Doing in Business in Poland

by Joseph Rosendo
Special to ABCNEWS.COM

A little more than a decade ago, Poland was a country struggling to keep a democratic spirit alive while attempting to survive under the yoke of the Soviet Union. Today, as the oldest of Eastern Europe’s "New Democracies," it has a robust economy. Richard Price of Executive Tours International in Los Angeles, which specializes in educational tours for businesspersons to Eastern Europe, states that "If it was not for the destruction of the Second World War, Poland would be Germany’s industrial equal."

     Knowledge of Poland’s historic struggles for independence is important to establishing rapport with your business associate and understanding the Polish character.  Since its formation in 963 AD the country’s existence has depended on Europe’s prevailing political winds.  It was partitioned three times between Germany, Russia and the Austrian Empire and by 1795 disappeared from the European map.

     After World War I Poland regained its nation status only to be overrun by the Nazi juggernaut at the start of World War II. More than six million Poles, including practically the entire Jewish population, perished during the Nazi occupation. The end of hostilities brought new masters—the Soviet Communists. Yet, although Poland was occupied, the Poles were never conquered and in June 1990 parliamentary elections established the Third Republic. Gdansk and Warsaw’s Old Towns (Stare Miasto), which were rebuilt brick-by-brick from the rubble of World War II, are a testament to Polish pride, tenacity and perseverance.

Making An Entrance

     As a foreigner you will be expected to arrive on time for business meetings that may begin as early as 8:00 a.m. On the other hand, your Polish counterpart may be quite late. Poles are conservative in dress and demeanor. They "rarely blow their own horn" and if you do, you will seem arrogant and over-confident. Enter the office quietly, close the door gently, say, "Dzien dobry" (dzhen dobri – good day) and wait to be asked your business. Promotional material and proposals should be expertly prepared and translated into Polish.
    
     Greetings between business associates are Western in style with a dash of Polish flair. Exchanging business cards is a favorite pastime, so bring plenty and give them out freely.  Shake hands when you meet, greet or take your leave of Poles. Men are particularly passionate hand shakers.  Yet, a foreign man should wait for a woman to extend her hand before he follows suit.  If he wishes to show additional respect he may make a short bow.  Foreign businesswomen should not be surprised or offended if a Polish man (particularly an older gentleman) kisses their hand in greeting.   It considered a sign of respect.  It is not recommended nor are foreign businessmen expected to kiss hands, but if one is moved to try, he should bend at the waist and bow his head to her hand.  The kiss is placed on the back of the hand, not the fingers.

     Unless asked to do so, do not address your Polish business associate by his first name.  The safest way to address a Pole is by using pan (pahn – sir) or pani (pahnee – madam) accompanied by their job title or last name.  Using pana (pahnah – miss) for an unmarried woman is not recommended, use pani instead.  The Poles have a ceremony that celebrates the passage to "first name basis."  It is called Bruderszaft (brotherhood in German) and involves lifting a shot glass of vodka, linking arms, drinking and then greeting each other by first names.

Getting Down to Business

     Boleslaw Meluch, consul for commercial affairs for the consulate general of Poland in Los Angeles, advises that if you don't speak Polish, it is important to hire a local solicitor who understands the laws and can wade through government red tape.  Negotiations may take months, particularly if the government is involved, or conclude quickly if you are dealing with one of the new aggressive entrepreneurs.   Although breakfast meetings are uncommon, business is often conducted at lunch and especially at dinners.  Most entertaining is done in restaurants and invitations are serious business.  In Speaking Volumes about Poles, author Laura Klos-Sokol writes, “Invitations from Poles are as serious as tax notices; if you don't respond appropriately, be prepared to pay a heavy price.”  There is no way to turn down an invitation graciously.   Poles have a saying, "a guest in the house is God in the house" and use it as their guide to hosting.
    
     You will be expected to eat and drink everything with gusto, be effusive in your appreciation and stay until the end of the festivities.  Indulging to the “popping point” is proper etiquette.   Beware, Poles are athletic consumers of vodka.  Avoid drinking bouts unless you have a mocna glowa (strong head) and can remember what you promise under the influence.

Avoiding Hot Spots

     After four decades of Soviet domination, things Russian are still not popular.  If you are of Russian ancestry it is best to keep it under wraps.  In addition, although it is a sign of respect and your attempts at speaking Polish will be extravagantly received, be aware that several Polish and Russian words are similar in pronunciation.  You could damage the good will you’ve established by biding your Polish counterpart Dasvidanya (dasfidanya – good-bye) instead of Do widzenia (do veedzehnah) upon departing.  Likewise if you bring a gift to your Polish associate, avoid bringing Russian vodka (or any vodka for that matter).  Give other liquors, coffee, perfume or cigarettes.  Flowers are the best choice if you are visiting a Polish home. Bring them unwrapped, odd in number and avoid red roses (lovers’ buds) and chrysanthemums (which are used at funerals).

     In addition to Pope John Paul II (who is highly revered in this 95% Roman Catholic country) composer Frederic Chopin is a Polish national treasure and a source of great pride.  On summer Sundays free concerts are held under the Chopin Monument in Warsaw’s Lazienki park and palace. More formal concerts take place regularly throughout the city and his work is featured in every Polish pianist’s repertoire.  Expressing a genuine appreciation of his work is a terrific icebreaker. Additionally, conversations about food, sports and the beauty of Poland are positive topics of discussion, while anti-Semitism (the Nazis located most of their death camps in Poland) sex and religion are not.