Until a relationship warms up, the communication will be reserved and cool. However, once the other person as an individual rather than a foreigner, they will slowly become less formal and more relaxed.

Business decisions are often heavily influenced by personal sentiments. It is therefore a good idea to invest time in relationship building. This helps overcome the initial communication barrier as well as increase chances of business success.

Many Macedonians believe that speaking forcefully indicates that the person is overcompensating for the fact, that they have nothing important to say. Anyone with a booming voice may want to consider paying attention to their tone.

Meetings are formal. The normal protocol is for the most senior Macedonian to open the meeting with an introduction or statement and to then chair the proceedings. Although a hierarchical culture, where important decisions are made at the top of the company, Macedonians seek to have a consensus of all stakeholders before reaching a final decision. Therefore, meetings can be extremely protracted since everyone must have the opportunity to present their case.

Any presentations should be factual and backed with statistics. If possible try to present information visually. Macedonians do not appreciate too much “talk” so avoid over zealous statements. Macedonians are not deadline oriented. They prefer to ensure, they have comprehensively covered a topic before bringing proceedings to a close. Be patient and do not rush meetings – successful ventures in Macedonia will never happen overnight.

Business is hierarchical. Decision-making power is held at the top of the company and most decisions will therefore require several layers of approval. At times it may appear, that no one wants to accept responsibility for making the decision and it is not uncommon for it to take several visits, to accomplish a simple task.

Macedonians can be tough negotiators. They are especially concerned about being taken advantage of by foreigners. If you need an interpreter then hire your own for meetings and negotiations. Avoid confrontational behaviour or high-pressure sales tactics. An indirect negotiating style is preferred, as being too direct is viewed as poor manners.

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