It’s a Wild West! Cross-cultural issues for Indians dealing with the West Stephen Manallack Author...

It’s a Wild West!

Cross-cultural issues for Indians dealing with the

WestStephen 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 relativeRules & Relationships

The West’s single minded search for certainty (the absolute) whereas India knows life is more complex (relative)

The result is…

Decisions and ContractsWesterners inflexible…

WEST INDIARules come first

Relationships firstFixed Contracts Flexible ContractsTrustworthy = sticks to it Trustworthy =

adaptsInflexible “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 INDIAIndividual takes charge Group

decisionsResponsibility “Guru”

LeadershipWork/Family separate Work is familyDirect/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 INDIACover emotions Show emotionsNon-physical Can be physicalCool, 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 INDIADirect Work around issues

“I will try”Open on surface Closed on surfaceVery closed within Once in, very openMove 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 INDIABoss is human Boss is GuruTitles rarely used Titles and formalityTechnical challenges Higher authorityMeet in offices Meet hotels, cafesOften 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 INDIALinear CircularSingle focus Multi-focusRigid schedules FlexibleMeetings 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 INDIAIndividual in control Part of

universeConvictions/action HarmonySelf, job, group Others, then selfDisturbed 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 ManallackIndia Business ConsultantAuthor 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 3350Email stephen@manallack.com.auwww.manallack.com.au