Indian Negotiation Styles Essay Example | Topics and Well Written Essays - 3500 words

Indian Negotiation Styles - Essay Example Past and recent analyses on Indian negotiating style show that the styles adopted in Indian business environment are largely consistent with their cultural believes, social values, and attitudes towards life in general (Stephen, 2010). Indians embrace family values and respect the aspect of honesty, respect, order, and hierarchy. Indian culture also features a strong element of interpersonal communications and relationships. The individual is never separate from the deal. They view the negotiation in human terms rather than strictly technical business processes. In essence, Indian negotiating styles combines the values of culture honesty and details in ways that focus largely on the results rather than the processes. It is therefore important for business theorists to establish ways of establishing ways through which the synergies of culture, attitudes, and values can be incorporated into business practice. It is currently not known how all multinationals in India can equally achieve success in their business processes, since the Indian culture and negotiating style poses a challenge to them. Although some multinationals in India have succeeded, a considerable number have registered failure, due to lack of knowledge on how to successfully negotiate in India. Failure of these multinationals to take into account the culture and negotiating styles of India will result in their continued low profitability and productivity in India. The Problem Background For more than the past twenty years, foreign companies have been trying to gain entry into the business environment of India. Although these organizations have always managed to enter the Indian market, they have failed to realize their target profits, even as their productivity decreases each year. This contrasts the fact that the revenue of India has kept improving for the past number of years. If the economy improves, one would expect al so all the companies in the country to have increased productivity. However, this was not the case with foreign companies in India. While the growth rate of the Indian economy topped at 7 percent, the growth rate of