More and more is being outsourced or expanded. In today’s professional life, we experience multicultural heterogeneity in tandem with transnational codes of conduct. Despite being neighbours, we are very diverse in culture and tradition.
In the following we provide a summary of what to look for when a business contact comes from the country of Poland.
Communication:
Make small talk to build a trusting and personal relationship
Talk about private things (family, hobbies) even with business contacts
Be polite, it is very important as well as hierarchy
Address with Mrs/Mr (pani/pan) and use the business partner’s title but the first name to build a close relationship
Use of the surname can be understood as distance building and devaluation
Indirect language is common, no clear „no“ as well („we will see“, „hard to say“, „maybe“)
Be sympathetic, modest and human, show weakness and be able to laugh at yourself
First impression counts
Behaviour in meetings and negotiations:
Meet directly with decision-makers in order to shorten the decision making process
Decisions are difficult to finalise because they have to be backed up from above
People from Poland deal openly with emotions (irritation, frustration, anger)
Be flexible and willing to compromise
Contracts can be interpreted more as an initial agreement than a fixture
Renegotiations are common
It is not a sign of disrespect to leave the room or take a phonecall during a meeting
Beon time. If you are late, an explanation is expected
Dinner behaviour:
Do not refuse invitations, refusal would be understood as an end to the business relationship
Vodka is no longer a must, but tasting an offered food or drink is perceived more positively than refusing it
Wait until everyone has received their food before you start eating
Choose good wardrobe
Tips are expected
If invited home, be about 15 minutes late
Shake hands when you are insider the door, never over the door sill
Presents:
Bring a gift, especially when invited to a private home
Confectioneryor flowers for women, but no red roses, chrysanthemums, lilies or carnations
Give only odd number of flowers, even number brings bad luck
Acceptable gift for the gentleman of the house is e.g. liquor
Do’s
Dont’s
Only discuss in private, if a discussion is necessary
Remember name day
Respect hierarchies
Greet the boss first
Accept appropriate hospitality offers
Know famous Polish personalities e.g. Kopernikus
Direct criticism
Talking topics such as religion, politics, world wars and the Polish stereotypes of stealing
Referring to Poland as Eastern Europe (Poland = Central Europe)
Asking for toilet (instead ask for where to wash hands)
