Prepare your organization there may be have to be changes. Building Indian trust Begin building trust with proper introductions, and demonstrating respect and modesty in dress and demeanorand conveying appreciation to your host. Negotiating with Indian companies Indian style Indians are known as keen negotiators, experienced in bargaining and negotiating for themselves and their families as part of life in India.
Indian cultural priorities Indians have a deep sense of duty and obligation to their families and will tend to negotiate to bring the best deal for the family or group rather than for individual advantage. Though they write down the price for an item, this is Negotiation styles the us and india the starting point - remember rule 2.
Then add a very expensive 4th item -- one which you do not intend to buy. Indian rationale Indians take the time to understand the logic; competitive advantages, motivating factors, and in some instances, the spiritual timing or location of a business deal.
If talks reach an impasse, better to resume patiently at a later time. Do you have your own negotiating strategies, tips, or stories?
Through their networks, Indians are well prepared with data on competitive scenarios and prices. It seems that Indian culture produces an uncommon blend of innovative thinking, business-minded aggression, and comfort with numbers.
Lo and behold, it contained this great little description on one of the greatest skills Indians bring to the table: The entrepreneurial abilities of Indians in general has amazed me for years. If so, please share in the comments, and feel free to build on or borrow from the recommendations in the 4HWW.
Indians have founded more engineering and technology companies in the U. Act like you intend to buy only one item, if that much. Lock those prices and drop the expensive item. Is it a stereotype that Indians are good at negotiating?
As our guide Vishnu explained, "In India, we bargain to the level of the individual vegetable purchase. Accept social invitations dinners, weddings which may last many hours; these are opportunities to experience Indian hospitality, appreciate the culture, and extend your network.
Get the vendor to "invest" in the transaction -- emotion, time and energy. Get the seller to give you prices on each item; play one item off another to show you are looking for the lower price point. If this happens, graciously enter into talks and be well prepared for what you can and cannot do.
Rule 5 - Wait for the pad of paper -- Every Indian sales person has a pad of paper and a pencil that they pull out when the bargaining gets a bit more serious. The filmmaker, Bob Compton, also wrote a book titled Blogging Through Indiawhich I thumbed through before the movie. Renegotiating previous commitments Indians view business decisions more as a process than as a contract, and may revisit items previously agreed upon, continuing to negotiate in case there were any items previously left on the table.
The price will come down for the expensive item as well as for the other items you intend to buy. It is important to maintain an open, gracious style, never openly displaying anger or confrontation.
Two weeks ago, I saw a screening of the film 2 Million Minutesa new comparative documentary that examines education in the US, China, and India. Taking the time to cultivate personal relationships and establish a reputation for integrity is important.
But there is another ingredient Most Americans generally are satisfied at this point and close the deal. Tap here to turn on desktop notifications to get the news sent straight to you. Major Indian businesses are familiar with the U.
One final point - no matter what price you pay -- if the sales guy is smiling when you leave -- guess who wonHow to Negotiate Like an Indian -- 7 Rules. a new comparative documentary that examines education in the US, China, and India. Negotiation. In India, every transaction -- EVERY transaction.
To understand different negotiation styles of us and India is significant. In this paper, I will analyze the negotiation styles of China and India, and find out the difference between them. Analyzing the business relationship between them and give some suggestions about their negotiation.
This case study describes the negotiation style between US and Indian company.
Negotiation is about establishing market for a US based companies product in India. this case study is written to give better knowledge about what's negotiation and how culture background affects it on the negotiation process.
Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States Lynn E. Metcalf a Allan Bird b Mahesh Shankarmahesh. Negotiating International Business - India This section is an excerpt from the book “Negotiating International Business - The Negotiator’s Reference Guide Negotiation Att itudes and Styles - In India, the primary approach to negotiating is to employ distributive and.
NEGOTIATING WITH THE COMPLEX, IMAGINATIVE INDIAN. by: Rajesh Kumar Issues: March / April Categories Both India and the United States now seem to be showing a new fondness for each other, even though outsourcing concerns, have, of late, highlighted some tensions between the two countries.
and that differences in negotiation styles.Download