Préparation en amont de la négociation:

Principes fondamentaux de la culture des affaires

Les relations sont construites sur le respect et la confiance mutuelle. En général, les Indiens
préfèrent avoir des relations personnelles de longue durée avant de faire des affaires.
Le meilleur moment pour un rendez-vous est la fin de la matinée ou le début de l'après-midi.
Re-confirmez votre rendez-vous une semaine à l'avance et à nouveau le matin même. Faites en
sorte que votre planning soit flexible de façon à pouvoir le réajuster en cas de changement de
dernière minute de l'horaire de la réunion.
Mieux vaut arriver au rendez-vous à l'heure dans la mesure où les Indiens apprécient la
ponctualité.
http://www.attijaritrade.ma/fr/choisissez-votre-marche-cible/profils-pays/inde/pratiques-des-aff
aires

● Comprendre les spécificités de l’Inde

Géographie
Histoire
Population jeune, nombreuse et à forte croissance
République fédérale démocratique la plus grande du monde
Economie : essor important grâce au développement des technologies de pointes
Politique de discrimination positive
La religion : la notion de sacré

● Impact de la culture dans les comportements

Complexité d’un système social indien très hiérarchisé (classes sociales, castes et communautés):
L’Inde évolue encore sous un système de castes. Il peut être intéressant de se renseigner sur la
caste de notre interlocuteur afin d’adopter l’attitude la plus appropriée. Les personnes d’âge mur sont
souvent plus respectées que leurs cadets. Plus vous serez âgé, plus vous inspirez le respect.
http://blog.enova-tech.net/2011/08/negocier-en-inde-ou-comment-gerer-les-differences-culturelles/
Esprit idéaliste : omniprésence du spirituel
L’inde entre tradition et modernité : le paradoxe
Nationalisme très marqué

● Communiquer efficacement avec les indiens

Style et mode de communication: Avoid standing too close to others
Communication may not be straightforward – you may have to read between the lines and interpret
gestures/signs. Differing relationships will determine how people interact with each other – watch
what others do. Indian men may often pat each other on the back as a sign of friendship. Some
gestures can be easily misinterpreted – a western hand wave from side to side can mean ‘no’ or
‘go-away’ in India. If an Indian says ‘I will try’ this can usually be interpreted as ‘no’. On the whole,
Indian people dislike to refuse something, or someone, outright. Use your right hand to touch, accept
or give something. Do not beckon with your hand or snap your fingers – instead, with your arm
extended, curl your fingers downward in a claw motion. Pointing, with either one or two fingers, is
considered rude and used for inferiors only. Chins, thumbs and entire hands are used to point or direct
someone’s attention. When a head is jerked back, or moved in a figure of eight, this usually means
‘yes’.
https://www.commisceo-global.com/country-guides/india-guide#C5
La salutation: salut traditionnel → joindre les deux mains sous le menton et incliner la tête, poignée
de main → de plus en plus la jeune génération. Laissé l’interlocuteur saluer en premier.
http://www.journaldunet.com/management/direction-generale/coutumes-pays/se-saluer-en-inde.sht
ml
Pays multilingue: plusieurs langues utilisées
La communication verbale et non verbale : Females need to avoid eye contact and don’t initiate
conversations in public. Men don’t shake hands or touch women in public unless westernized.
Correct greeting for men is a handshake. After a meeting saying “thank you” and extended
both hands can be used but “thank you,” “please,” and “sorry” are not used often. Offer and
except business cards with your right hand. A loose side to side head nod means “yes”.
Hindus and Muslims believe passing things with your left hand is unclean. Avoid direct eye
contact; it is a sign of respect to look away from someone’s face. Avoid any other physical
contact other than a handshake between males and females. Whistling or winking is
considered sexually suggestive. Any pointing of the finger during a greeting should be
avoided because of its accusatory connotation. Placing hand on hips is considered an
argumentative posture. Indians beckon with their hand or palm turned down and point with
the chin not finger. Touching ears or holding ears is a sign of sincerity or repentance.
Removing shoes when entering a home is a sign of respect and if you touch another persons
shoes it is important to apologize. “Namaste” is a greeting used when meeting someone.
Indians press their palms together and fingers up below the chin, and sometimes bow to
show respect
L’importance de la relation personnelle: Indians prefer to do business with those they know.
Relationships are built upon mutual trust and respect. In general, Indians prefer to have
long-standing personal relationships prior to doing business. It may be a good idea to go
through a third party introduction. This gives you immediate credibility.
Politesse
Le lobbying
Le vêtement: Conservative dress is most suitable for both men and women
Dark suits for men - in hotter regions it can be acceptable to dress less formally
For women, conservative dresses or business suits, but avoid showing too much leg if wearing skirts
or dresses
Casual wear is not recommended for a first meeting
https://www.commisceo-global.com/country-guides/india-guide#C5
Business attire is conservative. Men should wear dark colored conservative business suits.
Women should dress conservatively in suits or dresses. The weather often determines
clothing. In the hotter parts of the country, dress is less formal, although dressing as
suggested above for the first meeting will indicate respect.
https://sites.google.com/a/global.t-bird.edu/india-culture-guide/doing-business-in-india/bus
iness-etiquette
Respect de la hiérarchie

● Adopter une stratégie de négociation

La négociation : un art de vivre et un jeu
http://www.leadershipcrossroads.com/mat/cou/India.pdf#page=4&zoom=auto,-12,792
Identifier les décideurs: Final decisions will be made by the most senior person present and may take
time – be patient https://www.commisceo-global.com/country-guides/india-guide#C5
Le style de négociation : donner de la face
http://www.leadershipcrossroads.com/mat/cou/India.pdf#page=4&zoom=auto,-12,792
La relation au risque et à l’incertitude
La perception du temps et les contraintes temporelles: s’armer de patience, normal que notre
interlocuteur indien arrive avec une demi-heure de retard…
http://blog.enova-tech.net/2011/08/negocier-en-inde-ou-comment-gerer-les-differences-culturelles/
La susceptibilité
La superstition
La femme dans les affaires: India is a difficult place to do business, but particularly tough for women.
India is a male-dominated society. Western women may be accepted, but must establish their
position and title immediately to warrant acceptance. Women might not be included in social events
or conversation. Western women may invite an Indian man to a business lunch and pay the tab
without embarrassment.
http://www.ediplomat.com/np/cultural_etiquette/ce_in.htm

● Décrypter l’approche comportementale des points sensibles de la négociation

La signification du « non » indien: difficile pour un indien de dire “non” de manière directe →
“peut-être” et “si possible” à prendre avec prudence. Essentiel de repérer les signes sous-entendant
une pensée négative comme le comportement ou l’attitude physique (bras et jambes croisés,
mouvement de retrait…)
http://blog.enova-tech.net/2011/08/negocier-en-inde-ou-comment-gerer-les-differences-culturelles/

● Protocole et règle dans le travail

Le rythme de travail
Les actes rituels et leur importance
Les cadeaux: Give gifts with both hands. Gifts are not normally opened in the presence of the giver.
Gifts from your country are appreciated (perfume, chocolates, small china or crystal objects). Gifts
are not normally expected at the first meeting. Gifts may be given once a relationship develops.
http://www.ediplomat.com/np/cultural_etiquette/ce_in.htm
La place de l’interpersonnel dans les affaires
Conclure sur un contrat équilibré « Le good deal »
Respect de l’étiquette et d’autrui: Refrain from standing within an arm’s length of others. Do not
touch others on their head. Public displays of affection are not encouraged. Feet are considered
unclean (this also applies to the left hand) so avoid touching another’s foot (apologise immediately if
this is accidental). Do not show anger. Winking and whistling should be avoided.
https://www.commisceo-global.com/country-guides/india-guide#C5