In the colorful India the family is the most important thing and in order to succeed in doing business "small talk" is very important. In the third, with only one article left in the serial "The business cultures in the world," Pavla Kruzela, the founder of Synergy Coaching talks about India and the Indian business culture
ALTHOUGH
A LARGE PART of the Indian population speaks English our norms, values and the
way we do business are different.
- When you're doing business in India you must first chat and 
get to know the
people behind the company and then start talking business. Without "small
talk" you will end up getting nowhere, "says Pavla Kruzela.
BEING
PUNCTUAL AND working towards
deadlines is not the Indian’s strongest side.
- A major reason for this is because there are many factors in India that come
into play and make it difficult for them, for example, to keep deadlines. Blackouts,
traffic accidents and natural forces as monsoon rains and storms are part of
everyday life and not something that you really can affect or stop.
The Indian´s relaxed approach to be on time is reflected in their negotiating
ways. A negotiation that is supposed to last for three hours can easily take up
to ten hours.
- Unlike the Swedes who are more punctual and more often want to go straight to
the point and be as effective as possible, the Indians like to chat and their
conversations are not as straight forward. For example, it is not unusual that
in middle of a business conversation, they suddenly might ask you if you saw
the temple on the way there.
INDIA
IS A MUCH MORE collectivist country
than Sweden and the family means a lot to them says Pavla Kruzela. Especially
in smaller companies the collectivist way of thinking is central and although the
boss takes the crucial decisions he or she must also take their family and
their network into consideration.
- Since there are not the same social security in India, with social insurance,
old age homes and kindergartens, the family is extremely important and they
become incredibly dependent.
THE
INDIAN BUSINESS is hierarchical and
is the manager that makes decisions and holds important information. Despite
this, as with many companies in Sweden, one cannot directly come into contact
with the CEO, but must first meet and present their companies for employees
under the manager.
- But remember that it is very important with "small talk" with those
people as well, even if they have no power of decision, stresses Pavla Kruzela.
To say "no" during a hearing in India is considered impolite. An
advice is to always say "I will try."
WHEN
YOU GET INVITED to dinner in India,
you will start the dinner with some snacks always having to eat snacks, talk and
socialize. The actual dinner starts later in the evening, usually around 10 PM
to 11 PM, and after the dinner you will go home.
- One mistake that Swedes make is to continue talking after dinner because that
is what we are used to do. However, in India that is perceived as something
impolite.
Emelie Ring
Photograph from India: Jonas Rehnberg
A couple of good advice when you’re in India
-
Always start with "small talk" and then go on to business talk.
-
Do not say no when you get invited, and try not to pay for yourself if they
offer to pay. Indians are very hospitable and takes offense if you try to pay
for yourself when they are hosts.
-
Do not be afraid to ask a lot of questions and be as curious and open as
possible. Indian´s are very talkative and appreciate if you are interested in their
country and culture.