Information is always personal in India! The Indians are not necessarily characterized by factual objectivity, but rather by their emotionality. A strong sense of competition, combined with “not being able to say no” (keyword: "No problem") and the fear of losing face often lead to in India limitless optimism about purpose or directly to False statements.
Unfortunately, Europeans all too often forget that in India all information has to be viewed as filtered and subjective. Once you have internalized this knowledge, a whole series of misjudgments and wrong decisions can be avoided from the outset. Nevertheless, the question naturally arises as to how – given this situation – one can actually obtain objective figures, data and facts and perhaps even some secrets in India.
Boundless curiosity, a typically Indian trait
There are no secrets in India
"Whoever is not inquisitive does not know anything", says a saying. And internationally experienced managers confirm: Nowhere in the world is there as much gossip as in India.
A possible reason why this great curiosity is part of India's DNA could lie in the country's history. In many centuries that were characterized by invasions, foreign rule and oppression by foreign and also one's own rulers, the constant acquisition of information was a necessary strategy for survival for every individual.
The very positive characteristics of the thirst for knowledge and the urge to research, which are closely related to curiosity, have grown from a long tradition; but at the same time its dark sisters, indiscretion, snooping and sensationalism, are widespread in India and painfully familiar to those who know India.
This curiosity in all its facets needs to be harnessed in India; But it is just as important to protect yourself from it!
The right information, at the right time and in the right place
Ultimately, there are no secrets in India – at least not on a solid relationship level. With mutual trust and respect, you can talk about anything in India. Even extremely critical things and confidential information can be named and expressed.
Between Indians of the same rank, there is always an unofficial communication channel apart from and, so to speak, “parallel to the official protocol” in addition to all the meetings and negotiations. From managing director to managing director, from project engineer to project engineer or from chauffeur to chauffeur, secret information is always passed on in mutual trust.
That's why it's so important, to have functioning networks in India. Here you can on the relationship level all hierarchy levels “play”. Through these informal channels you can access reliable market information or you can verify information received from third parties (see also specialist articles on the topic Market analysis India)
The power of servants
Under no circumstances should you underestimate the power and possibilities of the so-called “little people”! It is not uncommon for young or older tea boys, office boys and chauffeurs to play a very important role in obtaining information in India.
Although they are at the bottom of the social hierarchy, most errand boys are quite clever people who know their options and how to access them. If necessary, they simply use the laziness or indiscretion of their “masters” to their own advantage and sometimes pass on non-public information to their own trusted people.
If you have experienced how disrespectful and condescending Indian managers often treat their subordinates, you won't be surprised. The lack of loyalty among ordinary Indian service personnel is mainly due to the fact that their superiors do not show them much trust or respect. But these people also want to be treated with respect, like everyone else.
Appreciation and respect opens all doors
Trust opens doors
Due to the high Power distance In India, where inequality among people is expected and desired in many respects, as an outsider many doors are literally closed to you and the relevant information is hidden. Unless, You become an insider yourself. If you want to “win land” here, then one of your most important management tasks will be to create trust at all levels and to always show respect and regard for your Indian employees and partners.
When it comes to gaining access to all levels of society, foreigners actually have a decisive advantage over Indians! Because as non-Indians we are not caught up in the complex Indian hierarchy and we don't have any problems due to our specifically European background, to relate emphatically and appreciatively to members of the lower hierarchies. Based on such a relationship of trust, there are no secrets in India and you will be amazed at what you learn!
Please do not understand this as a call for industrial espionage! This is a legitimate way to obtain important information through informal channels that was withheld from you in official settings. In this way you only create a certain level of equality of opportunity.
Practical use in all business areas
This access to informal information is your life insurance in India will benefit you in all areas. Here are some examples:
- Recruiting: It would be irresponsible, particularly in India, to hire a new employee, regardless of level, without first subjecting them to a thorough background check. Through impartial third parties, you can get in touch with work colleagues and superiors and find out everything that is not on your CV and was not discussed in the interview. Of course the same applies to them too Find a suitable sales partner.
- Sales: Really skilled sales employees master the art of finding out in informal conversations outside the company whether the sales opportunities discussed actually exist and what else is necessary for a successful conclusion. If in the end only very few projects are actually won despite a full sales pipeline, it is time to find out from the potential customer through trustworthy third parties why the deal is not successful. A price that is supposedly too high is usually just a cheap excuse.
- Authorities: Informal discussions are even possible with authorities and can bring clarity - of course without delving into the depths of corruption. Quite the opposite! Because if Corruption is in the room, it's a sign that you're talking to the wrong person.
- Crisis management: The unofficial route is particularly important and essentially unavoidable when it comes to solving complex problems or avoiding conflicts. In a personal conversation at eye level there are no taboos and important things can be discussed and expressed openly. This is where the Indians' great need for harmony comes into play: in an environment of trust and appreciation, they will always take the opportunity to communicate with you on an equal level and to openly share their personal point of view with you.
