Cross-cultural negotiating behavior: POLAND vs GREECE

1. CROSS-CULTURAL NEGOTIATING
BEHAVIOR OF POLAND AND GREECE
By Yuriy Stakh

2. Plan
 Communication
 Initial Contacts and Meetings
 Negotiation
 Bargaining
 Decision Making
 Other important things to know

3. Communication
POLAND 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.

4. 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.

5. 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.

6. 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.

7. 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.

8. 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.

9. 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.

10. 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.

11. 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.

12. 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.

13.  THANK YOU FOR YOUR
ATTENTION !