Negotiation

It is hard to imagine such enormous public support for the government, but the public in turn makes the government work hard. India still has a caste system, which indicates to each member of society his or her place.2) India has 6 seasonsMost of the world has only 4 seasons, some countries have even fewer. For example, in countries located on the equator, it is warm all year round, and on the contrary, in countries beyond the Arctic Circle it is always cold. In India, there are six seasons according to the calendar of Hinduism, the main religion of the country: summer, monsoon season, autumn, winter, pre-spring season, and spring.3) There are over 1,000 languages in IndiaIn India, people speak 1,000 different languages and dialects. Even a phrasebook won't help the traveler, as many local dialects and languages are drastically different. True, most people know Hindi.4) India has a thriving film industryWhen it comes to movies, everyone thinks of Hollywood. But India produces about 1,100 films a year, twice as many as the United States. Most Indian films are not produced in Bollywood. Although many people like the colorful, emotional, expressive films of Bollywood stars, this is only a small part of all Indian film production.5) India Breaks RecordsThe passion of Indians for records in different spheres can be called strange. For example, the Guinness Book of Records records the world's largest crochet quilt. In India, they erected the world's largest peacock made of metal. There is a record for the largest mass singing of the national anthem.6) India is sprawlingThe country's population continues to grow. It is said that by 2028 India will catch up with China. Already today, it exceeds the total population of Western Europe.7) India is rich in biodiversityIndia has an amazing diversity of animal and plant species. About 33% of the plant species found in India's forests are found nowhere else in the world.8) Sports in IndiaThe national sport in India is field hockey, and the most popular is cricket, which the Indians inherited from the British colonizers. The Indian team has won more Olympic medals in field hockey than any other country in the world.3.4 Tips for negotiating in IndiaThe Indians are very fond of personal communication. So when you come to negotiate with them, have patience and time. If your goal is to sell a product/service, never start with the price. If you say from the start that your product will cost them say $300, in the mind of any Indian it will look like an extra expense for the company. So first, show the value that your product will bring them. Convince them that buying your product is not an expense, but an acquisition. This will immediately turn the conversation in a more favorable direction for you. Indians know how to value benefits, so that's what you need to sell them.Indians are not accustomed to refusing, simply because it is not nice to refuse. So during negotiations, you need to make sure that this very "yes" they said not out of politeness, but actually understand what is going on and what is required of them.Although most top-level negotiations in India are now conducted in English, Indians will be pleasantly surprised to hear you say a few words in Hindi, even if it is obvious that you do not speak the language. You can say "Namaste/Namashkar" at the beginning of the meeting, and replace "thank you" with "Dhanyavaad/Shukriya", for example.It is considered extremely impolite to put your foot down when you are sitting, pointing with the toe of your shoes at your interlocutor. Also, if you accidentally touch an Indian's foot, you should apologize.If you are asked to pass anything, especially at the table, it is better to do it with the right hand, as the left hand is considered unclean.The vast majority of Indians are not punctual, but will expect punctuality from you.If you are hosting an Indian in your office, you should bring a glass of water (without asking your guest) and, if the clock is around 11 am or 5 pm, offer tea.Don't expect 100 percent confirmation and fulfillment of arrangements from the Indian side. Indians, like many Asians, never say outright "no," "impossible," "can't," or "won't." This is considered insulting. If the answer is rather negative, they prefer to say at best, "I'll see what I can do for you," or they limit themselves to a vague shake of the head, which can mean: not sure/no/probable, but probably not/ sorry, but no - and so on.Calls and emails are not an effective means of marketing and communication in India. Calls are not accepted, mail is rarely looked at. It is preferable to solve an issue in a personal meeting and then to call and write periodically to make sure the agreements are fulfilled.Discrimination by age, gender and appearance is still strong in India. You will be better received if you are 1 - male, 2 - middle-aged, 3 - well dressed, 4 - speak good English. If the issue is resolved at the level of clerks, the strategy is the opposite - send a clean-dressed, modest, but sociable employee, who speaks good Hindi.The business card should be held out with both hands, leaning slightly toward the interlocutor.Poor English will make the impression much blurrier. The Indians think that all people with fair skin automatically know it. Educated top managers and the younger generation of Indians speak excellent English, but with a peculiar accent. If your English leaves much to be desired or if you do not understand the Indian accent, it is better to have an interpreter present.3.5 Formal negotiationLet us consider some features of the Indian style of formal negotiation, based on ancient Indian philosophy and culture, which is characterized by intra-religious and philosophical pluralism of thinking, flexibility and ability to consensus, high tolerance of Indians to representatives of other cultures and openness of thinking, readiness for dialogue and perception of values of other civilizations.Nevertheless, Indian collectivism in everything is always combined with a well-defined hierarchical structure in all respects, based on the Indian caste system. It is the caste system as a scheme of social stratification based on inherited classes that has traditionally determined the behavior of people toward one another and influences human intercourse today, despite the legal abolition of this system, the inherent relations persist.Accordingly, all this leads to a high index of distance from the power of most people. Indians respect the rank, status and position of each person in the organization. Senior managers usually hold all discussions and meetings. Therefore, opportunities for promotion in India are few. Large disparities in material status make it difficult to communicate on a personal level with subordinates or supervisors. When communicating with Indian colleagues, it is necessary to use the correct address. (For example, "professor" or "doctor," if applicable, and "master" or "madam" in all situations.) It is not acceptable to call a supervisor by his or her first name. When meeting, the most important person should be greeted first, and then everyone else should be greeted, preferably respecting the rank table. All relations between the negotiating partners are quite formal, so you should ask permission before entering, sitting down or having a smoke. It is effective to use intermediaries at the first meeting when establishing contact with Indian partners who can introduce you.The very ritual of introductions and introductions during negotiations in India is European: during the meeting, it is customary to shake hands, exchange business cards, which should be handed to Indian partners only with the right hand. During the meeting Hindus always use the Namaste gesture which is a joining of hands at the chest level combined with a slight bow of the head, so if you reproduce this simple ritual during the negotiations you show your Indian partners that you understand the peculiarities of their etiquette.Nevertheless, interpersonal relations are very important for Indians in negotiation practice. Because of the inherent collectivism of Indian culture, Indians prefer to work in teams and to work together to accomplish tasks, and the ability to reach compromise and avoid conflict is especially valued. Thus, to integrate effectively into Indian society, you should focus on building strong relationships with your colleagues by using the most popular communication style, the indirect approach (the ability to interpret nonverbal cues and hints correctly).3.6 Informal situationsDifferences between formal and informal negotiations are expressed by the degree of involvement of interpersonal relations, the degree of consideration of personal features of the partner, the measure of use of an arsenal of methods of psychological (rather than official, normative, institutional) influence.Before negotiating, it is advisable to establish informal communication and ask how your partner is doing, find out about his family, relatives and friends.Don't be surprised if Hindus ask a lot of personal questions about your health or family during a business conversation. It's not just curiosity: in India it is considered good form to ask about your partner's personal life. As for informal communication, it is observed until the end of the first meeting. After that, Hindus tend to establish friendly relations with new business partners.If your partner from India has invited you to visit, you can bring a small gift with you, it can be a souvenir from Russia, but when packing a gift, remember that white and black colors, according to Indian requirements, are considered unlucky, so you should not use them.In general, the mutual transition and mutual enrichment of formal and informal interpersonal negotiations, the richness of their forms determine the success of professional activity; provide a good climate in the team.Part 4 — How Indian negotiation differs from German negotiationThe national characteristics of Indian negotiations were discussed in the previous chapters, so let us concentrate on the characteristics of German negotiations.The German style of negotiation is characterized by dryness and pedantry. Above all, every issue has a clear place. German partners are very calculating, they know how to count their money like no other. They enter into negotiations only when they are confident that they can find the right solution. When negotiating with German partners one should take into account their predilection for punctuality, accuracy, strict regulation of behavior. Remember that Germans attach great importance to titles. In the process of discussion, one should strive for clarity, precision, conciseness, not to use empty and meaningless words and expressions. All proposals and remarks should be strictly businesslike and concrete. Germans, as business partners, are very accurate and scrupulous. If you doubt that you will be able to comply with all terms of the agreement, it is better to refuse them in advance.The similarities and differences in negotiation in India and Germany are shown in Table 2.Table 2 – Comparison of Indian and German business etiquetteCriteriaIndiaGermanyPreparing to negotiateAppointment of a meeting in writing. Need to support introductory conversation, sent agenda to partners in advance. The preparatory stage is important. They work out their position even before the negotiations.The beginning of negotiationsIt is advisable to begin the discussion with a little conversation on abstract topics.Immediately proceed to discuss the details of the deal.AppearanceTop executives tend to wear suits. It should be worn on your first visit to the company and always to meetings with administration representatives.Men's uniforms should be in the form of a suit and tie, and women's uniforms should be a suit or dress. Greater importance is given to men's shoes, they should be in excellent condition and well groomed.TacticsIn India it is customary to negotiate, and stubbornness gives a bad impression on those around you.Negotiations like to discuss issues sequentially, one by one, thoroughly, considering and discussing all the details.Attitude towards punctualityIndians are not very punctual people. It is an old Indian belief that everyone expects the important person.Being late for talks with German partners is a threat to disrupt negotiations.Gestures of greetingA short and easy handshakeGermans always exchange a firm handshake and direct eye contact when they meet. At the same time they may not smile, because they believe that smiles should only be given to close and family members, and on other occasions it is silly and mannerly.The need for a business cardRight after the greeting. However, it would not be an insult if one did not introduce oneself.It is customary at the beginning of the meeting to exchange business cards.Method of addressingDenoting their status: "Professor," "Mister," "Miss". This is followed by the last name. "Herr," "Frau," "Fräulein," including the last name after each of these words.Speed of contractingThinks over each clause of the contract for a long time. No hasty decisions are made.It always takes a little longer than Americans, but less than Asians to make decisions.Thus, we can conclude that the negotiating features of Asia and Europe have certain features and differences.ConclusionThe paper has comprehensively examined the issue of business negotiations.The first part dealt with the preparation for negotiations, the main stages of negotiations, specifying the goals of the negotiations, and the use and distribution of money from the Indian government. The second part dealt with issues of self-reflection. In this part, I answered questions about my experience: what is important to me in negotiating, what are my strengths and weaknesses in negotiating, how I prepare for negotiations, etc.The third part of the paper examined the peculiarities of intercultural communication in Asia, particularly in India. The national details of negotiating in India and the peculiarities of business etiquette were touched upon.The fourth part examined the differences in negotiating in India and Germany.Thus, the paper considered the main cultural values of different countries, which should be taken into account in business negotiations. In conclusion, we would like to note that when preparing for negotiations, great attention should be paid to the peculiarities of different countries. Negligence in this matter may cost a failed deal or ruptured relations. It was also found out that Western European and Asian countries have certain common features, but their cultural values differ in some points.References1. Pavlyuk A. K. Comparison of the etiquette of business negotiations of Western European and Asian countries / A. K. Pavlyuk, D. A. Belyavtseva, S. O. Shipshina, I. N. Drozdov // Young Scientist. - 2016. - № 30 (134). – P. 437-442.2. Nikiforov O. A. Peculiarities of national character in entrepreneurial activity - as an aspect of business culture / O. A. Nikiforov // Modern problems of science and education. - 2013. - P. 389-397.3. Pletnev D. S. Specificity of Business Negotiations: Europeans in Asia / D. S. Pletnev // Social and Intercultural Communication in the Modern World. - 2015. - P. 168-174.4. Pronkina A. V., Aleshchanova I. V. Culturological analysis of national styles of business negotiations // Scientific and methodical electronic journal "Concept". - 2016. - Vol. 11. - P. 586-590.5. Danilova, S. V. 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