GREETINGS AND COURTESIES
Indians greet each other (and say good-bye) with the namaste, which is
formed by pressing the palms together (fingers up) below the chin and
nodding the head. When greeting superiors or to show respect, a slight
bow is added. When meeting foreigners, Indian men will shake hands.
Indian men do not generally shake hands with or otherwise touch women
(as a gesture of respect for a woman's dignity and privacy). Indian
women who are educated or familiar with international customs may offer
their hands to foreigners as a courtesy. When meeting a woman, a man
should wait for her to initiate a handshake. If she does not, smile and
nod slightly. When in public, men should not initiate a conversation
with an Indian woman who is alone. Indians value titles; if someone has
a title, use it when greeting them. The suffix "ji" after a
last name is a general term of respect. Indians generally ask permission
before leaving other people. Showing respect for others (especially
those who are older) is very important. In a group, greet the eldest
person first.
DECISION MAKING
Decisions are made slowly. Indians require time to discuss every aspect
of a deal, and then usually take more time before giving a final answer.
Be patient and plan other activities while waiting. Impatience is viewed
as rude, and high-pressure attempts to get things done faster will be
resisted and resented. Decisions are made at the top of the hierarchy,
so whenever possible cultivate and maintain good relationships with the
highest-ranking executives.
Topics Of Conversation
Talking about your friends and family is an important part of
establishing a relationship with those involved in the negotiating
process. Indians tend to be enthusiastic about discussing politics and
religion. They enjoy opinionated conversations and don't necessarily
want to hear only bland pleasantries from a foreign guest. Nevertheless,
refrain from tackling these controversial subjects unless you are
well-informed.
Topics of Interest: Indian traditions, foreign countries, families,
cricket, politics (if you know what you're talking about).
WOMEN
India is a male-dominated society. Foreign businesswomen should
experience few problems but, in general, women are not accorded the same
level of respect as men. Indians who have had more exposure to
international dealings will be more used to dealing with women; older
men will usually be more traditional and less open. Behaving in a
professional, confident, and poised manner will help overcome some of
this resistance. Women should be particularly aware of any behavior that
might be considered flirtatious. Women who wish to entertain a male
associate should do so during the day (business lunches are more popular
than dinners anyway). An Indian man will probably offer to pay the bill,
but will not push the point if you politely insist on paying. Women
should be prepared for personal questions about their age, marital
status, and whether they have children. (These are common topics of
conversation and are asked of both men and women.)
MEETINGS
Indians value punctuality in others, but will often be late themselves.
Also, traffic is extremely heavy in Indian cities and sometimes prevents
people from getting to an appointment at all. This can require
rescheduling, so if possible build a few extra days into your travel
plans. Indian executives generally prefer to meet in the late morning or
early afternoon. Schedule appointments well in advance (30 days ahead is
suggested) and reconfirm appointments when you arrive in India. Most
meetings will begin with pleasant small talk over a cup of tea and
perhaps food. Do not refuse any food or drink offered. Always accept; if
you do not like it, leave it in front of you. Indians usually entertain
in private clubs.
BUSINESS ATTIRE
Business clothing is casual but neat. Standard attire for men is pants
and short-sleeved shirts; however, a jacket should be worn to initial
meetings or when seeing government officials. For more formal meetings
(and during the cooler season) a lightweight suit will suffice. Do not
wear leather clothing or any accessories made from animals. If you are
traveling to New Delhi in northern India during the winter months, bring
warmer clothes. During the monsoon season, bring a few extra changes in
clothing and an umbrella and large plastic bags if you intend on keeping
your things somewhat dry. The damp weather does not allow things to dry
properly. A handkerchief or cloth may prove helpful to dry off any wet
spots where you must sit.
Women should wear casual dresses or pants ensembles. It is acceptable
for foreign women to wear the traditional sari (Indian women in
particular admire foreigners who do so), but wear a sari only if you
feel comfortable in one. Women should always dress conservatively. Do
not wear skirts that rise above the knee, and never wear a sleeveless
dress or blouse. Men should not wear Indian caps (they are generally
worn by villagers and lower-class people).
Business Gifts
Business Gifts are not normally expected at the first meeting. Gifts
may be given once a relationship with your counterpart develops.
Suggested gifts could be: Imported Whiskey (only if the recipient
drinks), pens, ties, calculators, desk accessories, etc. Gifts made in
the U.S. are especially valued. Never give alcohol to a Muslim. Sikhs
are not likely to drink alcohol either. Large or very expensive gifts
could cause embarrassment. One should give gifts with both hands. A gift
should not normally be opened in the presence of the giver.