EASE THREE: Prospecting In India - How to successfully prospect In Inr.lla1ML Why do many prospectings in India end in failure even though there is goodwill on both sides? where do the misunderstandings come from? Prospecting is even more difcult when there is a crosscultural dimension. waging for an American mmpang In India The emerican company Globaltech approached several reputable software companies in Bangalore and asked them to study an interface adapted to the Indian market for its best-selling software in the United States and Europe. Once the most suitable partner was identied, Globaltech set a date for the Indians to present a rst draft one month later. imlnaries During the time leading up to this new meeting. Steven, the American project manager, was not surprised at rst to be frequently asked by his Indian contacts about many of the interface specifications and requirements. But the ow of email exchanges did not stop, and the questions from the partners became more and more technical; he then started to worry that the Indians were stopping at details that he considered still of little signicance at this stage of the project. The next: meeting So he decided to postpone these new questions until their next meeting. The emails stopped and his intuition was conrmed at the deadline: the Indian partners did not show any sign of life on the agreed date. He calls them back several times and gets only a request for an extension. The doubt turns into anxiety. QUESTIONS: 1. How can we interpret the contrast between the Indians' involvement at the Iau nch of the project and their surprising discretiorl during this rst deadline? 21. How can we understand that they let the date of their interview pass without even alerting Steven