CC BY
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UDC 65.01
Zarina Rasimovna Sudoplatova independent researcher, DOI: 10.24411/2520- 6990-2020-11562 FEATURES OF THE POLISH BUSINESS NEGOTIATIONS
Abstract
The article defines the concept of business negotiations. Moreover, it reviews the features of the Polish business negotiations. It also reviews the principal features of business etiquette, which is essential during business negotiations. It highlights the main difficulties during negotiations with representatives of Polish companies. The main aim of the article has been to study the specifics of Polish business negotiations. Practical recommendations for the Polish business negotiations are the result of the article.
Keywords: business negotiations, business meeting, Poland, Polish companies, negotiations.
Negotiations can be aimed to resolve disputes. They are synonymous with settlement, agreement and cooperation. Negotiations take place in almost all spheres of life - business, personal circumstances (married life, childrearing, etc.), legal procedures, government issues, etc. Negotiations can be defined as a communication channel designed to settle disputes between the parties and jointly arrange conflicts. The parties strive to achieve a win-win position.
At least two parties are involved in the negotiations. The purpose of the negotiations is clear to both parties. The parties are ready to achieve a mutually acceptable result.
The negotiation is a discussion between two or more parties for coming to an agreement. Successful business negotiation tactics often implies the maximum serving of the interests [1, p. 45].
At least 25-30% of all business negotiations address the matter of raising capital to launch business processes and implement ambitious plans and business ideas [2, p. 45].
Formal meetings can be of many forms. There are executive board meetings, management meetings, team or departmental meetings, and business negotiations. Whereas they are different in content, they are usually similar in structure in general. Usually they have a key figure (often referred to simply as the "chairman") who will chair the meeting. Business meetings or business negotiations require dressing appropriately and observing the time. Moreover, the mobile phone should be turned off [2, p. 48].
It stands to reason, if the company really wants to raise money into its business, one should know the step-by-step process of this deal. Otherwise, raising sizeable capital is likely for nothing. The business world is oversaturated with money to be invested. However, those involved in such investments avoid risky investments. Perhaps, investors previously have repeatedly lost their money, therefore, they carefully choose an investment project [3, p.63].
The Polish management style is very hierarchical. In light of this, before business negotiations it is best to surely involve for negotiations an appropriate decision-maker, but not a subordinate who then reports to a general manager. This will speed up the decision making process.
Invited female executives may expect a different attitude from senior male colleagues who adhere to
more traditional forms of behavior, such as kissing a woman's hand upon an acquaintance. However, business women may feel of being patronized. Few women have achieved a high position in business, so many men are not used to interacting with women equally during negotiations.
During a business meeting, Poles may not hide their emotions, especially if they are annoyed, disappointed or angry. Foreign guests should know that it is normal to demonstrate such frankness, and should not be surprised or offended by this. Indeed, being condescending, being confident only in own righteousness and being obstinate most likely isolate you from important business contacts because this attitude is badly assumed.
The most efficient time for business meetings is the morning time between 10 am and 12 pm, and the afternoon time between 2 pm and 4 pm. The best months for Polish business are from September to May. One should avoid June, July and August, since at this time most people have academic vacations or work vacations.
If a negotiation is in the morning, it is usually served with coffee or tea with cookies. If a negotiation is after lunch, it is maybe offered with an alcoholic drink, such as brandy. One should take a drink, if offered, so as not to offend the owner, but may leave the drink unfinished and just take a sip. If any language difficulties are expected, an interpreter should be present in the negotiations [4].
The communication in Polish society is a "low context," meaning that they usually are frank and open and can be candid when it comes to saying no. Polish businessmen often show features of both a relationship-oriented and a business-transaction-oriented, which is a rather unusual combination of cultural features. While it is important to build strong relationships, Polish negotiators tend to be verbally plain at the negotiating table.
The negotiation process usually takes longer when working with the government or the public sector than when doing business with the private sector. All important decisions will ultimately be made by the senior manager or the business owner.
Upon an acquaintance one needs to apply to its colleagues in terms of either a professional or academic rank plus a surname, or Pan (Mr.) and Pani (Mrs.) plus a surname. However it is not unusual for a Polish
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man to kiss the hand of a woman, but it is unusual for all foreign businessmen to kiss the hand of a Polish female colleague, so expanding the compliment will certainly help build the right relationship. The most common greeting is "Dzien dobry" (pronounced "Dzhen dobry"), which literally means "good afternoon". "Do vidzheniya" means "goodbye" [5].
In business discussions, Poles usually quickly move on to matters of substance. Presentations should not be bizarre if they are clear and easy-to-understand. Presentations in English are very good option if supporting documents are provided in Polish, if it is at all possible.
Foreign business partners are usually invited to dinner at a good restaurant. The owner himself will choose a place, make an order and pay for the food. Usually everyone orders what they want, but if this is a traditional Polish restaurant and the visitor is not familiar with the dishes of the menu, the owner can
offer his suggestions. A seat is chosen randomly, but usually men give way for women to sit first. A negotiator should wear a dressy-look and modest garment or suit. The discussion begins after the food has been ordered, and continues throughout the meal. Any verbal agreements made during meals will be respected, and the corresponding contract will be signed at the office at the next negotiations [6].
Attitudes and values are the foundations that govern behavior and provide clues to how people think and what they consider important. Key tips to follow when negotiating in Poland (Figure 1).
The Poles are known for their frankness, but they still try to diplomatically express their opinion so as not to offend their business partners. One needs to hold usually a small conversation and acquaintance before discussing business matters in negotiations. The deal goes slowly. One will have to be patient and not seem annoyed by strict adherence to the protocol.
the greeting should include a firm handshake and a direct eye contact; if there are several people, they should all be greeted individually, and not with a general welcome gesture or nod
men must wait until a woman offers hand, and Polish men sometimes kiss the woman's hand as a sign of respect ^ >
Figure 1 Main etiquette nuances of the Polish business negotiations [7]
Polish companies usually have a hierarchal arrangement, where the company's top have decision-making power. Presentations should be clear, accurate and detailed, and should have diagrams and numbers to substantiate claims where necessary [8].
For business meetings, most managers wear formal dress, namely, men wear dark suits with a jacket and a tie, and women - suits with trousers or a skirt. During normal business hours, the dress code may be slightly less formal, but one anyway needs to keep an elegant look. The first impression is always very important in the business community. Large companies set a dress code for their employees to demonstrate a respect for their business partners, customers, and the broad public. However, some companies have introduced random Fridays, when employees can choose more comfortable clothes. Small and medium-sized companies often do not have an official policy, but they expect of dressing in negotiations with respect to the situation and the environment they work in.
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