Negotiation Norms in India
Basic (Business)Cultural Norms
Interesting facts
- Dress properly for the occasion, it reflects seriousness.
- Small talk in business meetings to establish rapport and trust.
- Personal questions are normal.
- Disagreements expressed indirectly unless the person is the boss or a trusting relationship exists amongst peers.
- General gift giving is well accepted but shouldn't be at the first meeting.
CULTURAL NORMS
HIGHEST AMOUNT OF BILLIONAIRES IN THE WORLD
70% OF THE WORLD’S SPICES COME FROM INDIA
HIGHEST POPULATION OF VEGETARIANS IN THE WORLD
Communication
Basic Communication Norms
COMMUNICATION
- English is widely spoken, using is simple sentences is suggested, and use of friendly tone.
- Loudness is not well appreciated.
- Direct criticism is not so well accepted here. Normally people raise their concern in the form of constructive criticism.
- People are here bit reserved , with males only hand(right) shake and with females just greeting is suggested.
Prep Tasks / SOP in INDIA
- Make appointments in advance.
- Be on time/punctual.
- Double confirm few days before the appointment.
- As a foreigners better to have an local counterparts/help.
- Dress for the occasion, it portrays seriousness.
- Be prepare for personal questions/prepare some answers if you are not so comfortable discussing the matters.
- Learn few things about cricket or Bollywood, it will help to connect.
DOs
Things to avoid
- Avoid religious discussions, it's a slippery slope.
- Don't address someone just by their first name, use Mr./Mrs./Ms./Dr./Prof. and their last name.
- Don't give Alcohol as a gift in business environment.
- Don't expect Beef in business lunches/dinners.
- Don't be too much aggressive, it might backfire.
DON'Ts
General Negotiation Process
- Have some patience, don't rush into the topic immediately.
- Before the main topic, there might be some small talk, indians will try to assess the vibe of the counterpart
- There might some snacks and tea as well for relax environment.
- Trust is a big part of the negotiation, if indian counterparts don't trust you then negotiation with them will be very difficult.
- Indian's don't reject immediately or directly, disagreements expressed very vaguely. As an outsider it is very important to understand those ques.
- Be ready for some bargaining.
- Single negotiation doesn't create much value in indian culture, it is a continuous process, always remember that.
NEGOTIATION PROCESS