This document provides guidance on selling and negotiating to the Indian-Asian market segment in the hospitality industry. It outlines key cultural considerations such as the importance of building trust and relationships through good conversation and understanding customers' backgrounds, interests, and values. The document also discusses negotiating strategies like focusing on value over price, being patient, and asking questions to understand customer needs and perspectives. Overall, it emphasizes learning about the culture and customers to develop successful long-term relationships.
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