WHAT TO KNOW BEFORE YOUR NEXT BUSINESS TRIP TO INDIA

Peter Kupers • September 16, 2019
The purpose of this document is to provide you with a basic step by step guide on how to better
understand a business partner/collaborator in India. Also some tips for business travel in India are provided to ensure that you or your employees will have successful and productive business trips.

Indian business culture

▪ Indian companies may come across as being overwhelmingly friendly and hospitable to prospective foreign partners. This alone should not be considered an indicator of a successful alliance.


▪ It is advisable to avoid over-questioning Indian partners during due diligence.


▪ Indians normally do not like to say ‘no’ be it verbally or non-verbally. This 'No problem' mindset and believing that there is a solution to everything could lead to complex negotiations.


▪ The Indian business culture resorts to name dropping to push ideas. Most Indians have a degree of access to powerful/influential people. The access to power is often cited as a means of showing one's own influence. It is advisable to avoid taking a decision solely based on such cited connections.


▪ Compared with other transaction-based business cultures, Indians prefer to build a longstanding relationship prior to doing business.


▪ Taking time to get to know your business partner can work in your advantage in case of a legal situation. Legal procedures are best avoided as they could take years and are very costly.


▪ In India everything is negotiable and is considered a key part of doing business. Be patient and maintain your composure during the process. Expect delays especially when dealing with the Government.


▪ Agreements and contracts are not bound and determined, and there may be a possibility of clauses getting renegotiated, even after being signed.


▪ The final decision will be made by the owner or the senior most person in the organisation.

Greeting eachother

Shaking hands isn't a genuine part of Indian culture. A standard greeting is "namasté" during which you press your palms together as if you're praying, just below your chin and bow slightly or nod. This is a safe greeting to use in any situation, so it should be your go-to, although Westernized Indian women and men in Mumbai, Bangalore and other big cities might initiate hand-shaking to accommodate you.

Make sure to first greet the most senior individual in the group, using his or her title. If you don't know the title or if that person doesn't have one, use "Madam" or "Sir." Always avoid calling people by their first names, unless you are told to do so.

Gifts are often a part of first meetings. They don't have to be expensive. Present them with both hands to the receiver. If you receive a gift, wait until later to open it.

Additionally, present your business card upon first meeting. Give and receive cards with your right hand only.

Meetings

Developing good, trustworthy relationships is paramount when doing business with Indians.
Unless you are meeting with a very young start-up, engineering or tech crowd, it's important to dress formally in meetings – full suits are a good choice. Also, women should wear closed-toe shoes.

Be patient and avoid high-pressure strategies when in negotiation meetings. Be mindful that sometimes "yes" actually means "I've heard and understood what you're saying," not "I agree with you." Indians have an aversion to saying "no," so pay attention to things like "I will try" or "Possibly."

Don't plan for more than one big meeting per day. Often, meetings end with the expectation of drinks and a meal together, rather than one party rushing of for more business.

At dinner
Here are some tips surrounding culinary manners in India, so you can successfully navigate the business dinner:

• Don't seat yourself at dinner; rather, wait for someone to indicate where you should sit.

• Watch how others eat. In the city, you'll likely be given a fork and spoon. In the countryside, you are more likely to eat with your hands, using bread (chapati) to pick up the food. Just make sure to only use your right hand when eating – the left hand is considered unclean.

• Leave a little food on your plate – this indicates that you are full. A clean plate means you are still hungry and you will be served again and again.

Build your network 

(Business) relationships mean a lot in India, and you will have to work really hard to build strong, one-on-one relationships by spending a lot of time with your hosts You will find yourself talking a lot over cups of chai and great dinners!

Take a genuine interest in your colleagues’ kids and their studies and in their own interests— maybe they take dance classes or play cricket. 

Also, research the history and culture of where you are visiting a bit. 

You should be open to answering people’s personal questions about your family, marital status, and career goals. 

The basics of hygiëne

 One of the biggest concerns people have while traveling in India is avoiding the perilous 'Delhi Belly' – a sickness from being exposed to new bacteria that cause stomach cramping and other unpleasant symptoms. 


Here are a few quick tips to stay healthy during your business travel:

• Only drink bottled water, and check to be sure the cap is sealed when you buy it. It's also important to remember to brush your teeth with bottled water.

• Don't drink anything else made with unfiltered water.

• Do not eat fruit that you have not peeled yourself.

• Only eat foods that are served hot and cooked all the way through.

• Eat at busy places which are recommended by your Indian partners.


Consult a calendar so that you can plan your travel around India's many major holidays, and, of course, monsoon season. This season in most of India lasts from June to September. The wettest months are June and July. 


Finally, never touch someone on the head or with your left hand, which is considered rude and dirty. It's also rude to point directly at people or objects or to cross your legs in their direction, showing them the bottoms of your feet.

Understanding the differences

Understand that each of the 28 states in India are very different from one another in terms of culture, religion, and outlook. 

South Indians have their own movie stars and film (known as Tollywood for Telugu films, Mollywood for Malayalam films, and vegetarian dosa and idli are more common than the meat dishes of Central and Northern India. 

There are 23 official languages, and about 438 different languages spoken throughout the country! Although in business English is widely spoken 

India is not a country to be romanticized, stereotyped, or feared. You have to take it for what it is: a country with  1.3 billion people and over a billion of stories. Be ready to embrace it all, and as you do business there, you will have many of your own stories to share.

I am at your disposal to advise and guide you to make your business connection with Indian entrepreneurs a succes. 

I wish you a lot of success in business and an excellent stay!

Peter