The document discusses 7 key differences between Western and Indian cultures and communication styles that Indians may encounter when dealing with Western counterparts. These include the Western preference for rules and certainty versus the Indian emphasis on relationships and flexibility; the individualistic Western approach to decision-making versus Indian collective decision-making; the Western value of directness and getting straight to the point versus the Indian preference for more indirect communication; and the Western linear view of time versus the Indian circular perspective. Understanding these cultural differences can help Indians navigate cross-cultural interactions and business relationships with Western partners.
1. It’s a Wild West!
Cross-cultural issues for Indians
dealing with the West
Stephen Manallack
Author “Soft Skills for a Flat World” (Tata McGraw-
Hill Sept 2012)
Co-Author “Riding the Elephant”
India Business and Communication Consultant
www.manallack.com.au
2. 1. Absolute vs relative
Rules & Relationships
The West’s single minded search for
certainty (the absolute) whereas India
knows life is more complex (relative)
The result is…
3. Decisions and Contracts
Westerners inflexible…
WEST INDIA
Rules come first Relationships first
Fixed Contracts Flexible Contracts
Trustworthy = sticks to it Trustworthy = adapts
Inflexible “letter of law” Go with changes
4. Westerners responses:
But I thought we had a contract?
What do you mean you can’t make a decision
right now?
Didn’t you say I could have this by last Monday?
5. 2. Are you dealing with a
decision-maker?
The West expects the person they deal
with can make a decision. The
collective approach of India is
different.
The result is…
6. Are you dealing with a
decision-maker?
WEST INDIA
Individual takes charge Group decisions
Responsibility “Guru” Leadership
Work/Family separate Work is family
Direct/instant Indirect/delay
7. What this means for you
Your western counterpart rarely works with
extended family and sees work as work
It frustrates them when decisions need to be
referred back to the group
Most westerners are direct and cannot
understand why an Indian colleague might say
“yes” instead of “no”
8. 3. Why westerners see India
as noisy and confronting
Many westerners feel self-control is the
key, while many Indians show emotion
– followed by harmony
The results is…
9. Noisy and confronting?
Or that’s just how we do
things here?
WEST INDIA
Cover emotions Show emotions
Non-physical Can be physical
Cool, control Raised voices
“Harmony” results
10. What this means for you
Westerners uncomfortable with physical contact/
closeness
Westerners concerned by disagreements
Westerners shocked if asked direct personal
questions or asked for help getting a job
11. 4. Can we please get to
the point!!
Westerners like to tackle issues head
on, while Indians choose a less direct
route
The result is…
12. Why the West often feels
frustrated
WEST INDIA
Direct Work around issues
“I will try”
Open on surface Closed on surface
Very closed within Once in, very open
Move on, rush Stay for dinner
13. Things different in the west
“Dormitory suburbs” means less after
work meetings and socialisation
West thrives on certainty not the
Indian response of “I will try…”
Work is work, weekends are off
Westerners not so status conscious
14. 5. The West is informal and
challenging
Westerners can judge their superiors
harshly, giving status only when it is
earned. Indians more readily give
respect to the person with the title.
The result is…
15. The West is informal and
challenging
WEST INDIA
Boss is human Boss is Guru
Titles rarely used Titles and formality
Technical challenges Higher authority
Meet in offices Meet hotels, cafes
Often contradict superiors Never contradict
16. How does this work?
Westerners often contradict someone
older or in more responsible position
Quick to challenging decisions or offer
criticism – expect you to be robust
Less respect for status – “earn”
respect
17. 6. Westerners watch the
time – the straight line of
certainty
Most westerners like to focus on one
thing at a time, whereas an Indian
can deal with multiple tasks
The result is…
18. Westerners watch time
WEST INDIA
Linear Circular
Single focus Multi-focus
Rigid schedules Flexible
Meetings precise “India meeting”
19. Things to watch out for!
Westerners often easily annoyed by cell phones
They do not like you to be late
Uncomfortable if your conversation includes long
pauses for reflection
They do not react well to distractions such as
letters to sign, plus interruptions – not so good
at “going with the flow”
Silence is seen in the west as awkward
Westerns highly scheduled, on time, rush on…
20. 7. “I want action, not
harmony!!!”
Westerners prefer action, even if it
causes friction. Indians generally favour
harmony, even at the price of action.
The result is…
21. Action or harmony?
WEST INDIA
Individual in control Part of universe
Convictions/action Harmony
Self, job, group Others, then self
Disturbed by change “Karma”
22. It’s a Wild West!
Westerners can be blunt about your country - or
about anything at all
Harmony not so important – action is the thing
for your western counterpart
Will often criticise – does not mean to offend
Less interested in agreement than in results
Want regular communication from you –
even if it is bad news!
23. Stephen Manallack
India Business Consultant
Author Soft Skills for a Flat World
(Tata McGraw-Hill, Sept 2012)
Co-Author of Riding the Elephant (2010)
Director, The Information Company (Aust)
Phone +613 9509 3350
Email stephen@manallack.com.au
www.manallack.com.au
Editor's Notes
Not an economist – most imports etc – so did the only thing… went into business in 1980 In 27 years of business – eventually everything comes down to relationship. If you are starting a career, changing a career or taking a business into new directions, relationship is your biggest friend.