Doing Business in Romania

Romanian business culture is formal and hierarchical, with an emphasis on respect for seniors and elders. Decisions are made from the top down and are rarely questioned by junior associates.

Communication

Interactions in business are usually formal and associates address each other using formal titles. Should an expat develop a more informal relationship with a Romanian associate, it's still expected that they would address them appropriately in formal situations. The most common formal titles in Romania are domnul (Mr), doamnă (Mrs) and domnişoară (Miss).

Meetings

This extends to meetings in Romania, which often follow a strict protocol. Expats should wait to be seated and only take off their jackets after the most senior person in the room does so. Small talk should be avoided unless initiated by local associates. Punctuality is important, especially in the private sector, although expats should be prepared to wait.

Direct communication is valued but expats should also be sensitive and patient, especially when providing an opposing viewpoint. Part of this is maintaining eye contact, which is a sign of respect and interest.

Formality tends to soften as individual relationships form, but this isn't a process that can be forced or rushed. Expats should allow their Romanian associates to set the tone of discussions.

Relationships

Despite the layers of formality, relationships are central to success in the Romanian workplace. Partially as a result of its communist heritage, the collective is valued above the individual.

Attitude to foreigners

Romanians have a reputation for being hospitable and are generally known to be friendly towards foreigners. Locals who live in urban areas are often able to speak foreign languages such as English, French or German, making communication a lot easier for many expats. At the same time, many Romanian businesspeople are wary of being taken advantage of by foreign companies, meaning that expats will have to work hard to build trust.

Dos and don’ts of doing business in Romania

• Do be direct but sensitive, and focus on business, unless otherwise prompted

• Don’t talk or make jokes about the communist regime or Roma people

• Don’t be late for meetings, or call ahead and apologise if it is unavoidable

• Don’t boast about achievements or make exaggerated claims

• Do display courtesy at all times