Polish Business Culture -  beginners guide

It is very difficult to understand Polish business culture.

Mainly because it's a transition economy. The Polish path from planning to markets was dramatic and risky, but now Poland is a participant in a game called “global business”. In the 1970s and 1980s the whole system in Poland was deeper and deeper in the crisis. It was beginning to collapse as the whole Eastern bloc with the USSR as the fading superpower. With the advent of Mikhail Gorbachev’s "perestroika" the fall of communism did not just help flatten the alternatives to free-market capitalism and unlock pent-up energies of millions of people, it also allowed people to think about the world from a completely different perspective.

Polish business culture has been known to be formal and hierarchical.

One’s ranking in the business world aligns with their ranking in society, and decision making takes place among senior level executives. Polish business culture’s reputation as formal may come from the way that they carry themselves in meetings. Polish businessmen are more reserved, especially during a first meeting. Formal names and greetings are used, and when talking business they use direct language and get straight to the point. However, not everything about doing business in Poland is formal. Often, dinners and lunches are used as opportunities to get to know their contacts rather than to negotiate or do business. And small talk before a meeting is not uncommon.

This is important, because trust and honesty play a huge part in doing business in Poland.

When preparing to do business in Poland, it is important to be respectful. Dress formally and always remember to respect authority. Remember that the Polish business world is hierarchical. Be sure to greet each individual with a firm handshake while making eye contact. As stated above, there may be some small talk. Be patient, as they are just trying to get to know you in order to become more comfortable with the idea of doing business with your company.

Trust and honesty are also important to Polish negotiation culture.

They do not turn to bargaining as a first resort, and rarely bargain at all. Instead they focus more on establishing healthy business relationships with other businesses that are familiar to them and can be trusted. Polish negotiation style tends to stray away from bargaining and lean more towards trust and honest business. First impressions are meaningful when doing business in Poland because the business relationship is important. Keep presentations lively and engaging. Be yourself and do not be afraid to show emotions. Things like this are seen as signs of honesty, and can help you to gain the respect and trust of Polish businessmen. In this context doing business in Poland should not be much different than doing business elsewhere, as you should always aim to be a respectful, honest, and trustworthy businessperson.

If you’re a manager and businesses owner looking to increase your knowledge and understanding of Poland’s business culture, then look no further.  I can provide you with extensive cross-cultural training, coaching, and consulting in Polish business culture, Polish negotiation style, and Polish business etiquette.

Whether you’re currently working in Poland, or are about to become a trading partner, I can provide a unique perspective of both the business practitioner, and the academic.

Why?

I’ve been actively researching and comparing national business cultures for more than 10 years. And in that time I’ve held every position from manager to director, to business owner and consultant. Furthermore, I’ve published numerous scientific articles on Polish business culture, Polish negotiation style, and more.

Let someone that has spent years learning the business habits of Poland help you with your needs today. 

As a team led by Dr. Michal Chmielecki, MA, MSc, we pride ourselves on assisting foreign investors in navigating the complexities of doing business in Poland.

With our extensive knowledge of the Polish market, regulatory landscape, and cultural dynamics, we offer comprehensive support and guidance throughout the entire process. From initial market research and feasibility studies to legal and financial advisory services, our team is well-equipped to address the unique challenges that foreign investors may encounter. With a deep understanding of the local business environment, we help our clients identify opportunities, establish strategic partnerships, and overcome any barriers to entry. Our goal is to provide a seamless experience and facilitate successful ventures for foreign investors looking to capitalize on Poland's diverse and growing economy.