Negotiations

Moshe Sharon

On December 24 at the very beginning of the negotiations between Israel and Egypt in Ismailia I had an opportunity to have a short discussion with Muhammad Anwar Sadat the Egyptian president. We spoke Arabic, and understood each other from the proximity of a common language. His message was very clear. “Tell your Prime Minister, he said, that this is a bazaar; the merchandize is expensive.” I told my Prime Minster. However, he, and all the negotiators that came after him (and those before him) failed to abide by the rules of the bazaar.

Every time anew the government, the public and the media, find themselves surprised that the Arabs fail to fulfill the agreements that they sign with Israel. Time and again the Israeli “negotiators” refuse to learn from previous experience and repeat the same mistakes which keep pushing Israel towards the brink.

On March 4, 1994, I published an article in the Jerusalem Post called “Novices in Negotiations” which could be reprinted today as is with only minor changes of names. The occasion was the conclusion of the “Cairo Agreement” with Yasser Arafat, who had already proved after Oslo that his signature was not worth the ink of his pen let alone the paper to which it was attached, and his word was worth even less. Then, as in every subsequent agreement, Israel found itself surprised that all its concessions had become the starting point for fresh Arab demands.

This shows not only that the Arabs are masters at bazaar diplomacy but also that the Israelis have no idea how to go about it. The problem begins with the purpose and goal, which the Israelis on one side and the Arabs on the other, place at the basis of their diplomatic activity. The Israelis wish to achieve peace based on the recognition of Israel as a legitimate, independent Jewish state, enjoying Arab-Muslim acceptance of its right to exist in the Middle East. The objective of the Arabs is to annihilate the Jewish state, replace it by an Arab state, and get rid of the Jews. They have never made secret of this goal. It appears in the official agenda, and constitutional documents of the Palestinians, it has motivated all the wars of the Arabs against Israel

To achieve their goal, side by side with the battlefield, the Arabs have been following the rules of the bazaar in which they are great experts. The most important rule says that if you demonstrate your desire to purchase a certain merchandize, the vendor will immediately put up its price.

The merchandize in question is “peace” which Israel presents as its supreme wish to acquire. The Arabs accordingly, give the impression that they actually hold the keys to the stores of this much coveted merchandize, that are, in truth, completely empty.

This is the wisdom of the bazaar, if you are clever enough you can sell nothing at a price. They sell words, they sign agreements, they use every method to present themselves as vendors of vague promises, and meanwhile receive generous down-payments. In the bazaar no one is stupid enough to pay for something which he has never seen, but the Israelis are so eager to buy the “peace merchandize” that they do not want even to know about the rules of the Arab market.

There is another rule in this market. It is known to every apprentice-merchant: in bargaining the person who presents his terms first is bound to loose. This is true for any negotiations whether in the market place or next to the negotiating table.

In Islamic history there is a very famous story dating as far back as the middle of the seventh century. During the first civil war in Islam between two contenders to the Caliphate, Ali, who was the ruling Caliph, and Mu’awiyah who challenged the Caliph’s legitimacy agreed to go to “arbitration.” Ali lost in this arbitration, because his representative spoke first. After long deliberations the two arbitrators were supposed to present their agreed decision publicly. Ali’s agent, rushing to speak first, used the words “we agreed” and spelt out the terms of the supposed agreement. When he finished Mu’awiyah’s representative said that they had never agreed on such terms and gave his own version which resulted in the total defeat of his counterpart. This famous story became the golden rule of all negotiations: never speak first, never present a plan, never be the first to suggest anything.

Following this example let us remind ourselves how inadequate our foreign minister was at the time of the Cairo Agreement, more than twelve years ago. (The date is not important; blunders of this kind have been repeated many times since then). After the agreement was “concluded” Israel was surprised to discover that it had become the basis for further demands. Mr. Peres himself was somewhat surprised. He informed the public in Israel that he had definitely seen the members of the Palestinian delegation nod as he read the clauses of this agreement out loud. NOD! He was most astonished to learn, very soon, that the Palestinians had informed every one that no agreement had been reached at all, and that what Israel’s foreign Minister was talking about was nothing but Israeli “ideas,” which the Palestinian side, naturally, rejected.

Most surprising is the Israeli reaction in such cases. Because of its eagerness to hold to anything, which smells like peace, the Israeli side reacts by providing “explanations” for the Arabs’ behavior. This shows ignorance of the other culture and unprofessional handling of the adversary. One of the popular explanations is that the Arab reaction was “for internal use.” As if “internal use” does not count; whereas in truth the “internal use” is the true one, and the “external use” is a tactical weapon.

Other explanations are, “the Arab sensibility to symbols,” “honor,” “matters of emotion” and more condescending sayings of this nature which all stem from sheer ignorance. Does Israel possess no “sensibilities” or does it have no honor? What does all this have to do with political encounters, which may decide the fate of the nation for generations?

If there is anybody who listens in Israel, this is what should have been done and this is what should be done:

We should stop speaking about “peace.” For a hundred years we have been using this word, begging the Arabs to sell it to us, ready to pay any price. We have received nothing, because the Arabs have no peace to sell, but we have paid dearly.

From now on, Stop Speaking About Peace. Moreover, say that Israel has decided to reject peace because peace does not exist as an option in the Arab-Muslim policy towards Israel. Instead Israel has taken the strategic decision to destroy its enemies whenever it feels that they threaten her. Israel has decided to create a new state of affairs in the Middle East, compelling the Arab side to ask for peace; and when the Arab side asks for peace it should also pay for it.

Israel should delete from its vocabulary not only the word peace but also phrases such as “the price of peace” or “territory for peace.” Since we do not want peace any more, according to the rules of the bazaar, the merchandize of peace is worthless.

Whenever we speak to the Arabs from now on we should demand payment for peace. We do not pay, because we do not want to buy. It they want peace we fix the price. They will pay if they reach the conclusion that Israel is so strong that they cannot dislodge it or destroy it.

From this moment on, if anyone asks the government of Israel to come up with “ideas,” “plans,” “suggestions,” the answer should be: “We have no plans, we have no suggestions, and in fact we do not want to negotiate at all.” If the Arab side wants to negotiate, let the Arab side present its plans and “ideas.” Moreover, whatever these ideas are, the first Israeli reaction should always be “unacceptable!” Israel, here is something the Arabs can teach you, learn from them!

If the time comes and Israel agrees to negotiate, here are the ten rules for its negotiators exactly as I defined them in 1994:

• Buy – never sell. Never suggest any thing to the other side. Let the opponent present his suggestions first.
• Always reject; disagree. Always use the phrase: “Not meeting the minimum demands,” and walk away, even a hundred times, from the negotiating table. A tough customer gets the good prices.
• Don’t be hasty 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. You are not rushing anywhere: “haste is from Satan!”
• Have your own plan ready in full, as detailed as possible, with the red lines completely defined. 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 the moment you encounter stubbornness on the other side.
• Never leave things unclear. Always avoid “creative phrasing” and “creative ideas” which is exactly what your Arab opponent wants. Remember the Arabs are masters of language. Words with nothing behind them are the Arab national sport. As in the market so also at the negotiating table, talk dollars and cents.
• Always bear in mind that the other side will try to outsmart you by presenting major issues as unimportant details. Don’t fall into the trap. Regard every detail as a vitally important issue.
• Emotion belongs neither in the market nor at the negotiating table. In the Middle East “You don’t pay customs on words.” Friendly words as well outbursts of anger, physical contact like holding hands kissing, touching cheeks, and embracing are all legitimate tactics, and should not be interpreted as representing policy.
• Beware of popular beliefs about the Arabs and the Middle East – “Arab honor” for example. Remember, you have honor 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 biggest profit in real terms: physical assets, securities, and the like. Remember that every gain is an asset for the future, because there is always going to be “another round.”

The Arabs have been studying and practicing negotiation tactics for at least 2000 years, since before Islam. They are the masters of words, and the source of endless patience. In contrast there isn’t a single institute in the whole western world – Israel included, that teaches the art of Middle Eastern negotiations.

The universities do not seem to be the right place for such field of study. Western European institutions of any kind should be excluded, since Europe is on the course of capitulation to Islam, but here is a challenge to the State Department and to the Israeli Foreign Ministry as well as the Interdisciplinary Centres. Will they rise to the challenge? Is Israel ready to stop playing into the hands of its enemies? Is it ready to follow Sadat’s good advice? I doubt it.