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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 [email protected]
