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Indians care deeply about how the world regards them and their country. As a business visitor you should show that you respect and admire India. Reaching an understanding
Indian companies will often expect negotiations to begin after you have accepted their tender to supply a service – only then will you discover that the tender was offered as an application to be a preferred bidder. Contracts themselves are not considered legally binding. Even if signed under a Western country's jurisdiction, your Indian partners will regard a contract more as a flexible statement of general intent. Be prepared for this and try to leave some room for flexibility – it is a good investment in sustaining a long-term relationship Building trust the Indian way
• Avoid contentious issues, such as caste, class, and gender
• Tell your Indian partner about your family life at home
• Ask about your partner's family
• Show an interest in Indian culture
• Be patient with older members in your partner's company
• Express your desire to achieve a long-term win–win alliance with your business partner
• Hold back: let your partner decide when to cut the chase in a deal
• Don't show irritation if your partner is late or takes other calls during talk
• Keep your temper in check, even if you are irked
• Don't rush your partner into talking terms of business
Know your partner's goal
While your goal during negotiations may be a signed contract (gained as fast as possible, because time is money), your Indian partner may primarily be seeking to create a relationship between the two companies. The contract expresses that relationship, but the "deal" is the relationship itself – and this takes longer to achieve than a simple financial agreement. Managing Negotiations
In India, haggling is a way of life, and everything works backwards from the price you are willing to pay or accept; almost all strategies that serve this outcome are considered acceptable. There are some general principles and protocols that must be followed, but politeness and immense patience are the most critical qualities for successful negotiation. Negotiating at a slower pace
Indians expect negotiations to be personal, friendly, and positive. Language is more flowery, flattery is expected on both sides, and personal chemistry is a necessary catalyst in striking any deal. Here are some pointers about what to expect in your negotiations:- • Multi-tasking is part of the culture; your meeting may be interrupted by phone calls, or people walking in with questions. Do not allow this to affect you.
• Be prepared for your negotiations to take much longer than what is normally in your own country.
• The Indian team will subject your proposal to microscopic scrutiny, pointing out every weakness and flaw in the greatest detail. Do not show anger or impatience during this process: wait until you have an opportunity, and then re-state your proposal with detailed justifications for each of your terms. Throughout this your Indian hosts will listen politely, and then, probably, reject all your points.
• Keep the mood light and non-confrontational, but do not concede your position.
The closing stages of a negotiation often come unexpectedly just as you are beginning to lose hope of any conclusion. The moment of agreement is easy to miss because there may have been many handshakes, but not a definitive one. Look out for a marked relaxation in behavior from your hosts, and a sudden sense of ease in the atmosphere. Author bio: Sumit Srivastava is a Business Strategy Consultant which is involved in designing breakthrough marketing and business intelligence solutions derived from a blend of powerful fusion of knowledge and imagination. He occasionally writes articles in niche marketing segments and consumer insights.
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