I just finished reading a book by a Japanese author about his study of the Jewish Negotiating Skills, which he considers the top.
I want to cite the following Jewish sayings printed by the auther:
.Why do humans have only one mouth but two ears?
It is because to listen to others must be more than twice than one's own talking.
.Only admire Intelligence and talent, but not possessing other virtues, it is like trying to catch fish in the desert.
Fish when out of water would die, humans when without respect and jsutice cannot survive.
. The best helpful things are not power nor money, but derives from the results of each one's accumulated experience.
Only through these resulted experience from real life, then these experience will be put to fit each one of our experience, and also become the final proof.
. Jews put great importance in money, because money can provide interesting opportunity, but they put more emphasis on intelligence, especially unique solutions, because wealth can be lost or confiscated, but no one can take your intelligence away.
A summary of the Jewish Negotiating Style:
1. put great emphasis on getting up to date information on your counter party, market, economy, politics and etc.
2. Judge the overall situation, bot only a narrow sectorial analysis, in other words, look at the Forest
3. Employ friendly but none antagonistic style in negotiation, use softer and none aggresive language in talking to your counter parties. Only reserve the tough talk to the end, after exausting all other avenues first.
4. Keep cool and calm, do not involve your own personality into the negotiation process, always calculate the pros and cons in numbers in order to contiune negotiation
5. Employ some light and humorous talk, like cracking some intelligent jokes to smooth the negotiation process to lighten the heavy air in the negotiation room. It is very useful to have some of these light hearted jokes to dilute the heavy and tense air in the negotiating room.
A Jewish joke:
One day, a big fire broke during the night, the villages hurried and work real hard to put out the fire, even so, more than ten houses were destroyed by fire.
At that point a village wise man spoke:" This fire must have been a blessing given by God, we are really lucky".
Some one asked:" Why do you say it is a blessing by God for us to have the big fire".
The wiseman responded:" If there were no fire light during buring, how could we have put out all these big fire in the darkness.
Another Jewish joke:
One very stingy richman had a cold and went to the doctor, The doctor's office puts out a regulation: first visit $10, second visit $5.
The stingy richman when he met the doctor and immediately said: Oh, Doctor, here I am again.
The doctor proceeded to exmine the patient and when terminated the consultation, said to the stingy richman: "Please pay the same amount as last visit". ($10)
Another Jewish joke:
During a pitch black night, a private second class GI Ryan was returning to the camp, but carelessly bumped into someone and knocked the guy on the ground.
He saw th 5 star decorations on the shirt collor and was frightened.
The General asked angrily : Do you know who I am?
Yes, I know, General Eisenhower.
You should be court martialed, shouted the gerenal.
Ryan asked the gerenal in his frightened voice: Do you know me, General?
The General responded: "How would I know some lowly soldier like you.
At that instant, Ryan ran into the pitch darkness and disappeared in the night.
The author also mentioned about the negotiation style of the Americans and Japanese:
The Japanese way of negotiation , the biggest weakpoint is Say and Action do not always coincide. Saying yes, but acting no many times. Most of the time, Japanese being group oriented, when being left alone, usualy speechless and with little converation
ability in dealing with others.
A Japanese joke:
Mr. Taro went on business trip in New York. He entered into a coffee shop.
He asked the waitress: American (coffee) Please.
The waitress heard it, responded without smiling: You are Japanese.
AMERICAN STYLE OF NEGOTIATION:
Contrary to the soft and friendly negotiating stype of the Jews, Americans usually employ fear, threat, warning and pressure tactics in dealing with counter parties during negotiation.
Because the Americans adore power, but also deeply believe the American way of thinking , reasoning can be applied over the world. They act lik the cowboys in western movies, believing they are always right, has no intention to listen to other's point of view.
The American are accustomed to say NO. But the Japnaese author argued that this style of American negotiating style is outdated and loosng efect.
This book was written in 1989 by a Japanese lawyer who had extensive dealings with Japanese, American and Jewish clients.
The above is a very good reflecting summary, read it with attention.
I welcome idea, comments, etc.
Have a nice day
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