Greece: Let's Make a Deal!
From ExecutivePlanet.com
Let's Make a Deal!
Greeks are great negotiators and their conversation style is skillful when negotiating. For foreigners coming from a more direct conversational style, the more meandering style of the Greeks may be confusing at first. Take notes of any points discussed and ensure that any agreement covers all of the topics mentioned.
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It is important to have a good understanding of the realities of doing business in Greece. They can be complex and frustrating to an outsider. It is recommended that a local partner, or lawyer, be found to assist in any negotiations. This is important not only for the legal issues, but also as the Greeks place great value in knowing who they are working with. A Greek will always go to his network first when a need arises and by developing a local connection, you will have the chance to make the use of this person’s network which is highly valuable. Anyone who is not Greek is viewed with some initial suspicion. While they will be happy to do business with you, you need to understand that your initial offer(s) will be closely scrutinized. It is important not to have an air of superiority about your products, company or services. Rather, seek to develop a relationship of mutual respect for what each party brings to the negotiations. Greeks are sensitive to partners from larger countries who feel that they are more important based upon where they are from.
While most people in Greece engaged in international business have a strong command of English it is appreciated and recommended that brochures, business cards and other information be provided in both English and in Greek. When presenting a bi-lingual card, present the Greek language side face up.
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As noted in the information about communication – Greeks can be effusive and emotional when communicating. A high level of emotion should not alarm you when negotiating, but rather it should be seen as a sharing of passionate ideas.
Presentations should be formal in nature to begin with and should focus on the senior executives who make most of the decisions. Hierarchy is strong and respect is given to those of senior rank.
The pace of business is more laid back than in some other countries. The Greeks use the phrase “slowly, slowly” when discussing making progress. Be prepared for changes and delays. While the typical pace of business in Greece is not fast, if pressured, they can often produce tremendous results when it is all on the line.
