Indians are ambitious, enterprising and are known to be good negotiators. In addition, there are cultural differences between the way of doing business in India and in the Netherlands. Many Dutch companies therefore find it difficult to close a good deal with an Indian customer or business partner. Gandert Roosen is CEO of Roosen Industries and has been active in the country for over 15 years. He shares his five tips for making the best deal in India.
1. Communicate strategically
"The Dutch are used to communicating directly and enforcing things. That doesn't work in India. Think about what you want to achieve in advance and build that into the conversation in a cautious way: "Could we perhaps...?" Good chance you'll achieve your goal then."
2. Keep looking at the possibilities rationally
"Indians are quick to say that something is easy to achieve or, on the contrary, that it will be impossible. Follow your own instincts here and ask for clarification as to why something is or is not feasible. In this way, you can also check whether you have been properly understood by the other party."
3. Enjoy the game
"To make a good deal, you have to play the game Indian style. That means sometimes you have to say you have no time or not answer the phone. Then you play the difficult European, while your staff massage the other party in the meantime. At first, I found this way of doing business frustrating, but now I enjoy it. I have become half-Indian."
4. Always stay sharp in negotiations
"Indians are often very clever tactically. Once I was having dinner for hours with an 80-year-old business associate. I had the feeling that he was slowly dozing off, until he suddenly surprised me and threw a proposal on the table."
5. Show respect
"Indians are allergic to arrogant foreigners. Therefore, be a bit reserved, especially towards the more senior partners you are sitting around the table with. In India, they are not averse to giving or receiving compliments, use that to your advantage."