Negotiating Rules

Moshe Sharon, Professor of Islamic History at the Hebrew University, has passed around these rules for Middle East negotiations:-

Never be the first to suggest anything to the other side. Never show any eagerness "to conclude a deal." Let the opponent present his suggestions first.

Always reject; disagree. Use the phrase: "Not meeting the minimum demands," and walk away, even a hundred times. A tough customer gets good prices.

Don't rush to come up with counter-offers. There will always be time for that. Let the other side make amendments under the pressure of your total "disappointment." Patience is the name of the game: "haste is from Satan!"

Have your own plan ready in full, as detailed as possible, with the red lines completely defined. However, never show this or any other plan to a third party. It will reach your opponent quicker than you think. Weigh the other side’s suggestions against this plan.

Never change your detailed plan to meet the other side "half way." Remember, there is no "half way." The other side also has a master plan. Be ready to quit negotiations when you encounter stubbornness on the other side.

Never leave things unclear. Always avoid "creative phrasing" and "creative ideas" which are exactly what your Arab opponent wants. Remember the Arabs are masters of language. Playing with words is the Arab national sport. As in the market, so also at the negotiating table, always talk dollars and cents.

Always bear in mind that the other side will try to outsmart you by presenting major issues as unimportant details. Regard every detail as a vitally important issue. Never postpone any problem "for a later occasion." If you do so you will lose; remember that your opponent is always looking for a reason to avoid honouring agreements.

Emotion belongs neither in the marketplace nor at the negotiating table. Friendly words as well as outbursts of anger, holding hands, kissing, touching cheeks, and embracing should not be interpreted as representing policy.

Beware of popular beliefs about the Arabs and the Middle East -- "Arab honour" for example. Remember, you have honour too, but this has nothing to do with the issues under negotiation. Never do or say anything because somebody has told you that it is "the custom." If the Arab side finds out that you are playing the anthropologist he will take advantage of it.

Always remember that the goal of all negotiations is to make a profit. You should aim at making the highest profit in real terms. Remember that every gain is an asset for the future, because there is always going to be "another round."

The Arabs have been practising negotiation tactics for more than 2000 years. They are the masters of words, and a mine of endless patience. In contrast, Israelis (and Westerners in general) want quick "results." In this part of the world there are no quick results, the hasty one always loses.