Negotiating with Israelis

Negotiations Support

At Transmark we view a negotiation process more as an intellectual challenge than as a business problem. We therefore believe negotiations must be approached and resolved through a process of defining needs, evaluating information, and postulating solutions. Successful negotiation outcomes depend on first understanding the opposite side, on clearly defining each party's interests, on creating a positive and fostering environment, and on respecting the opposite party's limitations and needs.

Our approach towards negotiation is that the process must be structured with enough flexibility to insure favorable outcomes and must be authoritative without being combatitive.  In order to be mutually successful the negotiations process must include at least some of the following elements:

• • It must clearly define the goals of all parties.

  • It must clearly define what issues can be agreed upon by participants and what issues require stakeholder approval.

  • It must provide a platform for evaluating information garnered directly from the negotiation venue and through preparatory business intelligence and research.

  • It must generate communicative reciprocity through which goals and positions of each party can be understood by all.

  • It must be creative in generating mutually acceptable solutions.

  • It must put the each negotiator in his counterpart's shoes.

  • It must progress from the easiest issues to the most challenging.

  • It must deflate unreasonable expectations and demands through justification, explanation and understanding.

  • It must fulfill the needs of each party through bargaining, reciprocity, commitments and concessions.

  • It must be precise and clear.

Transmark can assist clients in offshore negotiation processes by developing clear visions of the playing field, defining the strengths and weaknesses of key participants, and by accurately compiling information crucial to outcome success. Transmark can leverage its cross cultural expertise to bolster negotiation positions and communicative processes and can utilize its familiarity with business environments in both the US and Israel to accurately assess the risks and consequences of disagreements and adversity. And finally Transmark's fluency and professional command of both the English and Hebrew languages allows it to assist in reconfirming the specifics of reached agreements through evaluation of wording, terminology and culture specific semantics.

Transmark offers two forms of negotiations services:

Supportive Assistance  - These services can include preparatory research and background data acquisition on potential negotiating partners, collection and analysis of commercial information critical to the negotiation process, and in-depth investigations of business topics related to the negotiated transaction.

Active Assistance - These services can include a facilitative involvement designed to focus and streamline actual negotiations, inclusion during negotiations for translation and real-time assistance in the interpretation of the negotiative process and participation planned to promote a favorable negotiated outcome.