In Greece, as in other countries where the market has not yet been fully modernized, most companies consider the negotiation process an “advanced form of bargaining” and the methods they use are limited within narrow traditional contexts by people who believe that they are experienced and competent negotiators. However, we should not overlook the fact that there is a considerable number of large and organized companies in Greece, with internationalized business activities, which have been perceived and adapted to modern development and trends, since they have emphasized on and adopted training programs of their executives in the field of negotiation.

Figure 1 Source : D. Ballis Huffingtonpost.gr, 2020

Greek negotiators prefer personal contact with their partner. During the acquaintance, they shake hands intensely and usually when there is an older acquaintance or friendship, it is customary to make a friendly embrace. The distances they keep depend on how familiar they feel with their interlocutor, namely, if it is the first contact, they keep a short physical distance, while if there is intimacy then the distance shortens, and a more relaxed attitude is maintained. Punctuality is to be expected, but it is not critical as the Greek partner may also be late.

Time management

In Greece, the meetings are expected to have a predetermined agenda that lists most of the topics to be discussed. However, there is some flexibility, as items that are not on the agenda can still be introduced for discussion during the meeting. Open discussions and a strong exchange of views are considered necessary and particularly important, in order to make the right decisions, which will lead to the desired agreement. It is also common for many people to talk at the same time during meetings, while break sessions are part of the agenda too. Moreover, informal meetings without a predetermined agenda can take place on a daily or weekly basis.

The key role of pre-preparation

Meetings of top companies are very frequent, and, in many cases, very important topics of discussion and negotiation are raised, upon which the negotiators should not only have knowledge, but negotiation skills, as well. In such negotiations, even the slightest mistake and ambiguity would be fatal, since the decisions that are made may concern a company, an investment group, or even the national economy.

Proper preparation plays a crucial role, not only when negotiating with people of the same nationality, but also between people of different nationalities (e. g. Greeks with Italians and Germans), as often a negotiation can start from the wrong ground due to “prejudices” that accompany a country. There is a tendency in the face of foreign negotiators to see perceptions and emotions that stem from other subcultures, but with proper preparation, the barrier of prejudice will be overcome. In addition, the Greek example and the progress that have taken place in the last decade, after the appearance of the economic crisis in Greece, should be mentioned. The respective negotiators should be well acquainted with the subject of the negotiation by knowing all its aspects. The reason that imposes the excellent knowledge of the negotiation for a negotiator is the fact that when they are called to attend a process, they should be aware of the “wants” and the concessions that the opposite party is willing to make. In this context, information plays a key role in the outcome of each negotiation; however, they not always open to the opposing side, and even if it happens, it is never completely honest (Giannopoulos, 2018).

Contract signing and respecting, the Greek way

In Greece, traditionally, agreements between two (or more) parts, usually have the word-of-mouth characteristic, followed by a strong handshake, even in the field of commerce. But since this practice is vague, when money transactions are involved, the need of contract signing became imperative.

Source: Cecl.gr, 2021

In respect of property, family relations, criminal law, and contracts, Greece follows a civil law system. Greece’s legal system is comparable to those of Austria, Germany, Finland, and Belgium.

Most basic commercial contracts do not require a handwritten signature under Greek law. Contracts are legally binding when two parties make an agreement, yet one or both sides may be required to show extra proof in court.

Digital transaction management systems can be utilized to offer evidence of an existing contract, according to Article 445 of the Greek Code of Civil Procedure (PANDADOC, 2022).

Nationals and enterprises may now – quickly and for free – sign all papers and contracts with a digital signature, eliminating the need for signatures to be certified in person at a Citizens’ Service Centre (KEP), according to a government online. More about this service can be found at: http://docs.gov.gr/. The digitally signed papers are then saved online and may be printed or sent to the appropriate government agency (Gct & Bureau, 2021).

References

BAICU, MARIANA (2014). European Cross cultural Differencies vs. German and Romanian style negotiations. International Journal for Innovation Education and Research, 2(5), 51–57. https://doi.org/10.31686/ijier.vol2.iss5.184

Ballis, D. (2020). Panhellenic Student Negotiation Competition. Retrieved from https://www.huffingtonpost.gr/entry/panellenios-foitetikos-diayonismos-diapraymateeseon_gr_5e5a24c2c5b6450a30bee40b.

CECL (2021). cecl.gr. Retrieved from https://www.cecl.gr/en/category-seminars/2021/02/11/may-18-2021-modern-forms-of-contracts-in-the-internal-european-market-and-the-upcoming-reforms-of-the-greek-legislation/.

Christianopoulou, A. (2012). The systematic management of negotiations in the projects: study case of two construction works. [H systhmatikh diaxeirish twn diapragmateusewn sta erga: meleth periptwshs dyo kataskeuastikwn ergwn, T.E.I. of Larissa]. ir.lib.uth.gr

Conlon, D. (2019). How International Cultural Differences Can Affect Negotiations. Michiganstateuniversityonline.com. Retrieved February 2, 2022, from https://www.michiganstateuniversityonline.com/resources/leadership/how-international-cultural-differences-can-affect-negotiations/

Gct & Bureau, A. (2021, November 19). Greek Gov’t launches digital signature service for all personal documents. Greek City Times. Retrieved February 8, 2022, from https://greekcitytimes.com/2021/11/20/digital-signature-service-greece/

Giannopoulos, D. (2018). The strategy of negotiations in economic, legal and political sector. [H strathgikh twn diapragmateusewn ston oikonomiko, nomiko kai politiko tomea, University of Makedonia]. Dspace.lib.uom.gr

International contracts: Everything you need to know. UpCounsel. (2020, October). Retrieved February 2, 2022, from https://www.upcounsel.com/international-contracts

Quillen, R. (2017, March 20). The importance of cultural dimensions in contract negotiations. LinkedIn. Retrieved February 2, 2022, from https://www.linkedin.com/pulse/considering-culture-contract-negotiations-reinhold-quillen/

The Influence of Culture on Negotiation: Managerial Perspectives (2019). Retrieved February 2, 2022, from: http://www.yingyushijie.com/business/detail/id/3960/category/49.html

What are the electronic signatures laws in Greece? PandaDoc. (2022). Retrieved February 8, 2022, from: https://www.pandadoc.com/electronic-signature-law/greece/

Greece’s Role in the Eastern Mediterranean: A Conversation with Nikos Dendias (2021), from: https://www.youtube.com/watch?v=bhdaIk1nfxc