In recent years, more and more business travelers have headed to countries that were previously off-limits, such as Czechoslovakia and Poland. While the business opportunities in these places can be exciting, it is important to understand the potential cultural differences.
To help business travelers avoid cultural issues when traveling to Poland, I took the time to interview Gayle Cotton, author of the book Say Anything to Anyone, Anywhere: 5 Keys to Successful Cross-Cultural Communication. Ms. Cotton (www.GayleCotton.com) is the author of the best-selling book, Say Something to Anyone, Anywhere: 5 Keys to Successful Cross-Cultural Communication. Ms. Cotton is a distinguished speaker and a recognized authority on cross-cultural communication. She is also the President of Circles Of Excellence Inc., and has appeared on many television shows including: NBC News, BBC News, PBS, Good Morning America, PM Magazine, PM Northwest, and Pacific Report.
What advice do you have for business travelers heading to Poland?
- In Polish culture, the standard greeting is a firm handshake. The same applies to goodbyes. Kisses and hugs are reserved for very good friends.
- When doing business in Poland, learn some basic Polish words, such as hello “dzien dobry”, goodbye “do widzenia”, excuse me “przepraszam” and thank you “dziekuje”. A basic guide to the Polish language can help you pronounce correctly
- Smile and be moderately expressive as you speak. Be sincere, genuine, and avoid sounding self-centered or bragging about your rank or status.
- There is no general rule about how Poles address each other. In initial contacts you can use the person’s title or last name, however, after two or three meetings, the use of names is welcome.
- Polish businesspeople love to lead discussions on a wide range of topics, including public life, family, and career. To spark a conversation, ask open-ended questions starting with who, what, where, when, why, and how.
- The more you converse with someone from Poland, the more the gestures will be oriented. The typical business stalemate can eventually morph into a friendly back-bump conversation!
- To be on time. If you can’t make it on time, be sure to let everyone know about the circumstances that have delayed you, otherwise it may seem unreliable.
- A toast is usually made before or after eating. If you propose a toast, it is important to maintain eye contact. Don’t start drinking until your host has proposed a toast. If your host stands up when you propose a toast, you should too. In Poland, the common toast is ‘na zdrowie!’
- It is important to show special consideration to the elderly. For example, when public transportation fills up, younger people are expected to give up their seats to the elderly.
Any specific cultural advice for the company?
- When entering a meeting room, wait for your host to tell you where to sit. If there are people you don’t know, wait for your host to make the introductions.
- If you are in a group, avoid having private conversations. It is better to involve everyone in the discussion.
- Be fully prepared for any meeting or negotiation, and make sure you have the authority to make concessions on your part.
- Besides Polish, English or German are the languages of most business transactions.
- When you go for coffee or dinner, don’t mention business unless they do it first.
- According to Polish business etiquette, gifts are given at the beginning of a relationship, especially when making contacts for the first time and at the end of a successful business venture.
- The best gifts are always items that are typical of your culture. If you are from Switzerland, you can buy a carefully chosen chocolate. Another good gift is a book that describes your country or the region you come from and gives it a personal touch.
- If you want to get to know your business partners better, invite them over for a cup of coffee, lunch or dinner.
5 key conversation tips
- They like to talk about travel and experiences in other countries.
- Discuss your education and work experience
- Anecdotes and humorous stories are always appreciated
- Hobbies and things of personal interest are good topics.
- There is a love for art, music and culture.
5 key conversation taboos
- Avoid politics in general, unless they mention it first
- Don’t emphasize or brag about money and wealth
- Avoid talking with your hands in your pockets.
- Avoid talking about religion, unless it is brought up first
- You don’t sit with one ankle resting on the other knee
What is important to know about the decision-making or negotiation process?
- Be patient. In Poland, the decision-making process is slower than in North America. Prepare to have several meetings before finalizing a business deal.
- Polish negotiations tend to be reserved. Periods of silence during negotiations are not unusual. Don’t try to fill the silence with unnecessary talk. Essential information is what counts.
- Poles will generally negotiate with a group of individuals rather than just one. If you earn their trust, it will generally be followed by a contract.
Any advice for women?
- Women are widely involved in business in Poland
Any advice on gestures?
- It is important to maintain direct eye contact during a conversation.
- Poles are sensitive to body language and watch it carefully, so be moderate in your gestures.
- Avoid overly demonstrative or closed body language
