CROSS-CULTURAL NEGOTIATING BEHAVIOR OF POLAND AND

GREECE

By Yuriy Stakh

Plan

Communication Initial Contacts and Meetings Negotiation Bargaining Decision Making Other important things to know

CommunicationPOLAND GREECE

Official language – Polish.Avoid using jargon and slang.People speak very softly.Do not find it difficult to say “NO”.

Official language – Greek.Avoid using jargon and slang.People speak forcefully.To signal ‘no’ is by raising the eyebrows.

Initial Contacts and Meetings

POLAND Scheduling

meetings in advance is required.

While meetings may not always start on time, Poles expect foreign visitors to be punctual. Avoid being more than 5 to 10 minutes late.

GREECE If possible, schedule

meetings at least one to two weeks in advance.

Although Greeks may not be very punctual, foreign visitors are generally expected to be on time.

Initial Contacts and Meetings

POLAND The exchange of

business cards is an essential step when meeting someone for the first time.

Business may be discussed, but do not try to hurry along with your agenda. It is unrealistic to expect initial meetings to lead to straight decisions.

GREECE When presenting your

card, smile and keep eye contact, then take a few moments to look at the card you received.

Meetings in Greece may appear somewhat chaotic, with frequent interruptions and several parallel conversations. Do not take this personally; it also does not indicate a lack of interest.

Negotiation

POLAND To the Poles,

negotiating is usually a joint problem-solving process.

The primary negotiation style is somewhat competitive, Poles nevertheless value long-term relationships and look for win-win solutions.

GREECE Leveraging

relationships is an important element when negotiating in Greece.

Look for win-win solutions.

Negotiation

POLAND Polish negotiators

usually play their cards close to the chest, although some may share information as a way to build trust.

GREECE The level of

information sharing depends largely on the strength of the relationship. During initial negotiations, the Greeks often play their cards close to the chest.

Bargaining

POLAND Most of Poles are not

fond of bargaining and dislike haggling. However, Poles may be patient and persistent negotiators, and it can be difficult to obtain concessions from them.

What you may consider a bribe, a Pole may view as only a nice gift.

GREECE Most Greeks enjoy

bargaining and haggling. They expect to do a lot of it during a negotiation. This may include a lot of drama, exaggerations, and bragging. Your counterparts may be offended if you refuse to play along.

Corruption and bribery are somewhat common in Greece’s public and private sectors.

Decision making

Companies are often very hierarchical, and people expect to work within clearly established lines of authority.

Decision makers are primarily senior managers who consider the best interest of the group or organization.

Both are often reluctant to take risks. If you expect them to support a risky decision, you

may need to find ways for them to become comfortable with it first, for instance by explaining contingency plans, outlining areas of additional support, or by offering guarantees and warranties.

Other important things to know

POLAND Punctuality is also

valued in most social settings. It is best to be right on time for dinners, and to arrive at parties within 5 to 10 minutes of the agreed time.

GREECE Social events do not

require strict punctuality. While it is best to arrive at dinners close to the agreed time, being late to a party by 20 to 30 minutes is perfectly acceptable.

Other important things to know

GREECE Greeks enjoys discussing politics and are

often well informed. They may be very outspoken, openly sharing their opinion. It is best to take a neutral or positive stance in such discussions. The same applies if the topic of religion comes up in a conversation. Topics to avoid in discussions are Greece’s relationship with Turkey , the tensions over Cyprus. Greeks also dislike being stereotyped the way you may find in Hollywood movies.

Conclusion

Both this countries have differences and similarities. They are similar in decision making, attitude towards corruption and bribery and they differ in attitude towards punctuality, manner of speaking and bargaining.

THANK YOU FOR YOUR ATTENTION !