INTO INDIA has consistently called for greater cross-cultural preparation for Aussie firms going into India (and Asia). Here is an absolute gem on this topic.
Read on from DAVID THOMAS…
From an early age, I was taught that the squeaky door is the one that gets the oil. This is typical western thinking. We’re raised to be soloists – standing out, grabbing the spotlight, speaking with confidence and getting the deal done in record time (preferably before lunchtime!).
But as soon as you step into Asia, you realise that the squeaky door doesn’t get greased – it gets replaced. The “We” reigns supreme. It’s a collective world where harmony and trusted relationships are the engine of commerce.
While a Westerner is busy trying to be the “disruptor,” the local players are busy building consensus. If you push too hard or make someone “lose face” just to prove a point, you haven’t won a negotiation – you’ve closed a door forever. I’ve seen this happen myself and it often comes as a surprise (until you’ve thought really hard about what happened).
In an individualistic culture, the contract is the start of the relationship. Here in Asia, the relationship IS the contract.
It’s the same principle as that left-hand turn in local traffic; it only works because everyone is subconsciously looking out for the group as a whole. If everyone drove with a “Me first” attitude, the whole city would grind to a halt.
To succeed in Asia, you have to trade the “I” for the “Us”. You have to learn that fitting into the rhythm is far more powerful than trying to beat the drum yourself. And just like navigating those chaotic streets, you certainly won’t feel that pulse from a distance!
REACH OUT TO DAVID – davidthomas@thinkglobal.com.au
READ MORE: https://www.davidthomas.asia/
Into India 