You've never had a project where you didn't hear that. But in India it seems different. A large part of our job is to educate you on the market. Some of the education will be direct, but much will be by osmosis. Our people understand that a typical Indian assumes that the price you first present is 2X where you expect to finish. Our people can sense, based on last name (which in India often indicates geographical location, religion and business approach) how hard to push or whether to respond. And of course, properly developed projects are ones where we know the business benefit and the available budget are concurrent.
Is the delay because the MD (Managing Director) is really on a 3 week trip without email access, or is it because the contact is awaiting some consideration for placing an order. So many of the potential pitfalls of business in developing countries are transparent and waiting to ensnare folks without the cultural savvy to recognize and circumvent them. Invenio works in your interest. Our employees are regularly reminded of the US FCPA and evaluated on their strict compliance. Further they are screened for experience in high value / imported products businesses where they will have developed skills and resistance to a commodity mindset.
From a tactical and cultural perspective we always will keep the final (and formal) decision on pricing concessions for you to ceremoniously deliver. This final step culminates the negotiation and sends the signal that if they desire to proceed, these are the terms under which they will do so. And terms is the key word. All aspects must be clearly outlined with the price initially or the negotiation will be serial and never ending. But we're here to coach and suggest that part of things.