Negotiation & Follow Up

You need to remember that negotiations are typically held with the manager

The manager may take suggestions or be advised by employees, teams or advisory groups, but will make the final decision

Bulgarians have very flexible negotiation skills, and will volunteer personal comments and information to a greater or lesser extent

Negotiations are not merely intended to reach an agreement, but also to make sure the visitor feel welcome

Following up after a meeting is necessary to show, that you care and have a desire for the relationship to succeed

Virtual meetings are considered poor substitute to in-person meetings, and should only be used when necessary or to supplement, the regular personal visits that are needed to maintain the level of trust and understanding

Business moves slowly in Bulgaria and detailed paperwork is essential for business transactions and clear communication

They dislike being asked highly personal questions, about their own education or friendships, but will talk readily about political, cultural or societal subjects

In a business situation, individuals will be far more serious and cautious about what they are willing to divulge

When all the business is covered, Bulgarians will stay at the negotiating table to drink coffee or tea with you, and begin joking or ask you about how you feel about the country

Bulgarians still enjoy combining business with pleasure, so negotiations will be accompanied by long nights in traditional local pubs with plenty of eating and drinking

When dealing with the Bulgarian government, as business transactions can be stalled by bureaucracy

There are considerable differences in the approachability of people in the smaller villages, than in the larger towns and cities

When you begin negotiations, Bulgarians are likely to get straight to the point, and discuss the key problems up front

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