5 Things to Prepare When Doing Business with Romanian People

Romanian business culture places a high premium on personal relationships and trust, often more so than purely transactional considerations. Initial meetings are frequently dedicated to building rapport and understanding each other, rather than immediately diving into intricate deal points. Rushing this phase can be detrimental to long-term prospects, as Romanians prefer to work with individuals and companies they perceive as reliable and personable. Preparation: Allocate ample time for initial meetings to foster personal connections. Be genuinely interested in understanding your counterparts beyond the business agenda. Share aspects of your own background and company culture to contribute to this trust-building process.

While younger generations may exhibit more flexibility, traditional Romanian business environments maintain a respectful approach to hierarchy. Decisions often emanate from the top, and communication, especially in formal settings or with senior figures, tends to be indirect and polite. Avoid overly aggressive or confrontational language; instead, articulate points clearly and professionally, allowing space for discussion and consensus-building. Preparation: Identify key decision-makers early. When communicating, especially in writing, maintain a polite and formal tone. Use appropriate titles and address individuals respectfully. During negotiations, present options clearly and be prepared for decisions to be made after internal consultation rather than on the spot.

While punctuality is generally expected for scheduled meetings, particularly on the part of foreign visitors, Romanians themselves may occasionally display a more flexible approach to time. This is not a sign of disrespect, but rather a reflection of a culture that often prioritizes personal interaction or immediate concerns. Be prepared for potential slight delays, but always strive to be on time yourself. Preparation: Always arrive punctually for appointments. If your Romanian counterparts are delayed, maintain patience and use the time constructively. Confirm meetings a day or two in advance. When establishing deadlines, be clear and follow up, acknowledging that some flexibility may be required in execution.

Business discussions in Bucharest and throughout Romania frequently extend beyond the boardroom. Dining, often involving substantial meals and occasionally alcoholic beverages, plays a significant role in cementing relationships. Business lunches and dinners are opportunities to build trust and discuss matters in a more relaxed atmosphere. Declining such invitations without a valid reason can be seen as impoliteness. Preparation: Be prepared to accept invitations for meals and social events. Understand that these are integral to relationship building. Be mindful of local etiquette regarding toasts and table manners. If you have dietary restrictions, communicate them discreetly and in advance.

Romanian negotiation styles can be nuanced. While Romanians are generally direct in their business dealings, particularly once a relationship is established, initial interactions might be more indirect. They value strong arguments and evidence, but also appreciate a diplomatic approach. Hard-selling tactics are generally not well-received. Focus on presenting a compelling value proposition and be prepared for thorough examination of details. Preparation: Present your case with clear, well-supported facts and figures. Be patient and prepared for detailed questions. Avoid high-pressure sales tactics. Be ready to justify your proposals thoroughly and demonstrate a willingness to compromise where appropriate, maintaining a respectful and constructive tone throughout discussions. Define clear objectives for negotiations but remain adaptable to various outcomes.