Negotiation & Follow Up

Be prepared to have several meetings before clinching a business deal

Polish negotiators tend to be reserved and taciturn

The decision-making process is slower than in North America or Germany

A group of negotiators is always a group of individuals. If you gain their trust you will be able to get the contract

If it is possible, your company should be represented by a pair of negotiators, preferably a woman and man. At least one of them should be middle-aged

Every kind of meeting starts with some small talk

This socializing allows everybody to relax, and also to make first judgments about the negotiating partners

Be patient

Periods of silence during negotiations are not unusual. Do not try to fill the silence with unnecessary talk. The essentials are what counts

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