Pràctiques empresarials a l'Índia

Hierarchies in India tend to be vertical. Decisions - especially important ones - are rarely made quickly. In negotiations, decisions are generally made by those at the highest of levels of the company hierarchy. It is usual practice not to consider a deal complete until it has been confirmed in writing. That is done both to back up decisions and to maintain a record of discussions.

Indian business culture places a great deal of importance on personal relationships, and many business relationships will be built upon a personal foundation. Though not a requirement when meeting a new business partner, being introduced by a mutual acquaintance is a plus. When meeting a business partner for the first time, it's important to show interest in them by making small talk. It usually takes some time to cultivate personal relationships, but they are important for establishing a good reputation and, from their point of view, makes you a more reliable business partner.

Decisions should often be based on trust and intuition. Statistics and data are also taken into account. It is therefore as important to build a relationship of trust. In India, the primary approach for negotiating is that, while the buyer plays an important role, both sides should make sure that they reach an appropriate agreement. When negotiating agreements, many rounds of back and forth are expected. Business is seen on the long term, as they expect long term commitments from business partners.

Communication tends to be indirect, and affirmations will be addressed by more nuanced phrases. In some companies.Interruptions are not uncommon, and people might answer their phones in the middle of the meeting. If that happens, it's advised not to show irritation. When talking to people, be aware of your body language, as much significance will be attached to it. Aggressive postures, such as folded arms or hands on hips, should be avoided.

It's not likely that a first meeting would take place over a meal. At business meals, the key people sit in the middle, flanked on either side in descending order by their aides, with the least important people sitting at the ends of the table, farthest from the middle. Business meals are generally not good times to make business decisions, and you should only talk business if your Indian counterpart does so. It is advised to eat with your right hand.