Polish negotiation style

Polish negotiation style

1.Pro-partnership or pro-transactional

So far the research suggests that Poland represents more pro-partnership culture than a pro-transactional one. Relations between people are still very important in Polish culture. 

2. Time factor

Poles don’t rush through the negotiation process. They very often start from such a point that they leave plenty of room for concessions. However, one should bear in mind that first concessions in comparison to the ones that appear further in the process are unproportionally big.

3. Mixing private and business spheres

Poles very often mix private and business spheres. On can even risk and say that they seldom separate two of them. Here Poles are a little bit similar to the Chinese with their “guanxi”. In Polish way of doing business recommendations matter but they matter far more when they come from the network of friends and relatives. Poles believe that interpersonal relations matters and they need to be taken care of.   

4. Polish negotiation teams

My research suggests that Polish negotiators prefer to negotiate in teams with a typical co-operational  approach towards inter-group interactions, with clear fixed positions, tasks and roles. Teams rather do not have to posses a strong leader to function well and the accountability is rather mutual. The concept of changing negotiators as one of the tactics does not seem to be a popular choice. 

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.