Purchasing.com Exclusive: 14 tips to doing business in India
Author provides advice on business culture for global business travelers
By Staff -- Purchasing, 8/28/2008 3:25:00 PM
With the increased interest in sourcing products and services from India, procurement professionals are certainly spending more time learning the cultural aspects of doing business in India. With that in mind, Purchasing recently tapped Gunjan Bagla, consultant and author of Doing Business in 21st Century India: How to Profit Today in Tomorrow’s Most Exciting Market for his advice. Here's his top 14 tips for business travelers in India:
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No matter what the century, no matter how big the business, never underestimate the power of family—and of religion and astrology—in Indian business.
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Indians have a much more relaxed attitude toward punctuality. If you are 15 minutes late for a business appointment, people may scarcely notice. If you show up on time for a social engagement, you might be the first to arrive; even the host may appear at least half an hour late.
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In the West, we are socialized to wait our turn. We also expect undivided attention once we do start to be served. These are foreign concepts in India today.
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What are considered occult sciences in the West are often mainstream practices in India. Astrology, numerology, and palmistry can affect the functioning of businesses and of society.
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Avoid contractions. To the Indian ear, the way Americans pronounce can’t sounds like can. To avoid confusion, substitute cannot.
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Assume difference, not agreement. Repeat key thoughts. And finally, have the other party summarize what they understood, in their own words, where possible.
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In Indian business, employees who accept an offer may change their minds and feel too embarrassed to inform the employer, who only finds out when the employee does not report in on the appointed date and time.
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Even for a business trip, you should pack at least two bottles of mosquito repellent and always carry one on your person. You might find mosquitoes in an office restroom or on a tourist bus.
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Most three-star and better hotels have clean comfortable beds, full backup power, 24-hour air-conditioning (although your room lights and a/c may automatically turn off when you leave the room), and Western-style toilets, where you don’t have to squat.
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Buildings in India are not generally designed to be wheelchair-friendly; neither are toilets. Sidewalks may be uneven, and crosswalks generally don’t have ramps. You might consider hiring a helper when you travel in India if you have a physical disability.
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If you want to avoid “Delhi Belly,” drink only bottled water and carry a bottle with you at all times. To be safe, stick with mainstream brands, like Kinney or Aquafina, bought from mainstream locations such as your hotel or larger stores.
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When you are a pedestrian, remember that might is right in India, and the pedestrian is at the bottom of the pecking order. Cross streets carefully, watching not only for cars and trucks but also for bicycles, three-wheelers, and in some cities the occasional horse-drawn cart or stray cow. And watch for traffic to appear from the wrong direction, even from the sidewalk!
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Breakfast meetings are rare in India, and dinner is often eaten very late in the evening.
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At an Indian party, most socializing happens before dinner, and guests often leave immediately after dessert, which could be served as late as midnight.
Also see: For more tips on doing business in India, see When doing business in India: Take it slow
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Kevin - An unintended consequence of your valuable post is making this author very happy. AMACOM (the publishing arm of the American Management Association) has just published my book, SIGNS OF SUCCESS: The Remarkable Power of Business Astrology. While the subject is obviously anathema in American business culture, in pitching the book I argued to AMACOM that Americans doing business in a global society must appreciate that in other cultures astrology is no small part of the fabric of commerce. Thanks for the validation!
Steven Mark Weiss - 9/4/2008 12:37:00 PM EDT -
I just finished reading this article and would like to know more on how business is really conducted in India. How do they negotiate on pricing, terms, transportation etc. and is there a way of telling if they are truly negotiating or just not interested in going further?
This subject has peeked my curiosity.
Kevin Bowen C.P.M. - 9/3/2008 3:18:00 PM EDT
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