Intercultural relationship

When preparing for a negotiation in a foreign country ...  

... it is necessary to learn with tools about the culture of the interlocutor and to accept this cultural difference and not to judge, if it does not have a physical attack.

When negotiating in India, one must have a specific dress code . So I'm going to wear long pants with a long or short-sleeved shirt, but especially no shorts. Indians tend to be late and start working late because time is circular and endless. You will need to be prepared for meetings to take place without a strict deadline and often last for several hours . However, it is better to respect punctuality , especially if it is a private sector. I will address myself by using the term "Sir" or "Madam", by keeping a good distance, by establishing eye contact (and not physical especially if my interlocutor is a woman) as a sign of respect.

Indians are very conservative of their traditions and customs. They are not as flexible as the West in accommodating differences. I will need to adapt to this culture and important thing to know in relationship building is that interpersonal relationship is very important because context is taken into account. It's up to me to earn her trust , a prerequisite for developing a close working relationship, by taking the time to converse with the person in front of them if they are talking about more personal matters. However, one must be careful and avoid questions of religion , class or caste so as not to be condescending towards her. The hierarchy being very important in India, it is up to me to find out about the position of the interlocutor, take it into account and never answer "no" because it is a collectivist country.

India is also a partly reactive country . In the event of a conflict, it will therefore be necessary to seek harmony and not to make my interlocutor lose face, especially in front of others. Any disagreement should be treated with care and it is possible to ask for another chance to resolve the issue. Indeed, compared to uncertainty, Indians accept imperfection because as they like to say:  "nothing is impossible as long as you know how to adapt".

Therefore, I will enter into an integrative (win-win) negotiation. First I dig into the objection before dealing with it (especially not to start arguing), then I use the winning duo in business ( Unique Selling Partnership and Return On Investment ) to defend my offer and finally I find concessions .