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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

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