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Cross-Border Communications
Israel-India
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2017
W
hat business people on both
sides have quickly learned is to
send groups of business people,
professionals and educationists to explore the
potential for collaboration and cooperation.
Using the wide knowledge that Israel has in
Agriculture andWater,MASHAV – Israel Agency
for International Development Cooperation
decided to set up Centers of Excellence in
various parts of India.
In one shot, Indians saw that Israeli
professionals are willing to roll up their
sleeves,muddy their hands and teach Indian
farmers how best to harness their resources.
There can be no better advertisement for
India-Israel cooperation than the Center
of Excellence project. By coming over and
demonstrating, Israel immediately ‘crossed
borders’ and were met on the side with
warmth and acceptance. Today, virtually
every Israeli agri and water management
company has presence in India.
Building Better Understanding
Common barriers to effective communication and how they can be overcome
Abraham Yehuda
What are the main hurdles in building
proper understanding?
1
.
Indian companies are keen to have their
potential partners from Israel to bring in
their technology and even invest in projects
in India. For several years, Israelis were
concerned about investing or in securing
their technology.
2
.
Indian companies are keen to have their
personnel trained in Israel for joint projects.
But when this began to, it was evident to
both sides what cooperation can achieve.
Tips to Business People
1
.
Learn more about your counterparts –
their background,way of life,their history and
their ambitions.Israelis may consider visiting
India during the main religious festivals.And
Indians, likewise, could participate in some
Jewish Festivals in Israel.
2
.
Explore the wonderful geography in both
countries – travel extensive and observe the
way of life of your‘market’.Drip irrigation and
Fertilizer companies from Israel certainly
followed this path while making inroads in
the market in India.Today, virtually all Israeli
Drip Irrigation companies have production
units in India.
3
.
Participate in as many major Exhibitions
and Trade Fairs - both in the other’s country
or internationally.It’s a useful way of knowing
what is made, what is available, getting
acquainted with the buyers’ profiles and
learning about their buying habits.
4
.
Visit each other’s country as often as
possible. On each visit you will learn new
and interesting characteristics of the market
and its complexities.
5
.
It is traditional to bring a gift if you are
invited to your Indian associate’s home and
things.Items that are traditional and authentic
to Israel are highly appreciated.
6
.
Familiarity is also another common
custom in Israel. People adopt a“first-name
basis”approach to people they meet within
minutes. Getting on first name terms can
take longer in India, and sometimes does
not happen at all.
7
.
Israelis are considered to be among the
most “direct” people in the world. They shy
away from nuances,niceties and“small talk”.
But this is changing.Getting to know the other
person before you do business with him is
a most common practice in India.
8
.
Many Indians,like the British,are prone to
using the famous understatement.They will
rarely say “NO” but will say “We need more
time;maybe we will review it a second time at
our next internal meeting;we have considered
it positively but there is no budget left.”
Participate in as many major
Exhibitions and Trade Fairs -
both in the other’s country
or internationally. It’s a useful
way of knowing what is made,
what is available, getting
acquainted with the buyers’
profiles and learning about
their buying habits
Trade Fair. photo by: © Ethnica, Dreamstime.com