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Doing Business in India by Dean Nelson

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Cementing Business Relationships

In India, business is about building relationships and long-term trust. But these relationships are not quite the same as those in Western business—Indians do not distinguish between social friendships and business relationships. Developing a “friendship” is a necessary part of making a deal and forging a business relationship.

Establishing friendships

When you meet your Indian business partners, be prepared for grand hospitality, and accept it on the understanding that you will be expected to return the kindness. You may be told: “you are like a brother/sister to me”—this is a form of flattery called Chamchagiri, which binds business partners closer together. You too can play the game—call your partner Bhai-saheb ...

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