Negotiating Characteristics in Romania
Attitudes and Styles – To Romanians, negotiating is usually a joint problem-solving process. While the buyer is in a superior position, both sides in a business deal own the responsibility to reach agreement. Given the current financial and social situation in the country, negotiators may focus mostly on the near-term benefits of the business deal. Although the primary negotiation style is competitive, Romanians nevertheless value long-term relationships and look for win-win solutions. They avoid any open confrontation as it could damage relationships. It is best to remain calm, friendly, patient, and persistent, never taking anything personally.
Should a dispute arise at any stage of a negotiation, you might be able to reach resolution by focusing on logical arguments and facts. In extreme situations, use a mediator, ideally the party who initially introduced you.
Sharing of Information – Romanian negotiators usually play their cards close to the chest, although some may share information as a way to build trust. Keep in mind that humility is a virtue in Romanian business culture. If you make exaggerated claims in an effort to impress the other side or to obtain concessions, they will likely investigate your claims before responding.
Moreover, according to Hofstede’s cultural dimensions a Romanian negotiator will be characterized through moderate individualism, he/she will be tempted to value business partners according to competences and not on the base of social belonging. But because of the importance given to relations, this business area will show aspects of collectivism. One should mind also that a “Romanian” negotiator could possibly be only Romanian citizen but belonging to another ethnic group resulting thus probably a double cultural conditioning, by the country’s culture at one hand and the culture of the ethnic group of descent at the other.
In this way one may find different levels of individualism among...