If you work in the IT, tech, and software industries, odds are you do business with India. In addition to being the world's fifth-biggest economy, India is a global leader in technology, IT, and telecommunications. But this vast country does far more than push the boundaries of futuristic tech; it's also a powerhouse of agriculture and manufacturing.

If you find yourself doing business with Indian companies, it's important to educate yourself about the particulars of Indian business culture and local business etiquette. In today's globalized world, understanding and respecting cultural nuances is paramount for successful business interactions. This comprehensive guide to Indian business practices and norms has everything you need to succeed in the Indian business world.

Punctuality

Hierarchy

Greetings

Business cards

Business attire

Gift-giving

Business meetings etiquette

Dining etiquette

Things to know about doing business in India

Finding success in Indian business culture

Travel well-informed with CIBTvisas

Punctuality

Even though Indian culture generally takes a very relaxed attitude toward punctuality, it's still good form in Indian business etiquette to arrive on time—your business partners will be impressed by your punctuality. It's still acceptable to arrive slightly late, but it's best to err on the side of respect and be on time for meetings and work engagements.

At the same time, don't be surprised if your business partner arrives late. It's not uncommon for meetings to start a bit later due to traffic or other unforeseen circumstances. Flexibility and understanding are key, so it's wise to remain patient if a meeting starts a few minutes behind schedule.

Hierarchy

In India, business culture places a strong emphasis on hierarchy and respect for authority. Companies have a clear chain of command, and decisions are usually left to higher-ranking individuals.

When meeting in a group, greet the most senior person first to show respect for the hierarchy. Addressing colleagues and clients with appropriate titles and last names, especially for senior professionals, is essential. It's common to use honorifics, such as 'sir' or 'madam,' when addressing someone.

Greetings

Handshakes are the standard greeting in the Indian business environment, although you can also use the more traditional namaste. For this greeting, you place your hands together in front of your chest in a prayer-like gesture and bow slightly. For handshakes, men should wait for women to initiate the greeting instead of reaching out themselves. Maintaining eye contact during conversations demonstrates attentiveness and respect. Address others formally to start by their professional title and last name.

English is widely spoken throughout India, especially in business environments. You should confirm beforehand if an interpreter or translator is needed, but English is generally the lingua franca of business settings. Out of respect for your Indian counterparts, though, it's polite to learn some words and phrases in Hindi, which is the most widely spoken native language in India.

• Hello/goodbye – Namaste
• How are you? – Aap kaise hain?
• Nice to meet you – Aap sé milkar khushi hooee
• My name is... – Mera naam ... hai
• Please – Krip-ya
• Thank you – Dhanyavad
• Yes – Haan
• No – Naheen

Business cards

When doing business in India, business cards should be printed in both your native language and Hindi; one language per side is the norm. Your card should contain essential information, like your name, contact information, and professional rank, as well as your university degree or any honors you have.

Exchanging business cards takes place at the start of meetings. Receive the business card with your right hand and take a moment to read it before putting it away.

Business attire

Appropriate attire varies across different regions of India and industries. In the tech and software industries, the business dress code is generally more relaxed and casual. But in formal business settings, conservative and formal attire is the norm. In order to make a good impression, it's best to err on the side of caution and dress more conservatively, especially if you're unsure of the dress code. Avoid wearing leather clothing, like jackets or pants, though, due to India's large Hindu population, who consider cows to be sacred.

Men often wear suits or traditional attire, like a well-tailored kurta-pajama, while women stick to formal dresses, saris, or salwar-kameez suits. It's also a good idea to wear light, breathable fabrics in order to stay cool and comfortable in India's tropical climate.

Gift-giving

Gift-giving is a common and popular practice in Indian business culture and often done as a gesture of goodwill and respect. However, gifts should generally only be exchanged once you've established a more personal relationship with your Indian counterpart. When presenting a gift, wrap it neatly and use both hands. Gifts can range from a box of sweets to a thoughtful item from your own culture or country. Refrain from opening the present until later.

Avoid gifting items made of leather or alcohol, as they may be considered inappropriate by some.

Business meetings etiquette

Indian business meetings are typically more relaxed and laid-back, starting a bit late and kicking off with some small talk and socializing. Meetings will generally take the following format:

Scheduling and arrival

• Schedule meetings at least a month in advance.
• Phone calls are better than emails, as it's more personable and better for building business relationships.

Greetings and seating

• Greet the senior-most person in the room first, followed by greeting others in descending hierarchical order.
• Exchange business cards if necessary.
• Take your assigned seat.
• Engage in small talk with your colleagues, avoiding potentially controversial topics, like religion or politics, and asking after popular things, like sports.
• Don't rush the small talk; it's essential in establishing the rapport and connection that forms the basis of successful business relationships.

Discussion and negotiation

• Statistics, hard facts, and data are greatly valued in Indian business culture, so be sure to do ample supporting research to help support your point.
• Be attentive and listen actively during the discussion/negotiation portion of the meeting.
• Interruptions like phone calls or talking over someone are commonplace and should not be interpreted as rude or dismissive.
• Be prepared for the meeting to go long as discussions and negotiations can take a while.
• Be polite and avoid using aggressive or overly direct negotiating tactics.

Conclusion and follow-up

• Thank the senior-most person first before thanking others for their time.
• Just as it's best to call to set up a meeting, a phone call follow-up is better than an email.

Dining etiquette

Since cultivating relationships is a core part of Indian business culture, business lunches and dinners are commonplace. It's important to follow both business etiquette and dining etiquette during these meals to make a good impression:

• Follow your host's lead about where to sit.
• Pace yourself, as Indian cuisine often involves numerous courses and types of dishes.
• Use your right hand for eating, as the left hand is considered unclean.
• Never double-dip from communal bowls.
• Many people in India don't drink for religious purposes, so follow the example of your colleagues to determine whether or not it's acceptable to drink alcohol.
• The person who extended the invite usually pays the bill.

For Indian businesswomen, another common practice is the 'kitty party.' Taking place at a restaurant or social club, these social gatherings are chances for female colleagues or women in the same industry to meet, exchange ideas, network, and spend time with like-minded women.

Things to know about doing business in India

• Personal relationships: In Indian business culture, personal relationships are the foundation for successful business relationships. That's why it's important to take time to get to know your business colleagues better through small talk and working outings, like meals. This is an investment in an ongoing business partnership, so you should make efforts to get to know each other better while still maintaining a professional demeanor.
• Silence and listening: Silence is often used to convey understanding or agreement in Indian society. Practice active listening and allow for moments of silence during conversations.
• Respect for culture and religion: India is a diverse country with various cultures and religions. Be respectful of local customs, festivals, and beliefs. Avoid scheduling meetings or important events during major festivals or holidays.
• Bureaucracy: The Indian Government is notorious for its bureaucratic policies, and it can take a while to get through the red tape. Be patient and follow your Indian counterparts' lead as to the best course of action, as they're more familiar with the ins and outs of the local system.

Finding success in Indian business culture

By showing respect for Indian business etiquette and Indian culture in general, you'll not only establish fruitful partnerships but also gain a deeper appreciation for India's diverse and vibrant business landscape. Remember, each interaction is a chance to learn, grow, and bridge the gap between cultures.

Travel well-informed with CIBTvisas

An experienced visa specialist can help you navigate the complexities of border crossing requirements. Contact CIBTvisas for a quote today.