When in INDIA…

TOM NEAL TACKER reveals how to do business in a country where ancient traditions and social systems strive to combine with Western sensibilities and big business

THE BUSINESS SCENE IN TODAY’S India is developing as quickly as the country’s 10% annual growth rate, though at times it may appear that nothing has changed at all: the ancient caste system is still rigidly in place, the temples remain full and mass poverty is an ongoing problem. Simultaneously, India is seeing an emerging middle class capable of buying new cars, designer fashions and the latest home appliances; a group who travel abroad and are accepting of Western attitudes towards women, sexuality and social progress.

Business and progress in the main cities are readily apparent: Mumbai (stockmarket, trade, finance and retail), New Delhi (government bureaucracy, law, manufacturing and construction businesses), Bangalore (high-tech internet communications, computers and call centres), Chennai (textiles, trade with South-East Asia and agribusiness) and Kolkata (publishing, shipping and higher education) have all seen a huge rise in commerce and wealth. Country areas have been slower to change – it is particularly in these areas where an adherence to traditional Indian mores and an understanding of historical religious differences will help smooth business relations.

INTRODUCTIONS: Greetings are important in India. A handshake between men is acceptable, the left hand often gripping the right forearm as an added sign of respect. Women tend not to shake hands, nor is it appropriate for a male stranger to touch a woman, unless she offers her hand first. Between women, a slight nod of the head and a smile is appropriate. The most common form of greeting is namaste, expressed by pressing both hands together in front of one’s chest with a slight bow of the head. Expressions of sexuality and extreme affection in public are frowned upon.

Business cards are necessary and are exchanged after introductions are made. They are offered with the right hand.

ATTIRE: Both men and women should be formally attired at business meetings and social functions. Stylish, well-cut clothes are a mark of sophistication, good education and respect for one’s hosts. For men: a lounge suit (neck-tie optional). For women: a business suit that covers the knees and upper arms.

Colours to avoid are: white, signifies a funeral or death; red, signifies sensuality; and black is an indication of mortality. Orange and green are lucky colours. Blue is associated with Brahmins (high caste).

MEALS: Meal times are extremely important to Indians. Lunch is the main meal of the day and is often taken at home, though restaurants in the large cities are rapidly becoming the preferred place for combining social and business interaction. Lunch is served between 12pm and 3pm. Dinner is taken very late, usually after 10pm and is a social occasion typically shared with family and friends. Any meal around lunch or dinner is a snack, called “tiffin” and is enjoyed by all Indians. Power breakfasts haven’t taken off to the same extent as in the West.

Eating is done with the right hand. The left hand is reserved for intimate bodily functions (washing up) and is never offered in greeting or used for eating purposes.

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