Getting to know…me 1 My name is: Shanti No last name! Mrs. Shanti (does not matter if you are Ms. or Mrs. they will gauge you by your age and address you) 2 My husband is… / I have two children... Indians will share and expect a lot of personal information. This is small talk in India
Getting to know…me 3 I live as part of an extended family 60% of India still lives in the joint family system* 4 I speak five languages An average Indian will speak between three to five languages India has 22 official languages and almost 2000 languages and dialectsIndian Census Bureau, 2011
Today’s Agenda • Core Values in the Workplace • Indian Business Etiquette • Indian View of NZ • The Art of Indian Negotiation • Communicating in India • Q&A
Applications• Share the bigger picture• Identify key individual relationships and try to get inside their circles!How?• Attend personal functions• Have meals together• Ask for advice• Let them help you!
Negotiation in India 1 Strengthen your BATNA 2 Stay friendly – no “hard ball” 3 Be willing to be creative Agreements are adhered to but 4 buffers are expected
Negotiation in India 5 Bundle the Buying 6 Crucial Silences Help Use a mediator for language 7 and red tape
• Expect a large give-in• Give it time• Find the decision makers• Match status, move for move
Rajan: So what’s the price on this service?Thomas: In total it will be 6 crore.Rajan: But that is your list price. Isn’t there a discount for us?Thomas: For you? We give the best price to all our clients.Rajan: I know but we are looking at a long term relationship. Surely there is a special price you can give?Thomas: Well, we might be able to a 5% discount to start on the first order.Rajan: What if we took a premium order? Would you then cover the shipping cost for us?Thomas: Yes, shipping comes free with premium orders.Rajan: Great, so it will be 5% off and free shipping and I’ll get back to you on the premium order.
Indirect Direct Blunt/Rude Indirect Direct Blunt/Rude
The Indian “disagreeing” rope trick Repetition of the ? Topic changing Asking your opinion Silence/No Response Praising Parts
Patrick: Shobha, I was wondering if you could come in on Saturday?Shobha: Saturday?Patrick: Yes, just for a couple of hours.Shobha: I see.Patrick: Just to finish that application test.Shobha: Right, right.Patrick: I think Rams team is coming in too, so it should be pretty fast.Shobha: Yes, they work quite fast.Patrick: So, do you think it will work, Shobha?Shobha: Let me ask my team and get back with you.Patrick: No problem. Source: Craig Stortis Cross Cultural Dialogues
Bernd: So we are all in agreement about all the prices listed here?Ram: Yes, everything looks great. I’m sure we will be flexible as we move forward.Bernd: Great. Shall we move on to some logistics strategies then?Ram: Yes. As we will be providing some extra ground staff, we will need to adjust some of our figures, but only very small changes.Bernd: Are you sure? Is everything the same from the proposal that you gave?Ram: Of course, yes. As the market fluctuates, we will just need to be flexible as to how many people we need on the ground.