Work Culture in Indian Context

Introductions and Greetings

•A flexible approach is important
•Etiquette requires a handshake, although some Indians may use ‘Namaste’
•Always greet the senior person first, when in a business meeting
•When exchanging the business card, receive it with your right hand
•Small talk at the beginning of a business meeting is common
•Indians place importance on and prefer using formal titles
•Using Mr or Mrs When addressing a colleague or someone senior is preferred.
• Women in the workplace are often addressed as Ma’am or Madam and men as Sir
Introductions and Greetings
•The suffix Ji is commonly used
•Business dress code consists of smart and comfortable clothing
•A lightweight suit is appropriate and ties are not compulsory
•Women are advised to wear a trouser suit rather than a skirt
•India has a diverse and seasonal climate, so it’s not always hot
•Hotels and offices can have a very cold air conditioning, so it’s well worth
packing a sweater or of course a pashmina when on a business tour
Business Language and Communication
 India has 2 official languages, Hindi and English, which are spoken very widely.
However, there are also 21 other languages, which are recognized by the
Indian Constitution.
Due to British colonial influence, English is spoken widely in the context of
education, government and business. In the South of India, English is the more
commonly heard of the two official languages (with context to business).
Popular welcome topics for rapport building include politics, cricket, films and,
in recent times, Indian Economic Reforms. Although Indians are tolerant
people, it is best to avoid discussing religious beliefs, and to stay clear of the
topic of India's poverty and the relationship to Pakistan. Indians don't like using
the word "no" as it is considered negative. Instead, what is common is to use
something more acceptable like "maybe".
Business Language and Communication
As Indians are highly family-oriented, it is not surprising for many meetings to
begin with questions about one’s family. Such small talk is considered to be
highly civilized behavior. One should not be over-eager to move things onto an
empirical business basis too quickly.

Indian Communication Style:

It is highly variable depending on the business, and the situation.
Indirect: Imply/suggest what is meant.
High Context: The way people interact is determined by the relationship.
Formal: Sensitivity to hierarchy/etiquette is very important.
Business Language and Communication
Emotionally Expressive: Trust and credibility established by displaying emotion
in communications. There is visible display of feelings through nonverbal
behavior.
Circular: Message may weave and wander.

Non-Verbal Dynamics:
Gestures: It is considered rude to snap your fingers.  Pointing is done with the
chin, as it’s insulting to point with fingers.
Space: Indians value their personal space and expect to be at least an arm’s
length away from others.
Understanding Business Relationships

Business relationships are of the utmost importance. Indian will base their decisions
on trust and intuition as much as on statistics and data, so be mindful of the
importance of a good working relationship, take the time to engage in small talk and
get to know your prospective partner.

Rushing straight into business issue could be perceived as a rudeness.

Understanding Business Relationships
1) Be punctual

Greet the senior people first and expect to start with some small talk.

2) Be patient

It can take a long time to complete negotiations, which will, at some point, involve
the top team in a business as decision-making migrates upwards. It stands to reason
that pressure tactics and hard sales techniques are not appreciated.
Understanding Business Relationships
3) Don’t be too direct
“no” – which is considered impolite – is replaced with “I will try”, or “let me
consider and come back to you”

4) Check the (local) calendar

With seven major religions and many minor ones, plus six main ethnic groups,
India enjoys countless holidays which change depending on the year. So one
should always schedule a proper date and time for a business meeting in India.
Role of hierarchy in Indian Business
Indian Business are usually hierarchically structured. In negotiations, unless the
company director, owner or a very senior manager is present at a meeting, a
decision is not likely to occur at that stage. Roles are well defined and tasks such
as manual labor will only be carried out by a specific person. An Indian manager
is typically not expected to carry out tasks that could otherwise be undertaken
by someone at a lower level in the organization.

When dealing with Indian businesses it is important to ascertain who is the

authority figure and who has the final say.  Many businesses are still family run
and thus power vests at the top.
 Role of hierarchy in Indian Business
Companies tend to be run by one very strong individual (especially in the ubiquitous
family companies) who will issue direct instructions down the chain of command.
Everybody expects that these instructions will be given in a fairly authoritarian
manner and that they will be followed unquestioningly by those further down the
chain.

The problem with this is that even if the instruction may seem wrong to an
individual they may follow it simply because their boss gave it to them and they
must respect them. This could hurt the organization and do more harm than good.
The Dessert Parlor