Before the transaction comes the relationship. Indians generally need to establish human connection before they feel comfortable moving into business discussions, negotiations, or collaborative work. The social conversation that precedes the agenda isn’t small talk to be rushed through — it’s building the foundation within which everything else occurs. Invest time in knowing people as people: their families, backgrounds, interests.
Maintain contact even when you don’t need anything specific. When you only reach out to people when you have a request, you signal that the relationship is purely instrumental, which undermines trust. When relationship demands and transactional efficiency conflict, understand that many Indians will prioritize relationship. They may soften difficult messages, delay confrontation, or sacrifice short-term clarity to preserve long-term connection. This isn’t unprofessional; it’s a different ordering of priorities.
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