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Negotiating Style in India

In: Business and Management

Submitted By kushiakil
Words 1223
Pages 5
In this paper, I will discuss about the negotiating styles and concepts in context of India and its culture. I will explain the cultural setting and factors influencing negotiating styles in India using the five factors from the framework provided in the article – “Culture and Negotiating Styles: Ten factors in Deal Making” from the book – Negotiations: Readings, Exercises and Cases (Lewincki, R, 2009, Page 344).

1. Negotiating Goal: The Goal of negotiating deal for Indians is to achieve maximum profit close to or beyond their target point through multiple rounds of Bargaining. The Indian lifestyle teaches bargaining techniques as they bargain in every day activities with different businesses ranging from local vegetable vendors to well built shopping outlets. In contrast, Americans are known to buy things at fixed price and rarely involve in bargaining in every day activities. Indians are hard working and good with research for data collection. They come well prepared for the negotiating deals and push the opponent till their target point. When dealing with US or European clients, the Indians tend to be extra careful as the dollar-to-rupee or euro-to-rupee value is too high and any small increase in dollar or euro would greatly increase the rupee revenues. Thus the chances for quickly making-or-breaking a deal is higher with Indian clients. In addition, Indian managers are also subjected to budgetary restrictions and have low-power in decision making to exceed the range of pre-determined costs.

Since bargaining is Indians’ strength, they may come with well prepared bargaining mix consisting of ranges of items to be discussed allowing for trade-offs. These bargaining deals are expected to discuss about the calculated concession to reach the target point. Thus making Indians to know their BATNA (Best Alternative to Negotiated Agreement) and secondary…...

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