A cultural crossroads with Western, Mediterranean and Orthodox influences Certain images and/or photos on this presentation are the copyrighted property.

A cultural crossroads with Western, A cultural crossroads with Western, Mediterranean and Orthodox Mediterranean and Orthodox

influencesinfluences

Certain images and/or photos on this presentation are the copyrighted property of Certain images and/or photos on this presentation are the copyrighted property of JupiterImages and are being used with permission under license. These images and/or JupiterImages and are being used with permission under license. These images and/or

photos may not be copied or downloaded without permission from JupiterImages !photos may not be copied or downloaded without permission from JupiterImages !

RomaniaRomania

RomaniaRomania: : A Western country at the Orient's gatesA Western country at the Orient's gates

A nation state around A nation state around the Carpat the Carpat mountains with mountains with 4 4 historical regions: historical regions:

Moldavia, Moldavia,

Transylvania, Transylvania,

Muntenia, Muntenia,

Dobrogea.Dobrogea.

A population of A population of 22m 22m whose ethnic whose ethnic RomanianRomanian element element represents represents 90%.90%.

RomanianRomanian, the official , the official language, comes from Latin language, comes from Latin

Most Romanians master Most Romanians master EnglishEnglish and and FrenchFrench

Other languages spoken: Other languages spoken: German, Italian, RussianGerman, Italian, Russian

35%35% of Romanians live of Romanians live in in villagesvillages and work on and work on family farms. family farms.

High and Low ContextHigh and Low Context

During negotiations you can discuss well-known During negotiations you can discuss well-known Romanian writersRomanian writers, but , but also other topics like also other topics like foodfood, , politicspolitics, , incomeincome, , religionreligion, , ageage..

Face to face contact is Face to face contact is important for business or important for business or

professional relations.professional relations.

Professional meetings imply a Professional meetings imply a certain certain formalismformalism for behavior for behavior

and dress.and dress.Romanians prefer business Romanians prefer business

dinnersdinners or business or business luncheslunches

Most Romanians Most Romanians like people who like people who

know how to know how to negotiate and to negotiate and to

discuss discuss Romanian Romanian

cultureculture and and historyhistory..

Personalisation vs DepersonalisationPersonalisation vs Depersonalisation

You address people in You address people in the traditional way : Mr, the traditional way : Mr,

Mrs, sometimes Mrs, sometimes academic titles, followed academic titles, followed

by the family name by the family name

They are sensitive to They are sensitive to the image they the image they project. project.

Romanians are proud of their history and culture and often refer to their Romanians are proud of their history and culture and often refer to their personal and national qualities.personal and national qualities.

Are you married?Are you married?

Have you any children?Have you any children?

What do you do?What do you do?

Romanians are Romanians are warm, open, warm, open, discussions can discussions can be personal. be personal.

Personalisation vs DepersonalisationPersonalisation vs Depersonalisation

Romanians are proud of Romanians are proud of

their academic and their academic and professional titlesprofessional titles

Manners are important and Manners are important and

shaking hands is shaking hands is mandatory for men.mandatory for men.

Accepting an invitation is an honor for your host and cannot be Accepting an invitation is an honor for your host and cannot be refused.refused.

Bring a gift (an odd number of flowers, chocolates, a bottle of wine or Bring a gift (an odd number of flowers, chocolates, a bottle of wine or liqueur...)liqueur...)

Hosts rarely eat at table with their Hosts rarely eat at table with their guestguest and are proud to serve him. and are proud to serve him.

Kissing a woman's hand is still usual for the older generationKissing a woman's hand is still usual for the older generation

Reality is perceived philosophically, fate plays an Reality is perceived philosophically, fate plays an important role. important role.

Individualism - CollectivismIndividualism - Collectivism

Respect for the Respect for the hierarchy is very hierarchy is very strong, decisions are strong, decisions are made from top to made from top to bottom.bottom.

Religion and religious customs are important. Religion and religious customs are important. You can see crosses and icons in firms and You can see crosses and icons in firms and homes.homes.

Romanians Romanians prefer prefer

individual individual work. work.

When defining tasks, When defining tasks, leave room for leave room for changes and changes and

highlight creativity.highlight creativity.

SolidaritySolidarity amongst amongst Romanians is strong, Romanians is strong, especially in critical especially in critical

situations.situations.

The The logiclogic of a discussion of a discussion can depend on the can depend on the

context and context and feelingsfeelings play play an important role in an important role in

argumentation.argumentation.

TimeTime

Make an appointment Make an appointment in advance. in advance.

As Romanians have an oral culture, written documents are As Romanians have an oral culture, written documents are necessary only to clarify negotiations.necessary only to clarify negotiations.

Punctuality is expected Punctuality is expected but being late is not but being late is not

badly perceived.badly perceived.

AgendaAgenda can be modified and the can be modified and the durationduration of an appointment is ill-defined of an appointment is ill-defined.

A visitor must never A visitor must never leave an appointment leave an appointment

because he has because he has something else to dosomething else to do

Negotiations Negotiations can takecan take long long and and decision-decision-making is slowmaking is slow as Romanian negotiators as Romanian negotiators

are mistrustful.are mistrustful.

Attitude towards ActionAttitude towards Action

Romanians have a Romanians have a good industrial culture good industrial culture and are interested in and are interested in technical aspects of technical aspects of

bids.bids.

When negotiatingWhen negotiating with with Romanians "no" is Romanians "no" is not not

definitedefinite, neither is "yes". , neither is "yes". Romanians can change Romanians can change

their mind.their mind.

Romanians can seem Romanians can seem dogmatic even if they dogmatic even if they are trying to reach an are trying to reach an

agreement.agreement.

Even when a Even when a contract has been contract has been

accepted, accepted, negotiations can negotiations can

continue for continue for pleasure's sake.pleasure's sake.

Westerners are welcome in Romania. Westerners are welcome in Romania.

France is an ally appreciated by Romania.France is an ally appreciated by Romania.

How we perceive ourselves and othersHow we perceive ourselves and others

The family model with a male The family model with a male head of household is still head of household is still

very widespread, even very widespread, even though most women work.though most women work.

The status of women is The status of women is not advantageous; not advantageous;

though there are many though there are many women in management women in management

positions the vast positions the vast majority of CEOs are men.majority of CEOs are men.

GenderGender

Trust has to be won.Trust has to be won.

During a debate, confrontation, criticism, heated discussions are possible but there is no

resentment.

When not meant as corruption, gifts (factory visits, advertising material) can When not meant as corruption, gifts (factory visits, advertising material) can play an important role.play an important role.

Romanians respect Christian Romanians respect Christian principles, yet they also principles, yet they also

appreciate flexibility, common appreciate flexibility, common sense, determination.sense, determination.

BehaviorBehavior

Distance Distance

Silent LanguageSilent Language

When a woman enters an office, it is rude to When a woman enters an office, it is rude to remain seated.remain seated.

Older people and women may remain seated Older people and women may remain seated while others are standing.while others are standing.

Personal space is 1.5 m between strangers and an Personal space is 1.5 m between strangers and an arm's length amongst colleagues or friends. arm's length amongst colleagues or friends.

Facial expressionsFacial expressions

It is not polite to stare.It is not polite to stare. During a meeting do not avoid the other's gaze.During a meeting do not avoid the other's gaze. Smiling or laughing during a professional discussion is Smiling or laughing during a professional discussion is

perceived as being superficial.perceived as being superficial.

Physical contactPhysical contact

Touching people you don't know well is Touching people you don't know well is considered a sexual overture, very considered a sexual overture, very inappropriate in professional situations.inappropriate in professional situations.

For an initial meeting both men For an initial meeting both men and women shake hands.and women shake hands.

Men stand up to greet a womanMen stand up to greet a woman Kissing a woman's hand is still Kissing a woman's hand is still

done.done.

Kissing is appropriate amongst Kissing is appropriate amongst friends or colleagues.friends or colleagues.

Men do not kiss each other, unless Men do not kiss each other, unless they are family.they are family.

Symbolism, taste for estheticsSymbolism, taste for esthetics

Romanian esthetic taste has been Romanian esthetic taste has been influenced by Byzantine religion influenced by Byzantine religion and art and Ottoman domination and art and Ottoman domination whilst preserving Latin traits.whilst preserving Latin traits.

Clothes, jewels, a car, a house Clothes, jewels, a car, a house are signs of a Romanian's are signs of a Romanian's social status.social status.

Business cards are important, Business cards are important, academic titles come before the academic titles come before the name.name.

Appearance counts: suit and tie for men and suits for women.Appearance counts: suit and tie for men and suits for women.

During a first visit to your host's home, dressing well is perceived as a During a first visit to your host's home, dressing well is perceived as a sign of respect for him.sign of respect for him.