Indian business culture and business etiquette

Indians are strongly guided by their respective religions and their shared values. Respect for elders and hierarchy are core values that permeate all aspects of Indian society. Indians also place huge importance on family and community. And as in many Asian cultures, the concept of saving face – avoiding blame or any type of shameful situation – can influence decision-making processes and affect your business dealings in India.

India is a relatively conservative society, and it is important for visitors to be respectful of societal norms and traditional values, which continue to underpin many customs and business practices. Younger Indians are less particular about decorum than older generations, but will still adhere to many traditions and conventions, especially when around superiors or elders.

Positions of power and authority are highly valued and revered. At the same time, Indians are proud of being citizens of the largest democracy in the world and consider their rights under this system paramount.

Key principles of democracy, such as the right to speak freely, can become exaggerated in a business context. It is not uncommon for middle managers to seek time with the CEO to air grievances – whereas in Australia, by contrast, it might only be appropriate to share grievances with a direct superior or a human resources representative

Greetings and titles

Building good business relationships and trust are important in India, so you should expect to spend plenty of time at meetings, dinners and social clubs with potential business partners. In a first meeting, let the Indian host guide the initial stages of the conversation. Follow his or her lead as to when the small talk should end and the business discussion should begin.

As in some other Asian cultures, Indians like to develop a personal connection first. So expect to be asked – and prepare to ask your own questions – about family. Try to find a connection with your Indian counterpart and make a note to remember it. For example, if he or she has a child or grandchild, remember the child’s name and ask about his or her well-being each time you see your contact.

Download a copy of the India Country Starter Pack to access detailed information including: