Negotiating imports in India is becoming increasingly attractive as the country offers great opportunities for Spanish companies. A wide variety of goods, competitive prices, and a more than interesting entrepreneurial spirit favor international business relationships. As in other Asian countries, successful negotiation requires understanding their customs and business practices.Future prospects for establishing lasting business relationships with India are very promising. One of the great advantages of negotiating imports in India is that the English language is commonly used for business. However, when we travel there, we cannot ignore that we are immersed in a culture that differs completely from ours. Greetings, agreements, meetings are governed by customs and practices that we must know to avoid errors that could ruin the negotiation.India is a country with great appeal for Spanish companies. The secret to success in negotiations is to have patience and respect their customs
The main rule: immerse yourself in Hindu patience
In India, business is conducted slowly. Pressuring your counterpart is the best way to spoil the negotiation. The first step is always an introduction to get to know each other personally and create an atmosphere of mutual trust. It is highly recommended to seek the assistance of a company experienced in import management to advise you at all times.
Greetings and etiquette
Indians greet each other by saying “namaste” while joining their palms and bowing their heads. However, they usually greet Westerners with the international handshake. Observe your counterpart and wait for them to initiate the greeting to mimic their behavior.When meeting with a group of businessmen, it is correct to start the greeting with the eldest or highest-ranking individual.
Dress code
The dress code for doing business should always be Western. It doesn’t matter if the Indian entrepreneur dresses in the traditional way. Some do, although most usually dress casually but pay close attention to clothing brands.It is very important not to wear leather or natural fur jackets or accessories. Remember that many Indians are vegetarians and do not sacrifice animals. It can be considered offensive.
Initial conversations
A significant cultural difference when negotiating is that you don’t get straight to the point. The initial contact is used to build mutual trust, so personal topics are usually discussed. Although it may seem like we are wasting time, exchanging views on family, children, politics, or religion is crucial for progress.In conversation, caution must be exercised when discussing sensitive topics, so you must be informed about them to exchange well-argued ideas. And another essential aspect: always respect the other’s personal space. In general, Asians are not fond of physical contact or excessive closeness.
Business meetings
Business meetings are usually scheduled early in the morning or afternoon. Indians value the punctuality of their guests. We must be punctual but not be surprised or upset if they arrive late or postpone the meeting to another day. Such contingencies must be taken into account when preparing the agenda.Sometimes they are held in offices, but it is common to meet at private clubs, golf courses, or restaurants. When hosting a business lunch, these important details must be observed:
- The guest should accept all dishes, even if they only taste them.
- Do not start eating until everyone is seated at the table.
- Refrain from ordering meat. Most Indians are vegetarians and it can be offensive.
- Impatience is interpreted as a sign of rudeness. The entrepreneur should not be pressured.
Exchange of gifts
This type of gesture does not occur at the first meeting but when the business relationship is more advanced. To give a gift, these rules must be observed:
- Giving too large or expensive gifts can cause discomfort
- Always hand over the gift with both hands
- If we receive a gift, it should not be opened immediately
- Avoid giving alcoholic beverages unless we are completely sure it will be to the host’s liking.
Following these tips will create an excellent impression that will open the doors to success when negotiating imports in India.
