How to do business in IndiaHow to do business in India

From a Dutch perspectiveFrom a Dutch perspective

Willem stood in front of the window in his hotel and Willem stood in front of the window in his hotel and watched the city lights appear slowly as dusk fell watched the city lights appear slowly as dusk fell over the city. The street below was crowded with over the city. The street below was crowded with people and traffic passing by during rush hour. people and traffic passing by during rush hour. While it slowly became dark, the city lights were While it slowly became dark, the city lights were shedding a dim light on the streets. Willem stared shedding a dim light on the streets. Willem stared at the lights while lighting a cigarette and sipping at the lights while lighting a cigarette and sipping a glass of his favourite whiskey. a glass of his favourite whiskey.

Mumbai, April 2007Mumbai, April 2007

What happened before.What happened before.He arrived only a few days ago, aiming to He arrived only a few days ago, aiming to

strike a deal that would rocket his personal strike a deal that would rocket his personal career within his company. The past few career within his company. The past few days he had spend by negotiating with days he had spend by negotiating with representatives from the Indian company. representatives from the Indian company. Although the talks started very friendly and Although the talks started very friendly and relaxed with many friendly chats about all relaxed with many friendly chats about all sorts of subjects, to Willem they seemed to sorts of subjects, to Willem they seemed to drag on and little time was left to discuss drag on and little time was left to discuss business. Whenever they did start to talk business. Whenever they did start to talk about business it was without any concrete about business it was without any concrete results. Whenever a decision was made, the results. Whenever a decision was made, the process was further delayed because of the process was further delayed because of the necessity of going back to their senior necessity of going back to their senior colleagues for approval. However, colleagues for approval. However, tomorrow was his last day before catching tomorrow was his last day before catching the plane back to Amsterdam and being the plane back to Amsterdam and being optimistic he expected to close the deal optimistic he expected to close the deal tomorrow. In order to be fresh and sharp tomorrow. In order to be fresh and sharp for the meeting, Willem and his colleague for the meeting, Willem and his colleague kindly rejected an invitation from one of the kindly rejected an invitation from one of the senior Indian representatives to visit his senior Indian representatives to visit his family and attend the wedding of one of his family and attend the wedding of one of his sons this evening.sons this evening.

The meeting.The meeting.That day the meeting started at 9:30. Like any other That day the meeting started at 9:30. Like any other

meeting, Willem entered the room with his colleague meeting, Willem entered the room with his colleague and started to shake hands from those who were in the and started to shake hands from those who were in the room walking clockwise around the table. Like every room walking clockwise around the table. Like every past meeting he immediately sensed an uncomfortable past meeting he immediately sensed an uncomfortable feeling at the attendants. Knowing that it is not feeling at the attendants. Knowing that it is not common in India for men to shake hands with women common in India for men to shake hands with women he always waited till the woman in the room made the he always waited till the woman in the room made the approach. Although it appeared that this was approach. Although it appeared that this was appreciated, there seemed to be tension among the appreciated, there seemed to be tension among the traditional Indian attendants when they shook hands.traditional Indian attendants when they shook hands.

The endThe endFeeling uncomfortable about the start of Feeling uncomfortable about the start of

the meeting, Willem tried to speed up the meeting, Willem tried to speed up the outstanding issues and skipped the the outstanding issues and skipped the smaller details within the deal. smaller details within the deal. Addressing them informal in an attempt Addressing them informal in an attempt to create a friendly atmosphere he to create a friendly atmosphere he sensed a diminishing amount of trust on sensed a diminishing amount of trust on the other side. This was strengthened by the other side. This was strengthened by the fact that throughout the meeting at the fact that throughout the meeting at several occasions his counterparts several occasions his counterparts started to shake their heads from side to started to shake their heads from side to side like they absolutely did not agree side like they absolutely did not agree with his points of view.with his points of view.

Likewise Willem started to question the Likewise Willem started to question the competence and willingness to strike a competence and willingness to strike a deal at his counterparts. Although the deal at his counterparts. Although the frequently confirmed his statements by frequently confirmed his statements by answering yes on all the questions, he answering yes on all the questions, he really doubted if this was sincere. While really doubted if this was sincere. While the meeting dragged on there was a the meeting dragged on there was a diminishing amount of trust on both diminishing amount of trust on both sides and finally, when Willem left for the sides and finally, when Willem left for the airport, the goodbye was very friendly airport, the goodbye was very friendly but a deal seemed to be further away but a deal seemed to be further away then ever before.then ever before.