How Indian Culture Affects My Negotiation Style and the Adaption

To analyse how Indian culture affects my negotiation style and the adaption I need to make to be able to negotiate in Germany, I interviewed three of my contacts. First interview was with my mother, who has a strong influence on me and I think is also a very apt representation of the Indian negotiation style. She is a house maker but negotiates extensively daily. Indians tend to just elevate these negotiation styles while doing business. Second interview was with my manager and mentor from my last workplace who negotiated with the client team as part of the business. I too sometimes assisted her in the process and hence have a fair idea of how we dealt with situations and what strategy we followed. Third interview was conducted with a representative from my last client team because the business negotiation I mentioned above was done with a reputed German company and getting his perspective on our negotiation styles seemed perfect. Also, I talked with him on how he expects the negotiations to be usually from a German perspective. Given that we could conduct a successful business relationship with the German client team, I think both the parties were able to adapt to each other’s styles. With the help of the said discussions, I could condense the much to talk about topic as following.

It is very seldom that Indians are very direct and to the point. Many times, it is perceived as not being confident or right but an indirect and uncertain style is used to show respect. As a cultural heritage Indians deeply believe in politeness and avoid disagreement and to that extent conflict. However, speaking over someone is not seen as disrespect rather taken as an indication that the point has been conveyed or the point itself was vague. It is surprising though the one who is cut off extends an apology at times as he or she considers it as eating into others air time. Indians believe to have a very strong back and evidence to the proposal they extend or receive. In depth analysis and factual data is what they look for rather than just painting a big picture with no supporting data. It can be said that logic matters the most while discussing.

Data and evidence is most important and is talked about rigorously with repetitions. Even though it comes out to be very scientific approach emotional appeals are used to underscore appeals. For example, my mother does not bargain much during festivities as she believes the shopkeepers too deserve to celebrate and hence close their shops soon. Bargaining would consume time and so she avoids it. It is important to maintain an open discussion. Strong passionate positions or appeals are used at times but never do they seem angry or hostile. If talks reach a deadlock, resuming later is often seen as a resort rather than just calling it off. ‘Give and take’ is a way to build relationships and keep harmony when all possibilities have been explored. This can also be done by revisiting previously agreed points.