Hierarchical position shapes what individuals can commit to and how commitments are expressed. Junior people cannot bind their organizations or families without proper authority—they can commit to advocating and carrying proposals forward, not to outcomes requiring senior approval. Senior people can make broader commitments but often preserve flexibility rather than locking themselves in. Understanding who can commit to what requires understanding the hierarchy, not just reading organization charts.
When negotiating with Indian counterparts, identify who actually has authority for the commitment you need. Don’t pressure junior people for commitments beyond their capacity; accept appropriate commitments at each level (commitment to present your proposal, commitment to advocate, commitment to decide). Work with the process rather than against it. Recognize that conditional or partial commitments at early stages may represent appropriate caution, not evasion.
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