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How to negotiate successfully in India
India
Remember that...
The launching of the boy doll Ken, boyfriend of the girl doll Barbie was a failure in India. Nowadays, more than 95% of couples are agreed by the fathers. The idea of boyfriend does not exit. Indians usually say that love comes after the marriage and this idea is also applied to commercial relations. The parties are only really involved once they have made the first operations and once the commercial relation has been consolidated. By the way, Ken was launched again as the oldest brother of Barbie and this time, it was a success.
Negotiation tips
  • Negotiations must be held at the highest level. The business culture is very hierarchical. Middle managers do not take decisions, although they steer proposals and give advice about them.
  • Harmony about the parties is essential for successful negotiation. The use of aggressive tactics, confrontation or pressurising to reach a decision is counterproductive.
  • Indian negotiators never give a straight “no” because they consider it impolite to do so. Instead they evade the issue, use the expression “we’ll try” or try to prolong the negotiations. In this last instance they entrust a subordinate to finalise contacts with foreign negotiators.
Etiquette tips
  • During the negotiation Indians often sway their head from right to left. This gesture does not have a negative meaning but indicates that they understand what is being said; it must not be interpreted either as a sign of consent or approval.
Country Guide
How to negotiate successfully in India
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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