Poland: Let's Make a Deal!
From ExecutivePlanet.com
What you should know before negotiating
Have your business cards ready before each meeting. When you meet a businessperson for the first time, that is the best time to make an exchange of business cards. You should be the first to hand over your card. It is not necessary to have your business cards translated. An English version is acceptable.
When entering the meeting room, wait for your host to point you to the place where you are going to sit. If in the meeting room there are people you do not know, wait also for a third person to carry out the introductions.
Polish negotiators tend to be reserved and taciturn. Periods of silence during negotiations are not unusual. Do not try to fill the silence with unnecessary talk. The essentials are what counts.
A group of negotiators is always a group of individuals. If you gain their trust you will be able to get the contract.
Prepare yourself very thoroughly by trying to analyze the environment of the company with which you are going to negotiate. Be sure you have the competency to decide about concessions from your side.
The language of brochures and other promotional materials of your company should be in the language with which you communicate with your business partner. Usually it is English or German.
Concerning visual aids, a powerpoint presentation is nowadays the standard. Do not forget to ask if the right equipment is available. The best solution would be, of course, to provide all presentation materials yourself.
If it is possible, your company should be represented by a pair of negotiators, preferably a woman and man. At least one of them should be middle-aged.
Every kind of meeting starts with some small talk. This socializing allows everybody to relax and also to make first judgments about the negotiating partners. It is your chance to make a good impression as an intelligent and straightforward speaker.
Be patient. In Poland, the decision-making process is slower than in North America or Germany. So be prepared to have several meetings before clinching a business deal.
Be punctual. Arriving too late can make you appear unreliable, and this may have a negative effect on the negotiations.
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