Art of Persuasion: Closing the Deal, India VS Australia

1. Team Members Roles Student Id.
Mitali Prabhu Project Leader 300849743
Mansi Patel Research Director 300928823
Danilo Chaves Technical Director
Business Culture and Craft (BUSN773-005)
Team Presentation #1

2. THE ART OF PERSUASION COMPARE “CLOSING THE DEAL” IN
AUSTRALIA AND INDIA
Title
The Art of Persuasion
India: The Basics
Introduction
How to close a deal in India
Closing the business deal in Australia

3. Closing the Business Deal in INDIA.
India is fast becoming one of the world’s largest economies, with the third-largest GDP in terms of
purchasing-power-parity. But while international trading is booming, India has retained its own unique
and complex business culture. A diverse country, made up of hugely varying regions, it can be hard to
take one generic approach when looking at how to do business in India. However, as similar business
etiquette is applied in most of India’s major cities, some broad conclusions can be drawn.
The basics:
• While India’s official language is Hindi, business is usually done in English.
• An understanding of the role hierarchy plays in Indian business culture is essential.
• Strong business acumen and trustworthiness valued highly.

4. Introductions:
1. While greeting with a handshake is in keeping with traditional meeting etiquette in India, Indians will greet each
other using namaste.
2. If you do decide to stick with a handshake, be aware that in India a limp handshake is seen as a sign of
respect, rather than weakness.
3. When addressing people always use the appropriate formal title and you should arrive with business cards
with one side translated into Hindi, ready to be exchanged on first meeting. Cards should be given and
received with the right hand.

5. How to close a deal:
• Meetings should be arranged in advance in writing and confirmed on the phone, with an awareness of
avoiding National holidays such as Independence Day, Diwali and the two Eid's.
• While punctuality is expected on your part, you must be prepared to be flexible. Allow ample time to get
between meetings, as India’s transport infrastructure is not as developed as that of other countries.
• On arrival you should greet the most senior figure first and be prepared for meetings to begin with some light
conversation. While this is a key part of getting to know your associates.
• Once business dealings begin, the primary focus at first should be building rapport and trust. While business
decisions in India are made at the highest level, you may find that senior figures are not present at initial
meetings as these are considered early stage negotiations.
• As you may be judged on your good character and manner, as well as your business presentations and
proposal, it’s important to remain patient and positive at all times. Indian society avoids confrontation and has
an aversion to saying “no”, so it’s important to understand that anything other than a straight “yes” may well
be a negative response.
• Once agreed and accepted, terms are usually honoured and deals may be celebrated with a business dinner

6. THE ART OF PERSUASION
• In almost every role and walk of life, there is a need to influence people.
From direct sales to advertising to interviews.
• Influence is an Art which needs to be understood.

7. PSYCHOLOGY OF PERSUASION, DR. ROBERT CIALDINI
Identifies 6 Universal Ways to Influence people
• Reciprocity. This is based on the idea of “matching” what others
have done for you.
• Commitment (and Consistency). If you can get someone to
verbally--- or better yet, publicly– commit to something, they are
more likely to follow through with it.

8. • Liking. If someone likes you they will be more inclined to say yes.
Therefore, presentable and attractive people have better chance to
influence.
• Authority. Being confident and authoritative.
• Scarcity. Creating urgency and showing “time is running out.
• Social Proof. People look for public to see approval. Using
testimonials and the use of “experts” and doctor (think “ 9 out of 10
doctors recommend….”)