In addition to its rich culture and breathtaking scenery, India is also known for its unique business customs and etiquette. Anyone looking to do business in India should be aware that social norms and etiquette can have a major impact on the success of business relationships. It is therefore essential to understand the business etiquette for India and take it into account appropriately.
Initial contact
As Indian business people are very relationship orientated, it is essential that you meet in person.
If you have decided to make initial contact through a chamber or agency, all exploratory meetings should be conducted exclusively by these institutions. Once a match has been established, your decision makers should definitely travel to India to start the discussions in person.
As a rule, more personalized means of communication are preferable to more anonymous ones such as emails or letters. A phone call conveys a stronger personal impression as it reflects both the voice and the mood of the business partners. However, it is advisable to confirm and summarize in writing what was said on the phone afterwards.
Importance to respect hierarchies and make small talk
In India, respect for hierarchies plays a crucial role. It is important to always address your superiors and treat them with the necessary respect. Furthermore, small talk is an essential part of Indian business culture. It is appropriate to ask about the other person's family and well-being.
Body language
A business mentality based on hierarchy and status manifests itself in body language through clear signals of superiority or inferiority - for example in the way managers interact with employees. For example, Indian employees automatically put their hands behind their backs and keep the front of their body unprotected when talking to a superior. Emotions felt during a conversation are also clearly displayed.
In some regions of India (e.g. Maharashtra), it is typical to shake the head slightly to one side to signal agreement. From a Western perspective, however, this movement is more like a shake of the head, which is why its symbolic content is often misunderstood.
Invitations
Indian hospitality is proverbial. Private invitations are an important part of good business relations. It is therefore not appropriate to refuse. At parties and receptions, the meal (usually a buffet) often marks the end of the evening. It is therefore advisable not to turn up hungry. After dessert, it's time to leave.
Flippant communication
Be aware that flippant communication, jokes and the like could be perceived as inappropriate. Therefore, be particularly careful. For example, a humorous comment about an Indian colleague's short shave may be perceived as extremely disrespectful and offensive, as in some cultures the short shave is associated with grief and loss. As Europeans, we should generally hold back with jokes or the like in other cultures, as we can never be sure how it will be received by the recipient.
Communication takes place after the greeting
Greeting with a handshake is customary in India. It is important to ensure that the handshake is not too firm. It should also be noted that an Indian "yes" does not necessarily mean agreement. It can also be a polite "I don't know" or even a hidden "no". A hesitant answer should therefore not be taken as confirmation.
Dealing with criticism and exchanging business cards are essential components of communication
It is advisable not to express criticism directly, as this can be perceived as rude and disrespectful. It is better to carefully suggest alternative ways or solutions. Business cards should also be exchanged with the appropriate etiquette. Business cards should always be handed over with the right hand and only accepted with the right hand, as the left hand is considered unclean.
Conclusion
It is crucial to understand and respect Indian cultural customs and etiquette in order to build and maintain successful business relationships. By adhering to Indian business etiquettes, you show respect and appreciation for the Indian business community and increase the chances of successful and long-term partnerships.
About the Author
