Rules of Business Etiquette in India

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The richness of shapes, designs, colours and smells, the sounds and noises everywhere, the kaleidoscopic variety of people, the smiles, the huddling, the presence of eternal time and the frustration of the impatient – all this is India.

In the beginning, you struggle to find rules for behaving in an effective manner in India. Your mentor gives you a valuable piece of advice on business etiquette and then you notice that people behave exactly the opposite in some contexts.

The first thing to learn about business etiquette in India is –

• Be sensitive to the context at all times

Building Relationships

As you aim for efficiency, avoid making the blunder of forgetting the people involved by concentrating only on schedules, contracts, results, and facts.

• The credibility and trustworthiness of a business partner are vital for sustained cooperation. Choose relationships wisely and build networks decisively.

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Attitude to Time in India

In India, people don’t see time as a scarce resource. There is an eternity of it. The pace of things can be very different in India from the USA or Europe.

• Keep a lot of margin in your schedules for unexpected events

You also need to know what is happening when nothing seems to happen. Many people in the West are ‘monochronic’. They try to concentrate on one thing at a time. Indians mostly are ‘polychronic’. Many things happen at the same time.

Personal Space Among Indians

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The touchy cuddly hand in hand walking behaviour among males may be confusing for some. There is much also collegial backslapping and patting on shoulders. Though Indians keep very small bubbles of personal space around them, touching people in India is a very complex issue.

• Men don’t touch women in public

Do Indians Shake Hands

Yes, handhsaking is very common among the city people you’ll be dealing with as a foreigner in India.

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The traditional Indian greeting is the ‘Namaste’. It is done with hands pressed together, palms touching and fingers pointed upwards, in front of the chest with a slight nod or bow of the head. This way of greeting has a spiritual basis. It recognizes a common divine essence in the person you greet.

• Be always polite especially if you need to be firm
• Never lose your temper. When it is to your advantage, show controlled anger but never lose control

Polite Conversation in India

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Indians are very curious and like to exchange views even with total strangers. Indians often discuss intimate details of their own health, which might seem intrusive in the west.

• Learn to recognise the ‘NO’ as Indians don’t say ‘NO’ directly, unless it is a crucial issue.

Though many people might not be able to quote you many details, Indians are proud of their rich history and cultural heritage. Try to adopt an attitude of mutual respect and get an intelligent discussion going. Indians are very argumentative and love debate, but respect for others is important and for you, the foreigner the rules are different.

• Avoid pointing out poverty, dirt and social ills to Indians. Though the locals moan about it, it becomes condescending coming from a foreigner.  

Addressing Others in Business Contexts

Indian businesses are mostly family businesses and are usually hierarchical. Indians love using titles such as Mr, Mrs or Professor. For senior people the ending –ji is added to their names, e.g. Naiduji. Don’t use first names unless the other person asks you to go on a first name basis.

• You will be called Mr this or Madam this all the time. Also get used to ‘yes, Sir’ or ‘yes, Madam’.
• You can ask how you should address the other person. In the south the form of address can be very different from the north and vary in different industries.

Giving Business Gifts in India

• If your Indian host insists, open the gift and show appreciation for the choice of the gift. Usually gifts are opened later
• When invited to an Indian home for dinner, take some small gift, like a box of chocolates or flowers or a gift for the children (if they have any)
• Red, yellow, green or blue coloured wrapping paper are good. Avoid white and black colours in wrappings. They are considered inauspicious
• Take a small gift from your culture. A framed photograph with you or colleagues in the photo posing with the host is also a good idea
• Give alcohol only if your Indian host keeps alcoholic drinks at home

Meetings and Negotiations in India

• Indians understand matters in their overall context. Give background information so they can place things in the larger context
• Frequent interruptions, digressions or bargaining in negotiations are ususal
• Keep buffers about prices and time margins. Indians interpret fixed offers as inflexible and unsuitable
• Don’t expect quick commitment. Decisionmakers may not be present in meetings

Visiting Cards in India

The visiting card ritual is not so formal as in China or Japan. Visitng cards in English are fine. No need to print them in local languages.

• Never use your left hand alone to give and receive cards. Use both hands.

Appointments

Always confirm beforehand to make sure nothing has changed meanwhile.

• Traffic is always unpredictable so leave a lot of margin
• Fix appointments with a margin, e.g., 10:00 – 11:00, rather than 10:00.
• Be prepared to be kept waiting when visiting government officials. They like to show that they have authority

Invitations – Refusing and Eating

Indian social functions have local cultural elements, which are very colourful. It’s a wonderful opportunity to meet other people and experience the culture. As a foreigner, you are not expected to do anything special. People love to explain things to you, so just ask someone who can.

• When declining social invitations, ‘I’ll try to come’ or ‘I’ll try but will confirm later’, etc., are better than [e.g.,
•  'Sorry, I can’t come'], which might be seen as impolite or arrogant
• Accept what food and drinks are offered to you even if you don’t want to eat or drink everything
• If you eat all, it is a sign that you want more. Just leave something on the plate

General rules for food choices in India.

• Muslims don’t eat pork and Hindus do not eat beef
• Chicken, mutton or fish suit everyone except vegetarians 
• Vegetable menus are safer choices
• Never use your left hand for eating, serving or taking food. The left hand is the toilet hand and thus taboo

Keep regularly in touch with your network, if only just to show that you have not forgotten them.

Enjoy your business in India!

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