micromosaic table.
这是接下来最令人兴奋的物品之一
This object is one of the exciting pieces that’s coming up.
微马赛克表盘令我很激动
Micromosaic tables are a thrill to me.
我喜欢称其为罗马假日
I like to call them Roman holidays
因为在这里可以看到古罗马的过往
because here you see depictions of ancient Rome.
其估价在5万到8万美元
The estimate is $50,000 to $80,000 dollars.
拍卖的前几周
>> The weeks leading up to an auction,
约翰会去佳士得的仓库熟悉每件藏品
John will visit the Christie’s warehouse to become familiar with each piece.
你必须对这些材料有一定些理解
>> You want to have some understanding of the material.
必须知道创作它们的艺术家是谁
You want to be able to know who the artists are.
并能准确地念出他们的名字
You certainly want to be able to pronounce the names correctly.
在约翰做准备工作时
>> While John’s doing his prep work,
所有的艺术品都经过拍照
all the art is photographed and
然后陈列在走廊里
then set up in the gallery
以供潜在客户检验
for prospective buyers to come check out the goods.
在拍买当天早上
Then on the morning of the auction,
约翰前往竞价办公室
John comes here to the bids office
仔细查看拍卖师手册
to go over the auctioneer’s book.
这基本上是约翰拍卖秘诀的圣经
This is essentially his bible of auction secrets.
它能提示约翰很多事情
It tells him a couple things:
谁已经向佳士得投标
who has already put in bids for Christie’s,
每件物品的估价
the estimated sale price for each item,
卖方是否给定了
if the seller has set a
最低价或保留价
minimum sale price or reserve price,
谁将会电话竞价或亲自来竞价
who will be bidding on the phone or in person,
以及每个竞买人的兴趣
and the general interest in each lot.
但是尽管做了各种准备
But even with all this preparation,
当约翰戴着佳士得认可的彩色领结
when John steps out on that podium
站在拍卖台上时
in a Christie’s-approved colorful bow tie,
一切都有可能发生
anything can happen.
拍卖师让自己完全公开地
>> An auctioneer puts himself or herself out there
站在那里
in a way that’s very public.
这不是所有人都可以的
It’s not for everybody, because
因为如果出现意外
if something goes wrong,
你必须有飞行员的冷静
you have to have the coolness of a airplane pilot,
喜剧演员的幽默
you have to have the humor of a standup comedian,
也必须保持严肃
you also have to be serious,
这对很多依靠拍卖师
and this is serious stuff for many people
去实现一场高水平高质量拍卖的人而言
who are depending upon the auctioneer to deliver
是一件严肃的事
a very high-level, a high-quality sale.
首先 需要介绍很多东西
>> First, a lot is introduced.
女士们先生们 请看到那边的55号拍品
>> Right along to lot 55, ladies and gentlemen.
拍卖品为拍卖所准备的一件
>> A lot is an item or a group
或一套物品
of items that are up for auction.
每件拍卖品都有一个编号
Each lot has a number.
约翰会读出编号并对拍品进行简单总结
John will read off that number and give a brief summary of the items.
55号 乔治三世木制涂金镜
>> 55, the early George III giltwood mirror.
然后第一次竞价开始
>> Then the first bid gets the ball rolling.
有时以手册上委托竞买人的竞价开始
Sometimes it’s on the auctioneer’s book from an absentee bidder.
我们可以在任何地方开始竞价
>> And we can start the bidding here anywhere,
1万美元 竞价1万美元
$10,000, bid at $10,000.
约翰念着竞价
>> John states the price to beat,
主持竞价 并维持价格符合拍品应有价值
who’s holding the bid, and the price needed to steal the auction item.
竞价1万 1万1 1万2 1万3
>> For 10,000, 11,000, 12,000, $13,000,
1万3 最终以1万3成交
at $13,000, in at 13.
通常竞价幅度以10%上升
>> Typically, the price increments go up by 10%,
但这也由约翰根据房间里的氛围来改变
but it’s up to John to alter those depending on energy in the room.
可以通过电话竞价 网络竞价
Bids come in over the phone, online, or,
当然也可以在拍卖厅的人群中举牌竞价
of course, by paddles peeking up from the crowd in the sale room.
有时这个过程会持续数小时
Sometimes this process takes hours,
约翰说一个优秀的拍卖师
and John says that a good auctioneer’s voice
声音是抑扬顿挫的
falls into a cadence.
电话报价1万6 1万6两次 1万7
>> At 16,000 on the phone now, 16, coming in 17,000,
房间后部有人报价1万7 印度有人报价1万8
at the back of the room at $ 17,000, 18,000 back to India.
这是一种舒服地贯穿整场拍卖会的
>> A speaking rhythm that
讲话节奏
comfortably carries through the entire auction.
每一个拍卖师都应培养自己的风格
It’s on each auctioneer to develop their style
并学着去寻找节奏
and learn to find their pacing.
佳士得确实有一种很独特的风格
>> Christie’s does have a very unique style.
我们销售艺术品时
We’re selling works of art.
有时也许会有一点夸张
It’s perhaps a little bit pompous from time to time,
但是细想一下 这一过程
but down deep it’s the same process
和在农场拍卖牛或其他动物是一样的
as auctioneering cows at a farm or thoroughbreds.
观众对不同性质的拍卖
The nature of different auctions
所期待的标准
has acquired a different criteria
是不同的
of what the audience expects.
因此烟草拍卖师会这样开场
So tobacco salesmen who will break into
“现在我们来看第三件拍品 烟草
>> “and now we’ve got the third lot, and it’s the tobacco,
先生们女士们 我们正在一座农场中”
and here we are ladies and gentlemen, it’s the farm, you know.”
可以看到对话这样进行
>> and you see that chant going through.
如果他们听到佳士得的艺术品拍卖师这样说
If they heard a Christie’s art auctioneer,
我觉得观众会吓傻
I think the audience would be shocked.
有时我会突然开始一种农场式拍卖
Sometimes I’ll break into a farm auction
仅仅是为了逗乐在纽约的观众
just for the fun of it in an audience here in New York.
有笑声总是好的
It always is good for a laugh.
无论房间中充满着强硬的德州人
>> Whether it’s a room full of tough Texans
还是纽约的艺界精英
or New York’s art elite,
约翰的目标是合理地增加最高价
John’s goal is to ethically bring in the highest possible price.
那么他怎么获取极高的竞价呢?
So how does he nab those sky-high bids?
你得知道什么时候结束
>> It’s also knowing when to fold your tent
然后落锤 这里有两个问题
and to drop the hammer, so there’s two issues.
如果你坚持下去 继续坚持
If you hang in there, and you hang in there,
还在坚持 等待
and you hang in there, and you wait,
你将会失去观众 并让他们感到气愤
you’ll loose your audience, and they’ll get angry.
因此必须能在正确的时间
So it’s being able to, at the right time,
让正确的收藏家得到合适的拍品
on the right lots with the right collectors,
并让合适的观众给出
and the right audience being able to
更高的竞价
go a few more bids,
在这个拍品价值百万美元的世界里
and in this world with million-dollar lots,
一次竞价可能又多10万美元
one bid could be another $100,000.
因此我认为想得到最高价
So I think one wants to achieve the highest price
不应该太过火
but not overdo it.
好的 我说完了
>> OK, I’m out.
在这一个半小时中
>> For an hour and a half,
约翰娴熟地掌控了全场的氛围
John masterfully guides the vibe of the saleroom.
他的手势吸引着观众的注意力
His gestures command attention.
他沉默的一瞬间使得全场留有悬念
His moments of silence hold the room in suspense.
他敏锐的眼神接触到每一个最新的竞买人
His shooting eye contact singles out the newest bidder.
就这么简单 他可以毫不费力
But just as easily, he can flip the energy,
和观众开玩笑 和电话竞买人说话
joking with the audience and addressing phone operators by name.
然后当时机成熟
Then when the moment feels right,
迅速落锤 震惊四座
a swift pound of the gavel rips through the space…
成交
>> Sold.
达成交易
>> Closing the sale.
就和开始一样快 拍卖结束了
Just as quickly as it began, the auction is finished:
214件拍品 185件成交
214 lots down, 185 items sold,
总销售额三千三百万美元
$3.3 million in sales.

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视频概述

本视频介绍了艺术品拍卖师的工作特点以及他们需要具备的基本素养。

听录译者

收集自网络

翻译译者

绛蓝

审核员

审核员_Y

视频来源

https://www.youtube.com/watch?v=MMJ-wD0xvHE

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