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