cultural aspects of doing business in india

cyril amarchand mangaldas

Index

INTRODUCTION 5

INDIA – A DEMOGRAPHIC AND POLITICAL OVERVIEW 6 Where is India located? How many people live in India? How many states does India have? What is the political system followed in India? What kind of legislature does India have? Does India have a President or a Prime Minister? What is the nature of the judiciary in India? What languages are spoken in India? Is English widely spoken? What kind of weather does India have? When is a good time to visit? What is the currency of India? What are the major cities of India?

GREETINGS 10 How do I greet someone in India? Do Indians typically shake hands? What are the forms of welcoming guests? Do different religions in India have different ways of greeting others? How should I conduct myself with the opposite sex in India? What are acceptable ways to address my colleagues, associates or clients? How are names written in India? Is there any special way to address government officials? Do Indian women change their surname aer marriage? Why do some young Indians and children call me ‘uncle’ or ‘aunty’?

DOING BUSINESS WITH INDIANS 15 What role does hierarchy play in business? What is the impact of family-run businesses in India? What is the role of women in the Indian workplace today?

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THE ART OF CONDUCTING MEETINGS IN INDIA 17 Is there a protocol to be followed when making appointments? What should I be aware of if I am trying to get an appointment with governmental organizations or agencies? Whom do I contact to schedule or confirm a meeting? What should I be aware of prior to a meeting? What are the key public holidays in India which might affect my meeting dates/schedule? What is the work week and calendar of Indian companies? What are the working hours of Indian companies during which one can have my meeting? When are good times of the day to conduct meetings? How important is punctuality? What language do I use in meetings? Are business cards usually exchanged before or post meetings? Does one need to get a business card and promotional material translated into English if from a non-English speaking jurisdiction? How does one greet people at the start and end of a meeting? How do business discussions commence at a meeting? Is it rude to decline drinks and snacks offered to me at a meeting? What kind of negotiators can one be pitted against? What can one expect during negotiations? What should one avoid doing at negotiations? Is it acceptable to criticize or disagree openly with business partners and other team members? Does “No” really mean “No”? How fast do things progress aer meetings? What steps can one take to avoid unnecessary delays?

DRESSING FOR BUSINESS AND OTHERWISE 26 What is the typical business attire of Indians? How should one dress for business in India? Does India follow the ‘Friday dressing’ model? What should one wear at social occasions in India?

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MEALS & ENTERTAINING 28 What are possible entertainment avenues in India? Are ‘breakfast meetings’ common in India? Is it common in India to be invited for meals at home? Can I ask women colleagues for a meeting over a meal or a drink? What kind of food do Indians prefer? Do Indians get offended by non-vegetarian food on the table? Where can I find places to dine? What time should I arrive for a meal? How should I enter an Indian home? Are alcoholic drinks normally served in Indian homes? Is Indian food eaten in courses? What is the general etiquette for dining? What is the etiquette at the end of an Indian meal? Should I tip a waiter at a restaurant? If so, what is the appropriate percentage? Is there anything else I should be aware of when inviting someone for a meal?

INDIAN COURTESY 33 What is the importance of “ji”? What is the practice related to gi-giving? How are elders treated amongst Indians? Why do Indians ask probing questions? What are some of the gestures which might offend Indians?

CASTE SYSTEM 35 What is the caste system? What are scheduled castes and scheduled tribes?

INDIAN FAMILY SYSTEM 36 Are Indian families patriarchal or matriarchal? Are Indian families close knit? What do marriages symbolize in India? Is divorce and remarriage common?

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RELIGIONS, FESTIVALS AND CELEBRATIONS 37 What are the main religions followed by the people in India? What are the main festivals celebrated in India? How are weddings celebrated in India?

CUSTOMS, BELIEFS AND SUPERSTITIONS 45 Why are some Indians particular about the timing of certain events, like execution or entering into any business discussions? What is vaastu? Why are Indians sensitive to even accidental brushes of the feet? Why do some Indians touch a paper or book if it falls to the floor? What are some of the common superstitions in India?

TRAVEL AND TRANSPORT 47 How do I get to India? What are the major ways of travel within India? How do I book tickets? What should I expect at the domestic airport? Can I check-in via the internet, Mobile or by telephone? Can I book connecting flights within minutes of each other? What should I expect at a railway station? How do I get around in some of the major cities in India? In India, which side of the road are vehicles driven on? How do I organize sight-seeing trips?

MISCELLANEOUS 50 What is “Indian-English”? General tips for your visit to India

SOME USEFUL LINKS 51

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Introduction

India is a diverse country. It is a blend of different cultures, religions, races, and languages and is deeply rooted in years of tradition even today. It is one of the oldest civilizations in the world and has a rich cultural heritage. India is also one of the fastest growing emerging markets today. It is strategically located, has a huge consumer base, a rapidly growing IT services industry and an expanding manufacturing industry. Additionally, it boasts of a skilled workforce, a high turnout of graduates, and a pool of experienced scientists, technicians, engineers and managers – all fairly well-versed in the English language. It is no wonder that it attracts investments from all over the globe - a fact not many other countries can boast of. In fact, India is also treated as an entry-door to the West. Even with all its attractive qualities, doing business in India is no easy task. A simple gesture can easily terminate a lucrative deal if it is the wrong gesture. Cross-cultural differences have posed challenges for managers, staff and customers alike. Understanding these cultural differences could facilitate smoother negotiations, effective transitions and fruitful ventures. It is important to bear in mind that this handbook is only a guide and is not in any way absolute. Foreign visitors to India should bear in mind that given its vastness and variety, there is no single way to understand India. India’s society and culture have numerous nuances that would make it irresponsible to suggest a singular approach to understanding its social/business culture or etiquette. However, we do believe these pointers can assist in a better understanding of its culture and avoiding offense to its people.

IMPORTANT NOTICE : All information given in this handbook has been compiled om credible and reliable sources. Although reasonable care has been taken to ensure that the information in this handbook is true and accurate, such information is provided without any warranty, express or implied, as to the accuracy, appropriatness or completeness of any such information. Cyril Amarchand Mangaldas shall not be liable for any losses incurred by any person om any use of this publication or its contents. this book does not constitute legal or any other form of advice om Cyril Amarchand Mangaldas.

Mumbai May, 2017

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India - A Demographic and Political Overview

Where is India located? India, officially called the Republic of India, is a country in South Asia. It is bounded by the Indian Ocean in the south, the Arabian Sea in the west, and the Bay of Bengal in the east. It is bordered by Pakistan to the west; China, Nepal and Bhutan to the north-east; and Bangladesh and Myanmar to the east. India’s capital is New Delhi, situated in the north of the country.

How many people live in India? India has an estimated population of 1.27 billion, representing 17.3% of the world’s population. It is the most populous country in the world aer China.

How many states does India have? India is divided into 29 states and seven “Union Territories”.

What is the political system followed in India? e Constitution of India declares India to be a sovereign, socialist, secular, democratic republic. India is both a parliamentary democracy and a republic – the President is the head of State whilst the Prime Minister is the head of the government. e Constitution of India is said to be “unitary in spirit and federal in nature”. It was traditionally described as being “quasi-federal” with a strong centre and weaker states. However, the political structure has grown increasingly federal since the late 1990s as a result of political, economic, and social changes.

What kind of legislature does India have? At the centre, India has a bicameral legislature consisting of the Lok Sabha (i.e. the house of the people or the lower house of parliament), directly elected for a period of five years based on adult franchise and the Rajya Sabha (i.e. the council of states or the upper house of

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parliament). Each of the 29 states and Union Territories mentioned above have their own elected parliamentary assemblies, some of which are also bicameral.

Does India have a President or a Prime Minister? India has both. e constitutional head of the country is the President, but it is largely a ceremonial post. e President of India is the head of State elected indirectly by an electoral college for a five- year term. e Prime Minister is the head of government and exercises most of the executive powers.

What is the nature of the judiciary in India? India has an independent and very well respected judiciary. It is modelled on a unitary three-tier structure, consisting of the Supreme Court, headed by the Chief Justice of India, twenty-one High Courts at the state level, and a large number of trial courts. e Supreme Court has original jurisdiction over cases involving fundamental rights and over disputes between states and the Centre, and has appellate jurisdiction over the High Courts.

What languages are spoken in India? India is one of the most linguistically diverse countries in the world, with over 1,652 regional dialects and approximately 23 languages being abundantly spoken. e Constitution of India recognizes 18 official languages, including Hindi and some regional languages.

Is English widely spoken? English, which is extensively used in business and administration, has the status of a “subsidiary official language”. It is extensively used for national, political, judicial, media related, higher education related, and commercial communication. It is also the common tongue between India’s myriad linguistic groups. English is clearly the language of business in India.

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What kind of weather does India have? When is a good time to visit? India has a multiplicity of climates and terrains across its regions, ranging from the snow-peaked Himalayas in the north, the arid deserts of Rajasthan in the west, the thick rain forests in the south, to the cool highlands of Assam in the north-east which is said to be the wettest place on earth. On an average, the Indian climate varies from tropical to temperate. Winter (October to March) is generally a better period to visit India and is the busiest tourist season. During this time, the temperature can go as low as 2-3°C in the Northern mountains of India. However, in most other parts of the country, it is normally a comfortable 15-25°C. e summer months between March and June are dry, dusty, and extremely hot with the temperature reaching 50°C in many locations. e monsoons, which are heavy seasonal rains, occur in most regions between June and early October. Do bear in mind that India has a varied climate and that the weather can vary greatly from region to region across the country. It is recommended that you check the local weather forecast beforehand.

What is the currency of India? e currency of India is the ‘Rupee’. e most commonly used symbol for the rupee is “Rs.” and the current symbol is “₹”. e ISO 4217 code for the Indian rupee is INR. e Indian rupee is subdivided into one hundred paise or pice (singular paisa). e denominations available are: 1, 5, 10, 20, 50, 100, 500, and 2000 rupee notes. Coins are available in denominations of Rs. 0.5, 1, 2, 5 and 10. Large denominations of rupees are oen counted in lacs or lakhs (100,000) and crores (10,000,000). A crore is equal to 100 lakhs. In comparison to the western style of denomination, a crore is equal to 10 million and a lakh is equal to 0.1 million.

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What are the major cities of India? e major Indian cities are Mumbai, Delhi, Bangalore, Hyderabad, Chennai and Kolkata. ese are also the business and commercial hubs, with Mumbai and Delhi in the lead. Mumbai is the financial capital and houses the Reserve Bank of India, the Bombay Stock Exchange, and the National Stock Exchange. Delhi is the political capital and many of the government offices and departments are located there. Other major cities worth adding to your radar would be the upcoming Tier II and Tier III cities. ese include places like Pune, Ahmedabad, Jaipur, Gurugram, Chandigarh, Amritsar, Mangalore, Coimbatore, Greater Noida, Indore, Kochi, and Mysore, among others. ese cities have seen sharp growth in recent times and offer excellent alternative locations to do business as compared to Mumbai or Delhi, and other such cities. One of the basic reasons for investments flocking into the smaller cities is available properties, affordable prices, and also the special initiatives taken by the respective governments in providing these smaller cities with infrastructural facilities. Most Tier II and Tier III cities now have special summits and events to attract foreign investment.

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Greetings

How do I greet someone in India? ere are no time-dependent greetings in Hindi such as good morning, good aernoon, good evening, etc. e customary greeting in India is known as Namaskar or Namaste. Namaskar is the act of greeting made by bringing the palms together before the face or chest, slightly bowing the head downwards, and smiling. is form of greeting shows respect for Indian customs. It is the most ubiquitous greeting, and though it is traditionally Hindu, it is now mostly secular. Traditionally, Indians do not use western greetings such as “good morning”, “good aernoon”, etc., though these greetings are now common in urban areas and in business. Bahut bahut shukriya (lots of thanks) or Dhan-ya-vad (thanks) are formal ways of saying thank you in Hindi, though a simple “thanks” or “thank you” will also suffice. e usage of Namaskar is also common in place of thank you.

Do Indians typically shake hands? Shaking hands is common, particularly in the large cities, among the more educated or westernized. Some Indian men and women may prefer to shake hands with members of the same sex only, though this has changed considerably in recent times. Western women may offer their hand to a westernized Indian man, but not normally to others. Indian men generally do not shake hands with women out of respect. Only when an Indian woman offers her hand, is it acceptable to shake it. If she does not offer her hand, a simple nod of the head would be in order for both parties. e important rule is that shaking a woman’s hand is at the woman’s initiative. us, wait for the woman to offer her hand or greet her with Namaskar to be polite.

What are the forms of welcoming guests? Many Indians traditionally follow certain customs while welcoming a guest. Apart from the namaskar, a mark of thick red vermilion,

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known as tilak or kumkum, may be applied on the forehead of the guest. is custom may also be used while bidding farewell. Another popular custom is the performance of the aarti, which is the circular movement of a tray containing lighted lamps. Both aarti and tilak signify the blessing of God. e most popular and common way of welcoming important guests remains placing a garland of flowers around their neck. is custom is typically used for formal occasions such as the reception of a distinguished visitor, and is done between members of the same sex. If you are ‘garlanded’, place both palms together at chest level and at the same time nod gently once, wear the flowers for a few minutes, then remove the garland and give it to someone else or hold onto it. Never leave it behind, except on the foot of a statue at a temple. If given a garland at a business meeting (a sign of deep respect and affection) aer having made a speech, accept it but remove it from your neck at once to show humility but hold it in your hands for a while.

Do different religions in India have different ways of greeting others? Yes, they do. When greeting a Muslim in any setting, a Salaam Aleikum would be well received and reciprocated with a smile. A Muslim may also use the secular Aadab Arz (I offer you my greetings) while raising his right palm, palm facing inward to his forehead as a salute. When greeting a person of the Sikh faith it would be appropriate to say Sat Sri Akal. e greeting in Tamil Nadu is vannakam (hello) and nandri (goodbye). e greeting in Bengal, a key industrial and commercial State in north India, is no- mosh-kar (hello) and dhon-yo-baad (goodbye). e greeting in Gujarat, another key industrial and commercial State in the west, is kem-cho (how are you)and aav-jo (goodbye).

How should I conduct myself with the opposite sex in India? Always try to maintain a distance of at least one arm’s length between yourself and a person of the opposite sex. Cross-gender

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touching (hugging, kissing, holding hands, etc.) is rare, especially in formal settings or in public. It is frowned upon and any overt and public displays of affection may invite attention from the authorities in some parts of India.

What are acceptable ways to address my colleagues, associates or clients? Indians are always conscious of social order and their status relative to that of other people. Every relationship has a clear-cut hierarchy that must be observed. In business, senior colleagues, especially elders, are obeyed and respected. Indian employees address their superiors formally using terms such as “Sir” and, unless told otherwise, it is advisable to do the same. If someone has a professional title, use their professional title when addressing them (e.g., Dr. Aggarwal, Professor Singh). If someone does not have a professional title, men should be referred to as “Mr.” and women as “Ms.”. Refer to business contacts by their last name, rather than by their first name, unless invited to use their first name. However, this is changing in business centres and major cities today and it is now acceptable for foreigners as well as Indians to address business contacts and advisors by their first names without prefixes, though there may still be reluctance on the part of Indians to refer to other Indians in this manner, especially when the other person is an elder or in a superior position. e most senior person usually leads the discussions and it is appropriate to direct communication to him/her. Alternatively, your Indian counterpart may direct you to the person of equal status in the organization. Final decisions are made by the highest-ranking business executives, therefore it is important to maintain strong relationships with senior figures in Indian business.

How are names written in India? Indian family names are derived from various sources, including religion, language, caste, and profession; they are based on a variety of regional systems and naming conventions. ese differences contribute to subtle, oen confusing, differences in names and

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naming styles. For example, it is common for South Indians to affix their father’s first name or initial to their given name whilst people from North India would commonly suffix their “family name” to their given name. e birth name of many Indians is oen different from their official name – the birth name may be chosen to start with a letter considered auspicious on the basis of the person’s horoscope. Surnames oen indicate one’s caste. For example, Rao is a title in the north and a surname in the State of Andhra Pradesh, but is only used by members of a particular community in the region. All male Sikhs have the suffix Singh, meaning “Lion”, as their surname or middle name; while women have Kaur, meaning “princess”, added to their names.

Is there any special way to address government officials? When addressing government officials, the prefixes Shri and Shrimati are used instead of Mr. and Mrs. (Su-shri = Ms.).

Do Indian women change their surname aer marriage? An Indian woman usually takes her husband’s name aer marriage, though this practice is being given up by some women in recent times. Traditionally, the suffix Kumari is used to indicate an unmarried woman, and Devi a married one. is is relatively less common in present times. However, it is still prevalent in most parts of rural India.

Why do some young Indians and children call me ‘uncle’ or ‘aunty’? If you become acquainted with Indians, expect them to give you a nickname indicating some family relationship e.g. uncle or aunty. Indians try and fit everyone into a slot associated with a family relationship, given the overwhelming importance of family and the

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family unit in India. If you refuse this overture, it could be considered rude and could offend the person, unless you specifically request them to call you by your name, surname or a nickname Children call adults who are acquainted with their parents “uncle” or “aunty”, as a sign of respect. Elders are almost never addressed by their given names alone and they too may be addressed as uncle/aunty by a child. It is also not uncommon to be addressed as “sir-ji”.

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Doing Business with Indians

What role does hierarchy play in business? Indian society operates within a framework of strict hierarchy. Age and seniority, as well as social and professional roles and status, are given high importance.

What is the impact of family-run businesses in India? Business in India, including in the listed companies sector, is overwhelmingly dominated by companies owned and controlled by families and management succession is generally maintained within the family. Members of their boards of directors also hold their positions at the pleasure of the controlling family, though independent directors in listed companies ensure the presence of non-family controlled directors. In almost every single example of a family run business, it is usually a male patriarch of the family who exercises control and ownership over the business. He has a significant say in the running of the business and may even exercise veto powers over significant business decisions. is might be of concern when dealing with such companies and it is always worth checking the power equation in the company beforehand. e powerful hold of family-owned businesses in the country can be seen from a survey noting the fact that out of the 30 companies comprising India’s benchmark market index, the Sensex, 17 are controlled and run by prominent business families. Some of India’s premier blue chip and largest companies are family controlled groups that include the Tatas, Birlas and Ambanis. By the emphasis on family in both business and personal life, there is a more intense loyalty felt between employers and employees than some westerners may be conditioned to. In private firms, because many are proprietary managed, rank does not always designate true status. Family members may not have formal titles or positions, but they have a status higher than that of the company’s president, chairman or CEO.

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What is the role and impact of women in the workplace today? In urban India, women constitute an impressive number of the workforce. India also has the world’s largest number of professionally qualified women. As an example, in the soware industry, 30% of the workforce is composed of women. ey are on par with their male counterparts in terms of wages, position at the work place, etc. e ascendancy of women at the workplace today has had an important impact on the business environment across the country. Corporate houses have recently started actively and aggressively recruiting women into their workforce, with some companies even offering existing employees an additional bonus of as much as 25% for referring a female employee. Companies have also introduced certain women-centric incentives in order to attract more females to join the companies and also as a part of their retention policies. e power of women can even be felt in board rooms across the country today. In fact, company law mandates that listed companies need to have at least one woman director on board. Many women in India today are featured in the Forbes’ list of the World’s Most Powerful Women and run India’s largest private sector banks, large corporates and even their own entrepreneurial companies. e government recently increased maternity leave to six months to assist working women during their preganancy. However, inequality towards women still does exist, and is especially prevalent in many parts of rural India. e empowerment of women in such places, such as access to jobs and promotion opportunities are very limited. However, things are slowly, but surely, changing.

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e Art of Conducting Meetings in India

Is there a protocol to be followed when making appointments? Indians prefer to do business with those they know and relationships are built upon mutual trust and respect. In general, Indians prefer to have long-standing personal relationships prior to doing business. Hence, it may be a good idea to go through a third party introduction to make initial contacts. is gives you immediate credibility and would help in speeding things up when working towards getting an appointment. However, today things are quite different and companies and businessmen are open to direct contact as well as long as it’s through the proper channels.

What should you be aware of if trying to get an appointment with governmental organizations or agencies? ere is a distinct difference in the culture of government departments and non-government business organizations. Compared to a business organization, it is normally more difficult to get an appointment with officials in a government department. Also, in government departments, there is a greater likelihood that your appointment may be rescheduled or that you may be kept waiting before you actually meet an official.

Whom do you contact to schedule or confirm a meeting? e personal secretary/assistant of the person you wish to visit usually manages appointments and schedules and would be the first point of contact when making an appointment with a person in his official capacity. ere are also deputy secretaries and joint secretaries. Below them are babus (personal assistants), who are mostly clerical workers who type letters and maintain files.

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What should you be aware of prior to a meeting? Do be prepared for last minute changes in the time and place of your meeting. It is useful to leave your contact details with the secretary of the person you are meeting in order to be informed of any changes. It is advisable to make an effort to be early in order to keep your appointment. In most Indian cities, the roads are quite crowded, and during peak-traffic hours, it can take you a long time to reach your destination. Indian addresses can be confusing. is is so because the pattern of numbering the buildings varies across different places, even in the same city. is is further complicated by the fact that during the last few years, in many cities, the streets have been renamed. To avoid getting lost, it is useful to get detailed directions from your contact or use mobile services or GPS soware like Google Maps etc. It is recommended that you notify your Indian counterparts in advance about the officers travelling with you and their functions. is will be more than a hint to the other side to have comparable personnel at the meeting.

What are the key public holidays in India which might affect meeting dates/schedule? India has a long list of public and national holidays. e major national holidays are Republic Day (January 26), Independence Day (August 15) and Gandhi Jayanti (October 2). A number of religious festivals are also public holidays and may vary from region to region. ese festivals do not follow the Gregorian calendar and take place on different dates every year. Each State may also have certain non-religious public holidays. It is advisable to contact the local Indian Embassy/Consulate or your client to find out the holiday list for that particular year. A list would also be available on the website of the tourism department of that State. For your reference, a list of the major public holidays in India for the year 2017 is available at the end of this guide. Most Indians take vacations during the summers (April-June) and mid-December to mid-January. In addition, in Northern and Eastern India, a favourite time for taking vacations is around October, which coincides with Dussehra/Pooja holidays (see

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below). Keep these days in mind when attempting to schedule meetings. In case your activities in India involve the Courts, please be aware that the Supreme Court of India has about 45 vacation days a year excluding weekends (spread throughout the year). Some of the High Courts have summer and winter vacations and others have other vacations in addition to those. A feature in the High Courts is that some Saturdays are used as working days to compensate for the abundant public holidays in India.

What is the work week and calendar of Indian companies? e work-week differs across organizations and sectors: Government offices work Monday-Saturday, with the second Saturday of the month as an additional holiday; most business organizations follow a five or a five and-a-half day work week; and, most IT and soware companies have a five-day work-week, with Saturday and Sunday off. BPOs and a few other organisations work five days a week with floating offs due to a ‘shi’ structure or work timings based on international time-lines. Most of their services like HR and upper management tend to stick to a regular weekend off culture however. In most Indian business organizations, banks, and government departments, the financial year runs from April to March. Since March 31st is the end of the financial year, people are very busy. Try to avoid scheduling an appointment around this period. . Business and official work in India follows the Gregorian calendar. e convention for writing dates is dd/mm/yy, e.g., December 25th, 2004 will be written as 25/12/04. Please be careful to avoid confusing this with the American style calendar format.

What are the working hours of Indian companies during which one can have a meeting? Normal office hours are 09:00 a.m. to 06:00 p.m. However, in some large cities (e.g., Mumbai and Delhi) some places of business start working earlier to avoid traffic congestion. Increasingly, among the business organizations, there is also a trend towards a longer

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working day, which can start as early as 07:30 a.m. and last till 08:00 p.m.

When are good times of the day to conduct meetings? Any time during the work week would be a good time to schedule a meeting. Executives in the private sector prefer late morning or early evening appointments, so schedule for meeting between 11.00 am and 06.00 pm; avoid 01.00 pm to 02.00 pm as it is usually lunchtime. Meetings over lunch or dinner are also becoming common, though dinners are usually used for networking and socializing.

How important is punctuality? Indians appreciate punctuality and keeping one’s commitments. However, Indians are also reputed for their late arrivals. One of the reasons for this is that for most Indians, plans and schedules are contingent on other people and events, and therefore can, and do, get changed. Additionally, even if all the parties are present, meetings may start with some delay due to socializing or other factors. Do not take offence to late arrivals or delays as these happen oen and do not mean much on most occasions. However, a long delay in the meeting can be a signal that you are being given less importance. Telephoning as soon as you arrive at your destination to confirm all your appointments may be helpful.

What language do I use in meetings? As discussed earlier, English is very widely and frequently used in business meetings across a range of businesses and companies, particularly in the major centres and cities. erefore, English can be used at meetings. Language difficulties may crop up in smaller towns or establishments, where the regional language may be preferred. But best efforts are usually made to accommodate language differences. An interpreter could also prove useful in some cases, but more oen than not, English is widely used in the business space. Again, it’s best to check with your client in advance, in as subtle manner.

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Are business cards used extensively in meetings? Presenting and exchanging business cards are a necessary part of doing business in India. You must bring plenty since people exchange business cards even in non-business situations such as receptions and parties. Business cards are exchanged aer the initial handshake and greeting, and Indians are very conscious of the protocol. Always present business cards when introduced. Use the right hand to give and receive business cards. Present the business card so the recipient may read the card as it is handed to them. Cards are the norm in corporate, commercial, and other private sector circles in India. However, this is not so in government offices unless the officials are running state-owned companies. e thumb rule is that the higher the rank of the person you meet, the lesser the chances you will be offered a business card in return. e unspoken message is that you have requested the meeting, so you will know how to get in touch with the official.

Does one need to get a business card and promotional material translated into English if from a non-English speaking jurisdiction? e exchanging of business cards is an important part of doing business in India. English is the common language for conducting business and therefore it is not necessary to get your card translated into any Indian language if it is in English. However, if you are not from an English-speaking country, then your brochures and other promotional material should be prepared in English.

How does one greet people at the start and end of a meeting? As explained earlier, religion, education, and social class all influence greetings in India. is is a hierarchical culture, so greet the eldest or the most senior person first when entering a room. When leaving a group, each person must be bid farewell individually.

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How do business discussions commence at a meeting? e pace of business meetings in India is relatively slow. Indians do not directly jump into business negotiations - this may be construed as rude. Building a relationship and good rapport are oen considered important prerequisites to doing business in India. erefore, meetings normally start with small talk about non-work- related topics (ranging from the weather to whether your journey was comfortable to the hotel you are staying in) before people start talking about business issues. Favourable topics of conversation are the latest business news, the stock market, Bollywood and of course, cricket. Small talk may involve personal questions about your family and is seen as a way of building rapport and trust before business. You may also ask questions about your counterpart’s family, interests, hobbies, etc. e family unit is highly valued in India. Showing interest and respect towards your Indian counterpart’s family is vital for establishing successful and long-standing relationships. If new to India, do not comment on matters such as poverty or religion. But do avoid long discussions on small-talk subjects.

Is it rude to decline drinks and snacks offered at a meeting? Showing hospitality is also part of the negotiation process. Whatever time of the day you arrive for your meeting, you will be offered tea or coffee (usually with milk). It is courteous to accept the offer, however, if you do not want to drink a great deal, drink very slowly or ask for something else. If food such as sweets or snacks is offered and you do not wish to eat, it would be polite to take a small piece and leave it on your plate.

What kind of negotiators can one expect to be pitted against? ough it is extremely hard to generalize, it can broadly be said that most Indians in the commercial space are tough, hard-headed negotiators. ey are very focused, listen well and have clear set

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agendas (albeit subtle). Figuring out these subtle agendas is half the battle won. Negotiating with companies in India can be a challenge. Negotiating is a large part of Indian culture - much more so than in some other countries. Westerners do not negotiate or bargain at the supermarket, whereas Indians oen do. It is oen said that Indians love to negotiate and are the most argumentative people in the world. It is highly recommended that you have a very clear idea about what kind of relationship you are seeking to have with the potential Indian client/partner as well as its scale and quality. Keep in mind that your Indian counterparts are likely to have done thorough homework on you.

What can one expect during negotiations? If your business dealings in India involve negotiations, always bear in mind that they can be slow. If trust has not yet been established, then concentrate your efforts on building a rapport. Decisions are always made at the highest level, by the person with the most authority. If the owner or director of the company is not present, the chances are that these are early stages of the negotiations. Discussions can also be free-wheeling, but deference is still given to seniority, age, and corporate hierarchy so as to honour the old-style approach, that is, loyalty is more important than competence or qualifications. Indians do not base their business decisions solely on statistics and empirical data. ey use intuition, feeling, and faith to guide them and rely considerably on their legal advisors. Always exercise patience, show good character and never exhibit frustration or anger. PowerPoint presentations are generally acceptable to start the discussion with. It is necessary, however, to send a more detailed proposal in advance. Oen, the details of the proposal are vetted by some mid-level executive who will then brief a superior about them. In general, Indians are cautious when it comes to accepting a new idea or proposal. Openness to a new idea depends not only on its quality, but also on its source and endorsement i.e. information

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regarding who else has implemented it or who has proposed it, has major influence on the decision about considering a new idea. In making a proposal, you must include such details accordingly. Most Indians expect concessions in both price and terms. It is acceptable to expect concessions in return for those you grant. Once terms have been agreed upon, you will be expected to honour them. When negotiations end successfully, continue the relationship building process with a celebration dinner.

What should one avoid doing at negotiations? When negotiating, avoid high pressure tactics. Do not be confrontational or forceful. Never appear overly legalistic during negotiations. In general, Indians understand the legal system but keeping trust, honesty, and loyalty in mind- a word of the man is highly regarded and sufficient to reach an agreement. Indians tend to deal with more than one task at the same time. So be prepared for some distractions/disturbances during a meeting, e.g., a secretary walking in to get some papers signed, or the conversation sometimes digressing into unrelated topics. One must appreciate that such behaviour / occurrences do not show a lack of interest or attention.

Is it acceptable to criticize or disagree openly with business partners and other team members? Self-esteem is an essential part of Indian culture; therefore any individual criticism in business situations must be done carefully, constructively and with sensitivity. Do not disagree publicly with members of your negotiating team. It is important to maintain harmony and avoid conflicts and confrontations, especially with your team, in front of others. Aggressiveness can be interpreted as a sign of disrespect. is may lead to a complete lack of communication and motivation on the part of Indians. Generally, India’s culture promotes pleasing people; thus, feedback that might be unpleasant (problems, criticism, confrontation) is generally avoided. Indians are usually conscious of their status and feedback is offered from a higher to a lower rank (based on age or position).

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Does “No” really mean “No”? Indians do not like to expressly say ‘no’, be it verbally or non- verbally. Indians believe that saying ‘no’ is disappointing, rude, and offensive. Rather than disappointing you, Indians will offer you the response that they think you want to hear. is behaviour should not be considered dishonest. An Indian would be considered terribly rude if they did not attempt to be diplomatic at best, if the answer is negative.

How fast do things progress aer meetings? e pace of business - and life in general, for that matter - is slower in India and delays and interruptions are accepted in Indian culture. It has been said by many that Indian society in general, and its business world, in particular, lacks a sense of urgency present in most other regions. However, the lack of urgency among Indian companies should not be confused with a lack of desire to do business. For example, most buyers doing business in India say that Indian suppliers are eager to do business with Western companies but other issues tend to delay projects. Sometimes things are beyond the control of any particular individual. For example, delays are to be expected when dealing with the government due to extensive bureaucratic processes and red tape.

What steps can one take to avoid unnecessary delays? Frequent visits to monitor progress will help keep projects on schedule. e best way to avoid delays is to work closely on a detailed timeline for the project, but do so with an understanding of the partner’s capabilities. If time is a particular and sensitive concern, then you should make it clear to your Indian counterpart that you would like to start meetings on time. It is acceptable for a westerner to ask his Indian counterparts politely to plan for delays and other issues.

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Dressing for Business and Otherwise

What is the typical business attire of Indians? Business attire in India is generally conservative and formal. Whilst the attire differs on the basis of region and weather, typical business attire in India for men is western formals (a suit and a tie in dark or neutral colours, with a white or light pastel coloured shirt). However, in non-metropolitan cities, one can also find local dressing culture being incorporated into the business attire. Some companies (such as those in the information technology sector) have adopted a “business casual” way of dressing which usually means trousers (e.g. chinos, khakis) and a collared shirt or in some instances, T-shirts and jeans with sneakers. However, this is usually reserved for support staff. e usual attire for a business meeting is trousers, shirt and tie and sometimes a jacket/blazer depending on the position of people visiting. For women, business attire ranges from western business suits (skirts or pants) to Indian formal wear. Indian formal wear may include a sari (an approximately 9 yard drape worn with a blouse) or a salwar kameez (a long, Indian stylized shirt worn with pants). Short skirts are not common in India. Women normally wear knee-covering skirts. Shirts or blouses with conservative necklines are preferred. Sleeveless blouses and shirts are normally avoided, or may be covered with a jacket. ere are many prominent examples of people in India who wear traditional clothes and attire to work. India’s Prime Minster (at the time of going to print), Narendra Modi, wears a Nehru suit that consists of a jacket that buttons all the way to the short collar and trousers. It’s a simple, traditional and yet, very professional looking outfit. In the south, a high ranking government official might find it prudent to wear what is called a dhoti instead of trousers. e dhoti, which typically is a rectangular piece of cloth wrapped in a complex manner about the waist and legs and usually white or cream in colour, has status as formal wear in other parts of India as well. Indians are a colourful and vibrant people and their formal business attire may also sometimes be colourful!

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How should one dress for business in India? It would be safest to go down the conservative attire route while dressing for meetings in India. It is not necessary to wear Indian clothes. For formal business meetings a suit and tie would be most appropriate.

Does India follow the ‘Friday dressing’ model? Some corporate entities in India have moved towards a 5-day working week and have also adopted the ‘Friday dressing’ culture. However, in most corporates, semi-formal/business casual attire is restricted only to Saturdays.

What should one wear at social occasions in India? Depending on the nature of the social occasion, one could wear semi-formal or casual attire. Casual attire may be restricted to smaller get-togethers or informal meetings with people you know relatively well. Wedding related events, religious ceremonies, inaugurations, farewells, etc. are grand affairs in India. erefore, it is better to be dressed in formal or semi-formal clothes for these events. Again, it is not necessary to wear Indian clothes. However, if you do choose to wear traditional clothes from your country or dress in Indian clothes, it will be appreciated and admired. It will certainly impress your Indian counterparts. However, for women, it is recommended that one should avoid wearing a full white outfit when attending social functions. In India, the wearing of a pure white outfit, such as a sari, symbolizes mourning and is worn by widows.

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Meals & Entertaining

What are possible entertainment avenues in India? Meals are the most common form of business entertainment in India. Night club, pub, and lounge culture, whilst prevalent in some cities, is still not popular for business entertainment. Subject to regional differences and individual preferences, Indians typically love sports, cricket being the most favoured,) also makes a good entertainment option. Art shows, cultural dance and music performances, and theatre are some of the other options.

Are ‘breakfast meetings’ common in India? Breakfast meetings are not very common in India, but are not unheard of Business lunches and dinners are normally preferred.

Is it common in India to be invited for meals at home? Yes. Never flatly refuse an invitation to dine at someone’s house. If you cannot make it, offer a plausible excuse which does not offend or upset your host. You can always politely offer to come back another time.

Can I ask women colleagues for a meeting over a meal/drink? You may ask your Indian female colleagues for a meeting over a meal or a drink. You would, however, typically find that Indian women prefer to go out in a known group, especially for drinks aer work. In non-cosmopolitan cities, meetings over drinks or dinner are not so common and it may be better to avoid them. However, it would be advisable to restrict such activities to people you have met a few times before, rather than someone you have just met.

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What kind of food do Indians prefer? ough Indians have been exposed to global cuisines over recent years, Indian food and other Asian cuisines find preference with most. When entertaining Indian clients, you may want to check their preference for food prior to deciding on a place to dine. Certain sections of Indian society are strictly vegetarian. Most Indians (especially Hindus) believe in the sacredness of the cow, and accordingly, do not eat beef. In Northern India, the staple food is wheat, while in South India, rice forms part of nearly every meal. Quite a few Indian’s also prefer spicy food. Accordingly, a prior check will help in ensuring that you and your client have an enjoyable experience.

Do Indians get offended by non-vegetarian food on the table? Whilst some Indians are strictly vegetarian, most of them do not mind non-vegetarian food being served to others on the table. To be cautious, if your client is a vegetarian, you may want to take his approval before ordering non-vegetarian food. In some cases, some Indians might get offended and upset if you eat non-vegetarian food at the same table as them. However, this is relatively rare in cosmopolitan cities.

Where can I find places to dine? You could check with your hotels’ concierge service. Normally, you will find various options of places to dine in the business districts of each city. A walk around the business district will also give you plenty of options. e internet is also a very good source of information. Sites like Zomato.com or Google Maps could be very handy when looking for eateries in the area you’re in or where you plan on heading to for a meal. It might also be advisable to buy a local food guidebook, which recommends good places to dine in the city you are in. ese are normally available at the airports as soon as you land or in almost all good bookstores. Your concierge would also be able to provide you with one. e fastest option is to use the internet.

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What time should I arrive for a meal? Typically, lunch is eaten at about 01:00 pm and dinner between 08:00 and 09.00 pm. However, in cosmopolitan cities, most people tend to eat very late as the workings hours are relatively longer. Most top-end hotels also offer 24-hour coffee shops. Most Indians tend to treat a meeting time as flexible. You may bear that in mind and choose to ignore a delay of a couple of minutes.

How should I enter an Indian home? Generally, Indians expect you to take your shoes off before entering someone’s home, as shoes are considered unclean. is practice is, however, not universally followed. You should, however, check with your host before entering an Indian home. A stack of shoes at the side of or outside the door also serves as a good indicator.

Are alcoholic drinks normally served in Indian homes? Alcoholic drinks are not always served with or prior to meals. It entirely depends on your host. You may, however, note that some Indians may not consume alcohol at all, whilst some others may not consume alcohol at home, but do outside. It would be advisable to check with your host about his alcohol preference in case you are out for dinner and if you plan to order drinks for yourself.

Is Indian food eaten in courses? Since India is a land of diverse cultures and traditions, it is hard to define ‘Indian food’. In an everyday Indian meal, you may not find different courses and everything may be served all together. In some regions in India, dessert is actually served before the meal or during the course of the meal, rather than at the end. However, the diverse options in Indian restaurants allow for having the meal in courses. It is recommended that you ask your host to help and guide you in such situations. Indians are very hospitable in nature and asking for such help will flatter them and allow them to showcase their hospitality.

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What is the general etiquette for dining? You may be asked to wash your hands before and aer sitting down to a meal as most Indian food is primarily eaten by hand. Whilst most Indians prefer to use their hands to eat, asking for cutlery is not considered offensive at a restaurant or at someone’s home. In some situations, food may be put on your plate for you, whilst in other situations you may be allowed to serve yourself from a communal bowl. Some people may not like food being eaten by others from their plate. Always use the le hand to serve yourself. Also note that it is common in Indian households to not use the le hand while eating or receiving food. Allow the host to serve you. e guest of honour is usually served first. Traditionally, South Indian meals are served on a banana leaf. Once you are done with the meal you are expected to fold the banana leaf inwards. Banana leaves are generally folded outwards only at funerals or to symbolize that you did not like the meal.

What is the etiquette at the end of an Indian meal? A finger bowl (with lukewarm/hot water and a slice of lemon) is usually served per person at restaurants for rinsing your fingers. At home, you may use the washbasin. Generally, at a restaurant, the host pays for the meal. If you reciprocate an invitation, the meal must be of comparable value, as a far more lavish meal may embarrass the host. Should I tip a waiter at a restaurant? If so, what is the appropriate percentage? If you are acting as a host to an Indian client, you may add a tip to the bill amount. Tipping is usually not required where a service charge has already been added to the bill. Typically, the amount of tip ranges from 8% to 10% of the bill amount.

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Is there anything else I should be aware of when inviting someone for a meal? Some Indians who follow certain religious customs observe a ‘fast’ on certain days of the week or month. During such time, they do not eat or drink anything between sunrise and sunset. Hence, during such days, they will not be able to dine with you. It’s also common that some individuals may not eat meat on certain days of the week or during a particular season or festival. It would be advisable to check with your guest before ordering.

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Indian Courtesy

What is the importance of “ji”? “Ji” is used following a name and is a sign of respect. It is appropriate for both sexes regardless of age and for almost every occasion. Attach it to a first (given) name or surname. It can be used in almost every State in India with equivalent effect. Other common suffixes which can be used as alternatives to “ji” or as forms of address by themselves include bhai (brother – also used for close friends), sahib (boss/master), bhabi (literally, sister in law – but used very frequently by employees or staff when addressing female family members of management), etc.

What is the practice related to gi-giving? e giving of gis is not always expected at the first meeting or when invited for other occasions, though a gi will not be turned down and would be appreciated. However, it is customary to exchange sweets, dry fruits and other gis during festivals or when invited for meals and to give tokens of appreciation when someone has been helpful or rendered a service. Indians usually celebrate births, marriages, etc. by distributing sweets or gis and would not turn down a similar gesture by others. When gis are being exchanged between a businessman and a government official, it is very important to be sensitive to the difference between what may be perceived as a bribe and what will be seen as a genuine token of esteem or gratitude. A simple clock with your company’s logo, a company calendar or a pen with your logo on it are common gis given to government officials. Most foreign companies and subsidiaries of foreign companies also need to comply with anti-bribery laws applicable in their respective jurisdictions. It would be worthwhile to check the applicable provisions of law prior to giving any gis. Sensitivity while choosing a gi is important. It is important to bear in mind the religion of the person to whom the gi is being given, since some Hindus do not use leather (as leather is oen made of cow hide and cows are considered holy by Hindus) and Muslims do not use products derived from pigs. Many Indians do not

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traditionally drink or store alcohol in their homes; therefore, care must be taken if alcohol is being gied. Monetary gis are appreciated when given in denominations ending with 1, such as Rs. 51, 101, 501, 2001 and so on. A gi of a personal item, such as jewellery or perfume may be considered inappropriate when given by a man to a woman. Indians attempt to reciprocate the giving of gis; therefore, it might cause embarrassment if very expensive gis are given. Not everyone appreciates the implication of overtly expensive gis and they may be politely returned. White and black are considered inauspicious in some communities, so it is best to avoid these colours while wrapping gis.

How are elders treated amongst Indians? Elders are given a place of great respect and deference in India. Traditionally, voices are never raised while talking to elders. Eye- contact with elders is also kept to a minimum in formal discussions, though this is changing in recent times, particularly in international business. Elders always enter and leave first and are also the first to be seated or served food and drink. Appointments and promotions are oen dependent on seniority in age.

Why do Indians ask probing questions? e sense of privacy in India is relatively different from that in other countries. Do not be offended by questions about your religion, family background, children or education. It is an attempt to be friendly. A slightly evasive response will indicate to the other person that you do not wish to proceed and they will not probe any further.

What are some of the gestures which might offend Indians? It is considered rude to say “No” emphatically and directly, to point with your fingers, and to sit with your legs crossed in the presence of elders. Never touch the head of an Indian, as Indians consider the head a very sacred and sacrosanct part of the body. Always apologize immediately in case you touch someone with your leg while sitting down, even if it is a genuine accident.

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Caste System

What is the caste system? e Indian caste system represents the social stratification and restrictions in the Indian subcontinent in which social classes are defined by thousands of endogamous hereditary groups oen termed as jatis or castes. Although generally identified with Hinduism, the caste system is also observed among followers of other religions in the Indian subcontinent, including some groups of Muslims and Christians. e Constitution of India has outlawed caste-based discrimination in keeping with the socialist, secular, and democratic principles that founded the nation. Caste barriers have mostly broken down in large cities but persist in rural areas of the country. e caste system, in various forms, continues to play a major role in Indian society and politics.

What are scheduled castes and scheduled tribes? Scheduled castes and scheduled tribes are certain castes and tribes identified in the Constitution of India due to their historical oppression. e Constitution provides certain special protections to them, including setting aside a special quota for them in schools and colleges and for their employment in government and public sector companies.

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Indian Family System

Are Indian families patriarchal or matriarchal? Most communities in India follow the patriarchal system, with the eldest male being the head of the family and succession taking place along the male line of descent. e decision of the patriarch is usually final and it is not uncommon to not proceed on any matter unless the patriarch, parent or senior member of the family has given his consent. Some communities, most notably in Kerala and in north-eastern India, follow the matriarchal system and descent takes place along the female line.

Are Indian families close knit? Indian families are traditionally extremely close knit and have a deep sense of duty and obligation to each other. Most people live in what are known as “joint families” in ancestral homes, consisting of grandparents, parents, parents’ male siblings and their children, one’s own male siblings (or the female siblings in matriarchal societies) and their children, unmarried female siblings and one’s own children. Within the extended family, relationships and identities are sharply defined: the duties of a woman and a man within their roles as mother, father, husband, wife, aunt, uncle or brother and sister are very well defined and have symbolic manifestations in rituals and customs. Females, in patriarchal societies, leave their parental home aer marriage to live in their husband’s home. With urbanization, the trend of living in joint families has changed considerably and nuclear families are more common. Children also oen leave their parental homes to work and study in other cities. However, this is not very prevalent in rural India.

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Religions, Festivals and Celebrations

What are the main religions followed by people in India? Nearly every major religion is represented in India. e major religions followed are Hinduism, Islam, Christianity, Sikhism, Buddhism, Jainism and Zoroastrianism (followers of which are called Parsis). Modern India has managed to uniquely preserve its deep rooted traditions on the one hand and imbibe new customs, traditions, and practices on the other. Innumerable groups peacefully coexist within the fabric of the larger Indian society maintaining their distinctive cultural identities. is unique form of ‘unity in diversity’ makes ‘cultural pluralism’ one of the defining factors of Indian culture.

What are the main festivals celebrated in India? India celebrates various religious festivals almost throughout the year, including births, victories, and anniversaries of gods, new months, new years and seasons. Being a secular state, festivals of all religions are celebrated. ough India officially follows the Gregorian calendar, the dates of most festivals are determined on the basis of the lunar calendar; the position of the stars or sighting of the moon; or the Islamic calendar in the case of Islamic festivals and do not occur on the same day every year. e New Year for different communities starts at different times of the year and are normally accompanied by festivities. Festivals oen follow the agricultural cycle, particularly the harvest season. Whilst most major festivals are public holidays across the country, each region celebrates certain festivals and these may also be public holidays in those regions. Festivals are seen as a time of togetherness, prayer, and worship, accompanied by celebrations. erefore, it would be advisable to check the holiday schedule before planning a trip to India. Also, watch out for the traffic on these days – most festivals are mass celebrations and the roads come alive with celebrations and a sea of people restrict the flow of traffic.

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e major festivals celebrated in India are as follows: NATIONAL FESTIVALS Gandhi Jayanti Gandhi Jayanti celebrates the birth anniversary of Mahatma Gandhi. He was born on the 2nd of October 1869 at Porbandar in Gujarat and is known for his invaluable contribution to India’s struggle for freedom. His principles of truth, non-violence, and honesty are still remembered today, not only in India but also in Western countries. He also developed satyagraha, the practice of non-violent resistance and fought for equal rights, the elimination of the caste system and the emancipation of Indian women. Independence Day August 15th, India’s Independence Day, commemorates the day when India achieved freedom from the British rule in 1947. e day is marked with the hoisting of the national flag across the country and cultural programmes in Delhi, the capital of India, and the Prime Minister’s speech at the Red Fort in Delhi. Republic Day Republic Day is celebrated on January 26th. is day is of great significance in India’s history as it marks the day, in 1950, on which the Constitution of India was adopted. It is enthusiastically celebrated throughout the country with parades and pageants, including impressive displays of weapons of the Indian security forces. Cultural functions are also held in different parts of the country to mark the occasion.

HINDU FESTIVALS Diwali Diwali or the ‘Festival of Lights’, is one of the most important festivals of the Hindu calendar celebrated across the country and usually falls around late October or early November. It is celebrated for 5 days and marks the beginning of the New Year for some Hindu communities. It is celebrated with the lighting of lamps and candles, the exchange of sweets and plenty of fireworks. Most offices, both government and private, and schools remain shut during this time. Also, most families take a vacation during this time. is may affect the timing of your visit and it is advisable not to plan meetings during Diwali.

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Durga Puja Durga Puja (offering of prayers to the Goddess Durga) is one of the most important festivals of West Bengal and is celebrated all over India. It falls around late September or early October. e celebration lasts for 5 days and begins with the Maha Shasti when the Goddess Durga is welcomed. It ends with Bijoya Dashami when idols of the Goddess are immersed in nearby rivers, lakes, and seas, symbolizing the sacred waters of the Ganges River. Navratri Navratri or the ‘Festival of Nine Nights’ usually falls around September or October. e festival celebrates the Goddess Durga in all her incarnations as well as Goddesses Lakshmi and Saraswati. Navratri is traditionally celebrated with communities getting together and performing dances of Garbha and Dandiya-Ras. It is celebrated most grandly in Gujarat and Maharashtra. Dussehra Dussehra is celebrated the day aer Navratri and it symbolizes the triumph of good over evil. Dussehra is particularly important in Kullu and Mysore, where effigies of the demon Ravana and his army are ritually burned. Ganesh Chaturthi Ganesh Chaturthi is the celebration of the birth of the elephant- headed God, Ganesh, one of the most important Gods of Hindu mythologies. e festival usually falls around September or October. According to Hindu tradition, Lord Ganesh is the destroyer of obstacles and is worshipped on all auspicious occasions, whether it is the opening of a business, the start of a new venture, a marriage or a religious function. On the day of the festival, Hindus perform pujas at temples or their homes. Clay idols of Lord Ganesh are paraded through the streets, particularly in Mumbai, before being immersed in nearby rivers or the sea symbolizing the immersion in the sacred waters of the Ganges River. is immersion is one of the most spectacular sights in India and is worth witnessing, your travel plans permitting. Raksha Bandhan Raksha Bandhan (the bond of protection) celebrates the relationship between brothers and sisters. It is celebrated on the day of the full moon in the month of Shraavana, which usually falls in

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August. e festival is marked by the tying of a rakhi, or holy thread, by the sister on the wrist of her brother. e brother, in return, offers a gi to his sister and vows to look aer her. It is not necessary that the rakhi be given only to a brother by birth; any male can be “adopted” as a brother by tying a rakhi. Indian history is replete with women asking for protection, through the rakhi, from men who were neither their brothers, nor Hindus themselves. Pongal and Sankranti Pongal and Sankranti are harvest festivals celebrated in Tamil Nadu, Karnataka, and Andhra Pradesh and usually fall in January. Ugadi and Gudi Padwa Ugadi and Gudi Padwa mark the New Year in the Deccan region and are celebrated in Karnataka, Andhra Pradesh, and Maharashtra. is festival usually falls in April. Holi Holi or the ‘Festival of Colours’ is one of the most popular and colourful festivals of India. It is celebrated in spring, on the first day aer the full moon in early March or April. People smear each other’s faces with coloured powder known as gulal or abeer and throw rang (coloured water) on each other. On the night before Holi, bonfires are built to symbolize the destruction of the evil demon Holika. Onam Onam is the harvest festival celebrated in Kerala and honours not just the harvest season but also the collective past and the golden age of prosperity. is festival usually falls in August or September. Khumb Mela e Khumb Mela is the largest religious congregation on earth, attracting millions of people. People from all over the world come to take part in this celebration. e pilgrimage occurs four times every 12 years, once at each of these four locations: Allahabad (Prayag), Haridwar, Ujjain and Nasik. e Maha Khumb Mela is held every three years in each of these four locations, returning to each of the four places every 12 years. An Ardh (half) Mela is held every six years aer the Maha Khumb in each location. According to legend, the gods and demons fought a great battle for the kumbha (pot) containing amrita (nectar of immortality), which lasted 12 days and

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nights. Lord Vishnu got hold of the khumba but in the course of the battle four drops of amrita spilt on the earth – at Allahabad, Haridwar, Ujjain and Nasik. Devotees come together to experience the sensation of mass belief and to take a ceremonial dip in the sacred Ganges, Shipra or Godavari rivers. A visit to a Khumb is highly recommended and encouraged, though it is not for the faint hearted.

JAIN FESTIVALS Mahavir Jayanti Mahavir Jayanti commemorates the birth anniversary of Lord Mahavira. It usually falls around March or April.

SIKH FESTIVALS Guru Nanak Jayanti Guru Nanak Jayanti is the celebration of the birth anniversary of Guru Nanak Dev, the founder of the Sikh faith. It usually falls around October or November. Vaisakhi Vaisakhi or Baisakhi is celebrated according to the solar calendar and usually falls in April. It is a harvest festival and is celebrated with particular enthusiasm in Punjab and Haryana. It marks the beginning of the new solar year and a new harvest season. It also commemorates the inception of the Khalsa in 1699, which also marks the Sikh New Year.

PARSI FESTIVALS Navroz Navroz, the most important festival of the Parsis, marks the beginning of the Parsi New Year. is festival celebrates the creations of God, the birth of the spiritual and material world and the natural elements, and falls in July or August. Khordad Sal Khordad Sal is the birth anniversary of the founder of Zoroastrianism, Zoroaster. It falls on the sixth day of the first month of the Parsi calendar and usually falls in August or September.

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ISLAMIC FESTIVALS Bakri-Eid Bakri-Eid or Eid-ul-Zuha, is a day of sacrifice for the Muslims. It commemorates Abraham’s sacrifice of his son in obedience to God’s command. Abraham blindfolded himself and struck his son but when he removed his blindfold, he found his son standing before him and a sacrificed ram in his son’s place. On this day, a ram or a goat is sacrificed and distributed to family, friends, and the poor. Eid-ul-Fitr EId-ul-Fitr is a festival that marks the end of the Ramadan or Ramzan period. Muslims keep a strict fast during the month of Ramadan, consuming food only before sunrise and aer sunset. e sighting of the new moon at the end of the month marks the end of Ramadan. e day aer the new moon is Eid-ul-Fitr, which ends the period of fasting. It is celebrated by going to the mosque and enjoying a festive meal with family and friends. Muharram Muharram is a day of mourning. It commemorates the martyrdom of the Prophet’s grandson, Hazrat Imam Hussein. It is celebrated by fasting, praying, reciting the Quran, and singing elegies in homage to the martyr. It ends with the procession of Tajjas, which represent the mausoleum of Hazrat Imam Hussein.

CHRISTIAN FESTIVALS Christmas Christmas, which falls on December 25, marks the birth of Jesus Christ and is celebrated across India. It is a season of joy and giving. Colourful decorations adorn many cities and towns and carol singing and plum cakes are very popular. In many places, people of all religions attend mass in churches. ough predominantly celebrated by Christians, people of all religions join the celebrations and it is a time of considerable festivities and good cheer. Good Friday and Easter Easter is one of the most important festivals in Christianity as it is believed that Jesus Christ was resurrected on this day, which follows two days aer Good Friday which Christian’s believe to be the day on which Jesus Christ was crucified. It falls in March or April and also marks the end of Lent, a season of prayer and penance. 42 cyril amarchand mangaldas

How are weddings celebrated in India? e “great Indian wedding” is a medley of rituals, customs, colour, pomp, and enthusiasm. Hindu Weddings e customs during a wedding ceremony in India are varied and reflect the vast diversity of its culture. However, for Hindu weddings, there are some common rituals prevalent in almost every region. e wedding is conducted in a mandapa (altar) by a pandit (priest). In most communities, the groom puts sindhoor (vermilion powder) in the parting of the bride’s hair. e bride and groom then garland each other in formal mutual acceptance and sit in the mandapa next to each other before a sacrificial fire pit or havana kunda. Kanyadana is the ritual of giving the bride to the groom by the father (or the next elder male relative, in the absence of her father). e bride’s father places her hands in the groom’s, transferring his responsibility for her to the groom. e groom then ties a mangalsutra (also called tali in some regions) around the bride’s neck. e marriage ceremony then enters its most important phase, the saptapadi (seven steps), in which the couple makes seven encirclements around the fire or takes seven steps, exchanging vows. Legally, the marriage is final and binding aer the saptapadi. e bride is then sprinkled with holy water, believed to cleanse her from any previous sins, in preparation for her new life ahead. e bride is then ceremonially ushered into her new house, placing her right foot first over the threshold and gently kicking over a measure of rice placed there; as a token of prosperity for her new family. ere has been a spate of both Hollywood and Bollywood movies showcasing grand Indian weddings over the last few years. ese would be ideal places to learn about different aspects of Indians weddings in a fun way. Muslim Weddings A Muslim wedding, known as Nikaah starts with the Mangni, where rings are exchanged. In the Manjha ceremony, the bride is anointed with turmeric paste provided by the groom’s family. e bride and the groom sit in separate rooms during the marriage

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ceremony. Sometimes, they are seated in the same room but symbolically separated by a sheet placed between them. e Meher, an amount of money that is to be given by the groom to the bride, is decided by the elders from both the sides. A priest, in the presence of male witnesses and a distinguished person, asks both the bride and the groom if they consent to the marriage and proceeds to sanctify their marriage. e registration of the marriage (nikaahnama) is first signed by the groom and two witnesses and then signed by the bride. e Rukhsat ceremony takes place the day aer the wedding ceremony, when the bride leaves her parents’ house and moves to her husband’s house.

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Customs, Beliefs and Superstitions

Why are some Indians particular about the timing of certain events, like execution or entering into any business discussions? is is due to the deep rooted existence of astrology in the Indian psyche, which manifests itself in the business world. Hindus believe that there are certain auspicious times known as shubh muharrat, and that there are certain times of the day when important actions should not be undertaken (called rahukalam in some communities). During this time frame, people avoid any auspicious action such as investments, business transactions, asset purchases, journeys, entering into new relationships, meetings, and medical treatments. It is believed that work done during this period does not bring successful results. ese times of the day are determined by the positions of the planets. Hindus also believe that certain months, such as Shravan or the months between July and August in most parts of the country and August to September in some parts, are the holiest periods of the year. Festivals, particularly Diwali, are also considered to be holy days and auspicious to begin new ventures. erefore, Hindus in the country are particular about the timing of certain events, though there is some change amongst the younger generations in urban India. Most Indians believe strongly in astrology and may consult their astrologers before undertaking important tasks. e word and advice of the astrologer is taken very seriously, and major deals have been known to have been called off due to unfavourable advice from astrologers.

What is vaastu? Vaastu deals with the building and designing of enclosed and open spaces to align them with physical and metaphysical forces. It determines the direction and position of objects, rooms, etc. Many Indians follow the principles of vaastu. It is akin to Feng Shui, followed in China.

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Why are Indians sensitive to even accidental brushes of the feet? It is considered offensive to touch someone with your feet or shoe as the feet are considered the basest part of the body. Do not sit with the soles of your feet pointing towards an altar, shrine or another person. An apology will be expected if you accidentally touch someone with your feet or shoe.

Why do some Indians touch a paper or book if it falls to the floor? Hindus consider paper and books sacred as they symbolize knowledge, learning, and wisdom and are considered representative of the Goddess Saraswati, the goddess of learning. ey are sensitive to any form of disrespect to paper and books. erefore, if papers or books fall to the ground, they oen touch these to their eyes to signify prayer and to seek forgiveness.

What are some of the common superstitions in India? A black cat crossing one’s path is considered to be unlucky. It is also considered inauspicious to ask a person what his destination is while he is leaving, to ask a person not to leave (especially when setting off on long journeys), and to say that one is “going” as opposed to “leaving and returning”. In many parts of the country, it is considered inauspicious to start new ventures on a Tuesday. To see a peacock before a journey is considered auspicious. A lemon threaded with string and attached to chillies is usually hung in cars, homes or at offices. It’s a totem used to ward off evil and bring good luck. It’s discarded every Friday and stepping on one could result in serious bad luck. Like these there are plenty more.

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Travel and Transport

How do I get to India? All major airlines have regular flights to Delhi, Bombay, Chennai, and Kolkata. Bangalore and Hyderabad are also well connected, though the options may be fewer.

What are the major ways of travel within India? India has a very extensive network of air, rail, and road transport for travel within India. Domestic airlines, both government owned and private carriers, offer round-the-clock connectivity to all major cities. However, most domestic flights operate between 05.00 am and 11.00 pm, whilst international flights predominantly operate between 11.00 pm and 05.00 am. India has the largest railway network in Asia which provides excellent connectivity throughout the country. e railways are entirely government-owned and offer first class and private coupe options in most sectors. An extensive network of government and private buses also ply throughout India and offer some luxury options as well. Private operators, including international chains such as Auto Hertz and Auto Hirers, provide car rental services for domestic travel in India. Your hotel would also be able to arrange for car rentals. Radio cabs (links and numbers provided at the end of book) are also extremely popular and very convenient to use. Uber and its competitor Ola (same concept at Uber) are also available in India, both of which are app- based car services.

How do I book tickets? Air tickets can be booked either at the airport counters or online (links and sites lists provided at the end of the book), either through the website of the airline or through travel sites, such as www.makemytrip.com or www.cleartrip.com among others. Railway tickets can be booked at counters at the railway station or at the airport and can even be booked online at www.indianrail.gov.in. Travel agents also undertake bookings for air, rail, and road travel. 47 cultural aspects of doing business in india

What should I expect at the domestic airport? Long queues are common for entry into the airport and a Photo ID will be required both at the entrance as well as at the check-in counter. Typically, domestic carriers open airport check-in counters two hours prior to the departure time and close 45 minutes prior to the departure time. Most airports have baggage screening prior to check-in, and you should expect long queues for this procedure, unless you are travelling business class. In view of the increased security at all airports across the country, it is recommended that you arrive for your flight at least 1.5 hours prior to departure to avoid unnecessary delays.

Can I check-in on the web or by telephone? Yes, web and telephonic check-in options are common in most airlines, though these options usually close two hours prior to departure. Please check the airline website for specific details.

Can I book connecting flights within minutes of each other? Delays in arrivals and departures are quite common in India. erefore, it would be advisable to book domestic connecting flights at least an hour apart if travelling by the same airline or at least two to three hours apart if the connecting flight is on a different airline. All domestic airports provide passenger and baggage transfer services from the domestic airport to the international airport. It would be advisable to keep a gap of at least four hours between a domestic flight and an international flight.

What should I expect at a railway station? ere are no stringent check-in or baggage screening procedures at railway stations. You must find your way to the correct platform, which is usually indicated quite clearly. Tickets will be checked frequently during your journey hence, it is advisable to keep them readily accessible with a Photo ID. ere are no escalators in railway stations and you may have to use the stairs to traverse through

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overhead bridges connecting the platforms. Porters, known as ‘coolies’ are easily available at a low cost for help with baggage and although there are set rates, a little haggling could save you some money.

How can I get around in some major cities in India? All major cities have good transport networks. e common means of public transport in some cities are as follows: Mumbai: taxis, trains, auto rickshaws, buses, radio cabs, metro. Delhi: Delhi Metro (train), auto rickshaws, buses, cabs. Kolkata: taxis, Calcutta Metro (train), trams (on very limited routes), auto rickshaws, buses, cabs. Chennai: train, auto rickshaws, buses, cabs. Bangalore: auto rickshaws, buses, cabs. All major cities have many private car rental services and all major hotels also offer car rental services. As mentioned earlier, radio cabs are also used heavily these days so this option would be the best for intra-city travel. However, the traffic in most Indian cities is heavy and relatively chaotic at most times of the day and should be factored into time schedules.

In India, which side of the road are vehicles driven on? In India, vehicles are driven on the le side of the road and all vehicles manufactured in India are right-hand drive vehicles.

How do I organize sight-seeing trips? e travel desk at your hotel will be able to help you organize sight- seeing trips. ere are many options available for half-day and full- day trips in most cities. Trip Advisor and Lonely Planet guides can also provide helpful options.

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Miscellaneous

What is “Indian - English”? While nearly all Indian businesspeople speak English, their accent or version of English, informally dubbed “Indian - English” may be difficult to fully understand. Many foreigners also find that one of the most difficult aspects of “Indian - English” is the speed at which it is spoken, and particularly when the speaker is excited. As one may expect, certain slang expressions do not translate well with Indian businesspeople. Indians typically adhere to more proper and formal English, rather than the informal tone used in the United States. ough widely spoken and used, there are nuances of Indian English which are quite native. For instance, there are local meanings of terms like ‘Himalayan blunder’ (grave mistake), ‘godown’ (warehouse), ‘deadly’ (intense or very good), etc. It’s similar to British and US English; different words for the same things like ‘Boot’ for ‘trunk’ of a car or ‘Lorry’ for ‘truck’ etc. Similarly, you may find people using terms like ‘cousin-brother’ or ‘cousin-sister’, or overusing terms like ‘actually’, ‘obviously’, ‘simply’, etc., in their sentences. In addition, the pronunciation varies widely across the country, which can sometimes make it difficult to understand spoken English. You can, however, request a person to repeat what they said a little slowly. Such a request from a foreigner is not considered a discourtesy.

General tips for your visit to India India is a cricket-crazy nation. Learn a bit about the sport and you will open the door to various conversations. Indians love to discuss all kinds of subjects and individuals who are more educated will readily get into heated debates, which may be amongst your most memorable moments in India. Exercise discretion, however, when trying to understand the enigma of India’s overwhelming poverty and the caste system. While Indians may complain, avoid criticizing India’s over-burdened infrastructure and bureaucracy and the delays and uncertainties that occur. Do not harshly judge or criticize things you may not understand fully. Indians can be quite passionate and patriotic about their nation and will defend it unequivocally. Words are seldom enough to offend an Indian, but avoid strong swear words in the context of an argument or insult, especially in business situations. Welcome to India!

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Some Useful Links

An abundance of reliable information would be easily available on the internet, through your travel agent or via smartphone apps. However, your journey, whether for work or pleasure, can start with the help of the following links: Directory of official websites of the Government of India - http://goidirectory.gov.in/ Supreme Court of India - http://www.supremecourtofindia.nic.in/ Tourism - http://www.tourism.gov.in/ http://goidirectory.gov.in/tourism.htm http://www.coxandkings.co.in http://www.thomascook.co.in http://www.tripadvisor.in/Tourism-g293860-India- Vacations.html http://www.lonelyplanet.com/india Hotels - www.tajindia.net www.oberoihotels.com www.marriott.com/city/india-hotels www.theparkhotels.com www.itcwelcomgroup.in Travel Airlines, Misc. Travel Sites for Domestic Travel - www.airindia.in/ www.jetairways.com www.yatra.com www.makemytrip.com www.goibibo.com www.redbus.com Railways - http://www.indianrail.gov.in Vehicle rentals/Taxi services - www.avis.co.in www.hertz.com www.carzonrent.com www.merucabs.com

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www.uber.com/cities www.olacabs.com Weather - www.imd.ernet.in/main_new.htm www.indiaweather.gov.in/ News and Current Affairs - http://www.ibnlive.in.com http://www.livemint.com http://www.ndtv.com http://www.hinduonnet.com http://www.indianexpress.com http://www.timesofindia.indiatimes.com Eateries- www.Zomato.com Information - www.justdial.com www.asklaila.com

You can use Google Maps, Nokia Here Maps and other GPS enabled apps for your smart phone to find your way around the city. Rickshaws and cabs are fitted with digital meters which are very accurate so you needn’t worry. Local apps like m Indicator for Mumbai will give you quick readouts on local train and bus timings, and their destinations.

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Offices of Cyril Amarchand Mangaldas

Mumbai Peninsula Chambers, Peninsula Corporate Park, GK Marg, Lower Parel, Mumbai - 400 013, India Tel: +91 22 2496 4455 Fax: +91 22 2496 3666 Email: cam.mumbai@cyrilshroff.com 3rd Floor, Lentin Chambers, Dalal Street, Fort, Mumbai - 400 001, India Tel: +91 22 2265 0500 Fax: +91 22 2265 9811 Email: cam.mumbai@cyrilshroff.com

New Delhi 4th Floor, Prius Platinum, D-3, District Centre, Saket, New Delhi – 110 017, India. Tel: +91 11 6622 9000 Fax: +91 11 6622 9009 Email: cam.delhi@cyrilshroff.com

Bengaluru 201, Midford House, Off. M. G. Road, Bengaluru - 560 001, India Tel: +91 80 2558 4870 Fax: +91 80 2558 4266 Email: cam.bengaluru@cyrilshroff.com

Hyderabad 8-2-622/5/A, 3rd Floor, Indira Chambers, Road No. 10, Banjara Hills, Hyderabad - 500 034, Telangana, India Tel: +91 40 6730 6000 Fax: +91 40 6730 6002 Email: cam.hyderabad@cyrilshroff.com

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Chennai 2nd Floor, AS V Chamiers Square, 87/48, Chamiers Road, R. A. Puram, Chennai - 600 028, India Tel: +91 44 6668 4455 Fax: +91 44 6608 3490 Email: cam.chennai@cyrilshroff.com

Ahmedabad Shapath-V, 1304/1305, Opp. Karnavati Club, S. G. Road, Ahmedabad – 380 051, India Tel: +91 79 4903 9900 Fax: +91 79 4903 9999 Email: cam.ahmedabad@cyrilshroff.com

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58 Offices: Mumbai l New Delhi l Bengaluru l Hyderabad l Chennai l Ahmedabad