There are codes of conduct in every country that you have to take into account when doing business. Below you will find a number of codes of conduct for India's business culture.
Personal relationships
Doing business in India is marked by personal relationships. Trust is important in Indian culture. Sometimes Indians will ask about things that can be uncomfortable for the Dutch, such as family or children. For Indians this is a way to get to know someone well and judge them as a business partner. Assume that a good personal relationship is as important as a good business relationship. Make sure to have a personal bond with an Indian business partner. Visit his company and get to know his family.
Company etiquette
Indians are easy to work with. But they can be used to a different company culture than the Dutch. Consider for a moment a number of import Indian manners and conduct.
- Be reserved when shaking hands with those of the opposite gender. You are better to wait until your host or hostess extends their hand to you.
- Shaking your head doesn't mean 'no' in Indian culture. It is just a sign of understanding. Indians often shake their head to indicate that they can hear and understand what you're saying. It doesn't mean no, it means yes.
- Meetings usually just start with a friendly chat. This could be on personal topics such as your health and family. Try not to rush this.
- Indians don't like to say no. If something isn't possible, they will tend to use expression like 'maybe', 'this will be difficult' or 'we will try'.
- Preferably book your business meetings one to two months beforehand. Contact them again just before the agreed time to confirm the meeting. Take into account last minute changes in time and place.
- A lot of Indians don't eat meat for religious reasons. Take this into account when organising a lunch or dinner. Make sure there are enough vegetarian alternatives.
Hierarchy plays an important role within Indian companies. Indian societies attaches a lot of value to status, so people in positions of power often have more room to play with than the average citizen. The middle and lower management don't usually make the decisions. This situation is now changing more, especially among young companies. Find out beforehand who makes the decisions.
Dutch companies that do business with India often don't have a good image of the scale of the Indian industry. Companies are often active in different areas and have thousands of employees. A diverse production package doesn't usually say anything about the quality of the company.
Adaption versus planning
Indians often achieve business goals by adaption and improvisation and not with carefully built plans. Flexible companies are often more successful in their business operations than companies that hold onto previously made plans.
Adaption versus planning
Indians often achieve business goals by adaption and improvisation and not with carefully built plans. Flexible companies are often more successful in their business operations than companies that hold onto previously made plans.
Negotiation
Indians expect you to negotiate on price and conditions. Build flexibility into the negotiations.
Language
The average Indian businessman speaks good English and is often educated in the West. There are no language barriers.