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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
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…
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
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?
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…
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
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”
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…
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
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
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…
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
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
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…
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
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
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…
Westerners watch time

WEST               INDIA
Linear             Circular
Single focus       Multi-focus
Rigid schedules    Flexible
Meetings precise   “India meeting”
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…
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…
Action or harmony?

WEST                    INDIA
Individual in control   Part of universe
Convictions/action      Harmony
Self, job, group        Others, then self
Disturbed by change     “Karma”
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!
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

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India and the West - Cross Cultural Issues

  • 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

  1. 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.