Romania

Culture Overview
CULTURAL ESSENTIALS

Hierarchicy Romania is a hierarchical culture where age and position are respected. Older people are viewed as wise since they have earned life experience. Romanians expect the most senior person, by age or position, to make decisions that are in the best interest of the group. Titles are very important and denote respect. Address Romanians by their title and surname until invited to use their first name. Family Orientation The family forms the basis of stability for most people. The nuclear family tends to be small and the extended family is quite close. The individual derives a social network and assistance in times of need from their family. Young people generally live at home until they marry. Elderly relatives are kept at home, not placed in a nursing home. Families are patriarchal. The father is the head of the family. Even though many women work outside of the home, they bear full responsibility for taking care of the house and the children. Old-World Charm Romanians are proud of their manners and the fact that they still adhere to many oldworld traditions. Older men kiss a womans hand in greeting. For the most part, Romanians are gallant and pride themselves upon knowing the proper protocol for every situation. They expect others to adhere to proper rules of etiquette. Romanian Cuisine Romanian cuisine is spicy and aromatic. Common specialties include "ciorba de perisoare" (soup with meatballs), "ciorba taraneasca" (vegetable soup with meat and rice balls served with sour cream), "tocana (meat seasoned with onions), "ghiveci" (vegetables cooked in oil and served cold), "parjoale" (flat, highly spiced meat patties), "sarmale" (pork balls in cabbage leaves), "mititei" (a variety of highly seasoned grilled meats), and "patricieni" (grilled sausages). Most meals are meat-based. The common drink is "tuica" (plum brandy). Romanian wines are quite good. Romanian cuisine is an extension of the country's geography. Cereals, beets, green peas, beans, carrots, cabbage, pimentos, and tomatoes come from the plains. The hillside supplies potatoes, corn, grapes, and other fruit. From the sheep and cattle that graze in the mountains come milk, cream, cheese, as well as meat. Proverbs Many Romanian proverbs involve food:

The glass can't be filled with words. No matter how bad the bread, its good so long as it is in my country. When it comes to eating my mouth smiles, when it comes to reaping it cries. Appetite comes while eating. The poor man needs food for his stomach; the rich one needs his stomach for food. Taste the grapes and you'll praise the wine.

The old hen makes the soup taste better. The eyes see, the stomach demands. Love passes through the stomach. Cheerfulness turns dinner into a feast.

RELIGION The majority of the population belongs to the Romanian Orthodox Church, although there is a large population of Roman Catholics in Transylvania, largely of Hungarian descent. During the Communist regime, the Romanian Orthodox Church was closely monitored by the government. In 1948, the Law of Religious Cults defined the relationship between churches and the government. In essence, the Communist regime controlled religions and their religious communities. Unlike its Eastern European neighbors, when Communism fell, Romania did not immediately embrace democracy. At the heart of the Romanian Revolution was a confrontation between local government and members of the Hungarian Reformed Church in the western part of the country. The ensuing revolution made it possible for religions to freely operate within the country. Religion plays a large role in the lives of most Romanians. This is seen in the plethora of religious symbols such as icons in the home and crosses on the rear view mirrors of taxis.

ROLE OF WOMEN After the fall of Communism, Romanians turned their backs on many positive aspects of that ideology, including equality. The quotas for women in industry were done away with and women have taken on a second class position. The desire to enter the EU forced the government to consider equal opportunity legislation. Slightly less than 10% of parliament positions are held by women, although few are in actual decision making roles. A draft law equal representation of women in high levels within political parties was rejected by Parliament. Although women have begun to make inroads in business, they are often the first to be laid off in economic hard times. Women tend to cluster in health care, social services, education, and agricultureall relatively low-paid professions. In the private sector, women work primarily in finance, banking, and insurance. Many companies hesitate to hire women of childbearing age or those with young children. Thus, many women work part-time in the hidden economy. Even when they work outside the home, women retain primary responsibility for the household and the children. View of Foreign Women Since most Romanians retain a traditional view of womens roles, a foreign businesswoman may struggle to gain acceptance. It will ultimately be granted if the businesswoman demonstrates subject matter expertise. At the same time, women are generally treated with courtesy and respect. If you are from an egalitarian culture, you may find businessmen's gallant old-world courtly manners somewhat patronizing. That is not how their behavior is meant. They think that they are complimenting you. Although women are often employed, they seldom have decision making positions. Thus, business remains male dominated. Therefore, it is important for a businesswoman to

establish the right tone at the beginning of the business relationship. Although successful businesswomen are not the norm, businessmen generally accept foreign women, especially when they are interested in foreign investment. Tips for Businesswomen A businesswoman is expected to dress in a manner befitting her status. Romanians will interpret the way a foreign businesswoman dresses as an indication of her status within her own organization. A businesswoman should present a sincere, confident, and professional image. It is important not to appear overly friendly when first introduced, since Romanians need time to get to know a person before warming up. They can be suspicious of people who are overly friendly before a relationship has had time to blossom. Romanians are private people who do not discuss personal matters in business situations. Therefore, it is a good idea to refrain from asking personal questions or relaying too much information about yourself. Businessmen who are not accustomed to working for women may have difficulty accepting instructions from them. It is a good idea to mention company policy or directives when giving directions. Accept compliments and male attention gracefully. Many older businessmen pride themselves on their courtly manners and gallantry. It is important for a foreign businesswoman to offer a firm handshake during the greeting. Such professionalism makes a good impression. Establishing Credibility Foreign businesswoman should establish their credentials quickly. This is ideally handled by the person making the introduction. Even with this, a businesswoman may be asked questions to ascertain her level of expertise. Try to have the introduction handled by a high-ranking person in your company who knows the people with whom you will be working. This is especially important if it is the first time you are doing business with a company. Foreign businesswomen should appear firm rather than self-deprecating to enhance their credibility. It is important that Romanian businesspeople understand that the businesswoman is confident in her knowledge and skills. A businesswoman should be authorized to make decisions. Saying she is not may cause her to lose credibility. Titles are important in Romania since they tell others how to behave towards you and where to place you relative to themselves -- and relative to the hierarchy. Without a title of manager or above, Romanians may assume that the businesswoman does not have a position of authority. If you are a business traveler, you may wish to invent a "business card title" to facilitate smoother working relationships. There is a tendency to defer to the men on a team. To avoid this, arrange with your team to have certain questions referred to you as the subject matter expert. If possible, lead the business discussion when you are part of a team. Even if all team members are equal, this visible taking charge enhances your credibility. If you are the only woman at a meeting, you may be asked to take the minutes. Remain engaged in the discussion to demonstrate that you are a professional. Age is respected in Romania. A businesswoman should strive to appear as mature as possible and not mention her age.

VIEW OF FOREIGNERS

Romanians are somewhat reserved and standoffish when dealing with foreigners until they get to know them. Since adopting a free-market economy and joining the EU, the culture has become more open to foreigners. However, friendships with Romanians often take considerable time to develop. New rules concerning foreign employees came into effect in late 2004 limiting the ability to extend their stay in the country. However, there is the possibility that foreign workers can remain in the country without a work permit if they are employed by a foreign company that is a member of the WTO. Since the USA government has begun training the military elite, relations between the two countries has been enhanced. The country accepts refugees and asylum seekers and has programs to integrate these people into Romanian society. The Romani population is often subjected to discrimination.

CROSS CULTURE TIPS

The following cultural observations are based on the dimensions in the ICAM Cultural Model. They are designed to help you work and understand people from other cultural backgrounds. Please keep in mind that not all people from any given culture act the same, but in order to describe cultural traits, we had to make generalizations, which may not apply in some cases. Perhaps the most important tip we can provide is that when interacting across cultures, you need to approach every situation with an understanding of the basic tenets of a given culture and yet remain alert to the specific cultural signals you receive in each situation and adjust your behavior and expectations accordingly. Hierarchical vs. Egalitarian The defining characteristics of this dimension are:

How society is structured How power is allocated or earned Tolerance for social mobility How organizations are structured and run The amount of responsibility and control employees are given

Romania is hierarchical, so when interacting with Romanians, you should remember the following tips:

Whether you are managing a corporate team or a household staff, you will need to give clear, explicit directions regarding duties, deadlines, and decisions. As a manager or employer, you will be expected to demonstrate an authoritative leadership style. Do not expect employees to display individual initiative; they expect to take direction from the leader. Be aware that people expect to be treated differently based on their socioeconomic backgrounds or levels in the organization. Dont expect meetings or social functions to involve people from multiple levels.

Show the appropriate level of deference and respect, through language and behavior, to the more senior members of society and the organization. Expect to encounter more bureaucracy in organizations and government agencies.

Formal vs. Informal The defining characteristics of this dimension are:

The importance of appearance and demeanor as an indicator of status The importance of protocol and etiquette The appropriate use of titles, surnames and honorifics The appropriateness of discussing personal matters at work Appropriate ways of meeting people, building relationships and entertaining

Romania is a relatively formal culture. Therefore when you interact with people from Romania:

Learn how it is best to address people; dont assume you can use first names, and find out about appropriate use of surnames, and honorifics. Be careful not to be overly friendly with household staff or subordinates at first. Being too friendly and informal may confuse them and introduce ambiguity into the relationship. As a manager or employer, be aware that accoutrements and the trappings of status may enhance your credibility. These include clothes you wear, the car you drive, your demeanor, and where you live. Avoid asking personal questions in a social or business setting unless you have developed a close relationship with someone. Before using social functions to network, be sure it is appropriate. Be sure to check with a colleague or local national about rules of protocol and etiquette about specific circumstances since using proper etiquette is important.

Group vs. Individual The defining characteristics of this dimension are:

The source of an individual's identity and loyalties The relative importance of the individual versus the group Whether legal systems will protect the rights of the individual or focus on the group as a whole Whether individuals prefer to work alone or be part of a group Whether work teams operate as a seamless entity or as cooperating individuals The value of individual contributions vs. teamwork in accomplishing and rewarding business goals The roles and responsibilities of individuals to other family members The appropriate levels of self-assertion and self-promotion within a society

Romania is a relatively group-oriented society. As you interact with people from Romania, it will be helpful to remember the following tips:

People value their role as a family or team member. They will often identify themselves first as part of a group, then as an individual. They may be uncomfortable if too much focus is placed on them individually. Individuals do not always feel comfortable taking sole credit for accomplishments, even when credit is primarily due to them. Instead, be sensitive to the role of the group, as well as the individual. Promotions will be based on a mixture of group and individual performance and achievement. Individuals feel a strong sense of responsibility for family members. Decision making may require a good deal of consensus building.

Interpersonal vs. Transactional Relationships The defining characteristics of this dimension are:

What constitutes a relationship What are the expectations Whether trust is deemed critical to building social or business relationships What takes precedence in making a business decision: the people involved or other more objective business criteria The pace and degree of formalized rituals in building new relationships The appropriateness of mixing business and pleasure, or professional and personal lives

Romania is a transactional-oriented relationship culture. When you have business or social interactions with people from Romania, you will want to remember these points:

Be prepared to "get down to business" much earlier in an interaction Avoid engaging in too much small talk or asking personal questions in business situations. While people may appear open and friendly, don't be offended if they don't seem interested in knowing anything about you. Relationships can be very transient; don't be surprised if former mentors, colleagues, or even friends fail to stay in touch once they (or you) have moved. For those coming from higher relationship cultures, try to understand that friendships where people consider themselves to be "good buddies" have value, even though the relationships may seem superficial. You will not have to build a relationship before commencing with business, but you might have to engage in more legal discussions than you would otherwise expect. Social invitations may be casual and spontaneous. In some cases, remarks about "getting together sometime" are well-intentioned gestures or momentary pleasantries that may never be carried through.

Indirect vs. Direct Communication The defining characteristics of this dimension are:

The relative importance of verbal vs. non-verbal communication The degree of directness or subtlety in the language The relative importance of contextual versus tactical information in conveying a message The need to maintain harmony and dignity when communicating The degree to which a society uses conciseness and clarity versus eloquent language when communicating

Romania is a relatively indirect communication culture. The following tips will give you clues about how you might handle communication with Romanian colleagues:

Non-verbal gestures are important to enhance the meaning and acceptance of the words being spoken. Adding some context, background information, and dialog are important to assure understanding. Eloquence in verbal communication and meticulous preparation of written or visual communication forms are highly valued. Take care when making introductions to have a respectful, even deferential demeanor. Show you are considering the subject thoroughly when a topic is presented.

Fluid vs. Controlled Time The defining characteristics of this dimension are:

The degree to which people feel that they can control time The relative importance of relationships vs. schedules Attitudes towards timekeeping and punctuality Comfort level with short range vs. longer term planning The feasibility / appropriateness of assigning set times for social functions or business meetings to start and finish

Romania is a moderately Fluid Time culture. The following tips will give you clues about how you may best interact with Romanian colleagues:

Be accepting of the fact that people do not feel a sense of urgency for promptness, but they understand the need for deadlines and schedules. Since people have respect for schedules, it is often valuable to seek concurrence from team members when establishing deadlines. Plans are often fluid, changing frequently and often at the last minute. Fluid Time cultures often strive for balance in professional and personal lives. They may not share the same sense of urgency or ambition about completing business projects, sourcing new business, or personal career advancement.

It may be rude to interrupt a colleague who is taking a long time to deliver a message, and brevity to maintain time schedules is not considered a virtue.

External vs. Internal Control The defining characteristics of this dimension are:

The degree to which people feel they control their environment and destiny-or the degree to which they feel their environment and destiny control them Openness to change and innovation The preference for rules and structure Willingness to take risks The degree to which organizational practices encourage and reward initiative and risk taking, and allow failure

Romania is a moderately External Control society. When interacting with people from Romania, you should remember the following tips:

Don't expect changes to be readily embraced as new ideas are bound to encounter some resistance, just because theyre different. While employees and colleagues may show a great deal of competence, dont expect that personal initiative will accompany it. These societies are reluctant to take risks and individual initiative is not always encouraged. When introducing initiatives, be prepared for considerable discussion and debate and other actions that demonstrate resistance. People in this society look for directive leadership. Employees are less likely to take charge of their own career management, and will probably assume that their career advancement is more contingent on connections, seniority, and length of tenure with the company than job performance. People in these societies are typically somewhat risk averse and the society is not always forgiving of failure.

Balance vs. Status Motivation The defining characteristics of this dimension are:

The importance and value attached to professional vs. personal lives How status and success are defined by a society The presence or absence of government-sponsored initiatives relating to family welfare benefits The source of an individual's identity and self-esteem Tolerance for blurring the lines between professional and personal lives

Romania is a Moderate Balance-Status Motivation culture. When interacting with people from Romania, you should remember the following tips:

Personal identity is a mixture of family lineage, education and personal professional achievements. People will find that doors open more easily based on family position and status, but gain status and respect by workplace accomplishments. Highly motivated people will make significant sacrifices for individual recognition and status, but financial achievement alone is not, in itself, a motivator. Social occasions are not used to achieve business objectives. While family background is important, people are measured on their own achievements in gaining status.

Social Etiquette
MEETING PEOPLE When greeting someone, extend your hand in greeting, make direct eye contact and use the appropriate greeting for the time of day. ("Buna dimineata" for good morning, "buna ziua" for good day, and "buna seara" for good evening.) Some older Romanian men may kiss a womans hand; foreign men are not expected to adhere to this custom. Close friends may kiss and hug each other when meeting. Kisses are generally given once on each cheek starting with the left. Let the Romanian determine when your relationship has reached this level of intimacy. People are addressed by their honorific title ("Domnul" for Mr. and "Doamna" for Mrs.) and surname. Friends may address each other using the honorific title and first name. Close friends and family members use the first name without appending the honorific title. Again, wait for the Romanian to initiate this. At parties or other social gatherings your hosts will generally introduce you to the other guests, usually starting with the women and then moving on to the men in a rough approximation of age order, proceeding from the oldest to the youngest. Greet and say goodbye to each person individually.

GIFT GIVING

In general, Romanians exchange gifts among close friends and family on name days (feast day of the saint a person is named after) and Christmas. Gifts should not be expensive, since this would embarrass the recipient. Here are some general gift giving guidelines (but also check to be sure they are permitted under company policy):

If you are invited to a Romanians home, bring flowers, chocolates, wine or imported liquor to the hosts. Give an odd number of flowers. Even numbers are used for funerals. Roses and carnations are particularly well received. Gifts should be nicely wrapped. There is no prohibition about paper color.

A gift for the children is appreciated. Gifts are generally opened when received.

ENTERTAINING How Romanians Entertain Romanians entertain in restaurants and occasionally in their homes. The home is private and only family and close friends are invited. Invitations are given verbally except for formal events. If you are honored and invited to a Romanian's house:

Arrive on time if invited to dinner. You may arrive up to 15 minutes late for a party. Dress in clothes you might wear to the office. Casual in Romania means good trousers and a long-sleeved shirt for men and a dress or skirt and blouse for women. Check to see if you should remove your shoes by seeing if there are others' shoes at the front door. Do not ask for a tour of the house. You will be shown the public areas. Expect to be treated with great honor and respect. Offer to help the hostess with the preparation or clearing up after a meal is served. This may be turned down out of politeness. Asking "are you sure?" allows the hostess to accept your offer. Send a handwritten thank you note to the hosts the following day.

Table Manners Table manners are relatively formal and adhere to strict rules of etiquette. When in doubt, watch what others do and emulate their behavior.

Wait to be told where to sit. There may be a seating plan. Table manners are Continental -- hold the fork in the left hand and the knife in the right while eating. Leave your napkin on the table. Do not put it in your lap. The host or hostess says "pofta buna" (good appetite) as an invitation for the everyone to eat. Keep your hands visible when eating. Keep your wrists resting on the edge of the table. Try a little of everything. Expect to be offered second and even third helpings. Since refusing more is good manners, your host may ignore your statements that you are full. You may soak up extra sauce or gravy on your plate with your bread. Indicate that you are finished by placing your knife and fork across your plate with

the handles facing to the right and the prongs facing downwards.

Compliment the hostess on the meal before leaving the table. The host offers the first toast. Expect a great deal of toasting during meals. The most common toast is "noroc" (good luck) or "salut" (to your health). Empty glasses are immediately refilled. If you do not want more, leave your glass half full. If you do not drink, it is best to say you are under doctors orders not to imbibe. Do not break eye contact during the toast. If you are toasted, return the toast later in the meal.

Toasting

Dining Out Tipping is common, even in restaurants that include a service charge. Wait staff are not paid a great deal and rely on tips to supplement their income. In better restaurants, tipping an additional 5-10% is appropriate. In smaller restaurants, you may simply round up the bill. Do not leave the tip on the table; hand it to the waiter or the cashier. Prices on menus are per serving; however, some are the price of a 50 or 100 gram serving whereas the actual serving may be 300 grams. Verify the pricing structure in advance prevents so you're not surprised when the bill is presented. Each item, including bread and butter, is charged individually. If you do not want bread, tell the waitperson when you sit down. Otherwise, it is automatically brought to the table and you will be charged, even if you do not eat it. If invited to a meal at a restaurant, the person extending the invitation usually pays. Do not argue about the check; simply reciprocate at a later time. Tipping The following tipping hints are guidelines. You can find more explicit information on restaurant tipping in the Dining Out section above.

Restaurants: 5-10% Porters: $1 per bag Taxis: Round up

APPROACH TO TIME

Most Romanians strive to be punctual, although they may not be successful. Invitations to someones home are generally given a 15-minute grace period. People are expected to be punctual for the theater and concerts, since performances begin at the appointed time. Some Romanians use the word "imediat" to indicate that they are coming right away. However, it is important to ask where the person is when they say that, since they are often still at home. Many Romanians do not expect work to interfere with time that should be spent with their family, although this is changing in entrepreneurial companies and with younger workers.

CONVERSATION TOPICS

Romanians can initially be reserved, although they warm up considerably as they get to know you as a person. They enjoy discussing music, sports, art, travel, and world events, their country's history and culture. It is best not to raise subjects such as the local politics, Communist regime or the Gypsies (Roma) population. Many Romanians ask personal questions because they are genuinely interested in knowing more about you as a person and are curious about life outside Romania. Questions about religion and your views on homosexuality are fairly common. If a question invades your privacy, you may give an evasive response and politely change the topic. Romanians are warm and expressive people who talk emotively. If you are from a culture that is not physically demonstrative, it may take time to adjust to their communication style. For the most part, Romanians are comfortable conversing with less than an arm's length distance between speakers. The closer the relationship between the speakers, the closer they may stand to each other. If the speakers know each other well, they may touch the other person while conversing.

OTHER SITUATIONS Give your seat to the elderly, infirmed, or mothers with children on public transportation. Men display courtesy and deference towards women:

Men rise when being introduced. Men precede women through doorways and hold the door open for them. Men open car doors. Men carry packages.

Romanians are formal when dealing with those they do not know. Informality is reserved for insiders. They greatly admire people who know and adhere to the proper protocol for each situation. Romanians dress up to go to restaurants or the theatre. Greet shopkeepers when entering a shop and say goodbye when leaving.

FAUX PAS

Keep in mind the following behavior while in Romania:

Do not lose your temper publicly.

Communication
COMMUNICATION ESSENTIALS

Romania is a culture where communication style varies depending upon if you are an insider (family, close friend, strong personal relationship) or outsider (stranger or acquaintance). It may also vary by the age of the person and the company for which they work. In general, the people are private, but also relationship-focused. So, although it may take time to earn their trust, once this happens, Romanians open up. Older Romanians have a more indirect communication style than younger Romanians. Be prepared for Romanians to offer roundabout explanations, allusions, and innuendos rather than direct responses to questions. It is better not to ask probing questions and wait for information to unfold during successive conversations. Romanians can be extremely direct in business situations. However, being too direct in social situations demonstrates lack of courtesy. In many ways, the communication style is in flux, which often is the case in a country in transition. Emotions can be expressed openly or indirectly, depending upon the individual, their personal experiences, and status. Conflicts are sometimes defused easily, while at other times tempers may flare. Outbursts tend to be brief and do not generally result in hard feelings. Romanians use expressive gestures and facial expressions to supplement their communication. Their conversation style is animated, although not to the degree of Mediterranean cultures. Their non-verbal language amplifies their communication and is context related. Romanians are formal and reserved, especially in business or until a personal relationship develops. They use professional and academic titles and surnames when addressing business colleagues. Wait until invited before moving to a first-name basis. Even then, in business, the first name is generally used with the persons title. For the most part, Romanians speak slowly and softly. They may remain silent before responding to questions. It is best not to try to fill the silence. Although they may raise their voice to make a point, they tend to dislike boisterous behavior. Romanians speak softly and often remain silent before responding to questions. Do not jump into the conversation to fill the silence. Give the Romanian sufficient time to frame a response. Older Romanians can be concerned about being taken advantage of by foreigners. Once they have been introduced and begin to see the other person as an individual rather than a foreigner, they slowly become less formal and reserved. Direct eye contact is a sign of respect. If you look away from what may feel like a penetrating gaze, you may be thought rude or not interested in the conversation. Key Words/Phrases Romanian is the official language spoken in Romania.

Yes: Da No: Nu Good morning: Bun diminea Good afternoon: Bun ziua Good evening: Bun seara Good night: Noapte bun Welcome: Bun venit! Pleased to meet you: mi pare bine Hello: Salut Goodbye: La revedere Please: V rog Thank you: Mulumesc Thank you very much: Mulumesc foarte mult Excuse me: Pardon or Scuzai-m See you later: Pe curnd How are you?: Ce mai facei? Enjoy the meal: Poft bun

NON-VERBAL LANGUAGE

Eye contact can be very direct, which is considered a sign of respect. If you are from a culture where intermittent eye contact is more common, you may find this somewhat uncomfortable at the outset. However, if you look away, it will be prevalent, you may initially feel uncomfortable. If you look away, you may be thought rude or uninterested in the conversation. To beckon someone to come to you, move your entire hand towards you in a downward motion. To wave goodbye, move your hand from left to right or close your hand and open it, so that the outside part of your hand faces you. Point to an object using one finger or nodding your head.

MAIL & TELEPHONE Letters/Email Written communication is formal and adheres to strict rules of protocol. Letters should be addressed using the persons honorific title, academic or professional title and surname. Business letters are used to convey or provide information; therefore, they should be brief and to the point. Think of written communication as a formal representation of your

professional image. Avoid using idioms, slang, and jokes. Letters written in English often command greater respect and quicker responses than those written in Romanian. Romanians are suspicious of anything that sounds too good to be true. Therefore, it is a good idea to avoid using hyperbole. Email may be used once a relationship develops. It is not the proper medium to use to make your initial contact with a company. Depending upon the person, you may be able to use it to convey brief information such as confirming the time and date of your visit. Telephone Address businesspeople using their honorific title, academic or professional title and surname. Since personal relationships are the cornerstone of business, if you know the person, engage in a modicum of small talk before raising the business purpose of your call. When contacting senior level executives, you may go through a secretary. Even in an international company, the secretary may not speak English. Therefore, it is a good idea to know a few phrases in Romanian. Treat the secretary with utmost respect as she functions as a gatekeeper.

PRESENTATIONS

Romanians prefer doing business with people they know; therefore, it is a good idea to spend a bit of time prior to the presentation getting to know the audience and allowing them to get to know you. Although Romanians enjoy humor, do not open the presentation with a joke since it detracts from the seriousness of the subject matter. Start with a brief history of your company and your products or services. It is not necessary to give an overview of what is in the presentation or a summary when the presentation is complete. You may want to give an estimation of how long the presentation will last. Ideally, facts and figures should be available in the form of a point-by-point printed handout to supplement and reinforce the presentation. It is best if handouts are in Romanian. This reduces the risk of breakdowns in communication and gives the audience something concrete to follow. Presentations should be factual and easy to understand. Avoid using hyperbole or making exaggerated claims about your company and its products and services. For the most part, Romanians prefer modesty. It is also best to avoid high-pressure sales techniques, which might be considered to be aggressive. Avoid using slang or jargon, or double negatives, which are not always understood. Visual aids should be easy to understand. Diagrams and pictures, rather than words, can often facilitate understanding. Romanians have a Latin penchant for expressive communication; however, it can be disconcerting to watch a presenter make sweeping hand gestures. Try to find a balance between being overly expressive and detracting from your message and appearing overly solemn. Romanians can be suspicious of deals that sound too good to be true since they are concerned about being taken advantage of by foreigners. Back up claims with facts, figures, and testimonials. This will also facilitate the decision making process. If presenting in a language other than Romanian, speak slowly and summarize the key points periodically to ensure understanding.

Romanians are not generally comfortable with Q&A sessions, since they are concerned that their question might sound foolish. When responding to questions, they tend to give long, complex answers.

DATE/TIME Date In Romania, dates are generally written in the day, month and year format with either periods or dashes between each number, although the slash is understood. If the day or month is less than 10, including leading zeroes is optional. Years are written in two or four digits. Example: July 9, 2011 could be written 09.07.2011 or 9-7-11. To ensure there is no confusion, you may want to spell out the name of the month. This leaves no ambiguity as to what is the day and what is the month. Time The 24-hour clock is a timekeeping convention where the time of a day is the number of hours since midnight. The 12-hour clock divides the day into two periods (midnight to noon and noon to midnight), each with 12 hours. Thus, 2 o'clock in the afternoon would be 14:00 in the 24-hour clock. Romanians generally communicate in writing using the 24-hour clock, although they may use the 12-hour clock when speaking English.