1. A cultural crossroads with Western, Mediterranean and Orthodox influences Certain images and/or photos on this presentation are the copyrighted property of JupiterImages and are being used with permission under license. These images and/or photos may not be copied or downloaded without permission from JupiterImages ! Romania

2. Romania: A Western country at the Orient's gates A nation state around the Carpat mountains with 4 historical regions: Moldavia,Transylvania,Muntenia,Dobrogea. A population of 22m whose ethnic Romanian element represents 90%. A population of 22m whose ethnic Romanian element represents 90%. Romanian, the official language, comes from Latin Most Romanians master English and French Other languages spoken: German, Italian, Russian 35% of Romanians live in villages and work on family farms.

3. High and Low Context During negotiations you can discuss well-known Romanian writers, but also other topics like food, politics, income, religion, age. During negotiations you can discuss well-known Romanian writers, but also other topics like food, politics, income, religion, age. Face to face contact is important for business or professional relations. Professional meetings imply a certain formalism for behavior and dress. Romanians prefer business dinners or business lunches Most Romanians like people who know how to negotiate and to discuss Romanian culture and history.

4. Personalisation vs Depersonalisation You address people in the traditional way : Mr, Mrs, sometimes academic titles, followed by the family name You address people in the traditional way : Mr, Mrs, sometimes academic titles, followed by the family name They are sensitive to the image they project. They are sensitive to the image they project. Romanians are proud of their history and culture and often refer to their personal and national qualities. Are you married? Are you married? Have you any children? Have you any children? What do you do? What do you do? Romanians are warm, open, discussions can be personal.

5. Personalisation vs Depersonalisation Romanians are proud of their academic and professional titles Manners are important and shaking hands is mandatory for men. Accepting an invitation is an honor for your host and cannot be refused. Bring a gift (an odd number of flowers, chocolates, a bottle of wine or liqueur...) Hosts rarely eat at table with their guest and are proud to serve him. Kissing a woman's hand is still usual for the older generation Reality is perceived philosophically, fate plays an important role.

6. Individualism - Collectivism Respect for the hierarchy is very strong, decisions are made from top to bottom. Respect for the hierarchy is very strong, decisions are made from top to bottom. Religion and religious customs are important. You can see crosses and icons in firms and homes. Romanians prefer individual work. Romanians prefer individual work. When defining tasks, leave room for changes and highlight creativity. When defining tasks, leave room for changes and highlight creativity. Solidarity amongst Romanians is strong, especially in critical situations. The logic of a discussion can depend on the context and feelings play an important role in argumentation.

7. Time Make an appointment in advance. Make an appointment in advance. As Romanians have an oral culture, written documents are necessary only to clarify negotiations. As Romanians have an oral culture, written documents are necessary only to clarify negotiations. Punctuality is expected but being late is not badly perceived. Agenda can be modified and the duration of an appointment is ill-defined Agenda can be modified and the duration of an appointment is ill-defined. A visitor must never leave an appointment because he has something else to do Negotiations can take long and decision- making is slow as Romanian negotiators are mistrustful.

8. Attitude towards Action Romanians have a good industrial culture and are interested in technical aspects of bids. Romanians have a good industrial culture and are interested in technical aspects of bids. When negotiating with Romanians "no" is not definite, neither is "yes". Romanians can change their mind. When negotiating with Romanians "no" is not definite, neither is "yes". Romanians can change their mind. Romanians can seem dogmatic even if they are trying to reach an agreement. Romanians can seem dogmatic even if they are trying to reach an agreement. Even when a contract has been accepted, negotiations can continue for pleasure's sake. Even when a contract has been accepted, negotiations can continue for pleasure's sake. Westerners are welcome in Romania. France is an ally appreciated by Romania.

9. How we perceive ourselves and others The family model with a male head of household is still very widespread, even though most women work. The status of women is not advantageous; though there are many women in management positions the vast majority of CEOs are men. Gender Trust has to be won. During a debate, confrontation, criticism, heated discussions are possible but there is no resentment. When not meant as corruption, gifts (factory visits, advertising material) can play an important role. Romanians respect Christian principles, yet they also appreciate flexibility, common sense, determination.

10. Behavior Distance Silent Language When a woman enters an office, it is rude to remain seated. When a woman enters an office, it is rude to remain seated. Older people and women may remain seated while others are standing. Older people and women may remain seated while others are standing. Personal space is 1.5 m between strangers and an arm's length amongst colleagues or friends. Facial expressions It is not polite to stare. It is not polite to stare. During a meeting do not avoid the other's gaze. During a meeting do not avoid the other's gaze. Smiling or laughing during a professional discussion is perceived as being superficial. Smiling or laughing during a professional discussion is perceived as being superficial.

11. Physical contact Touching people you don't know well is considered a sexual overture, very inappropriate in professional situations. Touching people you don't know well is considered a sexual overture, very inappropriate in professional situations. For an initial meeting both men and women shake hands. Men stand up to greet a woman Men stand up to greet a woman Kissing a woman's hand is still done. Kissing a woman's hand is still done. Kissing is appropriate amongst friends or colleagues. Kissing is appropriate amongst friends or colleagues. Men do not kiss each other, unless they are family. Men do not kiss each other, unless they are family.

12. Symbolism, taste for esthetics Romanian esthetic taste has been influenced by Byzantine religion and art and Ottoman domination whilst preserving Latin traits. Clothes, jewels, a car, a house are signs of a Romanian's social status. Business cards are important, academic titles come before the name. Appearance counts: suit and tie for men and suits for women. Appearance counts: suit and tie for men and suits for women. During a first visit to your host's home, dressing well is perceived as a sign of respect for him. During a first visit to your host's home, dressing well is perceived as a sign of respect for him.