Greek consciousness is keenly aware that the Greek city–state period laid the basis for Western European civilization and the liberal democracies. Greece is also a vociferous member of the EU. The collapse of its profitable market in former Yugoslavia (because of the war), the finicky quarrel with neighboring Macedonia, the unstable position in Russia and the enduring failure to resolve the Cyprus problem have been continuing sources of anxiety for successive Greek governments. Impatient with the Cyprus matter and annoyed at the country’s threats to use its veto when it pleases, EU colleagues have not offered Greece their unbridled support.
reason | rational debate |
freedom | close family ties |
thrift | talent for business |
love of the sea | charisma |
The Greek view of leadership is somewhat similar to the French conception—that is, rooted in rational argument and skill in oratory. Mastery of the language is seen as essential for commanding the respect of subordinates. Family name is very important.
Status is gained in different ways. There is great respect for education, qualifications and intellectual prowess on the one hand, wealth and family connections on the other. There are several powerful family dynasties.
Greece is a tactile culture. Its distance of comfort is similar to the Italian, and hugging and kissing are common. The Mediterranean pace of life is slow. Greeks are usually late for appointments, but they always have a good excuse and warm apologies. They tend to lose all sense of time when engaged in animated discussion.
Greeks are verbose, theatrical and intense. Language is declaimed in a manner similar to Spanish; eye contact during address is the strongest in Europe. Emotion is used as a weapon in discourse. Greeks believe in their own powers of oratory; they use rational arguments like the French but spice them up with emotive content.
Greeks are good listeners; they desire to be well informed about business. As they are very imaginative, they tend, however, to interrelate the subject under discussion with other matters.
Greeks often display great charm, but they are serious negotiators. The senior person will dominate the discussion, as is the rule in Mediterranean countries. They are shrewd, have great experience and do not give much away. They can talk late into the night and seem to get better as they go along. Their gestures are very similar to the Latin cultures, but a slight upward nod of the head means “no” and tilting the head to either side means “yes.” Occasionally, Greeks smile when they are very angry.
The multi-active nature of the Greeks means that they are often late for appointments. When they give interviews, they let them run on endlessly, even if someone else is waiting. Elderly people have a lot of authority and are not kept waiting.
Greeks are excellent hosts and their hospitality can be embarrassing. Flowers or a cake are suitable gifts for hostesses.
Do not mention Cyprus or say anything too laudatory about the Turks. Greeks are also sensitive about other aspects of their foreign policy, for example, their relations with Macedonia, Albania, Bulgaria and Serbia. Greek business-people are much more pragmatic than their politicians and in fact trade with Macedonia and put business before ideals in general. Like the Italians, they are willing to show you “shortcuts” to circumvent bureaucratic delays.
Learn the basic facts of Greek history and give them all credit for the “glory that was Greece.” Personalize business as much as possible and get to know about their private lives, especially with regard to their families.
They will expect your approach, even when discussing business, to be warm and generous. Greeks like to think that the client is a friend. You should indicate trust as early in the proceedings as you can, although you must be watchful. They like eating and drinking, often quite late, and expect you to socialize.
MOTIVATION | |
KEY | Acknowledge former Greek glories |
Cross-century mood |
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Motivating Factors
Use a bit of Greek.
Establish personal closeness with new business associates as soon as you can, but don’t let their charm deceive you.
Combine friendliness with shrewdness and firmness—they are tough negotiators.
Show flexibility where rules and regulations are concerned.
Accept some physical closeness.
Be prepared for long-windedness.
Allow them to digress when following an agenda.
Socialize with them regularly, often late in the evening.
Discussion may be occasionally grandiose, but they expect pragmatic conclusions.
Maintain strong eye contact.
Avoid
Discussing the decline of the importance of Greece since the city–state era.
Talking about regional politics.
Appearing too naïve.