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Featured Language: Polish
Doing Business in Poland
According to the U.S. Commercial Service, Poland has proven to be a very attractive location for U.S. investors. It estimates that more than 350 U.S. firms now have offices, factories, subsidiaries, or joint ventures operating in Poland. For those interested in entering this market, what follows is a general overview of generally accepted business and cultural norms in Poland.
- Business hours are typically from 8 a.m. to 4 p.m., Monday - Friday with no official break for lunch. However, many lunches take place around 4 p.m. and continue into the evening.
- Responsibility and position are clearly defined within Polish organizations. Particular respect must be paid to both older members of the company and those in senior roles. For this reason, when negotiating, send representatives of comparable age and professional qualifications to those of your Polish colleagues.
- The exchanging of business cards is a part of Polish business etiquette and should be done at the start of any first meeting.
- Intercultural market research firm, Communicaid, suggests starting business meetings in Poland with some introductory small talk. "This allows you to become more acquainted with your Polish counterparts and establish an initial business rapport. Conversational topics may cover a wide range of issues; however, the subject of money should be avoided."
- Extended periods of silence are not uncommon. Do not try to fill the silence with superfluous talk or pressure someone for an answer.
- Communicaid states that it is customary to present your Polish counterparts with a small gift both at the beginning and the end of a business relationship. "Appreciated items are generally those typical of your culture. Avoid giving overly expensive gifts as these may create the wrong impression."
- As in most markets, it is best to consult with local professionals before embarking on major ventures. There are many U.S. law firms, accountants, and consulting firms that specialize in helping with market entry based in Warsaw. The U.S. Commercial Service maintains lists of these firms, available upon request. U.S. companies new to Poland should join the American Chamber of Commerce in Warsaw.
For more information about doing business in Poland, refer to the sources used to develop this article (listed below), or, access this issue's Useful Links.
Sources:
U.S. Department of Commerce
World Bank
Communicaid
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