Sofia City Guide - Business Etiquette

Due to their long legacy of occupation by foreign powers, Bulgarian business people are reserved and often highly suspicious of an outsider's intentions until the proper introductions and contacts have been established. Business visitors should request meetings well in advance (in writing or by fax) and arm themselves with documents detailing interest and position. People in the higher ranks are likely to be former Communist party members and thus stiff officiousness should be prepared for. Bulgarians also pride themselves on their IT development and visitors will be expected to scrutinise the company's website before questions are entertained. Dress code is standard suit and tie for men, while women are allowed to dress more daringly – short skirts and plunged necklines are not thought ill of. English is generally well understood, although employing an interpreter will help business visitors minimise the risk of misunderstandings. It is important that visitors should note that that nodding of the head means 'no', while shaking the head means 'yes'.

Standard office hours are 0900-1800. Arrangements should be kept and punctuality is important. Bureaucracy tends to be slow and complicated, so patience is essential. However, after-hours socialising with Bulgarians is lively indeed, with a prodigious intake of food and alcohol – foreigners are advised not to attempt to keep up. Inviting business contacts to lunch or dinner is a common practice. Lunch usually begins at noon and dinner at 1900 or later. Favourite topics of conversation are sports, new economic and political changes. Gifts of expensive foreign whisky are almost always appreciated.