Close a business deal in India: 5 tips

Indians are ambitious, enterprising and are known as good negotiators. Many international companies find it difficult to close a good deal with an Indian customer or business partner. Gandert Roosen is CEO of Roosen Industries and has been active in India for over 15 years. He shares his five tips for closing the best business deal in India.

1. Communicate strategically

“Direct communication and trying to force things to happen does not work in India. Think in advance about what you want to achieve and build that up in a careful way in the conversation: “Can we perhaps…?” There is a good chance that you will achieve your goal.”

2. Ask for the ‘real’ answer

“Indians are quick to say that something is easy to achieve, or that it will be impossible. Follow your own feeling here and ask for clarification as to why something is or is not feasible. This way you can also check whether you have been understood correctly by the other party.”

3. Enjoy the game of closing a business deal in India

“To make a good deal, you have to play the game Indian style. That means that you sometimes have to say that you do not have time or do not answer your phone. Then you play the busy CEO, while your employees massage the other party. At first I found that way of doing business frustrating, but now I enjoy it.”

4. Always stay sharp in negotiations

“Indians are often very tactically smart. I once spent hours eating with an 80-year-old business associate. I had the feeling that he was slowly dozing off, until he suddenly surprised me and threw a proposal on the table.”

5. Show respect

“Indians are allergic to arrogant foreigners. So it is better to be a bit reserved, especially towards the more senior partners you are dealing with. In India, people are not averse to giving or receiving compliments, use that to your advantage.”