Indian businesspeople are generally friendly and interested in forming a personal relationship with their foreign business counterparts. It is important to get to know your Indian counterpart by sharing personal anecdotes or a meal before discussing business. Third-party introductions may be necessary to secure a meeting, as Indians prefer to work with people they know or trust.
Indian executives enter a meeting space by highest seniority, rank, and importance, and expect their business counterparts to do the same. Successful deals may require several encounters, as the owner or director of the company often makes the final decision. Do not be discouraged if your Indian counterpart answers a phone call, is distracted, or called away temporarily during your meeting. While in Western countries this may be considered as rude, this behavior is normal and should be anticipated.