• Negotiations require a lot of patience and you are well advised to take time to make informed decisions.

• It is expected that you will refuse the first offer made to you.

• Indian business culture follows a rigid hierarchy. If you are the boss it is imperative that you be present for all important meetings.

• It's usually helpful to have an Indian intermediary. For example, you can bring an Indian colleague. In India, to have an “independent” consultant on your side is a good idea.

• Aggressiveness can be interpreted as a sign of disrespect and can lead to complete lack of communication and motivation on the part of Indians.

• Politeness and honesty go a long way in establishing the fact that your intentions are genuine.

• Indians are generally too polite to directly answer “no.”

• Since the word “no” has harsh implications in India, evasive answers are considered more polite. For example, if you have to decline an invitation, it's more acceptable to give a vague and noncommittal answer such as “I'll try” or “We'll see” rather than “No, I can't.”

• Business in India is highly personal and is also conducted at a much more leisurely pace than in the United States. People do not have meetings over breakfast.

• Hospitality is an intrinsic part of doing business in India; most business discussions will not begin until tea is served and there has been some preliminary “small talk.”

• When refreshments are offered, it is customary to refuse the first offer, but to accept the second or third. To refuse any beverage will only be perceived as insult.

• Talking about your friends and family is an important part of establishing a relationship with those involved in the negotiating process.

• In Indian business culture, any final decision must be in accordance with the family, group, and social structure.