“一帶一路”國家跨文化商務交際教程（第二版）課件 Unit 6 Poland

Lead-inOverviewBusinessknowledgeCasestudy

CareerskillsLead-inUnit6Poland

BriefintroductionPolandislocatedintheheartoftheEuropeancontinent

wheretheAmberRoadmeetstheSilkRoad.AuniquepositionintheBRIwithseveralChinaRailwayExpresstrainstoEuropepassingthroughthecountry.Wordtipspanoramic

/?p?n??r?m?k/a.

全景的Warsaw

/?w??s??/華沙（波蘭首都）painstakingly/?pe?nz?te?k??li/

ad.精心地obliterate/??bl?t?re?t/

vt.

消滅；摧毀edifice/?ed?f?s/n.(尤指宏偉的）建筑FrédéricChopin/?fred?r?k????p?n/弗雷德里克·肖邦（波蘭作曲家、鋼琴家）GuidingQuestions1WhendidWarsawbecomethecapitalofPoland?2WherecanwefindtheproudheritageofWarsaw?3WhatisatypicallyconvenientwaytogetaroundinWarsaw?4WhoisPoland’smostfamouscomposer?Polandisanationsteepedinhistory,acountryrenownedforitsremarkableachievementsandgeographicaldiversity,fromcrystallakestocitystreets,fromrollinghillstoruggedpeaks.Thisvibrantlandoflegendsandpalaces,ofpanoramicbeautyandfriendlypeople,brimswithculturaltreasures.WarsawhasbeenthecapitalofPolandsince1596,andisamodernlivelycitythathumswithactivity.ThereissomuchtoseeinWarsaw.Timemovesatadifferentpaceinthehistoricaloldtown,whichexudesaspiritofrelaxationandease.Nowtheirproudheritagecanbeseenthroughoutthecityinthelandmarkbuildings,squares,andstreets.ThemanyinvitingcafésofOldTownprovedtootemptingtoresistandweindulgedinourfirstdeliciousPolishdessert.TheRoyalCastlewasoncetheresidenceofPolishkings.Itwasobliteratedbuthasbeencompletelyreconstructed.In1984,renovationsonthismajesticedificewereScriptsfinishedanditwasreopenedtothepublic.Someoftheoriginaldecorationsfromthecastledidsurvivethewar,suchasthesebeautifulandpricelesspaintings.Manygalleriesandmuseums(that)displayavarietyofartworkscanbefoundinWarsaw.TheZapicekGalleryhousesanintriguingcollectionofmodernsculptures.Warsawisathrivingcenterofbusinessandamajorinternationaltrafficjunction.(The)newsubwaysystemisatypicallyconvenientwaytogetaround.Thehistoricalroyalrouteleadsintothepicturesquegreeneryof?azienkiPark,whichissurroundedbywaterandcolorfullushfoliage.EverySundayduringsummer,thisparkfeaturesabsorbingconcertsfromPoland’smostfamouscomposer,FrédéricChopin.ThescenicsettingoftheparkcomplementsthestirringsoundsofChopin’smusic.ScriptsGuidingQuestions1.WhendidWarsawbecomethecapitalofPoland?WarsawbecamethecapitalofPolandin1596.GuidingQuestions2WherecanwefindtheproudheritageofWarsaw?ItcanbeseenthroughoutWarsawinthelandmarkbuildings,squares,andstreets.GuidingQuestions3WhatisatypicallyconvenientwaytogetaroundinWarsaw?ThenewsubwaysystemisatypicallyconvenientwaytogetaroundinWarsaw.GuidingQuestions4WhoisPoland’smostfamouscomposer?FrédéricChopin.OverviewUnit6PolandCountryprofileOfficialname–TheRepublicofPolandOfficiallanguage-PolishCurrency-PolishZ?oty(PLN)Capitalcity–WarsawCountryprofilePolandislocatedinCentralEurope.Itcoversanareaofover310,000squarekilometers,makingittheninthlargestcountryinEurope.Ithasatemperateclimatewithrelativelycoldwintersandwarmsummers.Thecountryisrichinagriculturalandmineralresources.Polandboastsavibrantculturalscene,enrichedbycontributionsfromrenownedfigures,suchascomposerFrédéricChopin,astronomerNicolausCopernicus,scientistMarieCurie,andwriterHenrykSienkiewicz.CountryprofileThePolishgovernmentintroducedprivatizationasavitalinitiativeofthemarket-basedreformsin1989.In1991,itjoinedtheCouncilofEurope;in1995,itbecameamemberoftheWorldTradeOrganization;andin1996,itjoinedtheOrganisationforEconomicCo-operationandDevelopment.CountryprofilePoland’smainexportpartners:Germany,France,theU.K.,Italy,andtheNetherlandsPoland’smainexports:machinery,electronicequipment,vehicles,andfurnitureCountryprofilePolandplaysavitalroleintheBRIasaforerunnerinthecooperationbetweenChinaandCentralandEasternEuropeancountries.UndertheBRIframework,Poland’sinfrastructurehasbeenfurtherimproved.PolandisacriticaldestinationforChina–Europefreighttrains.KeyculturalconceptsNationalprideRelationshipsReligionNationalpridePolishpeoplearehighlypatriotic,andhaveastrongsenseofcommunityandnationalpride.WheninteractingwithPolishpeople,youshouldfamiliarizeyourselfwithnotablePolishfiguresandtheircontributionstoworldcivilizationinadvance.Additionally,avoiddiscussinghistoricaleventsthatmaycausefeelingsofhumiliation.RelationshipsPolishsocietyisfamily-centered,andPolishpeopleplacegreatimportanceonestablishingandmaintainingcloseinterpersonalrelationships.PeoplewhowishtodobusinessinPolandgenerallyneedtogainthetrustoftheirPolishcounterpartsbeforeformingclosebusinessrelations.Itisadvisabletomaintainacertaindistanceatthebeginning.ReligionReligionhasplayedacentralrolethroughoutPoland’shistory.RomanCatholicismisafundamentalpartofPolishidentity,andthemajorityofthepopulationofPolandisCatholic.BusinessknowledgeUnit6PolandBusinessetiquetteGreetingsNamesandtitlesPunctualityGift-givingTablemannersCommunicationDresscodeGreetingsWhenyouareintroduced,youshouldexchangeafirmhandshakewithyourPolishcounterpartandmakedirecteyecontact.Itisnecessarytogreeteachpersonpresentindividuallyandremembertogreetladiesfirst.Inaddition,itiscommonforPolishmenoftheoldergenerationtokissalady’shandingreeting,whichisasignofrespect.NamesandtitlesIninitialbusinesscontacts,itisessentialtoaddressyourPolishcounterpartbytitleandsurname.ThetitleformenisPan(Mr.),andthatforwomenisPani(Ms.).Inmoreinformalsituations,thetitlecanprecedethefirstname,butitisadvisabletowaitforyourPolishcounterparttoinitiatethischange.NeveraddressyourPolishcounterpartbytheirsurnamealone.Ingeneral,Polishpeopleareconsideredtobepunctual.Beingontimeformeetingsandappointmentsisasignofrespectfortheotherperson’stime.However,individualsinhighpositionsmaybelateformeetings.PunctualityDresscodeThedresscodeinPolishbusinessculturetendstobeformal.Mentypicallyweardarksuitswithtiestobusinessmeetings,whilewomenoptforconservativedressesorsuits.LargePolishcompaniesoftenhaveadresscodepolicyfortheiremployees.However,somecompanieshaveinstitutedcasualFridayswhenemployeescandressmorecomfortably.Smallandmedium-sizedcompaniesmaynothaveaformalpolicybutgenerallyexpectyoutodressaccordingtoyourpositionandworkenvironment.CommunicationWhenengaginginface-to-facecommunication,Polishpeopleusuallypreferaboutanarm’slengthofpersonalspacetofeelcomfortable.Theytendtobeformalanddonotjokemuch,particularlyduringthefirstmeeting.Usually,theydonotspeakloudly,butarestillconfidentanddecisive.Gift-givingInPoland,giftsareexpectedduringinitialbusinessmeetingsandattheconclusionofbusinessarrangements,suchasthesigningofcontracts.Smallgifts,suchascorporateitems(withacompanylogo)orsouvenirsrepresentingyourhomecountry,areacceptable.Othersuitablegiftoptionsincludechocolates,flowers,coffee,orwine.Ifyougiveflowers,preparetheminoddnumberstorepresentgoodluck.TableMannersPolishpeopletypicallystarteatingaftereveryonehasbeenserved.ItistraditionalPolishhospitalitytoofferalcoholwithmeals;however,waittodrinkuntilsomeonehasproposedatoast.Atsomepointduringthemeal,youwillbeexpectedtomakeatoastinasmallgroup.NomatterhowgoodyourrelationshipiswithyourPolishcounterpart,decisionsaregenerallynotmadeduringbusinessmeals.BusinesspracticesStructureandhierarchyinPolishcompaniesWorkinghoursAppointmentsBusinesslanguagesBusinessnegotiationsMeetingsBusinessrelationhipsStructureandhierarchyinPolishcompaniesMostPolishcompanieshighlyrespecthierarchyandauthority.Generally,decisionsaremadebythecompany’stopleaders,althoughdecision-makingcanbedemocraticinsomeworkplacesinPoland.WhennegotiatinginPoland,itisadvisabletosendrepresentativesofsimilarstatusintermsofageandprofessionalqualificationstomeetwithyourPolishbusinesspartners.WorkinghoursInPoland,theaverageworkinghoursarefrom8a.m.to4p.m.,MondaythroughFriday.However,manyinternationalbusinessesandcompaniesstartlater,operatingfrom9a.m.to5p.m.AppointmentsWhenmakinganappointmentforameeting,itisrecommendedthatyouscheduleitfourtofivedaysinadvanceandconfirmitadaybefore.YourPolishbusinesspartnerscanbeveryflexibleandareoftenwillingtochangescheduleswhennecessary.Punctualityiskeytoestablishingtrustandreliability.Remembertosetasideenoughtimetogettothemeetingvenue.MeetingCultureMeetingsusuallybeginwithsmalltalktobuildtrust.Suitabletopicsincludesports,familylife,andworkexperience,butavoiddiscussingmoney,Polishhistory,andPoland’srelationswithitsEuropeanneighbors.WhenyouvisitPolandforapresentation,itisbeneficialtobringsamplesofyourproductsorsendthemtoyourPolishcounterpartinadvance.Yourpresentationdoesnotneedtobefancy;itshouldbeclearandeasytounderstand.BusinesslanguagesPolandisamulticulturalandmultilingualcountry.Russian,German,andEnglisharethemostcommonlyspokenforeignlanguages.Tomaintainlong-termbusinesscontactswithPolishcompanies,itisbeneficialtolearnsomePolishorhireinterpreters,asmanyserviceprovidersmaynotoperateinEnglish.Businessnegotiations

Polishpeopleareusuallyoutspokenandmaysay“no”directlyatthenegotiatingtable.Polishbusinesspeopleoftenexhibitauniqueblendofrelationship-focusedanddeal-focusedapproachestobusiness.Whenyoudealwiththegovernmentorthepublicsector,thenegotiationprocessisusuallylongerthanitiswhenyoudobusinesswiththeprivatesector.BusinessrelationshipsWhenyoudobusinessinPoland,itisessentialtoremembertheimportanceofhumanrelationships.Buildingpersonalrelationshipsiskeytosuccessfullyachievingbusinessgoals,especiallyinlong-termbusinesspartnerships.InPolishorganizations,responsibilitiesandpositionsareclearlydefined.Youshouldrespectandpaygreatattentiontoseniorandveteranemployeeswithinthecompany.Ifyouareinvitedtoabruderschaft,itindicatesthatyourbusinessrelationshiphasdevelopedtoamorepersonallevel.Pitfall1Givecertainflowersasgifts.WhenpreparingflowersasgiftsforyourPolishcounterpart,avoidflowersthathaveculturalsignificance,suchasredroses(reservedforlovers)andyellowchrysanthemums(usedatfunerals).Gerberasareoftenapreferredchoice.Eatlittleindinner.ItisadvisabletogotoaPolishdinneronanemptystomachbecausetherewillbeplentyoffoodonoffer.InPoland,guestsareusuallyservedfirstandencouragedtoeatmore.Yourhostmaybeupsetifyouonlysamplesomeofthedishestheyprepared.Pitfall2FeeluncomfortablewithyourPolishcounterpart’sfeedback.Polishbusinesspeopleoftenstartbypointingoutnegativeaspectsratherthanemphasizingsuccesses.Theydonotfeelobligatedtoprovidepositivefeedback.ThegeneralPolishperspectiveis“Iftherearenoproblems,everythingisfine”.Theyfeeladutytoactonfeedbackratherthansimplyacknowledgingitwith“Thankyouforyouropinion.Iwilltakeitintoconsideration”.Pitfall3CasestudyUnit6PolandCase1MatthewPortman,anAmericanbusinessman,visitedPolandforthefirsttimetonegotiateapotentialpartnershipwithaPolishtechcompany.Afterseveralmeetings,hewasinvitedtoadinnerathisPolishcounterpart’shome.Beforethedinner,Matthewboughtabouquetofredrosesasagift,makingsuretherewereanoddnumberofflowersinthebouquet.Onthewaytohiscounterpart’shome,hewascaughtinatrafficjamandarrivedfiveminuteslate.Thinkingthatbeingslightlylatewouldbeacceptable,hedidnotapologizeforit.Duringthemeal,Matthewwaiteduntileveryoneatthetablehadbeenservedbeforehestartedeating.Matthewonlysampledsomeofthedishesinfrontofhim,ashehadeatenalatelunchandwasstillfull.AnalysisofCase1Matthewboughtabouquetofflowersasagiftandmadesuretherewasanoddnumberofflowersinthebouquet.Duringthemeal,Matthewstartedtoeataftereveryoneatthetablehadbeenserved.Matthewboughtabouquetofredrosesasagift.Thinkingthatarrivinglateforawhilewouldbeacceptable,Matthewdidnotapologizeforhislateness.Matthewonlysampledsomeofthedishesinfrontofhimbecausehewasfull.Case2WangMin,arepresentativeofhercompanyatabusinessnegotiationinPoland.PiotrNowak,herPolishcounterpart.BeforemeetingPiotrNowak,WangMinlearnedsomebasicPolishgreetingsandbroughtaninterpreterwithher.Whentheymet,WangMininitiatedafirmhandshakewithPiotrandaddressedhimas“PanNowak.”WhenPiotrintendedtokissWangMin’shand,shedrewitawayinsurprise.Beforedivingintosubstantiveissues,WangMininitiatedsmalltalkaboutafootballmatchheldthedaybefore.Whenpresentingherproposal,sheintroducedhercompany’sproductsindetailandshowedsamplestoPiotr.Afterlistening,Piotrpointedoutseveralissuesdirectlyandwascriticaloftheprice.WangMinthoughtitwasabargainingtactic.AnalysisofCase2BeforemeetingherPolishcounterpart,WangMinlearnedsomebasicPolishgreetingsandbroughtaninterpreterwithher.Whentheymet,WangMininitiatedafirmhandshakewithPiotrandaddressedhimas“PanNowak”.WangMininitiatedsmalltalkaboutafootballmatchheldthedaybefore.Meetingsusuallybeginwithsmalltalk,withsportsbeingasuitabletopic.WangMinintroducedhercompany’sproductsindetailandshowedsamplestoPiotr.WhenPiotrintendedtokissWangMin’shand,shedrewitawayinsurprise.WangMintookPiotr’sresponseasabargainingtactic.Case3LucaRomanofromanItaliancompanywantedtovisitaPolishcompany;PatrykDudek,a

Polishbusinesspartner.LucaRomanomadetheappointmentwithPatrykfivedaysinadvance.Onthemorningoftheirmeetingday,LucacalledPatryktoreschedulethemeetingtimeto5p.m.,ashisflightwasdelayedduetobadweather.LucaarrivedatPatryk’sofficeattheappointedhour,dressedformallyinadarksuitandtie.Henoticedaladypresent,sohegreetedherfirstandthengreetedPatryk.Theatmospherewasawkwardsinceitwasthefirsttimethetwopartiesmet.Tolightenthemood,Lucatriedtomakeajoke.AnalysisofCase3LucamadetheappointmentwithPatrykfivedaysinadvance.LucaarrivedatPatryk’sofficeattheappointedhour.Lucadressedformallyinadarksuitandtie.Lucanoticedaladypresent,sohegreetedherfirstandthengreetedPatryk.Lucacalledhiscounterparttoreschedulethemeetingtimeto5p.m.Duringtheirfirstmeeting,Lucatriedtomakeajoketolightenthemood.CareerskillsUnit6PolandWritingabusinessreportAbusinessreportisanorganized,writtenstatementoffactsrelatedtospecificbusinessmatters.Generally,businessreportsfallintofourcategories:explanatory,analytical,progress,andlegal.ExplanatoryreportsThistypeofreportisusedtoexplainasituationsothatpeoplecanunderstandit,suchaspresent