Executive Travel : When Doing Business There . . .

Most Indians welcome foreigners and consider it a privilege to do business with them. Be aware that Indians work fewer hours and are more receptive to in-person visits than to phone calls. Like their Asian neighbors, Indians are quite status-conscious, but they do not practice gift giving or schedule business dinners as often as other Asian business people. Some dos and don’ts when doing business in India:

Do

* Use a title, such as Dr., Mrs. or Mr., and the surname when addressing a person; wait until invited to use first names.

* Maintain a local presence in India either by assigning someone from your company to serve there or by hiring a local representative. A joint venture is one of the most effective approaches.

* Write a letter to a new contact without a formal introduction, but be aware that referrals provide credibility and result in a faster response.

* Be wary of the person who tells you that he or she has extensive connections. Name dropping is common. Be sure to check references thoroughly.

* Make sure the taxi meter is running or the fare is predetermined; taxi drivers often try to take advantage of foreigners. Buses are not always comfortable and should be used as a last resort.

* Use a written contract to cement all business deals. Indians do not consider a verbal agreement binding.

Don’t

* Don’t be surprised if Indians aren’t punctual; they are often tardy and do not mind if foreigners show up 15 minutes late. Things don’t always move as fast in India, so be patient.

* Don’t make an Indian business person feel obligated or pressured to work with you. Indians do not respond well to heavy-handed business tactics.

* Don’t make assumptions about a person’s role based on his or her gender; there are senior female managers, and men as well as women work as secretaries.

* Don’t try to do business close to India’s major holiday periods, such as Diwali, the Festival of Lights, which is based on the lunar calendar and usually held in October or November.

* Don’t schedule appointments earlier than 10 a.m. or during lunch (between noon and 2 p.m.).

* Don’t touch Indian counterparts during meetings or place your feet on a chair or table, as this is considered disrespectful.

Source: “Doing Business in Asia: The Complete Guide,” Sanjyot P. Dunung