Indian negotiation often proceeds indirectly—through hints, suggestions, exploratory questions—rather than direct demands and explicit proposals. This indirection enables progress without commitment: floating possibilities without formally proposing, testing reactions without risking rejection, communicating meaning without explicit statement. “What if we were to consider…” is different from “I propose…” The first can be withdrawn without face loss; the second is harder to retract. Learn to use indirect approaches: trial balloons, hypothetical exploration, suggesting possibilities.
Learn to read indirect communication: silence may signal reservation; qualified enthusiasm may signal willingness; questions may signal interest. Indirection provides flexibility—neither party is locked into positions requiring explicit reversal. Direct, explicit negotiation may be appropriate where relationship is established and trust is high, but in many Indian negotiations, indirection is default mode.
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