[Music]
I have a wonderful wife
and I’m not saying so only because she
is watching me right now I do have a
wonderful wife and I really want her to
be happy when she’s approaching me with
the problem she’s facing I’m trying my
best to resolve immediately I’m giving
her 12 different solutions unfortunately
most of them are not applicable but it
doesn’t matter why she doesn’t care she
is not coming for solution she is coming
for empathy well I’m an international
investment banker and she’s coming to me
for empathy realizing that though I can
actually find empathy but please don’t
share it with my clients I will ruin my
reputation I’m sure you are all well
familiar with this situation why is it
happening again and again because
relationship is based on who we are and
business is the relationship as a
dealmaker I can tell you that the deal
technicalities are very important a good
deal maker should understand business
finance legal and etc but the most
important understanding is that business
is about people I will repeat business
is about people and even more so in
international business one can charge
wine international business after all
statistics says that in any given time
more than 200,000 people are flying in
airplanes from place to place
we all have product from around the
globe tourists are everywhere
the Internet is connecting us all the
world is flag right I believe it is an
illusion still the main barrier for
International Cooperation is the culture
clash and why is it so please let me
take you through an experiment I will
show you a sentence and will ask you to
visualize it okay here we go the
sentence is a man paints a man on a
horse
let me repeat and man paints a man on a
horse it has a vision in mind those of
you who had this vision in mind please
raise your hand
thank you those of you who had this
vision in mind
anyone with any other vision in mind yes
surprisingly there are seven different
vision visual associated with this
sentence some of them as you can see are
quite surprising but the most important
thing here is that each and every one of
us has a specific image in mind and
being told that others are available is
quite surprising why is it so actually
from a very important reason our brain
is designed to work with paradigms with
perceptions we have to make decision and
quick imagine yourself the tiger is
running after you and you have to start
to stop and think we are designed to
believe that we know the right way and
to act fast so we have to understand
that we all have different wishes ears
and perceptions now it’s easy in theory
nothing new but it’s very difficult in
real life especially when important
things are on the table please let me
take you through another experiment I
will ask you to look up a simple request
right we all intuitively doing this
movement why because our brain is
designed in to work in constant
gravitation and roughly in two
dimensional movement well many years ago
I was serving at the combat jet pilot in
the Israeli Air Force flying F for those
of you understand can know that it was
many years ago now imagine two airplanes
maneuvering in the air now for this guy
where is that
here or there and your life can be
depends on it and surprisingly although
we were very well trained many times
after landing we find out that we had
different view of what happened up there
it can be as simple as language like my
broken accent it is difficult to
understand but it could also be
different meaning of words I recall my
first sales mission in the US I joined
the American salesmen going to HB
headquarters and during the meeting the
HB guy was saying interesting
interesting thanks for coming
interesting I was excited after the
meeting that’s American salesman asked
me how was the meeting so I was very
good the guys they very interested I
still remember the look at his eye this
guy understand nothing in my country if
it’s not interesting we just say it’s
not interesting this memo tell me that
this guy was telling us is go out of my
room and don’t come again just in North
American politeness but sometimes it can
be surprising I moved to China in 2002
and I recall my difficulties to cross
the road that every time I try to go
down to the road I was almost hit so I
had to cross shoulder to shoulder with
her with a local guide just to survive
and and took me time to understand that
in China the right-of-way is not to the
pedestrian now for salmon who was born
to country where the right of rate is
for the pedestrian is very surprising so
as I said we all have different wishes
fears and perceptions I was very
fortunate to initiate and lead one of
the largest food companies in China into
a multi-billion dollar acquisition of
the largest Israeli food company a
fascinating complex and high-profile
deal well we had on one hand a private
equity a multinational private equity
was a very strong leader carrying
basically about return of investment we
had agricultural cooperative of
cooperatives with seven different
leaders and eight different opinions we
had them we had them the China side and
state-owned enterprise with the leader
who had vision for the next 100 year and
in the middle a guy who cannot find
solution for his wife’s problems but let
me take you through a deal I’m working
on right now and start up develop a
cutting-edge robotic technology we match
it with an industrial company who is
looking for such technology to take it
to the market
bingo I have a deal not so fast
why because as we said we all have
different wishes fears and perceptions
the industrial company was worried how
the market will accept the technology so
they suggested give me your technology I
will take it to the market and we share
the success make sense no well the
startup was worrying that he has no
control what the industrial company will
do with these technologies so his
suggestion was buy the technology for me
right now and do whatever you want with
it also make sense
my job is to reflect his different
perceptions to each other and to find a
business model that they can all
accommodate wish me luck in 2002 I was
doing my MBA in China and I recalled it
just before the end of the program I was
telling my friend who we only have for
examination in front of us and she was
looking at me saying what do you mean we
did already so many and we both start to
laugh recognizing that we have another
culture gap that we just find out and
why is that because as westerner we are
going from the past to the future
exploring the future and finding our way
into it well instant philosophies are
going equal to the future you become you
become present and then past you can
explore the past and go backward to the
future
now I’m not telling you this story just
because it’s philosophical beauty after
all I’m a deal maker it has a very
important business implication that you
take you to a 3-story we had a meeting
between a North American star
and a Chinese giant market either the
Chinese giant was presenting the history
of the organization that success case
and credentials and so on the North
American startup was presenting the
technology and how they can understand
the market and take it to the Future
both were very frustrated from the
meeting when I came in I suggested the
normal North American startup to talk
about their history and credentials
first and apparently the chairman was a
former CEO of a large multinational the
CTO was a big name in the Academy and
after presenting it now the Chinese
realizing that they know their way in
the past they were willing to listen to
what they have to say in the future so
it’s very easy to kill a deal to kill
this delicate trust needed for a deal
these two companies decided to make a
prototype after a while the engineering
team of the North American start-up was
calling me in saying the Chinese do not
understand they destroyed the prototype
we are trying to convince them that they
are wrong but we fail please help us to
convince them that they are wrong well
you are very strong engineering team
very smart group of people but each an
either a world market leader engineering
team is also smart maybe they are not
wrong well if you are telling me that
you think that you are right and the
other one is wrong and I’ve said maybe
it’s different then you immediately
think maybe they are right and I’m wrong
that’s not such a pleasant conclusion
right but remember the man pains a man
on a horse
so are we seeing the same picture in
mind apparently we didn’t the Chinese
had in mind or the North American had in
mind a go to market prototype ready for
production meaning meeting already all
the client requirements the Chinese on
the other hand had him proof of concept
prototype meaning let’s just see that it
works first and then improve it to meet
the market requirements now when we
understood it and can align the scenario
we could do a very successful prototype
so a loan might talk
I presented many challenges and
difficulties in doing cross-border
international business one can ask why
bother why not to stay in our comfort
zone where we believe we know all the
answers or we choose to follow a leader
believe that we don’t need anyone else
and we have all the answers we are doing
all right because the world is complex
because today’s problems are more
interconnected than ever before there
was a wonderful headline in new york
times lately saying complex problems are
well complex and may not be resolved by
a simple twit the whole scientific
development is based on the acceptance
that we may don’t know that we have to
challenge our perceptions and paradigms
and be bold and explore so we should not
build new barriers new walls they are
the way around we should do our best to
overcome the existing one physical
cultural emotional ones and if we doing
so successfully if we can take two
different stories two perceptions and
create a new useful one this is
innovation one and be ready to challenge
is very own perception this is my
passion this is why I chose devote my
career for international deal-making
helping people from around the globe
doing business together because if we
can make it we can make the world a
better place and it’s also a wonderful
opportunity for personal growth one can
channel his or her very own paradigms
and perceptions and adopt new ones if
needed and it’s also fascinating and fun
so the world is complex
is the reality let’s accept it let’s
celebrate it let’s enjoy the different
way to paints men on a horse let’s work
together to create new things that the
world have never seen before thank you
very much
[Applause]
I have a wonderful wife
and I’m not saying so only because she
is watching me right now I do have a
wonderful wife and I really want her to
be happy when she’s approaching me with
the problem she’s facing I’m trying my
best to resolve immediately I’m giving
her 12 different solutions unfortunately
most of them are not applicable but it
doesn’t matter why she doesn’t care she
is not coming for solution she is coming
for empathy well I’m an international
investment banker and she’s coming to me
for empathy realizing that though I can
actually find empathy but please don’t
share it with my clients I will ruin my
reputation I’m sure you are all well
familiar with this situation why is it
happening again and again because
relationship is based on who we are and
business is the relationship as a
dealmaker I can tell you that the deal
technicalities are very important a good
deal maker should understand business
finance legal and etc but the most
important understanding is that business
is about people I will repeat business
is about people and even more so in
international business one can charge
wine international business after all
statistics says that in any given time
more than 200,000 people are flying in
airplanes from place to place
we all have product from around the
globe tourists are everywhere
the Internet is connecting us all the
world is flag right I believe it is an
illusion still the main barrier for
International Cooperation is the culture
clash and why is it so please let me
take you through an experiment I will
show you a sentence and will ask you to
visualize it okay here we go the
sentence is a man paints a man on a
horse
let me repeat and man paints a man on a
horse it has a vision in mind those of
you who had this vision in mind please
raise your hand
thank you those of you who had this
vision in mind
anyone with any other vision in mind yes
surprisingly there are seven different
vision visual associated with this
sentence some of them as you can see are
quite surprising but the most important
thing here is that each and every one of
us has a specific image in mind and
being told that others are available is
quite surprising why is it so actually
from a very important reason our brain
is designed to work with paradigms with
perceptions we have to make decision and
quick imagine yourself the tiger is
running after you and you have to start
to stop and think we are designed to
believe that we know the right way and
to act fast so we have to understand
that we all have different wishes ears
and perceptions now it’s easy in theory
nothing new but it’s very difficult in
real life especially when important
things are on the table please let me
take you through another experiment I
will ask you to look up a simple request
right we all intuitively doing this
movement why because our brain is
designed in to work in constant
gravitation and roughly in two
dimensional movement well many years ago
I was serving at the combat jet pilot in
the Israeli Air Force flying F for those
of you understand can know that it was
many years ago now imagine two airplanes
maneuvering in the air now for this guy
where is that
here or there and your life can be
depends on it and surprisingly although
we were very well trained many times
after landing we find out that we had
different view of what happened up there
it can be as simple as language like my
broken accent it is difficult to
understand but it could also be
different meaning of words I recall my
first sales mission in the US I joined
the American salesmen going to HB
headquarters and during the meeting the
HB guy was saying interesting
interesting thanks for coming
interesting I was excited after the
meeting that’s American salesman asked
me how was the meeting so I was very
good the guys they very interested I
still remember the look at his eye this
guy understand nothing in my country if
it’s not interesting we just say it’s
not interesting this memo tell me that
this guy was telling us is go out of my
room and don’t come again just in North
American politeness but sometimes it can
be surprising I moved to China in 2002
and I recall my difficulties to cross
the road that every time I try to go
down to the road I was almost hit so I
had to cross shoulder to shoulder with
her with a local guide just to survive
and and took me time to understand that
in China the right-of-way is not to the
pedestrian now for salmon who was born
to country where the right of rate is
for the pedestrian is very surprising so
as I said we all have different wishes
fears and perceptions I was very
fortunate to initiate and lead one of
the largest food companies in China into
a multi-billion dollar acquisition of
the largest Israeli food company a
fascinating complex and high-profile
deal well we had on one hand a private
equity a multinational private equity
was a very strong leader carrying
basically about return of investment we
had agricultural cooperative of
cooperatives with seven different
leaders and eight different opinions we
had them we had them the China side and
state-owned enterprise with the leader
who had vision for the next 100 year and
in the middle a guy who cannot find
solution for his wife’s problems but let
me take you through a deal I’m working
on right now and start up develop a
cutting-edge robotic technology we match
it with an industrial company who is
looking for such technology to take it
to the market
bingo I have a deal not so fast
why because as we said we all have
different wishes fears and perceptions
the industrial company was worried how
the market will accept the technology so
they suggested give me your technology I
will take it to the market and we share
the success make sense no well the
startup was worrying that he has no
control what the industrial company will
do with these technologies so his
suggestion was buy the technology for me
right now and do whatever you want with
it also make sense
my job is to reflect his different
perceptions to each other and to find a
business model that they can all
accommodate wish me luck in 2002 I was
doing my MBA in China and I recalled it
just before the end of the program I was
telling my friend who we only have for
examination in front of us and she was
looking at me saying what do you mean we
did already so many and we both start to
laugh recognizing that we have another
culture gap that we just find out and
why is that because as westerner we are
going from the past to the future
exploring the future and finding our way
into it well instant philosophies are
going equal to the future you become you
become present and then past you can
explore the past and go backward to the
future
now I’m not telling you this story just
because it’s philosophical beauty after
all I’m a deal maker it has a very
important business implication that you
take you to a 3-story we had a meeting
between a North American star
and a Chinese giant market either the
Chinese giant was presenting the history
of the organization that success case
and credentials and so on the North
American startup was presenting the
technology and how they can understand
the market and take it to the Future
both were very frustrated from the
meeting when I came in I suggested the
normal North American startup to talk
about their history and credentials
first and apparently the chairman was a
former CEO of a large multinational the
CTO was a big name in the Academy and
after presenting it now the Chinese
realizing that they know their way in
the past they were willing to listen to
what they have to say in the future so
it’s very easy to kill a deal to kill
this delicate trust needed for a deal
these two companies decided to make a
prototype after a while the engineering
team of the North American start-up was
calling me in saying the Chinese do not
understand they destroyed the prototype
we are trying to convince them that they
are wrong but we fail please help us to
convince them that they are wrong well
you are very strong engineering team
very smart group of people but each an
either a world market leader engineering
team is also smart maybe they are not
wrong well if you are telling me that
you think that you are right and the
other one is wrong and I’ve said maybe
it’s different then you immediately
think maybe they are right and I’m wrong
that’s not such a pleasant conclusion
right but remember the man pains a man
on a horse
so are we seeing the same picture in
mind apparently we didn’t the Chinese
had in mind or the North American had in
mind a go to market prototype ready for
production meaning meeting already all
the client requirements the Chinese on
the other hand had him proof of concept
prototype meaning let’s just see that it
works first and then improve it to meet
the market requirements now when we
understood it and can align the scenario
we could do a very successful prototype
so a loan might talk
I presented many challenges and
difficulties in doing cross-border
international business one can ask why
bother why not to stay in our comfort
zone where we believe we know all the
answers or we choose to follow a leader
believe that we don’t need anyone else
and we have all the answers we are doing
all right because the world is complex
because today’s problems are more
interconnected than ever before there
was a wonderful headline in new york
times lately saying complex problems are
well complex and may not be resolved by
a simple twit the whole scientific
development is based on the acceptance
that we may don’t know that we have to
challenge our perceptions and paradigms
and be bold and explore so we should not
build new barriers new walls they are
the way around we should do our best to
overcome the existing one physical
cultural emotional ones and if we doing
so successfully if we can take two
different stories two perceptions and
create a new useful one this is
innovation one and be ready to challenge
is very own perception this is my
passion this is why I chose devote my
career for international deal-making
helping people from around the globe
doing business together because if we
can make it we can make the world a
better place and it’s also a wonderful
opportunity for personal growth one can
channel his or her very own paradigms
and perceptions and adopt new ones if
needed and it’s also fascinating and fun
so the world is complex
is the reality let’s accept it let’s
celebrate it let’s enjoy the different
way to paints men on a horse let’s work
together to create new things that the
world have never seen before thank you
very much
[Applause]
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