Israel
and England UK - A Cross Cultural Study Guide For Doing Business,
Dating
By
Joel Leyden
Israel News Agency
Jerusalem,
Israel ---- June 14, 2009 ...... Please allow me to begin with
a word of caution.
England and Israel are about as different as day and night. From
perceptions of space, time, money, clothes and dress, you will
need a professional cross-cultural guide to help you survive through
your first days in Tel Aviv or London.
Perhaps
the only element that Israel and the UK share are common democratic
values.
The
Leyden Communications Group - a full service, worldwide business
to business marketing, media, Internet, SEO, reputation management
and e-commerce consultancy organization, is providing this news
feature as a public service. Leyden provides cross-cultural business
training seminars and workshops to both governmental and commercial
organizations.
"Israel is very "civilized" within the framework
of a struggling and pressurized Middle Eastern nation that strives
very hard to be "Western." Israelis have perceptions
of time, space and values that are completely different from those
of North Americans. Israelis see Americans as artificial and square,
when they are actually just showing respect. Americans think Israelis
are arrogant, rude and pushy, when in reality they are being direct
and honest. Israel is a very small country whose population is
one big family. In a family people can be as direct and honest
as they want. But now that family members are selling their goods
and services outside the clan, Israelis are adapting."
This was a
quote that I gave to TIME Magazine a few years ago and
it remains as relevant today as it was then.
But at that
time I was addressing North America, the US as opposed to the
United Kingdom - England and the rest of the UK.
Over ninety
percent of the problems which arise in developing and maintaining
commercial relations with those coming from Israel, comes directly
from differences in cultural perceptions - not rates, services
or products!
"We
don't see things as they are, but rather we see things as
we are."
No
culture is good or bad - just different!
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As Anais Nin
once stated: "we don't see things as they are, but rather
we see things as we are."
No culture
is good or bad - just different!
Israelis,
Americans, Europeans and Asians all view space, time and values
from a different place. If we are all to expect the Israeli, or
the Japanese or the French to act, to behave in the exact manner
- then we will be greatly disappointed! Many businesspeople from
England UK come to Israel, expecting to do business, as if they
were still in London, Manchester, Leeds or Birmingham. The smiles
and handshakes look the same, even the suits and ties, but after
a few minutes have passed, both sides, which have have come together
with great respect and mutual admiration - feel something is not
quite right.
The Israeli,
who is often perceived as being arrogant, aggressive and pushy,
is actually being direct and honest. And the Englishman, who are
seen by the Israeli as being artificial, phoney and weak - are
actually displaying politeness and respect.
If both sides are to go into a commercial venture or expect to
find success in dating, without taking the time to understand
each others cultural traits - they are heading for disaster!
Don't be fooled
by the modern office furniture, mobile telephones, new shopping
malls, the one million McDonald restaurant outlets and the 100
pound ties. The Israeli is a different animal - and to be successful
in business with him you must understand how they see you and
where they come from.
Israeli society
is what is referred to as a polychronic culture (relationship-oriented),
in contrast to American, British or German culture which is monochronic
(rule-oriented). In the relationship oriented Israel culture feelings
and emotions are primary, while intuition and objective facts
are secondary!
Israel culture
can be viewed as witnessing one large family. In a family, one
can dismiss formality and act in a direct, immediate and honest
fashion. What can be excused in a "family" as being
direct - is often interpreted outside of the family or Israel's
borders as being rude, inappropriate or impolite.
How we see
and judge others are by their behaviors (the tip of the iceberg)
which includes: punctuality, greetings, business etiquette, management
styles, planning, verbal and written communication, negotiation
styles and the all important non-verbal communication. Non-verbal
communication with the human animal accounts for over 70 percent
of our total ability to understand one another!
Our gestures,
expressions, eye contact, use of silence and personal space.
What lies below that white, icy iceberg tip which arises over
the blue water, is a submerged mountain of attitudes and values.
So without taking you through a full days cross-cultural seminar,
for which we highly recommend and have witnessed great success
and results from - we will now try to provide you with a few "key"
tips in dealing with your Israeli partner. Again - please remember
that these "tips" are by no means a substitute for spending
valuable time for both yourself and your employees to enjoy a
full day's cross-cultural training! And the information below
is only a generalization of the typical Israeli. Many Israeli
businesspeople have traveled and learned about other cultures
and have been successful in working abroad. Although - they can
still learn - as we can all still refresh and beware of our behavior.
Let's now address greetings and space in Israel.
Wear your
suit if you feel comfortable in it. The Israeli will expect you
to dress in the same manner from where you have come from. Dressing
as an Israeli, informal dress with jeans or dress pants and an
open, short sleeved dress shirt can be confusing for the Israeli
who may feel and start to act as if you come from the same army
unit! Dress down after your initial meeting. You are different
- make that statement and be respected and understood for it.
If your first meeting takes place on a hot, Israel summer's day
- wear the suit but leave the suit jacket in the hotel.
Israelis
are a very close, touchy, feely society - as in a close family.
The paradox is that they are not used to shaking hands, although
this is changing. Don't be offended if the Israeli does not offer
you his hand - but do offer yours - physical contact with that
initial smile is very important.
Maintain
direct eye contact. If the Israeli is standing a little too close
- invading your private space - it's normal and accept it. Taking
one step back may make you feel more comfortable but your communication
will not be as well received!
Address the
those from Israel by their first name. They may very likely use
the title Mr. or Ms. when addressing you. Kindly invite him to
address you by your first name and watch the communication and
relationship process become more intimate and honest.
The exchange
of business cards is not an established ritual in Israel, although
it is getting there. It is becoming more and more common, forgive
the Israeli if he or she is not prepared with their calling cards.
You can always
expect a friendly and real invitation for sharing coffee as a
meeting begins. If the Israeli is being hosted on your ground
- always extend an invitation for coffee or a soft drink.
As warm and
as friendly as the Israeli is, you can still find some very conservative
areas. When walking down a street in London, Paris and New York,
if you make eye contact with another person it is normal to smile
and say "good morning." In Israel, if you are not a
tourist asking for directions and you make verbal contact with
a stranger, he or she will most likely give you an awkward look
followed by "me ata" or asking in English "who
are you"?
Also many
Israeli's will not feel comfortable discussing very personal or
intimate subjects or problems with you - i.e.- their marriage,
sex, divorce, medical problems and army service (prohibited by
law).
When getting
ready to enter a bus or any crowded area (i.e. - bank, post office,
restaurant or open marketplace) don't expect the Israeli to form
a line. This is where you are expected to use the gentle nudge
of your elbow to enter. If you wait - you will be last! As a footnote,
in the years I have lived in Israel I have witnessed the banks,
post offices and major supermarkets slowly put into effect crowd
management control with ropes, creating orderly lines.
Now let's
address body composure and gestures.
Those from
Israel are ready for immediate action. You can witness this by
how many Israelis sit - leaning forward with legs spread apart
- ready to stand at a moments notice.
He or she
may lean back in their chair, place their hands on the back of
their heads - do not interpret this as arrogance - this is informality
- sit the same way (echoing) and watch how your relationship comes
together!
The Israeli
will ask you to wait by placing their hand up, palm towards their
body with fingers coming together - and the hand may shake. By
mistake, I did this to a policeman in New York City once - he
thought I was giving him the "finger". It was difficult
explaining to him that I was from Israel, speaking with my New
York accent!
Israel enjoys
a one day weekend. Sunday is a normal working day. Expect the
Israeli to work faster, longer with more attention to effective
action and less attention on process. Israelis can be called up
to the Israel Defense Forces in an hour's notice, so they have
learned to get things done now, not in two weeks from today.
Let's now
take a look at verbals.
Israelis
are a very passionate and expressive breed. As such, if they raise
their voices, this is how many Israelis normally communicate with
one another. The Israeli can yell and scream at a colleague one
moment and a few minutes later be seen hugging the guy. If the
Israeli speaks in a low tone and smiles for hours with you - it
means he is not being real, honest and relaxed with you! Again,
please remember - there our exceptions to this rule as for those
from Israel who have lived outside of Israel.
Israelis
are a curious people and not shy to ask how much your salary is,
if you're married or other intimate questions. Respond in a general,
kind and polite manner such as "not enough" or "comfortable".
Israeli salaries are about fifty percent less than their counterparts
in London, taxes are very high and the cost of living is almost
equal and sometimes higher than England!
Another beautiful
and psychologically healthy aspect of the direct, honest and sometimes
loud Israeli - is that they are just letting off steam in a truly
good manner. It may not appear polite, but the result is that
Israeli's very rarely make violent contact with one another. Instead
of swallowing all of the anxiety and letting it out in a harmful
and negative neurotic or psychotic fashion, the Israeli is actually
a healthier social animal than many of their global counterparts
who repress their feelings and take such mood altering drugs such
as Valium or Prozac!
Let's examine
how Israelis view time.
Israelis
want things today - now! As they come from a young and traumatic
society where war has been the norm - trying to get the most out
of today is the expected rule. If you are talking in terms of
months and years - you may lose your Israeli partner's interest.
In this circumstance he may very well perceive you as not being
serious. Try to meet him or her half way - try to speak realistically
in terms of days and weeks.
Meetings
in Israel can be and are often spontaneous. Again a reflection
of the informal and family oriented culture. Embrace this openness
and good things will happen!
Punctuality
is relaxed. Always allow up to 15-20 minutes before thinking that
your party is late. Even here, things are rapidly changing, especially
in the hi-tech environment where many Israelis pride themselves
on being on time. After work hours, you may notice a more relaxed
tone. When setting work deadlines, be sure to leave some advanced
buffer period. In London, if you are not at a meeting 5 minutes
before the set time, you would be considered late and not respecting
the other person. It will take some time for those from Israel
to adapt. Please allow them at least a few weeks to adjust.
The Israeli
is not used to "doing lunch or breakfast". They see
this time as being too valuable - instead suggest sandwiches and
drinks to be brought into the meeting room. Dinner is very accepted.
This is an excellent opportunity to discuss family, compliment
Israeli culture, history, sports and continue with business discussions.
Do not speak about Israel government, politics or religious issues.
If they bring it up - be a good listener! Find out if your Israeli
partner is religious or "observant" before going out
for a meal - if he or she is - respect their values and find a
"kosher" restaurant. Israelis are not big drinkers -
inviting your counterpart for a beer is acceptable.
During a
meeting the Israeli may take telephone calls and allow others
into his office or the meeting room. Interruptions such as these
are common in Israeli culture - do not take it as being rude,
impolite or arrogant. This is a very informal society, where those
in Israel are expected and able to do many tasks at the same time.
North Americans, for example, are the complete opposite in their
behavior - taking one chore at a time, finishing it and then moving
onto the next task.
Now let's
look at negotiation - in business and in dating.
Israeli businessmen
are good - in many cases superb. When it comes to negotiating
tactics - they wrote the book! Be prepared for tough and friendly
negotiations. There is little difference between the modern, air-conditioned
wall to wall carpeted boardroom in Israel and the ancient and
dusty marketplace in the old city of Jerusalem! If you are seeking
to sell your apple for 100 pounds - start high and then look for
a fair compromise in the middle. Israelis love to negotiate. Read
up on negotiations and don't be offended by what may appear as
a "ridiculous offer" in Israel.
Hiring a
professional translator would prevent the Israeli from breaking
into Hebrew and consulting with his associates - leaving you in
the dark. Having a translator on site would be very powerful and
positive, given that you will always be on the "same page"
with your Israeli partners and the translator could also serve
as a "cultural bridge" in regards to verbal and non-verbal
communication.
Get things
in writing. No matter how warm and friendly your relationship
may become - a handshake is good - but never good enough. A Letter
of Intent and or a contract will leave no room for misunderstandings
down the road. Do not bring an attorney to your meetings, rather
fax your attorney all papers and contracts for them to review.
The Israeli
may request to conclude all negotiations immediately. This is
not a sign of desperation or weakness - this is a basic difference
in how the Israeli perceives time. Most Israelis are seen as being
impatient - wanting everything done "today". The reason
for this is their traumatic historical and military service experiences,
they are not always secure as to where they will be tomorrow.
One of the
best places to begin your negotiations in Israel may be with your
taxi driver! ;> Make sure that when you get into the taxi and
your destination is inside the city limits - that the meter is
always turned on! For travel between cities, there are fixed rates
for which the driver should have a book to show you the prices.
Taxi drivers are not usually tipped in Israel - but you can make
an exception. Waiters and waitresses are always tipped 10-15 percent
unless "service" is included in the bill.
Finally, a
few words on gift giving.
Israelis
are a very warm and friendly people. When they invite you to their
home or out for dinner - they are not just being polite - they
are displaying sincere friendship. When they say "stop by
at any time" - they truly mean it!
Accept the
invitation and create a good personal relationship.
Remember,
in Israel, relationships count just as much if not more than a
solid commercial portfolio. Unlike many other cultures, substance,
not style takes the lead in Israel. When coming to someone's home,
good gifts to bring are flowers, chocolates or a good bottle of
wine. When coming to someone's office good gifts to bring are
a culture book from your home country, a pen set with your company's
logo or a global desk clock. Framed pictures of yourself and your
Israeli associates make an excellent gift and wall decoration
- reminding the Israeli of the personal ties that you share!
A note on
persistence.
Whether in business or in dating, the Israeli will remain locked
onto a target, no different than his combat training in the IDF,
focused on securing that business deal or date.
This is a cultural element and not harassment. Israelis do not
take the word "no" at face value. If they did, there
would be no Israel today.
If you wish to get your "no" across, do so with open,
friendly and honest communication, not innuendo or understatement.
Israelis do not understand the subtleties of British understatement.
And lastly,
to those Israelis reading this, never say that you are "taking
the piss" (teasing someone) as this is talk designed for
the pub over a few beers - not for business meetings, dating or
a family meal in London, Manchester or Liverpool.
And always bring a coat and umbrella when traveling to England
- even in July!
This news feature will be updated and expanded.
Your comments
are most welcomed. In the meantime - please get your agreements
in writing, speak slowly (and ask the Israeli to speak slowly)
to understand one another, keep your words simple and confirm
your understanding of what has been said.
In Israel, do not use words that have more than one meaning, do
not use sports terminology, do not use slang and avoid humorous
jokes which may be misunderstood.
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