Doing business in East Europe

MOST east European business people have high expectations of non- EE business people. You will be judged immediately by the way you dress. Dress conservatively and well. In winter, dress in layers. Buildings are usually overly warm inside and you will want to be able to adjust accordingly. Take your overcoat off in public places (most restaurants, museums, etc. have a place to check your coat).

Mooting meetings

Always allow extra time to be on time. Shake everyone's hand firmly when you greet them. Defer to the senior official/person to lead the meeting and wait to be given the floor. Be firm and polite at all times; do not be pushed. Try to get an agenda worked out before the meeting gets started. Accept snacks and tea when offered. Tolerate smoking if you don't smoke. Ask first before lighting up to smoke and share your cigarettes generously. Please remember that it is customary to applaud yourself when the audience applauds you. Also slapping the table or the desk in front is an accepted form of applause so do not be disconcerted if you are greeted with this by a roomful of people.

After hours

While it is sometimes frowned upon to conduct business outside normal working hours, your host will often feel the need to take you out on the town, have a reception, etc. Feel free to discuss business only if your host takes the lead. Be prepared, however at these times to show an interest in and display knowledge of the region, its history, politics, arts and culture. Show yourself not to be all business. East European hospitality has a well-deserved reputation around the world. It is important to know how and when say no to hard liquor (i.e. vodka, slivovitz and cognac). This is difficult as these are prized offerings and they may be nonplussed if you don't drink!

Customs and superstitions

East European culture is steeped in superstition. Some aspects apply, quite seriously, to business. Modern eastern Europeans will joke about these superstitions, but deep down they will also take these things very seriously.

There are some customs and points of etiquette to which you should adhere. Both customs and superstitions are listed below. You will avoid potentially embarrassing situations and/or show yourself to be knowledgeable about things in the region by noting these:

*Never shake hands over a threshold: it will lead to an argument.

*Always bring flowers or wine when invited to a east European's home.

*Never put your feet up on furniture or show the soles of your feet when sitting: it is considered very rude.

*Be careful complimenting something in a host's home: they may try to give it to you and will feel slighted if you do not accept even though they may have no desire to part with it.

*NEVER open a present given by your host in public or in their presence. You may ring them up the next day to compliment their choice and thoughtfulness.

A. S. ANGIRASA

angiasaa@hotmail.com