Europe: Top Ten Tips for Doing Business in Each of 15 Countries
Deborah Swallow | August 19th, 2009 in : Europe, General, tips on doing business around the world
Europe is now generally defined by it’s 47 countries though
only 27 of them are European Union members and even fewer are in the Euro Zone. Ancient Greece is considered to be the birthplace of Western Civilisation and its legacy has influenced ‘The West’. However, Europe has its own cultural divides as mentioned below.
So far in this section you’ll find the Top Ten Tips for doing business, along with opening times, holiday dates and festivities for the following countries: Sweden, Denmark, Finland, Norway, France, Germany, Greece, Spain, Italy, United Kingdom, Romania, Croatia, Bosnia, Macedonia, and Hungary.
The North/South Divide
There is a distinct difference between the southern countries of Europe and the Northern ones. In the south, the pace of business is much slower and unpredictable. Time is to be enjoyed. Relationships and emotions play a large part in influencing the success of business deals. Both Italy and Spain have adopted a more time-efficient/’professional’ approach to business to compete in a globalised world, so cannot be defined by the old stereotype of ‘maňana. However, the pace of life is much slower than in Northern Europe. The southern countries are sometimes regarded as not being completely trustworthy; this is because their values-system is about pleasing you and is very different from the rule-bounded north. August is the holiday month.
The Nordic Countries
The Nordic Countries are very different from the rest of Europe in their attitudes and behaviour and it is useful to mention this at the outset. The Nordic region comprises Norway, Sweden, Finland, Denmark and Iceland and their associated territories. (Scandanavia comprises Norway, Sweden and Denmark). They are all driven by a strong work ethic, are exceptionally honest, and are very tolerant of people who are different from them. The two things they deplore are bribery/corruption (dishonest) and tardiness (disrespectful). They believe in working towards the common good and looking after those who are more unfortunate than themselves. However, they are ‘straight’ talkers and this can be seen as being very brusque. July is the holiday month.
Eastern Europe and the Balkans
The speed of thinking and working is a lot, lot slower than in Western Europe. Although people use e-mail, their use of technology may not be as frequent. It is difficult to get a firm commitment to a meeting; this is a power play. You will be asked to phone on the day, then again later in the morning, and again in the afternoon. A typical response is: “I may be busy, so I can’t tell you now”. Business activity grinds to a near halt during the latter part of July and most of August for extended summer holidays. You need to know how to get around the gatekeepers. Bribing is common place and people are suspicious of you if you do not participate. Don’t get frustrated at the amount of time spent drinking coffee during the working day.
Sweden
- Business is a serious matter – they won’t waste your time and you must not waste theirs.
- Compared with other Nordic countries Swedish decision-making takes a long-time. Every body should be involved in a consensus decision.
- Bragging and posturing seems pushy and unseemly. You should be modest and low-key in your style.
- They like concrete data, facts and evidence, so avoid frills and hyperbole in your presentations. Don’t expect the Swedes to use their imagination – you must do it for them.
- Swedes get straight down to business with no real small talk.
- Swedes are casual, but reserved. They don’t think humour is appropriate in business situations.
- Quality of life is important. Swedes will take their coffee/lunch breaks and go home on time; therefore, the pace of business seems to be relaxed
- Be punctual at all times; tardiness is seen as disrespectful.
- Don’t be confrontational; this makes Swedes very uncomfortable.
- 10. Don’t be frightened by silence; silence is part of their communication.
Public Holidays:
January 1 New Year’s Day
January 5 Eve of Epiphany (banks close early)
January 6 Epiphany
March/April Maundy Thursday (Half Day) day before Good Friday
March/April Good Friday date changes every year
March/April Easter Sunday / Moday
April 30 Valborg’s Eve (banks close early)
May 1 May Day
Ascension Day 6th Thursday after Easter (Officially 1 day but often two)
May Whit Sunday / Monday Pentecost: 7th Sunday after Easter
June 6 National Day – Some public sector employees only
June Friday before Midsummer Day Midsummer’s Eve (bank holiday)
June Saturday after 19 Midsummer Day
November Friday before All Saints’ Day All Saints Eve (banks close early)
November First Saturday after 30 October All Saints’ Day
December 24 Christmas Eve (bank holiday)
December 25 Christmas Day
December 26 2nd Christmas Day
December 31 New Year’s Eve (bank holiday)
Weekend Saturday, Sunday
Business Hours 8.30/9.00 – 5.00
Things to be aware of:
The evening before a holiday is as important as the holiday itself. Most Swedes have half the day off to prepare for the evening.
Celebrations:
February 14 St Valentine’s Day
April 1 April Fools’ Day
May Last Sunday Mothers’ Day
November 2nd Sunday Father’s Day
December 10 Nobel Day (Flags are flown)
December 13 St Lucia Day (early morning celebrations)
Denmark
- The pace of business is slow. Business is conducted efficiently; straight to the point with little small talk.
- Punctuality is extremely important – arrive exactly on time (even at social gatherings).
- The Danes are meticulous and love details. Presentations should address all aspects of the business proposal.
- Respecters of traditions and heritage; promote how well-established your firm is (put founding date on your business card) and its reputation.
- Logic and reason is used for decision-making
- Communication is open, direct and straight forward. Eye contact is important
- Danes are relatively informal, but use titles when you first meet someone
- Danes are seen as the “Italians of the North” by other Nordic countries – not to be completely trusted to get things done. Proud, honest, efficient but not always effective
- Don’t openly criticise anyone/ any culture. The Danes are very tolerant of others.
- Don’t make personal comments, even compliments, as they can be seen as invasive.
Public Holidays:
January 1 New Year’s Day
March/April Holy Thursday (Skær Thursday)
March/April Good Friday / Easter Sunday / Easter Monday
April 26 Common Prayer Day*
Ascension Day: the 6th Thursday after Easter
May Whit Sunday / Monday (Pentecost: 7th Sunday after Easter)
June 5 Constitution Day/ Fathers’ Day (from midday, also bank Holiday)
December 24 Christmas Eve
December 25 Christmas Day
December 26 2nd Day of Christmas
December 27 3rd Day of Christmas
December 31 New Year’s Eve
Weekend: Saturday and Sunday
Business Hours: 8.00/9.00 – 4.30/5.30
Non-Holiday Observances:
April 16 Birthday of the Queen (not a public holiday)
May 2nd Sunday Mothers’ Day
Finland
- Finns maintain high ideals of loyalty and reliability. They take promises and agreements seriously. An agreement by handshaking is a legal commitment. Try to do all negotiating with the Managing Director of the firm. He is the head of the firm and will make all decisions.
- You might think you’ve got a win-win deal with a Finn, but in reality he will get the better end of the deal. They are known for being tough but fair.
- They’re nice people! Driven by good, ethical values and hard work. Incredibly honest and dependable.
- Very little small talk during negotiations. Business is attended to almost immediately. Outward displays of emotion are inappropriate. Always remain calm
- In presentations expect to give a good account of your firm’s background and adherence to good working practices. Don’t be put off by the silence at the end and lack of questions. If it was important you would have mentioned it in your presentation!
- Finns speak bluntly, assertively and honestly, demonstrating their respect for you; i.e. you can take straight forward discussions. Assertiveness is respected, but aggression not. Stick up for yourself and you should find they will compromise. They are uncomfortable with direct, sustained eye contact.
- They want action, rather than empty words. Ask for ‘time to think’ if things are moving a little too quickly for you.
- Don’t use ‘high sounding’ or impressive rhetoric. Communication is open, direct, and to the point. Use concise and explicit language.
- Don’t be put off by long silences. This is normal. Finns like to think over what has been discussed and will always take a moment to think before they speak.
- Don’t be ostentatious or boastful. This is seen as pushy, completely unseemly, and is ALWAYS inappropriate.
Public Holidays:
January 1 New Year’s Day
January 6 Epiphany
March/April Good Friday /Easter Sunday / Easter Monday date changes every year
May 1 May Day or Vappu (1)
Ascension Day: the 6th Thursday after Easter
May Whit Sunday (Pentecost: 7th Sunday after Easter)
June 1st Friday after 18th June Midsummer’s Eve or Juhannusaatto (2)
June Saturday following Midsummer’s Day is Juhannuspaiva
November Saturday following October 30 All Saints Day
December 6 Independence Day
December 24 Christmas Eve (from midday)
December 25 Christmas Day
December 26 2nd Day of Christmas
Weekend Saturday and Sunday
Business Hours: 8.00 – 4.30
(1) Vappu is really the night of 30 April to 1 May so there may not be too many people working in the afternoon of 30 April.
(2) Partial holiday only.
Celebrations:
May 2nd Sunday Mothers’ Day
November 2nd Sunday Father’s Day
Norway
- Warm-hearted good people with a sense of humour. Like to be seen as good hosts and generous
- Always be punctual, this is seen as giving respect.
- Values, ethics, and hard-work drive their businesses
- Great respecters of the value and contribution of all employees; they are a joy to work for (so say many foreigners).
- Expertise and initiative are respected
- Norwegians speak bluntly, assertively and are straight-talking. Avoid being confrontational. Assertiveness is respected.
- Good in committees; give reasoned, educated and well-argued comments
- Seen as docile by other more aggressive non-European cultures
- Don’t criticise other people /cultures too much. The Norwegians are exceptionally tolerant of other people’s values, though they may be frustrated at other cultures’ work practices.
- Don’t waste their time. Norwegians are very pragmatic and like to get the job done.
Public Holidays
January 1 New Year’s Day
March/April Palm Sunday
March/April Holy Thursday/Good Friday/Easter Sunday/Easter Monday
May 1 May Day
May 17 National Independence Day
May Ascension Day
May/June Whit Sunday and Monday (Pentecost)
December 24 Christmas Eve (half day)
December 25 Christmas Day
December 26 Boxing Day
December 31 New Year’s Eve (half day)
Weekend: Saturday, Sunday
Business Hours: 8.00 – 4.00 (3.00 on Fridays)
France
- The French are very formal and seem reserved. They like titles, and academic credentials.
- Negotiating takes time and plenty of discussion. You will be made to feel like a supplicant (don’t take it personally!), this is what gives the French their ‘arrogant’ reputation.
- Hierarchies are very strict; everybody knows their place and bosses are left to make decisions. This is the birth place of bureaucracies.
- Make your presentations very formal, logical and well-argued.
- Thinking is a well respected activity. You will be challenged about your point of view, so argue logically with no appeal to emotion or trust to win respect.
- Deadlines are unimportant to the French. The quality of the thought /product is more important than having things finished on time.
- In all things, time is flexible and fluid.
- Don’t lose your temper. The French like to keep their emotions in check, keeping calm and reserved
- Don’t mistake animated gestures and loud voices for temper; this is showing great interest.
- Don’t try and rush the French, everything happens in its own time. Lots of general conversation and talking needs to take place first.
Public Holidays:
January 1 New Year’s Day
March/April Good Friday /Easter Sunday / Easter Monday
May 1 Labour Day
May 8 Victory day of 1945, end of World War II in Europe
Ascension Day 6th Thursday after Easter
Whit Sunday 7th Sunday after Easter
Pentecost 7th Monday after Easter
July 14 French National Day (Bastille day)
August 15 Assumption Day (of the Virgin Mary)
November 1 All Saints’ Day
November 11 Armistice Day of 1918
December 25 Christmas Day
Weekend Saturday afternoon and Sunday
Business Hours: 8.30/9.00 – 6.30/7.00 with two hours for lunch
If a holiday falls on a Tuesday or Thursday then most companies will close for a 4-day week-end, called “making the bridge” (faire le pont). Sometimes offices close at noon before a holiday.
Celebrations:
Mother’s day: last Sunday in May.
Father’s day: 2nd or 3rd week after Mother’s day.
“Le nouveau Beaujolais est arrivée”: third Thursday in November. The new Beaujolais wine is for sale — lots of parties in bars.
St. Catherine: November 25, day for single women. Funny hats.
January 6th Epiphany – Fête des Rois:. Visit of the Wise Men/Magi to the newborn Christ.
Germany
- Pay great attention to detail, order and planning.
- Discipline and self-control gain respect, as do such traditional values as duty, loyalty and obedience to seniors.
- The Germans are very formal. Use titles, academic credentials, and always knock on doors before entering.
- Great hierarchies exist in organisations and the more senior a boss is, the more formal and reserved he behaves.
- Business negotiations are technical and factual in content and delivery.
- Decisions and conclusions are made before a meeting by experts you will not meet.
- Be punctual for every appointment – business or social. Two or three minutes late is insulting.
- Germans like to ‘do their homework’ before explaining something in detail. Explanations tend to be lengthy and complex.
- Don’t try and change their minds. Decisions take a long time to make and deliberate; once made, they are unchangeable
- Don’t use humour and little anecdotes to help things flow. This is seen to demean the importance of the business transactions. The Germans do have a sense of humour – but at ‘appropriate’ times and places, and nearly always in private.
Public Holidays:
January 1 New Year’s Day
March/April Good Friday / Easter Sunday / Easter Monday date changes every year
May 1 Labour Day
Ascension Day 6th Thursday after Easter
May Whit Sunday Pentecost: 7th Sunday after Easter
May Whit Monday day following Pentecost
October 3 German Unity Day
December 25 Christmas Day
December 26 2nd Christmas Day
Weekend Saturday and Sunday
Business Hours 8.00/9.00 – 4.00/5.00
Holidays only observed in some federal states / some only observed in Catholic areas:
January 6 New Year’s day
May/June Corpus Christi (Fronleichnam)
August 15th Assumption
October 31 Reformation day (only celebrated in Protestant areas)
November 1 All Soul’s day
November 18 Repentance Day (Only celebrated by Saxony)
Celebrations:
Oktoberfest: end of September and ends in October.
Weinfeste: September, wine festivals that are celebrated in the wine regions
November 11: beginning of Carnival celebrations in Catholic regions. Businesses shut down in certain cities.
Greece
- The Greeks are good at bargaining; great patience and excellent bargaining skills are two vital ingredients needed when negotiating with them.
- Posturing and bragging are part of the culture, so you will need to do the same. Don’t try and be humble or modest!
- Time is elastic and meant to be enjoyed, not spent! A good meeting will last for ever, so don’t arrange lots of meetings in any one day.
- Take lots of business cards and hand them out all the time. Shake hands when meeting and leaving, and whenever else you can fit it in. The Greeks are very tactile.
- Age and seniority command great respect. Senior executives make all the firm’s decisions, even to choosing the crockery!
- The boss is the decision-maker. He responds to appeals of emotion and trust – not logic and evidence. He’ll buy because he likes you, not because your product is cheaper (but he’ll drive a good price in the end).
- Greek gestures for ‘yes/no’ are easily misinterpreted, so confirm in language your mutual understanding. Nodding and shaking the head mean the opposite in Greece.
- Don’t be offended if you are asked ‘invasive’ personal questions, such as how much you earn and how much something cost. (This is part of the posturing process, and your answer need not be true!)
- Don’t misinterpret a smile; this can be controlled anger.
- Don’t refuse any alcohol you are offered during your meeting. Drinking together creates a bond of friendship.
Public Holidays:
January 1 New Year’s Day
January 6 Epiphany
March 18 Clean Monday (start of Lent)
March 25 Greek Independence Day
March/April Good Friday (except shops which open after 2pm) March/April
March/April Easter Sunday / Monday
March/April Easter Tuesday (1/2 day for shops only)
May 1 May Day
June Holy Ghost (Monday after Pentecost: 7th Sunday after Easter
August 15 Assumption of the Blessed Virgin Mary
September 13 Finding of the True Cross, Mytilene (Lesbos)
October 28 Ochi Day
December 25 Christmas Day
December 26 2nd day of Christmas
Weekend Sunday
Business Hours 8.00-1.30 and then 4.00-7.00 (5.00-8.00 in summer)
Spain
- A personal contact who can help you cultivate business relationships is a must. Spaniards value personal influence and it is difficult to accomplish anything on your own.
- Be formal when first meeting people, use titles, and show respect to seniors.
- Small talk and ‘taking measure’ requires a long time before you can get down to any business dealings. Success depends on personal rapport. You may need several ‘sniffing’ meetings.
- Relationships may appear informal, but there is a formality at heart based on pride, honour, and trust. Remember to always introduce people to the most senior Spaniard first.
- All correspondence should be formal
- Spaniards enjoy ‘disfrutar’ time, not spend it or waste it. Time is very fluid. Lots of business is conducted in bars and restaurants, over good wine and ‘cognac’.
- Appeal to the emotions of a Spaniard, but have some facts and substance to back this up. They are very visual and imaginative with their use of language. Translate documents into Spanish.
- Don’t put a Spaniard in a position of losing Face: remember they are a ‘machismo’ culture of pride and honour.
- Don’t impose deadlines; you will be disappointed and frustrated, and you will give out signals that Spaniards are untrustworthy
- Don’t believe ‘manaňa’ means tomorrow – it means ‘not today’.
Public Holidays:
The seven national holidays and five widely celebrated other holidays are listed below:
1 January New Year’s Day (Día del Año Nuevo)*
6 January Epiphany or Holy Kings’ Day (Día de los Reyes Magos)
19 March St. Joseph’s Day (Día de San José)
March/April Good Friday (Viernes Santo)* date changes every year
1 May Labour Day (Día del Trabajador)*
Ascension Day 6th Thursday after Easter
May Whit Sunday (Pentecost: 7th Sunday after Easter)
May/June Corpus Christi – 2nd Thursday after Pentecost
25 July St. James’ Day (Día de Santiago)
15 August Assumption of the Virgin (Asunción)*
12 October Virgin of Pilar or National Day (Día de Virgen del Pilar)*
8 December Immaculate Conception (Inmaculada Concepción)*
25 December Christmas Day (Día de Navidad)*
* National Holidays (in addition there are two local holidays allowed)
Weekend: Sunday
Business Hours: 9.00-1.30 and then 3.00/4.00 – 6.00/7.00 (Summer: 8.30-2.30)
Things to be aware of:
When a public holiday falls on a Tuesday or Thursday, a four day holiday is taken – called building a bridge ‘puente’. If a holiday falls on a Wednesday it’s common for employees to take the two preceding/succeeding days off – called building a viaduct ‘viaducto’. When two public holidays fall midweek, many people take the whole week off – called ‘superpuente’.
Italy
- The boss is the boss. All decisions come from the top and organisations are very hierarchical. Ensure you are talking to the decision-maker when you approach a company. Italians like to do business with people they already know.
- Take a little time getting to know each other, but meetings are for conducting business. Start meetings with a little general conversation to put every one at ease. In the north, business is often conducted ‘time efficiently’.
- Business is not usually conducted over lunch or dinner.
- Take your time and be patient. Trying to hurry things along indicates a point of weakness, and you may concede to demands with their promises of a ‘quick fix’.
- Decisions about you/ your product will be made away from any formal meetings or negotiations, usually informally during breaks or over lunch with colleagues. The meeting is used to ratify decisions made privately.
- The Italians won’t give you a direct “No”. They will indirectly convey their lack or interest of dislike.
- The ‘machismo’ culture means pride and honour are important in all walks of life. Give and expect respect.
- Don’t use humour and jokes in business. This is deemed inappropriate.
- Don’t mix business with pleasure. The Italians live life to the full, but business is business, and socialising is for enjoying yourself. Italians do not take work home.
- Don’t be surprised when you reach an agreement with Italians that they bring in new demands at the en
Public Holidays:
January 1 New Year’s Day
January 6 Epiphany
February 1 Venice Carnival starts
February 12 Venice Carnival ends
March/April Easter Sunday/ Monday date changes every year
April 25 Venice (St Mark)**
April 25 Liberation Day
May 1 May Day
June Sunday nearest 2nd Anniversary of the Republic
June 24 Florence(St John)**
June 24 Turin(St John)**
June 29 Rome(Sts Peter and Paul)**
July 11 Palermo(St Rosalia)**
August 15 Assumption of the Blessed Virgin Mary
September 19 Naples(St Gennaro)**
October 4 Bologna (St Petronio)**
November 1 All Saints’ Day
November Sunday nearest 4th World War I Victory Anniversary Day
December 7 Milan (St Ambrose)**
December 8 Immaculate Conception
December 25 Christmas Day
December 26 2nd Day of Christmas or St Stephen’s Day
**Feast Days
Weekend Saturday afternoon, Sunday
Business Hours 8.30-12.45 and then 4.30-7.30 (Saturdays 8.30-12.45)
Celebrations
Second Sunday in May Mother’s Day
United Kingdom
- There is still some hierarchy in British firms, with a distinctive difference between the status of Executives and managers, with most executives having secretaries. But contrary to many articles you’ll read about the Brits and their working practices, they have become much more egalitarian with flatter organisational structures
- Use titles and formal address at first, you’ll soon be invited to use first names. There is a generation gap concerning this; anyone under 55 will automatically use first names.
- British business people take their time making decisions. Allow them time to think things over. However, once a decision is made you can expect implementation to start.
- Although a lot of business communication is done orally, send or leave detailed information about your company, and a summary of the meeting/phone call just conducted.
- Communication is open, somewhat direct, impersonal and detailed. It can be contradictory; but it should never be personal. Northern Europeans often fail to understand the true meaning of British communication as it is not as direct as theirs.
- Understatement is very common. Brits hate over emphasis (hyperbole), they see it as boastful and pushy. Sometimes Brits appear less enthusiastic than they really are.
- Presentations are structured and formal, but usually have an element of humour. Nowadays, an element of entertainment is expected. The audience will expect to ask questions at the end.
- Although English is spoken all over the world, many cultures need an interpreter to understand if the British are saying “Yes”. Wanting always to be polite, and to have time to think, a standard business response is, “We’ll think about it” or “How interesting.”
- Don’t give British people a ‘hard sell’ or an ‘American sell’. They dislike it, seeing it as manipulative and pushy. They’ll walk away.
- Don’t propose drastic changes or fast timings. They find both uncomfortable. Remember! They need time to think things over
Public Holidays:
January 1 New Year’s Day
March/April Good Friday date changes every year
March/April Easter Sunday/ Monday
May Bank holiday: first Monday of May
May Spring Bank holiday: last Monday of May
August Summer Bank holiday: last Monday of August
December 25 Christmas Day
December 26 Boxing Day
Weekend Saturday, Sunday
Business Hours 9.00-5.30
Scotland also celebrates:
January 2nd (New Year’s Bank holiday)
Summer Bank holiday (first Monday of August)
But doesn’t celebrate:
Easter Monday
Spring Bank holiday (last Monday of May)
Northern Ireland also celebrates:
17th of March (St. Patrick’s day)
July 12th (Orangeman’s day)
Celebrations:
Mother’s Day: 2nd Sunday of March
Father’s Day: 3rd Sunday of June
Guy Fawkes’ Day: November 5th (Bonfire Night)
Romania
- Romanians are quite formal. First names are used by close friends and relatives. Address your business counterpart with their last name and title only.
- Send letters in English, these are more respected than documents written in Romanian. Present your business card to every business person you meet. Have academic titles and your degrees printed on them
- Punctuality is respected, though not always observed. Schedule meetings beforehand, always try to get confirmation of an appointment in writing
- Examine the business credentials of the firm/person you are dealing with to ensure legitimacy. Once a relationship is established your business partner/agent will be loyal for a long time
- French is the favoured second language. Bring an interpreter to all negotiations unless you speak a common language.
- After agreement and contracts are drawn up, they will still be subject to approval by senior executives of the organization/firm. Negotiations and decisions are based on business facts.
- Dress and appearance are very important. You have to look the part, but generally dress is conservative. Stay in the best hotels, Romanians are impressed by prestige
- Don’t get frustrated at the slow pace in business dealings. Romanians are unused to western business practices; they also have a distrust of authority after years of authoritarian rule.
- Don’t get offended. Opinions are openly and freely expressed; a sign that you can be trusted with their truth.
- Don’t be surprised; the practice of baksheen (tipping) is common, especially when negotiating with Romanian officials
Public Holidays
January 1/2 New Year’s Day
January 6 Epiphany
March/April Easter Sunday and Monday
May 1 Labour Day
December 1 National Day
December 25 Christmas Day
December 26 2nd Day of Christmas
Weekend: Saturday afternoon, Sunday
Business Hours: 8.00-4.00 (Saturdays 8.00-12.30)
Croatia
- Croatia is a conservative region, with a very proud, hospitable, and warm-hearted people. Generally they are well-educated and cultured. English is the widely spoken, with many young managers fluent in it.
- Business tends towards formal protocol, though is somewhat relaxed. The boss is the boss. Hierarchies exist. There is little delegation of authority.
- Decision-making is centralised, resting in the hands of a managing director or general manager. Don’t assume a negotiation is completed until you have dealt with the top management.
- Croatian firms tend to rely on their traditional business relationships. Price may not be the controlling factor in the decision process if experience with one supplier has been satisfactory before.
- Organisations are a mixed image of Western-style efficiency and cumbersome bureaucracy. There is a lot of behind-the-scenes power and pulling of strings.
- Punctuality is important. Meetings usually keep to time.
- There are a large number of local agents, advisers, and consultants willing to act for foreign companies, thoroughly check them out in advance.
- Exchange business cards with formal introductions, and as with many European countries, print your titles, professional and academic qualifications on them.
- Don’t expect transactions to be made quickly. Although there is an element of spontaneity, a bureaucratic-mentality gets in the way.
- Don’t think of Croatia as a war-torn country needing to be saved. It has a long and proud history which contributes to respected traditions and a deep sense of culture.
Public Holidays
January 1 New Year’s Day
January 6 Epiphany
March/April Easter Sunday and Monday
May 1 May Day
May 30 Independence Day (Statehood Day)
June 22 Antifascist Struggle
August 5 National Thanksgiving Day
August 15 Assumption
November 1 All Saints’ Day
December 25 Christmas Day
December 26 2nd Day of Christmas
Weekend Saturday, Sunday
Business Hours 8.00-7.00 (1 hour for lunch
Bosnia
- People are friendly and make eye contact in all transactions
- Business practices are uniformly western.
- Business meetings should be scheduled more towards the morning hours. During the summer months, do not schedule meetings late on Fridays as workers tend to leave early. It is common place to business in a restaurant
- Personal relationships will influence business decisions. Business relationships are founded on trust; significant time and energy must be invested to establish this
- Business moves very slowly, or not at all, due to the cumbersome bureaucracy and general socio-economic collapse
- Some business people are quick to recognise opportunities and will act quickly to not waste time
- Communication is not a major problem, as English is popular as a second language
- Management is typically concentrated at the level of the MD – the key decision maker
- Don’t use first names. Only good friends do this; use conventional and professional titles.
- Don’t assume a legal contract will be binding. Contract law at present may be unenforceable. Privatisation, and legal, regulatory, and judicial reform are in the process of change.
Public Holidays
January 1 New Year’ Day
February Eid Al Adha (Muslims only)
March 8 International Women’s Day
March/April Easter Sunday
May 1 International Labour Day
November Eid Al Fitr (Muslims only)
December 25 Christmas Day
Weekend Saturday, Sunday
Business Hours 8.00-6.00 (plus every first Saturday of the month)
Macedonia
- Building strong, personal relationships is very important and will influence success of business transactions
- On the surface firms practice “western-style” management, but everything is slow and cumbersome
- There are a lot of entrepreneurs setting up in business and being successful at wheeling and dealing.
- A consultative decision-making process belies the fact that the head of the company will make his own decision. Ask who is the key decision-maker.
- Meetings are less formal than in Western Europe and are frequently combined with a meal.
- Who you know is more important than what you know. How you dress will be noticed.
- Punctuality is not precise. It is a great effort to get people to adhere rigidly to times and Macedonians find it incomprehensible that Nordic people think tardiness is disrespectful.
- Women make up a substantial part of the workforce and enjoy a more egalitarian status than other parts of the region. As a foreign visitor, women would be better off eating in a hotel rather than alone in a restaurant.
- Don’t use first names; only family and close friends use them, and the use of titles/surnames show respect.
- Don’t be surprised if you never get what you ask for. You may describe precisely what you require, but you will be given what they think you ought to have!
Public Holidays
January 1 New Year’ Day
January 6 Orthodox Christmas Eve
January 7 Orthodox Christmas Day
January 14 Old New Year
February Eid Al Adha (Muslims only)
March 8 International Women’s Day
March/April Good Friday / Easter Sunday / Easter Monday
May 1 May Day
May 24 St. Cyrilus and Methodius Day
August 2 Ilinden (St. Elijah’s Uprising Day)
September 8 Independence Day
November Eid Al Fitr (Muslims only)
Weekend Saturday afternoon, Sunday
Business Hours 8.00-7.00/8.00 (Saturdays 8.00-2.00)
Hungary
- Securing a business deal can take an unpredictable length of time. Under the old Communist regime, decisions would take months. Once they have agreed to a contract Hungarians will keep their word and fulfil the agreement.
- Hungarians appreciate face-to-face business dealings, where intentions, feelings and opinions can be expressed openly.
- They look for trust and lasting relationships, and these come before stringent adherence to rules and regulations. They are a warm and generous people.
- Hungarians do not say “No” outright. Interpret “Maybe” or a change of topic as a refusal.
- Spontaneity is valued. Agendas are flexible. Meetings start on time, more or less.
- Hierarchy and class prevail here. People talk about the ‘intelligentsia’.
- Business deals are completed/rounded off with eating and drinking, handshakes and embraces.
- Find a trusted local contact who can introduce you to his/her network, and work on establishing a secure bond. Hungarians like to do business with people they know through their network.
- Don’t expect people to take responsibility; bosses still make decisions. A hang-over from the Communist system means many people think that they have little control over their lives and look to others to make things happen.
- Don’t refuse the brandy served during negotiations.
Public Holidays:
January 1 New Year’s Day
March 15 National Day
March/April Easter Sunday date changes every year
March/April Easter Monday
May 1 Labour Day
May Whit Sunday (Pentecost: 7th Sunday after Easter)
May Whit Monday (day following Pentecost)
August 20 Constitution Day
October 23 Republic Day
November 1 All Saints’ Day
December 25 Christmas Day
December 26 Boxing Day
Weekend Saturday afternoon and Sunday
Business Hours 8.30 – 5.00 (Saturdays 8.30-1.30)
Non-Holiday Observances:
August 20 St. Stephen of Hungary
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Hello, I'm Deborah Swallow and, for the last fifteen years, I've worked in over thirty countries addressing the complexities of people working internationally across multiple cultures, so individuals and organisations alike can gain an authentic competitive edge and win in international markets. 
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