■Indian Society and Culture

◆ Hierarchy

The influences of Hinduism and the tradition of the caste system have created a culture that stresses established hierarchical relationships. Indians are always sensitive about social order and their status relative to other people, be they family, friends, or strangers.

All relationships are associated with hierarchies. In schools, teachers are called gurus and are regarded as the source of all knowledge. The patriarch, usually the father, is thought to be the leader of the family. The boss is viewed as the source of ultimate responsibility in business. Every relationship has a distinct hierarchy that must be followed for the social order to be maintained.

◆ The Role of the Family

People are typically defined by the groups to which they belong rather than by their status as individuals. Someone is considered to be affiliated to a specific state, region, city, family, career path, religion, etc. This group orientation originates from the close personal connections Indians maintain with their family, including the extended family. The extended family brings about countless interrelationships, rules, and structures. A deep-rooted trust among relatives also comes along with these mutual responsibilities.

◆ Just Can’t Say “No”

Indians do not like to show disapproval directly, be it verbally or non-verbally. Instead of disappointing you, for example, by saying something isn’t at hand, Indians will offer you the reply that they think you want to hear. This action should not be regarded dishonest. An Indian would be considered terribly offensive if he/she did not try to give a person what had been asked.

Since they are not willing to offer negative answers, Indians may give an affirmative answer but be vague about any specific details on purpose.This will demand you to look for nonverbal clues, such as a reluctance to spend an actual time on a meeting or an enthusiastic reply.

■Etiquette and Customs in India

◆ Meeting Etiquette

◇Religion, education and social class all affect greetings in India.

◇This is a hierarchical culture, so send greetings to the eldest or most senior person first.

◇When you leave a group, each person must be bid farewell individually.

◇Shaking hands is prevalent, especially in the large cities among the more educated who get used to dealing with Westerners.

◇Men may shake hands with other men, and women may shake hands with other women; however men and women seldom shake hands with each other because of religious beliefs. If you are not sure, wait for them to offer their hand.

◆ Naming Conventions

Indian names differ on the basis of religion, social class, and region of the country. Some basic guidelines to understanding the naming traditions are as follows:

Hindus:

◇In the north, many people have both a given name and a surname.

◇In the south, surnames are less used and a person generally puts the initial of their father’s name in front of their own name.

◇The man’s formal name is their name “s/o” (son of) and the father’s name. Women use “d/o” to represent that they are the daughter of their father.

◇At marriage, women abandon their father’s name and use their first name with their husband’s first name as a sort of surname.

Muslims:

◇Many Muslims do not have surnames. Instead, men put the father’s name behind their own name with the connector “bin”. Therefore, “Abdullah bin Ahmed” means Abdullah the son of Ahmad.

◇Women use the connector “binti”.

◇The title Hajji (m) or Hajjah (f) before the name shows the person has made their pilgrimage to Mecca.

Sikhs:

Sikhs all use the name Singh. It is either used as a surname or as a connector name to the surname.

◆ Gift Giving Etiquette

◇Indians believe that sending gifts eases the change into the next life.

◇Gifts of cash are sent to friends and members of the extended family to celebrate important events in life such as birth, death and marriage.

◇Not the value of the gift, but the sincerity with which it is given is important to the receiver.

◇If you are invited to an Indian’s home to have a dinner, it is not necessary to bring a gift, although one will not be refused.

◇Never send frangipani or white flowers as they are used at funerals.

◇Yellow, green and red are lucky colors, so try to use paper of these colors to wrap gifts.

◇A gift from a man should be said to be given by both he and his wife/mother/sister or some other female relative.

◇Hindus should not be sent gifts that are made of leather.

◇Muslims should not be given presents that are made of pigskin or alcoholic products.

◇Gifts are not opened when received.

◆ Dining Etiquette

◇According to the occasion and circumstances, Indians may entertain in their homes, restaurants, private clubs, or other public venues.

◇Although Indians are not punctual themselves, they expect foreigners to arrive close to the appointed time.

◇Remove your shoes before entering the house.

◇Dress conservatively and unpretentiously.

◇Politely refuse the first offer of tea, coffee, or snacks. You will be asked again and again. Turning down the first invitation is part of the etiquette.

◆ Table Manners

There are a wide variety of restrictions on diet in India, and these may influence the foods that are served:

◇Hindus do not eat beef and many are vegetarians.

◇Muslims do not eat pork or drink alcohol.

◇Sikhs do not eat beef.

◇The most commonly served main courses for non-vegetarian dinners are lamb, chicken, and fish as they avoid the meat restrictions of the religious groups.

Table manners are somewhat formal, but this formality is relieved by the different religious beliefs.

◇Much Indian food is eaten with the fingers.

◇Wait to be told where to take a seat.

◇The most commonly used utensils are a tablespoon and a fork.

◇Guests are often served in a particular order: serve the guest of honor first, followed by the men, and serve the children last. Women usually serve the men and eat later.

◇You may be required to wash your hands before and after sitting down to a meal.

◇Whether you are using utensils or your fingers, always use your right hand to eat.

◇In some situations you may be permitted to serve yourself from a communal bowl, while in other situations food may be placed on your plate for you.

◇Leaving a small amount of food on your plate shows that you have been full. Finishing all your food indicates that you are still hungry and want more.

■Business Etiquette and Protocols in India

◆ Relationships and Communication

◇Indians prefer to conduct business with those that they are familiar with.

◇Relationships are established upon mutual trust and respect.

◇Generally Indians prefer to have long-standing personal relationships before doing business.

◇It may be a good choice to go through an intermediary introduction, which gives you immediate trust.

◆ Business Meeting Etiquette

◇If you will be traveling to India from abroad, it is wise to make appointments by letter, at least one month and preferably two months ahead.

◇You’d better confirm your appointment as they do get cancelled at short notice.

◇Late morning or early afternoon is the best time for a meeting. Reconfirm your meeting the week before and phone again that morning, since it is usual for meetings to be cancelled at the last minute.

◇Make sure your schedule is subject to change so that it can be adjusted for last minute rearranging of meetings.

◇You should not arrive at meetings late since Indians are impressed with punctuality.

◇Meetings will begin with a great deal of getting-to-know-you talk. Actually it is very likely that people will not discuss any business at the first meeting.

◇Always send a detailed agenda beforehand. Provide back-up materials and charts and other data as well. This permits everyone to review and become familiar with the material before the meeting.

◇The meeting is followed with a summary of what was discussed and the next steps.

◆ Business Negotiating

◇Indians are not confrontational. They seldom show disapproval overtly, although this is beginning to change in the managerial ranks.

◇The person with the most authority makes decision.

◇It is a slow process to reach decisions.

◇If you lose your temper, you lose face, and prove you shouldn’t deserve respect and trust.

◇Delays are common, especially when you have dealings with the government.

◇Concessions are expected in both price and terms. It is reasonable to expect concessions in return for those you grant.

◇Never pay too much attention to legal details during negotiations. Generally, Indians do not have faith in the legal system and someone’s words is sufficient to reach an agreement.

◇Do not disapprove overtly with members of your negotiating team.

◇A meal is the best way to celebrate successful negotiations.

◆ Dress Etiquette

◇Business dress is conservative.

◇It is appropriate for men to wear dark-colored conservative business suits.

◇Conservative suits or dresses are the best choice for women.

◇Clothing is often determined by the weather. Dress is less formal in the hotter parts of the country, although dressing as suggested above for the first meeting will show respect.

◆ Titles

◇Indians respect and admire titles such as Professor, Doctor and Engineer.

◇A lot of factors determine status, such as age, university degree, caste and profession.

◇If someone does not have a professional title, you’d better use the honorific title “Sir” or “Madam”.

◇Used titles with the person’s name or the surname, depending upon the person’s name.

◇Do not use someone’s first name without the title until invited.

◆ Business Card

◇Exchange business cards after the initial handshake and greeting.

◇If you have a university degree or any honor, print it on your business card.

◇Give and receive business cards with the right hand.

◇Do not need to have business cards translated into Hindi.

◇Always offer your business card so the receiver may read the card as it is handed to them.