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parts who are well prepared and who show evidence of their professional 
experience. Meetings are often protracted and seating is usually hierarchical. 
They can be subject to interruptions and often do not keep strictly to time. 
Patience is important as Russians may vary their tactics in an attempt to win 
concessions before considering any form of compromise.
The Indian negotiating style
It must be emphasized that regionalism, religion, language and caste are 
all factors that must be taken into account when doing business in India. 
English is widely used as the main working language, although the govern-
ment recognizes Hindi as the official language of India and, in addition, 
some states have different official languages. Translators are seldom required, 
but it can be very useful to have the support of an intermediary to ease a 
way through both local and government bureaucracy. Although there are 
many regional dialects, educated Indians mostly speak very good English. 
However, their use of English contains in places a mixture of English and 
Hindi, sometimes called ‘Hinglish’ (as discussed in Chapter 4), where words 
have different meanings. India is a multicultural, multiethnic and multilin-
gual society, and its large cities are truly a ‘melting pot’ of cultures.
Building relationships is a vital part of Indian business culture as Indians 
prefer to deal with those they know and trust. It is therefore essential to form 
a good personal and working relationship with any prospective partner. 
Hindus themselves are very tolerant of diversity, both within their own 
traditions and outside them, as it is part of the Hindu belief that all religions 
are different paths towards the same goal. They are prepared to take risks 
in order to be innovative and display considerable business acumen, which 
have made them successful entrepreneurs both in Asia and in the European 
market, an example of the latter being the global giant Tata Group.
Hierarchy plays a key role in Indian business culture, as Indian society 
still operates within a framework of strict hierarchy that defines a person’s 
role and status in the social order. Names indicate an Indian’s background – 
for example, a Singh will always be a Sikh, while the suffix ‘jee’ (as in, for 
example, Banerjee) is a sign of a high caste. Although the caste system was 
officially abolished in 1947, it still exists at different levels. Women are 

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180 Cross-Cultural Communication
now to be seen in more senior appointments in companies, although the 
position of women in the economy is still relatively weak. Indians like titles 
and status, and due deference is given to those in authority.
Punctuality is expected, although Indians are not truly monochronic. 
However, the responsibilities of the extended family may take precedence, so 
last- minute changes of personnel are possible. Meetings should be arranged 
well in advance and, if possible, should avoid the heat by schedul 
ing 
between October and March. Excessive bureaucracy can make life difficult 
for business, particularly regarding taxation and labour laws. Business 
negotiations are often protracted and decisions may have to be made at the 
highest level.
Indians dislike high- pressure negotiating tactics and usually try to avoid 
any form of confrontation. Wherever possible, they seek outcomes which 
will please all parties and therefore will often be prepared to accept compro-
mises. Criticism and disagreement should always be expressed only in the 
most diplomatic language. Indians have a dislike of saying ‘no’ as it may be 
considered impolite and cause offence. However, it is always important to 
listen to their response to your question. If expressions such as ‘we’ll see’ 
or ‘I will try’ are used, it may be that they are actually saying ‘no’. Indian 
negotiators exercise control over their outward emotions and show respect 
for the other party. However, they are patient but tenacious negotiators and 
are prepared to put their position both eloquently and persistently.
When doing business in India, etiquette at meetings requires a handshake, 
although many Indians themselves use the ‘namaste’. This occurs when the 
palms of the hand are brought together at chest level with a slight bow of 
the head. Using the ‘namaste’ is a sign that a foreigner is making an attempt 
to show an understanding of Indian etiquette. Business cards are exchanged 
at the first meeting and should be translated on one side into Hindi, more 
as a sign of respect than of linguistic necessity. One should receive and give 
a business card with the right hand.