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Doing Business in India by Dean Nelson

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Managing Negotiations

In India, haggling is a way of life, and everything works backward from the price you are willing to pay or accept; almost all strategies that serve that outcome are considered acceptable. There are some general principles and protocols that must be followed, but politeness and immense patience are the most critical qualities for successful negotiation.

Negotiating at a slower pace

Indians expect negotiations to be personal, friendly, and positive. Language is more flowery, flattery is expected by both sides, and personal chemistry is a necessary catalyst in striking any deal. Here are some pointers about what to expect in your negotiations:

The closing stages of a negotiation often come unexpectedly just as you are beginning ...

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