Manners in Estonia
be social, rather than business oriented.
These seemingly social occasions are an opportunity for your Estonian colleagues to get to
know you as an individual and develop a personal relationship.
Since this is a culture that prefers to do business with friends, consider time spent at meals as
important as time spent at the negotiating table.
Although Estonians juxtapose business and social situations, it is important to maintain a
formal demeanour at meetings.
Estonians dislike an overly casual attitude towards business, especially from foreigners.
It generally takes several meetings to reach a decision. In most cases, decisions are still made at
the top of the company, so unless you are meeting with the top echelon of the company, what
you propose will have to make its way up the chain of command for approval.
Older businesspeople are generally only fluent in Estonian or Russian. Therefore, you may
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