Negotiations Skills Training
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in
negotiations training, consulting and performance coaching. Through public open
enrollment seminars and private on-session training sessions, we
have helped leading corporations, non-profit organizations and governmental
agencies improve their ability to
negotiate
better outcomes for their constituencies.
First-time
negotiators as well as those with the greatest
competitive
drive and amount of first-hand experience and
negotiations
wisdom can benefit from our time-tested workshops. Whether focusing
on
negotiating
a contract with a vendor or jumping in to the often-stressful
car buying process to
deal
with a dealership, our courses provide useful skills, proven techniques
and various classroom role plays to help you
become
more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training courses please
contact us.
Negotiations
Training
Business
Negotiations in India:
Negotiating with Indian Counterparts
Regardless of
where one stands on the issue of outsourcing, a great deal of
telephone-based
and computer
technical
support, product coding and development is making its was from
the United States to India. This is particularly the case in the
technology industry where lower costs are influencing an aggressive
shift towards placing R&D departments in places like Mumbai,
Bangalore and other Indian cities. Dell, for example, has outsourced
a great deal of its telephone support to India. Some charities have
even begun utilizing Indian call centers to provide fundraising
capabilities.
We don't plan
on going into detail on the pros and cons of this trend. That is
not our purpose. What we do want to do is provide you with some
important tips
that will help you when negotiating with Indian counterparts. Since
Indian culture is vastly different than American or, rather, Western
culture, some added insight is very helpful. We suggest you do your
homework before negotiating in India as it will save you time, money
and an
unnecessary
amount of stress.
*
Dealing
with Language and Bureaucracy - English has become the standard
business language used in India. Due to the vast amount of local
languages and India's colonial rule under Great Britain, chances
are your discussions will be in English. While this provides an
obvious advantage, it is always a good idea to have a local intermediary
or representative to
minimize
miscommunication and to act as a local agent. This is particularly
true when one must navigate through the bureaucratic process generally
faced when opting to do business in India. A local agent will be
able to walk you through appropriate government procedures, requirements
and paperwork. This person will also provide a "calming effect"
of sorts when individuals used to working at an "American pace"
must deal with the typical delays encountered when
dealing
with the government.
*
Be Prepared to Deal with Families - Many businesses in India
are family owned and operated. In many instances, you will be dealing
directly with a family member, particular when important decisions
are involved. As a general rule, decisions are usually made by the
patriarch of a family. Given India's adherence to castes and social
levels, it is wise to send someone with considerable authority to
negotiate
business
relationships and arrangements. This will ensure that your Indian
counterpart will also have sufficient authority. Ultimately, decisions
must be in line with family, social and group interests.
*
Responsibility Lies at the Top - When it comes to decisions
and ultimate responsibility, the buck truly stops with management.
Many Indian employees are unwilling to accept responsibility so
it is key that all agreements, terms and understanding be written
down. This applies to just about every level of a negotiation. There
needs to be a clear understanding between both parties. Documentation
will ensure that others in the organization, particularly those
in lower positions, will have an understanding of what is required
of them.
* Negotiations
are Part of the Indian Culture - Bargaining is ingrained into the
Indian way of
doing business.
Your counterpart will surely be an
experienced
negotiator and will be a "worthy adversary", so to
speak. You will need to be skilled as a negotiator and know that
the other party, like you, will be looking for the best deal. As
you negotiate with your counterpart, you should keep other options
in mind. That is, don't look at just one possible partnership or
business relationship.
Just like any other product or service purchase, you should check
with multiple vendors to ensure the best outcome for your organization.
*
Reading
Through Their Words - Similar to South America and other cultures,
many Indians will not flat out say, "no" during a negotiation
or business transaction. Often, answers will be vague and less clear.
This should be read as a negative response. A direct "no"
is seen as too abrasive. When you are caught in the same situation
when a request must be denied, it is better to utilize more non-committal
language.
*
Be
Flexible - As with other cultures, be prepared to be flexible
at the negotiating table. Creativity and the willingness to bend
are important. Look for ways to come to agreement that fit within
your company's goals and boundaries. Strict adherence to rules may
be frowned upon.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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