It is a common perception that India is a major player on the international business market. It has multiple features allowing using it as a global outsourcing destination due to the pool of well-educated professionals and general fluency in English. But it is also a huge potential market for your products as well. Definitely, the close familiarity with the Indian business ethic can help you when doing business in India.
Business Cards Etiquette
- Business cards are presented without a great deal of ceremony.
- Business cards are exchanged after the initial handshake and greeting.
- Take care before the meeting to have an adequate supply of business card that will be sufficient for all those present at the meeting.
- If you have a university degree or any honor, put it on your business card.
- Use the right hand to give and receive business cards. In most Islamic countries, you should present and receive cards with your right hand only because one never knows what you might have been doing with your left hand.
- Business cards need not be translated into Hindi as English is widely spoken within the business community.
- Always present your business card so the recipient may read the card as it is handed to them.
General Business Etiquette in India
India is a country composed of a multitude of religious cultures coexisting side by side. The dominant religion is Hinduism, but significant numbers of Muslims, Buddhists, Sikhs, Jains, Jews, and Christians also live in India. Onto this religious diversity is grafted a layer of British formality and good manners resulting across the country in a population that is as polite as it is distinctive. You can expect a great deal of discussion the pleasure most Indians take in bargaining and you have the markings for some long business meetings.
India is a country composed of a multitude of religious cultures coexisting side by side. The dominant religion is Hinduism, but significant numbers of Muslims, Buddhists, Sikhs, Jains, Jews, and Christians also live in India. Onto this religious diversity is grafted a layer of British formality and good manners resulting across the country in a population that is as polite as it is distinctive. You can expect a great deal of discussion the pleasure most Indians take in bargaining and you have the markings for some long business meetings.
Relationships & Communication
- Indians prefer to do business with those they know.
- Relationships are built upon mutual trust and respect.
- In general, Indians prefer to have long-standing personal relationships prior to doing business.
- It may be a good idea to go through a third party introduction. This gives you immediate credibility.
Business Meeting Etiquette
- · If you will be travelling to India from abroad, it is advisable to make appointments by letter, at least one month and preferably two months in advance.
- · It is a good idea to confirm your appointment as they do get cancelled at short notice.
- · The best time for a meeting is late morning or early afternoon. Reconfirm your meeting the week before and call again that morning, since it is common for meetings to be cancelled at the last minute.
- · Keep your schedule flexible so that it can be adjusted for last minute rescheduling of meetings.
- · You should arrive at meetings on time since Indians are impressed with punctuality.
- · A short and light, not firm, handshake is the customary start to a business meeting.
- · Although it is customary to shake a male colleague lightly by the hand at the start of the meeting, shaking hands with women is a very sensitive point in Indian culture. The important rule is that shaking a woman by the hand is at the woman's initiative. Only when an Indian woman offers her hand, is it acceptable to shake it.
- · Western women may offer their hand to a westernized Indian man, but not normally to others.
- · In the absence of a handshake, the custom all over India is the greeting of peace known as "Namaste". When making this greeting, hold the palms of both hands together under the chin, smile, bow slightly and say "Namaste".
- · Meetings will start with a great deal of getting-to- know-you talk. In fact, it is quite possible that no business will be discussed at the first meeting.
- · Always send a detailed agenda in advance. Send back-up materials and charts and other data as well. This allows everyone to review and become comfortable with the material prior to the meeting.
- · During meetings, try not to stand with your hands on your hips. This is considered as an aggressive posture in India.
- · Follow up a meeting with an overview of what was discussed and the next steps.
Business Negotiating
- · Indians are non-confrontational. It is rare for them to overtly disagree, although this is beginning to change in the managerial ranks.
- · Decisions are reached by the person with the most authority.
- · Decision making is a slow process.
- · If you lose your temper you lose face and prove you are unworthy of respect and trust.
- · Delays are to be expected, especially when dealing with the government.
- · Most Indians expect concessions in both price and terms. It is acceptable to expect concessions in return for those you grant.
- · Never appear overly legalistic during negotiations. In general, Indians do not trust the legal system and someone's word is sufficient to reach an agreement.
- · Do not disagree publicly with members of your negotiating team.
- · Successful negotiations are often celebrated by a meal.
Dress Etiquette
- · Business attire is conservative.
- · Men should wear dark colored conservative business suits.
- · Women should dress conservatively in suits or dresses.
- · The weather often determines clothing. In the hotter parts of the country, dress is less formal, although dressing as suggested above for the first meeting will indicate respect. Here, a light jacket with a shirt and pants is standard outfit for businessmen.
Body Language
- · Public displays of affection are not proper.
- · Indians generally allow an arm's length space between themselves and others. Don't stand close to Indians. Indians value personal space.
- · Indian men may engage in friendly back patting merely as a sign of friendship.
- · When an Indian smiles and jerks his/her head backward -- a gesture that looks somewhat like a Western "no" -- or moves his head in a figure 8, this means "yes."
- · The Western side-to-side hand wave for "hello" is frequently interpreted by Indians as "no" or "go away."
- · Use your right hand only to touch someone, pass money or pick up merchandise. The left hand is considered unclean.
- · Do not touch anyone's head. The head is considered sensitive.
- · Feet are considered unclean. Feet are sacred for holy men and women. Pointing footwear at people is considered an insult.
- · Indians are very sensitive to being beckoned rudely. Hand and arm waved up and down (Western "good-bye") means "come here." To beckon, extend your arm, palm down and make a scratching motion with fingers kept together.
- · Never point with a single finger or two fingers (used only with inferiors). Point with your chin, whole hand or thumb. The chin is not used to point at superiors.
Titles
- · Indians revere titles such as Professor, Doctor and Engineer.
- · Status is determined by age, university degree, caste and profession.
- · If someone does not have a professional title, use the honorific title "Sir" or "Madam".
- · Titles are used with the person's name or the surname, depending upon the person's name.
- · Wait to be invited before using someone's first name without the title.
Gifts Giving
- Gifts are not normally expected at the first meeting. Gifts may be given once a relationship develops.
- Give gifts with both hands.
- When presenting gifts, take care that the gift-wrapping is neither black nor white as these are believed to bring bad luck. On the other hand, the colors that are thought to bring good luck are red, green and yellow.
- It is not customary in India to open a gift in the presence of its donor. If you receive a gift from your Indian colleague, open it only after your colleague has left the room.
- Acceptable gifts are flowers, chocolate, perfume and small electronic goods. Sensitivity should be shown to ethnic background in India. Thus, for example, you should refrain from giving gifts that have a picture of a dog (dogs are considered unclean animals). It is also important to know that many Indians do not drink alcohol or eat beef.
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