Romania - Manual de utilizare

Dintr-o carte fascinanta: When Culture Collides - Leading Across Cultures, Richard D. Lewis; Nicholas Brealey International, 1996, rev. 2006, pp. 324 - 329

Despre Romania, despre specificul sau cultural, despre cum sa te porti cu romanii, despre cum sa faci afaceri cu romanii, despre cum sa profiti de slabiciunile si de orgoliile lor pentru a merge treaba mai bine si / sau a nu calca in strachini.

Repet: o carte fascinanta, care trece in revista (mai ales depedeve organizational / al relatiilor de afaceri) multe din tarile lumii.

Highly recommended. De citit cap-coada, de doua ori, if possible.

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CULTURE
Values
Romanian values are largely forged in the crucible of an invasion-prone territory— the Ottoman Turks, Czarist (and later Soviet) Russia and the Austro–Hungarian Empire. Opportunism and maverick behavior have enabled Romania to survive as a state, its territory expanding and contracting periodically, depending on the success of its alliances. Such historical conditions and exigencies have led to anomalous positions on foreign policy. The enduring concept of Romania Mare (Greater Romania) may be less notorious than Milosevic’s concept of Great Serbia, but it exists in Romanian minds nevertheless.

Such a kaleidoscopic, complex historical background has led to Romanian values such as:
• obsession to survive pride in being a Balkan anomaly
• opportunism social corruption
• apostasy nepotism
• volatility self-importance
• unpredictability sense of the ridiculous
• tendency to blame others black humor
• evasive techniques of action

CONCEPTS
Leadership and Status
Romania is situated in the part of Europe that was inhabited by peasant masses, ruled for centuries by sovereign lords, clan leaders and autocrats. In the post- Ceausescu period, modern leadership styles are hampered in their development, since the government is still run by former communist leaders, who function under other labels. Business leaders are also affected by the continuing influence of the political apparatus. Romanian managers are gradually developing a style of their own that resembles that of Italian managers: autocratic but paternalistic and using emotion as a manipulative tool.

Space and Time
Romanians, though not on the Mediterranean, have the Mediterranean sense of space; that is to say, they like rubbing shoulders with people and are comfortable in groups or crowded conditions. They stand closer than Slavs, who require occasional moments of solitude. Romanians are not punctual in general, especially with each other. Meetings usually start 30–45 minutes late. If you are invited to a Romanian home, it is best not to arrive early or on time, as the hosts will not be ready.

CULTURAL FACTORS IN COMMUNICATION
Communication Pattern
Romanians are oratorical by nature (neighbors say “long-winded”) and are proud of their sophistication in discourse. They rarely answer questions with yes or no, so it is not advisable to ask direct questions requiring affirmative or negative answers. It is better to hint at what you want and then be prepared to read between the lines of their reply. Their answers are in any case long and complex and may to some extent reflect what you want to hear. Their delicacy is Italian in nature, as is their capacity for flexible truth when questioned aggressively. Their style of address is personal, and they seek your own opinion or support rather than that of your organization.

Listening Habits
Romanians are attentive but suspicious listeners, who may interrupt you if anything you say seems contradictory. They are used to lengthy presentations and arguments, so if you are too brief you will not make much impact.



Behavior at Meetings and Negotiations
Several decades of communism and repressive centralized rule have bequeathed Romania with a poor commercial infrastructure riddled with bureaucracy and corruption. The Westerner, consequently, must be wary of the possibility of being cheated—a common occurrence in a region with a hybrid Balkan and Turkish historical background.

Romanians are skilled diplomats and negotiators, and hard bargaining faces any foreigners who wish to do business with them. You will have to be careful to distinguish between apparent prospects and factual reality. Deals are rarely a straight transaction between two parties. Others are likely to be involved on a commission basis, exacting bribes or demanding “facilitation” payments. When you sense this is happening, bring in a Romanian go-between. Such “transaction costs” are generally laid at your door as the foreigner, unless you maintain
vigilance.

It is important to establish parameters at the outset of any business discussion, fixing procedures, limits and ultimate positions. Romanians will not be deterred from attempting to gain advantage, but once they have understood your position, they can behave in a constructive, creative and charming manner.

At meetings, extensive small talk is a necessary preamble. Be wary of painting yourself into a corner at this stage. When the Romanians get down to business, their statements must be taken with a pinch of salt. If you disagree with them, show this obliquely, as they hate being snubbed in any way. Never tell them what to do—it would upset their superiority complex. In general Romanians are risk takers (Turkish influence), and they will work hard to close a deal once everyone is on the same track. They are actually more open with foreigners than with each other, often showing reticence in front of their compatriots (a legacy of decades of spying, informing and eavesdropping). With foreigners they show their desire to please, but watch out for their frequent defense: “But that won’t work in Romania.”

When things get bogged down, Romanians often come out with spontaneous (and apparently new) ideas. Although they are skilled negotiators, they often show little knowledge of Western exigencies, particularly with regard to speed, urgency or integrity.

Follow-through is not a Romanian strong point. When a deal is concluded, everything should be put in writing, witnessed by decision makers and the competent experts. After that, it is advisable to get further approval (in writing) from a very senior person in the organization. Romanians are often comfortable with ambiguity, whereas the Westerner wants final clarity. The communist legacy has left them with a poor sense of accountability, responsibility and best routes to the bottom line.

There may be attempts to alter conditions or clauses after the agreement has been signed. Such steps must be resisted unequivocally.

Manners and Taboos
Given its incredible ethnic diversity, Romania has an impressive storehouse of manners, customs, traditions, folklore and folk art. Romanians have the reputation of being excessively or embarrassingly hospitable. One Romanian writer describes this as “aggressive hospitality.” You have to be, for example, very careful not to “under-indulge” at a meal in a Romanian home or to refuse anything being offered. The only defense against Romanian hospitality is to reciprocate their generosity. Items from your own country are often most appropriate. Wellillustrated books, prints, quality pens, attractive stationery, ties, scarves and packaged foods (delicatessen) are appreciated. Some Romanians like good whisky or cognac.

Taboos include impolite or brusque behavior; blunt, direct remarks showing disagreement; and inquisitiveness as to personal details.

How to Empathize with Romanians
Romanians get on well with people who are happy to converse at length, especially about poetry, philosophy, history and the arts. Qualities they admire are erudition, delicacy of expression, intuition and compassion. Exchanges can be on a close personal basis, especially when you have attained a certain familiarity. Though more circumspect than Italians, Romanians resemble them in their desire for spiritual closeness, confidences and exploration of human feelings. The development of such relationships will make subsequent business dealings much easier to carry out, and, moreover, will lessen the likelihood of your being cheated.

Always keep the Romanians’ animosity toward Hungarians in mind, but Romanians suffer from a national persecution complex as a result of centuries of mistreatment by foreign conquerors. Suspicion is a national habit.

Finally, remember that at heart they are epicureans and want to have a good time with you.