Etiquette and Tips for the Business Traveller in India

Flexibility is key!

1. When meeting for business, be formally dressed (a tie, shirt, and pant are enough – no need for a jacket in the heat), and appropriately dressed (low-key, functional, but still presentable and smart). Be simple in appearance, but knowledgeable in conversation. Indians respect simple living and high thinking, and tend to look past the superficial to gauge value.
2. When meeting your senior colleagues (either in rank or age), or when meeting important VIPs, always address them as “Sir”, “Madam”, “Dr.”, or “Mr./Mrs. so-and-so”. Calling the same by their first names is seen as disrespectful.
3. Always stand up when a senior executive or VIP enters the room. To remain seated is considered disrespectful.
4. Always exchange business cards in the first meeting. Give and receive respectfully, tucking the card into your card case or wallet (not shoving it down your pants).
5. In a business meeting or dinner, approach the most important person first to give them your respects. If the most important person is absent (e.g. – director of the company you are dealing with, who makes the important decisions), then you can be sure that the serious level negotiations have not yet begun. 
6. Hierarchy – decisions are made only at the highest level. Therefore, depending on your rank (size of your team/ department/ company, your company’s value, etc.), you can expect to meet with an equally ranked person, and to finally close the deal only with the top boss’ approval. Consequently, the high-power structure may slow down communication and deal making. Therefore, be prepared for a slower but surer process than usual.
7. The end of negotiations/ a project, and deal closing are usually followed by a celebratory dinner (usually the Indian host. If not, the person who invites the group should pay). Enjoy and continue to build the relationship!
8. Factor in delays with regard to appointments and be prepared to wait when meeting local officials and bigwigs, or top bosses in your office. A 10 minute delay is acceptable in India, as flexibility is paramount. Sometimes, it is possible that you could face a last minute cancellation due to a family emergency (which takes precedence). 
9. Be prepared for a lot of tea (chai) drinking in India. Most meetings take place over the customary tea and biscuits/ savory snacks. Relationships are not made instantly but developed over time. Like a marriage, you are in this for the long haul!
10. When scheduling meetings or business trips – email or snail mail the person, and confirm the meeting by phone. Avoid scheduling meetings close to national holidays and festivals.
11. Always be polite, build trust, maintain a good temper/ demeanor/ character, and keep your word/ honor. Don’t get angry or display frustration. Be calm, no matter the situation. Indians watch your behavior closely while building relationships, and value your overall character even more than your ‘achievements’ (e.g. – a smashing PPT presentation, dashing personality, extra confidence, fantastic rewards offered, etc.). Relationship-building can last the entire duration of your trip.
12. Meetings are always chaired by the person who is in the highest position. Meetings may run beyond their scheduled times, and are usually held in confidence, behind closed doors. Ideas are developed in the middle/senior management levels, and the decision-making process is not inclusive of junior staff.
13. Don’t try hard selling/ high-pressure tactics. Always use diplomatic language and no bad/swear words please. Indians may not say “no” out right, and instead reply, “I will try”, “Let me see”, etc. It could be frustrating, but slow is the way to go, as Indians are highly risk-averse and want to be sure of the person they are placing their trust in.
14. In an Indian office, white collar workers don’t want to get their hands dirty by doing menial jobs, so you might find that work moves slowly (e.g. – having to set up a work area by simply moving a desk and chair may depend on the office help's availability).