Bulgaria: Cultural Essentials

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Bulgaria
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Bulgaria is the oldest surviving European country to retain its original name. Much
of the country is an open-air museum of Balkan culture, with churches, mosques,
rustic villages, and enduring folklore, proverbs and superstitions.
Since the end of the Communist regime, Bulgaria has struggled to develop a
market economy. The country continues to have one of the lowest standards of
living in the EU. Although it has experienced strong economic growth since 1996
and now attracts foreign direct capital investment, it struggles to overcome a high
crime rate, corruption and organized crime.
Business is plagued by a shortage of qualified workers, heavy bureaucracy and

corruption.
Culture Overview
Cultural Essentials
Respect for Hierarchy

Bulgarians demonstrate respect and deference to others based on age and
position. Older people are viewed as wise and are granted respect. The
oldest person in a group is revered and honored. In a social situation, they
are served first and their drinks may be poured for them. Elders are
introduced first, are served first at meals and in general are treated much
like royalty.
Bulgarians expect the most senior person to make decisions that are in the
best interest of the group. Titles are very important and denote respect,
although they are used more frequently in business than in social
situations. It is expected that you will use a person's title and their surname
until invited to use their first name.
If you inadvertently do not demonstrate sufficient respect and deference to

someone older than you, Bulgarians will not hesitate to criticize your
behavior.
Personal Relationships
The family is the foundation of the social structure and ensures stability for
its members. Families tend to be large and the extended family is quite
close. The individual derives a social network and assistance in times of
need from the family. It is still common to have several generations living in
http://kpmg.culturewizard.com/DesktopModules/RW3Modules/CP2014/PrintView.aspx... 8.2.2017.
the same house. Young people live at home or with a relative until they
marry. Elderly relatives are kept at home, not put in a nursing home.
It is quite common for family relationships to carry over into business.

Nepotism is accepted because people believe that family members are
among the most trustworthy. In smaller firms, positions are often filled by
family members first and by close friends of the family second.
Since they strive for group consensus, Bulgarians are willing to subjugate
their personal wishes in order to maintain group harmony and achieve what
is in the best interest of the group. As such, they see personal relationships
as the foundation of business success.
Given the impact of Communism and the difficulties that ensued after its
demise, Bulgarians often categorize people as part of or outside their inner
circle. They will do whatever they can for someone who is classified as part
of their inner circle. Establishing a rapport is the first step towards building
the trust that is the cornerstone of business relationships. This is slowly
changing with as Millennials, who are more interested in what someone
can do than who they know or to whom they are related.
Communication
Although Bulgarians may seem superficially to be direct communicators, it
is important to pay attention to non-verbal language. Bulgarians use a
great deal of body language and facial expressions to convey additional
information. Unless you are part of their inner circle, Bulgarians may tell
you what they think you want to hear. Therefore, it is important to learn to
ask the same question in different ways to ensure you have received an
accurate response.
Bulgarians use different head gestures to indicate no and yes. They shake
their head from side to side to indicate an affirmative response and make
an up and down movement to indicate a negative. However, may
Bulgarians adopt the Western actions when dealing with foreigners, so it is
a good idea to confirm the meaning of the gesture by asking a question.
Impact of Generations
Like most former Communist countries, Bulgarian generations are often
described in terms of the political events happening during birth years.
Post-War Generation (born 1945 1965) were born during the post-
war communist period and, as such, tend to embrace collectivist
behaviors.
Communist Generation (born 1965-1980) born and raised during
Communism have difficulties adopting to the new world order and
many cling to their collective behaviors.
Democracy Generation (born 1980 2000) are one of Europes most
online countries given the large investment in high-speed broadband.
As such, they have a greater awareness of the rest of the world.
Millennials are acting as catalysts to transform Bulgarian's proto-totalitaran

regime that serves a small oligarchy to a more genuine form of democracy.
The differences between these three generations are highlighted below:
Communist
Post-War Generation Millennials
Generation
Born 1945 1965 Born 1965 1980 Born 1980 2000
Strong professional Like to be their own Extremely

knowledge boss nationalistic
Lack business skills to More interested in Will sacrifice work-

succeed in a gaining wealth than life balance to move
liberalized economy developing a career up quickly
Focus on
Collectivist/group- No organizational
professional
focused loyalty
development
Want international
Wait for instruction Work-life balance
exposure
Do not share ideas Dedicated Confident
Telephone over Technologically

-
social media savvy
Religion
The Bulgarian Orthodox Church was a vital force in retaining Bulgarian

culture during the Ottoman occupation and the Communist regime. In fact,
baptism is such a large part of establishing individual identity that the
Communists introduced the concept of "civil baptism" to replace the
religious ritual. The regime could not entirely rid the people of their religious
beliefs. When Communism fell, the Bulgarian Orthodox Church
experienced a revival. Church rituals such as baptisms and church
weddings have gained renewed popularity.
The constitution promulgates freedom of religion, although nearly 80% of

the population belongs to the Bulgarian Orthodox Church.
The role of religion is seen in the respect for hierarchy and the many
holydays that are also public holidays. Religion plays an important role in
cultural traditions.
Role of Women
The Communists introduced a notional concept of equality in order to

industrialize the economy. At the same time, women were solely
responsible for domestic arrangements and childcare. With the fall of
Communism, long-held traditional beliefs about the role of women bubbled
to the surface. Certain industries became female ghettos, particularly
education, health care, social services, public administration, retail sales,
and accounting. This lowered the pay levels in these industries.
Equality is enshrined in the Constitution. A large proportion of women

attend university. In the 1970s, Bulgaria had the highest percentage of
women in business in the world. Since then, the country has built on its
reputation to be considered one of the most significant countries for
powerful female executives.
Although some industries have had powerful female executives for years, it
is only in the last decade that women have taken on leadership positions in
male-dominated professions such as automotive, engineering and
technology industries. In addition to executive-level positions within
established companies, there is also an increase in the numbers of women
starting their own companies in these fields.
One-third of company owners and top managers are women with women
under 30 holding about half of those positions. In addition, the national
television, national radio channel, top private television station and five
leading national newspapers are all run by women. Women also run most
of the public relations and marketing businesses in the country.
Women comprise about 25% of the parliament; however, they chair 40% of
the committees. Women have achieved success in the public arena, such
as the justice minister, the mayor of Sofia, the speaker of Parliament, the
nominee to lead the European Unions humanitarian aid and the head of
the prime ministers office. This is not a result of formal quotas or any
positive discrimination. Women have to fight through prejudice and sexism
at every level. Women often face sexual harassment at work. Although
technically illegal, there is not a clear definition of harassment or a process
to seek redress.
Even when women work outside the home, they retain primary
responsibility for domestic arrangements and childcare.
Pay parity is not a reality, with women earning about 85% of men in
comparable positions.
View of Foreign Women

Since Bulgarian women are soft-spoken, foreign women may be thought to
be aggressive if they do not emulate that behavior. Although women are
well-entrenched in business, they do not have decision-making positions in
all companies. In some, business remains very much male dominated.
Bulgarians generally treat a foreign businesswoman with the same respect

they would a businessman if she has the qualifications and credentials for
her position. However, male chauvinism is entrenched in the culture and it
is important for a businesswoman to establish the right tone at the
beginning of the business relationship.
Tips for Businesswomen

Businesswomen are expected to dress conservatively, yet with a feminine
flair. Appearances matterdressing well and in a manner befitting their
status.
A businesswoman should present herself as sincere, confident, and

professional. Even then she may be asked repeated questions about her
credentials and experience until her Bulgarian colleagues are comfortable
that she is a subject matter expert.
Bulgarians are private people who do not discuss personal matters in

business. It is best not to ask personal questions or relay too much
information about yourself.
A businesswoman should be assertive at meetings without raising her

voice. Bulgarians view raised or sharp voices from a woman negatively.
Bulgarians are often initially reserved when dealing with foreigners.

Appearing overly friendly may be misinterpreted as a desire to have a more
intimate relationship. It is important that a foreign businesswoman maintain
a professional demeanor so that there is no confusion about her intentions.
If a businesswoman comes in contact with a Bulgarian businessman who

refuses to conduct business with her, she should have a male colleague do
most of the speaking, even if they are at the same level.
Bulgarian businessmen who are not accustomed to working for women

may have difficulty accepting instructions from them. It is a good idea to
mention company policy or directives when giving directions.
Establishing Credibility
It is a good idea to establish your credentials at the outset. Ideally, this
should be done by the person handling the introduction. Even with this,
expect businessmen to ask questions that they might not ask of a
businessman. It is important not to appear fussed or bothered by what may
feel like an interrogation.
If at all possible, have a higher-ranking person in your company who knows

the people with whom you will be working introduce you when you will be
doing business with a company for the first time. If this is not possible,
have a higher-ranking person in your company to send a letter outlining
your title, responsibilities, and background.
To be taken seriously, a businesswoman should dress for the job she has
or one or two levels above it. She should avoid wearing loud colors, which
are seen as frivolous.
Any non-verbal sign that a woman is less than confident in herself will be
interpreted as the businesswoman is uncertain of her technical
competence.
It is especially important for a foreign businesswoman to offer a firm

handshake during the greeting process. Such professionalism makes a
good impression.
Titles are important in Bulgaria since they tell others how to behave
towards you and where to place you relative to themselves -- and relative
to the hierarchy. Without a title of manager or above, Bulgarians may
assume that the businesswoman does not have a position of authority. If
you are a business traveler, you may wish to invent a "business card title"
to facilitate smoother working relationships.
There is a tendency to defer to the men on a team. To avoid this, it is a

good idea to arrange with your team to have certain questions deferred to
you or arrange the seating so you are in a position of authority.
When possible, lead the business discussion when you are part of a team.
Even if all team members are equal, this visible taking charge enhances
your credibility.
Avoid taking the minutes of a meeting as this immediately reduces you to

the role of secretary.
A businesswoman should be authorized to make decisions. Saying she is

not may cause her to lose credibility.
View of Foreigners
Bulgarians are somewhat reserved and standoffish when dealing with

foreigners until they get to know them. Since the country has always been
somewhat isolated from its neighbors, the people are more rugged
individualists than is typical in this region.
Older Bulgarians are often suspicious of foreigners, although those under

the age of 35 have fewer negative preconceived ideas. The country wants
foreign investment, which necessitates an influx of foreigners into the
country. Be prepared to invest time and energy into building personal
relationships. Bulgarians are more comfortable with Caucasians. The more
different a foreigners appearance, the more attention they will draw and
the harder they will need to work to establish connections.
Anyone applying for permanent residence must provide a certificate that

they are proficient in the local language.
Cross Culture Tips
The following cultural observations are based on the dimensions in the

ICAM169; Cultural Model. They are designed to help you work and
understand people from other cultural backgrounds.
Please keep in mind that not all people from any given culture act the
same, but in order to describe cultural traits, we had to make
generalizations, which may not apply in some cases. Perhaps the most
important tip we can provide is that when interacting across cultures, you
need to approach every situation with an understanding of the basic tenets
of a given culture and yet remain alert to the specific cultural signals you
receive in each situation and adjust your behavior and expectations
accordingly.
Hierarchical vs. Egalitarian

The defining characteristics of this dimension are:
How society is structured

How power is allocated or earned
Tolerance for social mobility
How organizations are structured and run
The amount of responsibility and control employees are given
Bulgaria is relatively hierarchical. When working with Bulgarians, you will

find following tips helpful:
People expect structure in protocol, behavior and planning.

If you are on a global team or managing a corporate group or
household help, you will want to give clear, explicit directions
regarding responsibilities and decisions.
As a manager or employer, you will want to demonstrate a somewhat
authoritative leadership style.
Be aware that people from different socio-economic backgrounds or
different levels of the organization may feel uneasy being invited to
the same social or business function.
Show the appropriate level of respect, through language and
behavior, to the more senior members of the organization.
Expect to encounter some bureaucracy in organizations and
government.
Formal vs. Informal

The importance of appearance and demeanor as an indicator of

status
The importance of protocol and etiquette
The appropriate use of titles, surnames and honorifics
The appropriateness of discussing personal matters at work

Appropriate ways of meeting people, building relationships and
entertaining
Bulgaria is a relatively formal culture. Therefore when you interact with

people from Bulgaria:
Learn how it is best to address people; dont assume you can use
first names, and find out about appropriate use of surnames, and
honorifics.
Be careful not to be overly friendly with household staff or
subordinates at first. Being too friendly and informal may confuse
them and introduce ambiguity into the relationship.
As a manager or employer, be aware that accoutrements and the
trappings of status may enhance your credibility. These include
clothes you wear, the car you drive, your demeanor, and where you
live.
Avoid asking personal questions in a social or business setting
unless you have developed a close relationship with someone.
Before using social functions to network, be sure it is appropriate.
Be sure to check with a colleague or local national about rules of
protocol and etiquette about specific circumstances since using
proper etiquette is important.
External vs. Internal

The degree to which people feel they control their environment and
destiny-or the degree to which they feel their environment and
destiny control them
Openness to change and innovation
The preference for rules and structure
Willingness to take risks
The degree to which organizational practices encourage and reward
initiative and risk taking, and allow failure
Bulgaria is a highly External Control society. When interacting with people

from Bulgaria, you should remember the following tips:
People in this society look for strong, directive leadership.

Management is often paternalistic and care-taking towards
employees.
Don't expect changes to be readily embraced and be prepared for
considerable resistance even after youve been able to demonstrate
the value of a proposed change.
When introducing initiatives, be prepared for considerable discussion
and debate and other actions that demonstrate resistance.
While employees and colleagues in Bulgaria may show a great deal
of competence, dont be surprised if they dont show much initiative.
Employees are less likely to take charge of their own career
management, and will probably assume that their career
advancement is more contingent on connections, seniority, and

length of tenure with the company than job performance.
Staff, whether it is in your household or in your office, will respond
best to explicit rules, guidelines and instructions.
People in these societies are typically quite risk averse and the
society is not readily forgiving of failure.
Group vs. Individual

The source of an individual's identity and loyalties

The relative importance of the individual versus the group
Whether legal systems will protect the rights of the individual or focus
on the group as a whole
Whether individuals prefer to work alone or be part of a group
Whether work teams operate as a seamless entity or as cooperating
individuals
The value of individual contributions vs. teamwork in accomplishing
and rewarding business goals
The roles and responsibilities of individuals to other family members
The appropriate levels of self-assertion and self-promotion within a
society
Bulgaria is a relatively group-oriented society. As you interact with people

from Bulgaria, it will be helpful to remember the following tips:
People value their role as a family or team member. They will often
identify themselves first as part of a group, then as an individual.
They may be uncomfortable if too much focus is placed on them
individually.
Individuals do not always feel comfortable taking sole credit for
accomplishments, even when credit is primarily due to them. Instead,
be sensitive to the role of the group, as well as the individual.
Promotions will be based on a mixture of group and individual
performance and achievement.
Individuals feel a strong sense of responsibility for family members.
Decision making may require a good deal of consensus building.
Interpersonal vs. Transactional

What constitutes a relationship

What are the expectations
Whether trust is deemed critical to building social or business
relationships
What takes precedence in making a business decision: the people
involved or other more objective business criteria
The pace and degree of formalized rituals in building new
relationships
The appropriateness of mixing business and pleasure, or
professional and personal lives
Bulgaria is an interpersonal, relationship-oriented culture. When you have

business or social interactions with the Bulgarians, you will want to
remember these points:
Relationship building is important and tends to be somewhat formal

and ritualized.
In general, relationship building takes time and attention. In return,
once developed, relationships are long lived.
Expect to be asked personal questions. This is how locals learn more
about you as a person so that they can be learn if the type of person
with whom they want a relationship.
In a business situation, personal relationships, trust and familiarity will
likely take precedence over price and perhaps even efficiency.
Employing or giving favorable treatment to family members and
friends may be good business, and what may be considered to be
"nepotism" in your culture may be openly accepted.
There are expectations that people have of relationship-based
behavior, which may include going out after work to socialize,
entertaining at ones home or even inviting someone for the weekend
and while these may be seen as casual in your culture, they carry an
underlying assumption of friendship.
Direct vs. Indirect

The relative importance of verbal vs. non-verbal communication

The degree of directness or subtlety in the language
The relative importance of contextual versus tactical information in
conveying a message
The need to maintain harmony and dignity when communicating
The degree to which a society uses conciseness and clarity versus
eloquent language when communicating
Bulgaria is a relatively indirect communication culture. The following tips

will give you clues about how you might handle communication with
Bulgarian colleagues:
Non-verbal gestures enhance the meaning of the spoken word.

Since the entire message is not contained in the words, people need
context and background information to confirm a shared
understanding.
Verbal eloquence is highly valued.
Take care when making introductions to have a respectful, even
deferential demeanor.
Show you are considering the subject thoroughly when a topic is
presented.
Fluid vs. Controlled

The degree to which people feel that they can control time
The relative importance of relationships vs. schedules
Attitudes towards timekeeping and punctuality
Comfort level with short range vs. longer term planning
The feasibility / appropriateness of assigning set times for social
functions or business meetings to start and finish
Bulgaria is a Fluid Time culture. The following tips will give you clues about
how you may best interact with Bulgarian colleagues around time issues:
Time schedules and deadlines are not necessarily considered final.

Tending to relationships may be more important.
Given their exposure to global business standards, people generally
know that foreigners value promptness and they may strive to
comply. This may be less pronounced when meeting with
government officials.
There is generally a large window of accepted lateness for social
events in someones house.
It may be rude to interrupt a colleague who is taking a long time to
deliver a message, and brevity to maintain time schedules is not
considered a virtue.
Balance vs. Status

The importance and value attached to professional vs. personal lives

How status and success are defined by a society
The presence or absence of government-sponsored initiatives
relating to family welfare benefits
The source of an individual's identity and self-esteem
Tolerance for blurring the lines between professional and personal
lives
Bulgaria is a Balance-Motivation culture. When interacting with people from

Bulgaria, you should remember the following tips:
Individuals value their personal and family time.

Personal identity, status and sense of personal accomplishment are
derived from family, education and pursuits outside of the workplace.
Employees see a clear distinction between work time and personal
time and rarely blur those lines.
Family obligations will take precedence over professional loyalties or
advancement.
People are reluctant to permanently relocate and leave family and
friends.
Country Overview
The People
The population is fairly homogeneous with Bulgarians making up about

85%. The largest minority, the Turks, live in the northeast and in the
eastern Rhodope Mountains region. Gypsies and Macedonians are two
other sizable minorities and there are a few thousand Armenians,
Russians, Greeks, Romanians, and Tatars.
Nationality:
Noun: Bulgarian(s)
Adjective: Bulgarian
Population:
7,144,653 (July 2016 est.)
Population growth rate:

-0.83% (2014 est.)
Ethnic groups:
Bulgarian 76.9%, Turkish 8%, Roma 4.4%, other 0.7% (including Russian,
Armenian, and Vlach), other (unknown) 10% (2011 est.)
Religions:
Eastern Orthodox 59.4%, Muslim 7.8%, other (including Catholic,
Protestant, Armenian Apostolic Orthodox, and Jewish) 1.7%, none 3.7%,
unspecified 27.4% (2011 est.)
Languages:
Bulgarian (official) 76.8%, Turkish 8.2%, Roma 3.8%, other 0.7%, other
unspecified 10.5% (2011 census)
Source: The World Factbook
Cities & Regions
Bulgaria in Eastern Europe is bounded to the north by Romania, to the east

by the Black Sea, to the south by Turkey and Greece and to the west by
Serbia and Macedonia. More than half the country is hilly or mountainous.
The Balkan Mountains cross the country from the northwest corner to the
Black Sea and form the watershed between the Danube River and the
Aegean Sea.
The northern side of the Balkan Mountains slopes gradually to form the
northern Bulgarian plateau, which ends at the Danube. The central portion
of the southern side of the range is fringed by a series of narrow plains. In
the southern part of the country are the broad and irregular Rhodope
Mountains, which delineate the boundary with Greece. At the western end
of these mountains, in southwest Bulgaria, are the Rila Mountains, which
culminate in Musala Peak, the highest point in the Balkans. Several smaller
ranges lie along the western boundaries.
The principal river draining Bulgaria is the Danube, which has among its
Bulgarian tributaries the Iskur and the Yantra. Other important rivers are
the Kamchiya, which empties into the Black Sea, and in the southwest, the
Struma and Mesta, which flow south to the Aegean Sea.
Sofia
Sofias motto, "Ever growing, never old", is as true today as when it was
first written. The city has a typical Balkan mix of Orthodox and Muslim
cultures with an educated population and a strong desire to see justice and
democracy. The street life depicts the character of the city: open-air cafs,
vast bazaars offering an array of farm produce, and Gypsies selling flowers
on street corners.
The town center is dominated by neo-classical Stalinist architecture;

however, a peek through the side streets reveals a very European city of
tree-lined boulevards and balconied buildings by 19th century Russian and
Viennese architects. Standing among a cluster of ancient and neo-
Byzantine Orthodox churches, one functioning mosque is all that remains
of 500 years of Ottoman domination.
Government
Country name:
Conventional long form: Republic of Bulgaria

Conventional short form: Bulgaria
Local long form: Republika Balgariya
local short form: Balgariya
Government type:
Parliamentary republic
Capital:
Sofia
Independence:
3 March 1878 (as an autonomous principality within the Ottoman Empire);
22 September 1908 (complete independence from the Ottoman Empire)
Legal system:
Civil law
More Government Information
Chiefs of State and Cabinet Members in Bulgaria
https://www.cia.gov/
An online directory of leaders updated weekly by the Central Intelligence
Agency.
Background Note: Bulgaria

http://www.state.gov/
An overview of government and political conditions published by the U.S.
Department of State.
Links to Government Web Sites

http://www.gksoft.com/
A comprehensive directory to Bulgarian government web sites.
Economy
Currency:
Lev (BGN)
Economy - overview:
Bulgaria, a former communist country that entered the EU on 1 January

2007, averaged more than 6% annual growth from 2004 to 2008, driven by
significant amounts of bank lending, consumption, and foreign direct
investment.
Successive governments have demonstrated a commitment to economic

reforms and responsible fiscal planning, but the global downturn sharply
reduced domestic demand, exports, capital inflows, and industrial
production. GDP contracted by 5.5% in 2009, and has been slow to
recover in the years since.
Despite a favorable investment regime, including low, flat corporate income

taxes, significant challenges remain. Corruption in public administration, a
weak judiciary, and the presence of organized crime continue to hamper
the country's investment climate and economic prospects.
Industries:
Electricity, gas, water; food, beverages, tobacco; machinery and
equipment, base metals, chemical products, coke, refined petroleum,
nuclear fuel
Exports - partners:
Germany 12.5%, Italy 9.2%, Turkey 8.5%, Romania 8.2%, Greece 6.5%,
France 4.2% (2015)
Geography & Climate
Location:
Southeastern Europe, bordering the Black Sea, between Romania and
Turkey
Area:
Total: 110,879 sq km
Land: 108,489 sq km
Water: 2,390 sq km
Land boundaries:
Total: 1,806 km
Border countries: Greece 472 km, Macedonia 162 km, Romania 605 km,
Serbia 344 km, Turkey 223 km
Coastline:
354 km
Climate:
Temperate; cold, damp winters; hot, dry summers
Terrain:
Mostly mountains with lowlands in north and southeast
Elevation extremes:
Lowest point: Black Sea 0 m
Highest point: Musala 2,925 m
Natural hazards:
Earthquakes, landslides
Environment - current issues:

Air pollution from industrial emissions; rivers polluted from raw sewage,
heavy metals, detergents; deforestation; forest damage from air pollution
and resulting acid rain; soil contamination from heavy metals from
metallurgical plants and industrial wastes
Geography - note:
Strategic location near Turkish Straits; controls key land routes from
Europe to Middle East and Asia
History Overview
Turkish Bulgar tribes led by Khan Asparukh conquered the area

south of the Danube in 681. The period between the 8th and 9th
centuries brought about territorial expansion.
The Slavic missionaries Cyril and Methodius created the Cyrillic

alphabet and introduced the language into the church liturgy in 855.
Boris I embraced Christianity in 864.
After exhaustive wars with the Byzantine Empire, Byzantine rule was
established from 1018 to 1185.
In 1187 the Second Bulgarian Kingdom was established with Turnovo
as its capital. Petur II was pronounced tsar of the Bulgarians. Tsar
Kaloyan restored the power of Bulgaria when he defeated the Latin
emperor Baldwin I. Tsar Ivan-Alexander divided the country between
his sons in 1371.
The Ottoman Turks attacked the Balkan Peninsula in 1396, bringing
Bulgaria under Ottoman rule. The 18th century brought about the
beginning of the Bulgarian National Revival and the formation of the
Bulgarian nation. This period of national revival began with "The Slav-
Bulgarian History", written by Paisil of Hilendat in 1762.
The Russian-Turkish War of Liberation (1877 1878) ended Ottoman
rule and restored a portion of the Bulgarian state under the terms of
the Treaty of San Stefano in 1878. The Bulgarian people reacted
negatively to the decision of the Congress of Berlin, which made
north Bulgaria a principality while southern Bulgaria (Eastern
Rumelia) remained an Ottoman province with the Kresna-Razlog
uprising of 1878 1879. Eastern Rumelia was untied with the
Principality of Bulgaria in 1885.
Bulgaria fought in World War I on the side of the Central Powers. At
the Treaty of Neuilly in 1919, Bulgaria lost eastern Thrace to Greece
and Strumica to Serbia. The Agrarian Party ruled Bulgaria from 1919
1923.
Bulgaria entered World War II on the side of the Axis of Powers
against Yugoslavia and Greece. In December, it declared war against
the UK and the USA.
On September 5, 1944, the Soviet Union declared war on Bulgaria.
Soviet forces invaded the country. On September 9th, the Fatherland
Front overthrew the government and seized power. Bulgaria became
a republic with Georgi Dimitrov as head of government. In 1947, the
Peace Treaty confirmed the 1940 borders of Bulgaria.
By the end of 1947, the Communist Party had taken over the country,
instituted a Soviet-style constitution and abolished all opposition
parties. Bulgarias dominant political figure was Todor Zhivkov, under
whose leadership Bulgaria became the staunchest of Moscows
allies.
Zhivkov resigned in 1989 under intense domestic and international
pressure. The first multi-party elections in 44 years were held in June
1990. The ruling communists became known as the Bulgarian
Socialist Party (BSP) and won an absolute majority in the National
Assembly. Five governments held office during the next six years.
In 2001, former King Simeon II returned after 50 years in exile; he set
up a political party called Simeon The Second National Movement. In
June 2001, the Movement was victorious in the National Assembly
elections where they governed in alliance with the ethnic Turkish
Movement for Rights and Freedoms. The BSPs Georgi Parvanov
won the presidential election in 2001.
Bulgaria was admitted to NATO in March 2004. It joined the EU in
January 2007.
The European Commissions interim February 2008 report claimed

that Bulgaria had not shown good results in slowing down graft and
corruption. The following month, the EU froze some infrastructure
subsidies due to corruption.
In July 2008, the European Commission froze EU aid when a series
of reports reinforced the governments inability to end corruption and
organized crime. In September, the European Commission removed
half of the aid frozen in July over the same issues.
Russia cut gas supplies causing a severe energy shortage in January
2009.
In June 2010, the EU voiced their concern over the reliability of the
countrys national statistics. In September, the EU demanded
Bulgaria tackle crime and corruption.
Bulgaria joined France in banning fracking in January 2012.
A January 2013 referendum on building a second nuclear plant was
invalidated due to poor voter turnout.
There remain periodic skirmishes with police and the government
over official corruption.
Country Information
Embassies
History
Public Holidays
Tourist Information
Social Etiquette
Meeting People
Initial greetings are formal and reserved. Most greetings include a firm
handshake, direct eye contact, and the appropriate greeting for the time of
day. Alternately, you may greet people by saying "Kat ste?" (How are
you?) or "Zdraveite" (Hello). People are addressed by their honorific title
("Gospodin" for Mr. and "Gospozha" for Mrs.) and their surname.
Close friends and family may address each other using the honorific title
and first name. Allow your Bulgarian friends determine when your
relationship has reached this level of intimacy.
When meeting friends, Bulgarians may kiss each other on the cheek.
At parties or other social gatherings your hosts will introduce you, usually
starting with the eldest. Greet and say goodbye to each person individually.
Gift Giving
In general, Bulgarians exchange gifts among close friends and family on

birthdays and Christmas or Orthodox Christmas. The thought behind the
gift is more important than the cost. In fact, giving something expensive
could embarrass the recipient.
Here are some general gift giving guidelines (but also check to be sure
they are permitted under company policy):
If invited to a Bulgarian's house, bring flowers for the hostess and a

bottle of good spirits for the host. Other gifts that might be
appreciated include a box of chocolates, dessert, or nicely packaged
fruit.
Do not give imported wine since Bulgarians are proud of their wines.
It is not necessary to wrap gifts of food since they will generally be
used that evening.
Do not give chrysanthemums, lilies, or gladiolas because they are
used at funerals.
When giving flowers, make sure there are an odd number of stems.
Even numbers are used at funerals.
When giving gifts to a newborn, make sure it is an odd number of
presents.
A gift for the children would be appreciated.
Gifts are generally opened when received.
Entertaining
How Bulgarians Entertain

Bulgarians are hospitable people who enjoy entertaining in their homes for
coffee and pastry as well as dinners. If they have a country house, they
may invite guests there for the weekend. They also meet friends in cafes.
If you are invited to a Bulgarian's house:
Arrive on time if invited to dinner.

Arrive between 15 and 30 minutes late if invited to a party.
Offer to help the hostess with the preparation or clearing up after a
meal is served. This may be turned down out of politeness. Asking
"are you sure?" allows the hostess to accept your offer.
Do not ask for a tour of the house. You will be shown the public
areas.
Expect to be treated with great honor and respect.
Do not discuss business unless the host initiates the discussion.
Bulgarians are suspicious of people who are "all business".
Send a handwritten thank you note to the hosts the following day.
Table Manners
Table manners are casual, yet follow established protocols of good
behavior. The more formal the occasion, the stricter the protocol. When in
doubt, watch what others do and emulate their behavior.
Wait to be told where to sit; there may be a seating plan.

Unless the meal is formal, the napkin should remain folded next to
the plate. At formal meals, the napkin may be unfolded and put on
your lap.
Do not begin eating until your hostess starts.
Do not rest your elbows on the table, although your hands should be
visible at all times.
Even if you are the guest of honor, it is polite to invite the eldest
person to take food before you.
Take small servings so you may accept second helpings.
If there is sauce or gravy left on your plate, using your fork to dunk a
piece of bread into it indicates that you liked the food.
Expect lively conversation during the meal.
Leaving a small amount of food on your plate indicates that you are
finished eating.
Reciprocate the hospitality at a later time.
Toasting
Toasts are given at both formal and informal social events.

If you finish what is in your glass, it will be re-filled.
If you do not want to drink more, leave at least one mouthful in your
glass.
When proposing a toast, raise your glass and clink it against the
glass of everyone else at the table while looking the person in the
eye.
The most common toast is "Nazdrave" (to your health).
Dining Out
Tipping is becoming more common, even in restaurants that include a
service charge. If there is a service charge, you may round up the bill by
leaving loose change. In better restaurants, especially those frequented by
tourists, tipping 10-15% is appropriate. Do not leave the tip on the table;
hand it to the waiter.
In some establishments you may have to ask for the bill ("smetkata"), while
in others it may be placed on the table when your meal is served.
Smoking is prevalent. Some restaurants may have a non-smoking section;

however, it will be relatively small and you may still be surrounded by
smokers.
If invited to a meal at a restaurant, the person extending the invitation

generally intends to pay. Since Bulgarian salaries are quite, they
appreciate being invited out by people who can afford to do so.
Tipping
The following tipping hints are guidelines. You can find more explicit
information on restaurant tipping in the Dining Out section above.
Restaurants: 10%
Porters: $1 per bag
Taxis: Round Up
Approach to Time
Bulgaria is a country in transition and the way people view time is

changing. Under Communist rule, time was not important since individual
productivity did not matter. Now that the country is attempting to attract
international business, people are becoming more conscious that time is a
commodity to be spent wisely.
There may still be situations where people do not appear promptly for
business engagements; however, the country is rapidly becoming more
time conscious. Social punctuality remains somewhat lax among many.
Conversation Topics
Bulgarians are reserved with people whom they do not know. If you want to
make a good impression, read up on Bulgarian history, art, and heroes.
Asking a thoughtful question about these subjects will initiate a long
conversation.
Many Bulgarians are curious about life outside their country and may ask
what you may feel are intrusive personal questions. They may inquire
about how much you earn or how much certain items cost in your country.
It is polite to respond, however an evasive response such as "I paid too
much" or "I don't earn enough" usually suffices.
While it is fine to be proud of your country, do not intimate that your country
has more to offer than Bulgaria does. Do not discuss Communism, World
War II, or Bulgaria's difficulty entering the world market.
Other Situations
Bulgarians enjoy entertaining in their home. Nonetheless, it is rude to drop

by uninvited. If you telephone in advance and the person suggests meeting
in a caf, it is not an insult. Many apartments house several generations of
family and it may not be convenient to meet there.
Nodding the head means "No" and shaking the head indicates an
affirmative response. To add to the confusion, some younger Bulgarians
have adopted the more Western gestures. Therefore, it is usually best to
ask for a verbal response if you cannot interpret their body language.
Bulgarians often touch people when speaking with them.
In rural areas, it is polite to greet strangers when you pass on the street.
This happens much less frequently in urban areas.
Faux Pas
Avoid public displays of affection.
Communication
Communication Essentials
Bulgarians generally have an indirect communication style when dealing

with people whom they do not know well. They prefer to give a roundabout
answer rather than offer a negative response. Although somewhat more

blunt than their neighbors, Bulgarians prefer non-confrontational business
dealings if possible. This means that even when giving a straightforward
response, they will generally proceed cautiously rather than hurt another
persons feelings.
Older Bulgarians can be suspicious towards outsiders, which is displayed

in being overly reserved and cool. After the introduction and sufficient time
for them to see the other person as an individual rather than a foreigner,
they slowly become less formal and reserved.
Speaking tones are usually well-modulated. Many Bulgarians think that

speaking forcefully indicates that the person is overcompensating for the
fact that they have nothing of importance to say. If you have a booming
voice, you may wish to moderate your tone somewhat so that your words
are given credence.
Despite the preference for well-modulated speaking voices, when among

friends, conversations can become extremely loud and animated. Friends
can argue quite loudly, but it is not done in anger.
Passive silence is common. If someone pauses when asked a question or

while conversing, do not jump into the conversation. They may simply be
organizing their thoughts or mentally rehearsing what they want to say.
Like many other southern Slavs, Bulgarians do not interrupt other speakers
and expect the same courtesy.
Direct eye contact is the norm. If you are from a culture where eye contact
is intermittent, you may be uncomfortable with the penetrating gaze of
many Bulgarians. Remind yourself that from a Bulgarian, this behavior
indicates respect.
Surprisingly, Bulgaria is a high-contact culture. There is generally more

touching between speakers than in many other countries in the region.
There is often an almost Italian-style gesticulating when people are
conversing with people they know well.
Bulgarians dispense with social niceties such as please or thank you.

This should not be misinterpreted as a lack of etiquette.
Key Words/Phrases
Bulgarian is the official language of Bulgaria. While a small population
speaks Turkish or Roma, Bulgarian is the language of business.
Yes: Da
No: Ne
Good morning: Dobr tro
Good day: Dbar dn
Good evening: Dbar vcher
Good night: Lka nsht
Hello: Zdravi
Hello (informal): Zdrsti
Goodbye: Dovizhdane
Goodbye (informal): Chao
Please: Mlia
Thank you: Blagodarya
Thank you (informal): Mersi
Youre welcome: Nyama zashto
How are you? Kak ste?
Spoken Key Phrases

http://www.omniglot.com
The Bulgarian alphabet, pronunciation guide, spoken phrases and links to
more information.
Language Related Videos

http://www.youtube.com
A short video featuring key Bulgarian phrases.
http://www.youtube.com
A video featuring key phrases in Bulgarian.
Using Translators
Take care in selecting a translator and develop an early understanding of
what you expect--specifically, the translation must be exact, rather than
what the translator thinks each party wants to hear.
To be on the safe side you may want to meet with the translator prior to
your appointments so that the person learns your accent and can be
exposed to any technical or non-familiar terms that may be used.
Developing a thorough relationship with your translator enables them to
argue your points with a level of confidence they might not otherwise have.
Have your translator explain to you the most elementary of basic
courtesies.
Non-Verbal Language
An alert, attentive body posture gives the impression of confidence and

seriousness.
Bulgarians speak softly and often remain silent for longer than many other
cultures before responding to questions. It is a good idea to refrain from
jumping into the conversation and allow your Bulgarian counterparts
sufficient time to frame a response.
When someone nods their head, they mean no and when they shake
their head from side to side they mean yes. Some younger Bulgarians
have adopted the Western approach to head nodding and shaking; you
may want to confirm verbally what the action meant.
Eye contact can be very direct because it is a sign of respect. If you are
from a culture where intermittent eye contact is more prevalent, you may
initially feel uncomfortable. Looking away may be interpreted as lack of
interest or rudeness. Making eye contact during conversation adds to the
credibility of the message.
To beckon someone, wave the hand backwards. It is important to use the

entire hand and not simply one finger.
Mail & Telephone
Letters/Email
Written communication is formal and adheres to strict rules of protocol.
Letters should be addressed using the persons honorific title, academic or
professional title, and their surname.
Business letters are used to convey or provide information; therefore, they

should be brief and to the point.
Think of written communication as a formal representation of you and your

professional image. Avoid using idioms, slang, and jokes. Business is
serious until a personal relationship is developed.
Bulgarians are suspicious of something that sounds too good to be true.

Therefore, it is a good idea to avoid using hyperbole in written
communication.
Email may be used once a relationship has been developed. It is not the
proper medium to use to make your initial contact with a company.
Depending upon the person, you may be able to use it to convey brief
information such as confirming the time and date of your visit.
Telephone
Address businesspeople using their honorific title, academic or
professional title, and their surname. Some younger Bulgarians may use
first names in business after a personal relationship develops.
Since personal relationships are the cornerstone of business, it is a good

idea to engage in a modicum of small talk before raising the business
purpose of your call.
When contacting some senior level executives, you may have to go

through a secretary. Even in an international company, the secretary may
not speak English. Therefore, it is a good idea to know a few phrases in
Bulgarian. Treat the secretary with utmost respect as she functions as a
gatekeeper.
Presentations
Handouts
It is a good idea to have technical materials available in both

Bulgarian and English.
Detailed handouts are generally given at the end of the presentation
although copies of the slides may be given at the start.
Handouts should include background data or charts as well as
testimonials and references from clients who have successfully used
the product/service.
Presentation Slides/PowerPoint
To emphasize a point, intersperse charts and graphs to substantiate

what is said.
Graphics may be used if they are aesthetically pleasing, original and
captivating.
Avoid fancy gimmicks in visual presentations as they detract from the
material.
Use diagrams when possible but avoid cartoon-like graphics.
Slides must include detailed data.
Audience
May not arrive on time.

You may ask the audience to turn off their mobile phones.
Expect presentations to go beyond superficial information and to
provide supporting facts for business decisions.
The decision maker may not be in the room.
Presenter
Learn basic greeting phrases in Bulgarian, even if presenting in

English.
Minimize slang, acronyms or jargon, since they may not be
understood.
Speak slowly and enunciate your words carefully so they can be
understood.
It is important that you know the subject matter thoroughly.
Strive to appear formal and professional.
Make eye contact with your audience; this shows sincerity.
Relay information in a subdued, yet friendly manner.
Moderate expressive hand gestures if possible.
Avoid slang or jargon, or double negatives, as they are not always
understood.
Avoid sounding over-zealous; Bulgarians are suspicious, such
statements may be misinterpreted.
Do not make exaggerated claims or engage in hyperbole.
Avoid phrases that imply the speaker has an emotional tie to the
information being conveyed. For example, the phrase "I feel" is better
stated as "I think" or "I believe".
Opening the Presentation
Greet the audience individually as they enter and spend some time
relationship building.
Mention your professional background but do not digress into
personal topics.
Give the audience an estimate of the duration of the presentation.
Begin with a brief history of your company and your products or
services if your company is not familiar to the audience.
Body of the Presentation
Presentations should be thorough, clear, and concise and include

back-up analysis to support your position.
When presenting a technical product, include pictures of the product.
Provide comprehensive details, especially when presenting to a
technical audience.
When presenting a solution, begin with a very clear and thorough
analysis of the problem.
When presenting a new concept, include historical context and
success stories or testimonials.
Explain how your idea has worked elsewhere.
Include implementation plans that cover all eventualities.
If you are attempting to sell a product, include references and
testimonials.
Closing the Presentation
There is no need to provide a summary of what was discussed.

Thank the audience.
Leave time for a Q&A session at the end of your presentation.
Most questions will be pertinent to the discussion at hand.
Date/Time
Date
In Bulgaria, dates are generally written in the day, month and year format
with a period between each number. Leading zeroes are used if the day or
month is less than 10. The year is written in four digits. Example: July 9,
2011 could be written 09.07.2011.
To ensure there is no confusion, you may want to spell out the name of the
month. This leaves no ambiguity as to what is the day and what is the
month.
Time
The 24-hour clock is a timekeeping convention where the time of a day is
the number of hours since midnight. The 12-hour clock divides the day into
two periods (midnight to noon and noon to midnight), each with 12 hours.
Thus, 2 o'clock in the afternoon would be 14:00 in the 24-hour clock.
Bulgarians generally communicate in writing using the 24-hour clock, often

with a period rather than a colon separating hours and minutes. They may
use the 12-hour clock when speaking if there is no possibility that the time
could be misconstrued.
Internet
Language & Phrasebook
Newspapers
Postal Services
Radio & Television
Business Protocol
Meeting & Greeting
The handshake is the common business greeting.

Maintain eye contact during the greeting.
Wait for a woman to extend her hand.
Shake hands at the start and end of business meetings.
Professional titles are important as you might expect in a country

where hierarchy and rank are important.
Address business colleagues by their professional title and their
honorific title ("Gospodin" for Mr. and "Gospozha" for Mrs.), with or
without their surname.
If someone does not have a professional title, use the honorific title
and their surname.
Wait until invited before using someone's first name. Bulgarians are
slow to move to a first-name basis.
Business Cards
Business cards are exchanged without formal ritual.

If your company has been in business for more than 50 years,
include the founding date on your business card. Bulgarians are
impressed by stability.
Include any advanced academic degrees or honors.
Have one side of your business card translated into Bulgarian.
Although not a business necessity, it demonstrates an interest in a
long-term relationship.
Present your business card so the Bulgarian side is readable to the
recipient.
Do not immediately put away a card you receive. Make a point of
studying it.
Business Attire
The way a businessperson dresses conveys their professional image and

their respect for the people with whom they conduct business. As such,
what we report is the conservative approach to business attire for a
country. Appropriate attire varies within countries based on location, event,
and individual organization culture. Some industries and companies may
have less stringent requirements. Before embarking on an international
trip, it is generally a good idea to check with the local office to determine
what the appropriate dress code is in a specific location.
Business dress is conservative.

Men wear dark-colored business suits.
Women wear stylist yet conservative business suits or dresses. It is
best to avoid bright colors.
Gifts
Here are some general gift giving guidelines (but also check to be sure
they comply with company policy):
Gifts are not part of the local business culture.

A gift may be given to celebrate the signing of an agreement.
You may give something with your company logo on it.
Expensive foreign whiskey makes an excellent gift.
Giving a small gift at Christmas is appreciated.
Business Entertaining
Business lunches and dinners are used to further the personal

relationship that allows business to be conducted.
Business meals are often arranged at the end of meetings or
negotiations.
Allow your business colleagues to raise a business topic. If they do, it
will most likely be over coffee rather than during the meal.
Toasting is common.
Maintain eye contact during the toast and until you return your glass
to the table.
Do not try to keep pace with the drinking habits of your Bulgarian
colleagues.
If you finish everything in your glass, it will be refilled.
The person who extends the invitation is expected to pay.
If your colleagues do not invite you to a meal, invite them.
Business Hours
Offices and Ministries: 8:45am or 9:00am12:30pm and

1:00pm5:30pm or 6:00pm Monday to Friday
Banks: 8:00am12:00 noon Monday to Friday
Business Meetings
Meeting Essentials
Structure: Agendas are generally used when dealing with executives.

Role of Leader: As in most hierarchical cultures, leaders are strong.
They agree to the agenda, convene the meeting, set the pace, and
facilitate the discussion.
Purpose: Depends upon the importance of the decision. If the
decision is important, the meeting will be to discuss what has already
been decided. If not, there will be an attempt to reach a consensus of
stakeholders.
Who attends: Various levels of people who are affected by the
subject matter or who will have to take action based on what has
been decided.
Who participates/speaks: All participants are expected to add to the
discussions if they have something to say. Statements should be
brief and to the point.
Bulgarians often combine social activities with business. You may attend
several pre-business dinners or other functions before meeting with the
decision maker. This time can be used to present your business case on a
more informal basis and develop a shared understanding or general
agreement.
It is a good business practice to invite your Bulgarian colleagues to a meal.

This helps foster a deeper personal relationship and may dispel initial
reluctance to trust a foreigner.
Meetings are formal. Address Bulgarians using their title and surname.
Expect it to take several meetings to establish a sense of rapport and
relaxed attitude between people.
The most senior Bulgarian will set the groundwork for how the meeting will
proceed. He opens the meeting, makes an opening statement, and
ensures that the discussions move along at the appropriate pace.
Although a hierarchical culture where important decisions are made at the

top of the company, Bulgarians seek to have a consensus of all
stakeholders. Therefore, meetings can be extremely protracted since
everyone must have the opportunity to present their case.
The first meeting with a Bulgarian company is usually for getting to know
each other rather than discussing business. Even after this, meetings
generally begin with some social chitchat.
Meetings proceed slowly and may take a great deal of time. Bulgarians
prefer to analyze and discuss each item.
It is a good idea to resolve disagreements one-on-one rather than in the

meeting itself, especially if what you have to say could threaten the
leaders authority.
Bulgarians are often hesitant to reject a proposal. Instead, they may

change the topic or recommend delaying the decision until a later time. If
this occurs, you may wish to speak privately with the decision maker to
determine what the concern is.
There is a natural reluctance to foreign influences, which may be seen in a

rejection of products or ideas that do not emanate from within Bulgaria. It is
a good idea to have testimonials and case studies to demonstrate how this
solution has worked well in other countries.
When dealing with the government, meetings may be even more

protracted due to the extreme bureaucracy.
Scheduling Meetings
Appointments are necessary and should be made 2 to 3 weeks in advance.

You may need even more lead time to meet with senior level executives.
The optimal times for meetings are 10 am or 2 pm. Avoid Friday meetings,
especially in the summer, because many people leave work early.
Businesspeople often take vacations during July and August, so it may be
difficult to schedule a meeting. Business often slows down considerably
from the week before Christmas until after the New Year.
Arrive on time even though you may be kept waiting. If you will be delayed
more than 10 minutes, it is important to telephone.
Agendas
Agendas are used when meeting with executives. They may be used
when meeting with others.
If you want to include something on the agenda, send the item and
backup material in advance of the meeting.
Items are generally addressed point-by-point in a linear fashion.
If an agenda item is skipped over by the Bulgarian leader, it may be
that he is uncomfortable with it. The best approach is to speak with
him privately at the end of the meeting rather than attempt to re-focus
the discussion.
There is little discussion of items not on the agenda.
Conducting Meetings
Bulgarians prefer face-to-face meetings rather than written communication,

which is viewed as impersonal. It is important not to appear overly friendly,
because this might be viewed with suspicion since friendships develop
over time.
Bulgarians often have a roundabout way of speaking since they are

concerned with not saying anything that could hurt someone else or that
might be used against them later. Younger Bulgarians or those working in
entrepreneurial companies may speak more directly.
To gather information, it is best to ask the same question in several

different ways do that you can be certain of the response.
Bulgarians do not use hyperbole and are suspicious of people who make
exaggerated claims and promises.
Eye contact is important since it demonstrates sincerity.
Management Styles
Relationships
It may be possible to meet with more entrepreneurial businesspeople

without a letter of introduction; however, when dealing with large
companies, formal introductions are imperative. Many businesspeople
remain suspicious of an outsiders intentions until proper introductions and
contacts have been made.
Relationships are developed in after-hours socializing. It is important to

establish a personal relationship to successfully conduct business.
Since older Bulgarians do not trust people who are "all business", use
meals and social events to demonstrate that you are a person of trust and
integrity. When dealing with the older generations, it is a good idea to make
frequent visits to Bulgaria to maintain the relationship since they prefer
face-to-face communication. It is only the Millennials who believe that
technology can replace personal contact.
The bureaucracy tends to be slow and complicated. Patience is essential.

It is often difficult to be certain if you are meeting with someone who has
the authority to make a decision.
Expect your first meeting with a Bulgarians to be used primarily as a time

to get to know you as a person and determine if you can be trusted. Do not
attempt to discuss business until the personal relationship is developed.
In many ways, Bulgaria has a group-focused culture, so relationships are

crucial to long-term success. Relationships are developed based on trust
and mutual understanding. They take time to develop and the process
cannot be rushed.
Relationships often have built into them the need to exchange reciprocal
favors. This may be less important when dealing with Millennials.
Impact of Generations on Relationships

Since Millennials have not lived under the Communist regime, they do not
necessarily need to develop strong personal relationships to the same
degree as older generations. They do not differentiate between people in
their inner circle and are more likely to use social media as a way to
develop and maintain personal relationships.
Management Essentials
If you were to think about the most important cultural attributes that you will
see operating in business in Bulgaria, they would be:
Interpersonal relationships
Hierarchical structures
Somewhat time-focused
Many Bulgarians remain somewhat suspicious of foreigners and those with

whom they do not have a personal relationship. As such, it is a good idea
to be introduced by a third-party when attempting to conduct business for
the first time. This is not a culture where cold calls are generally
successful.
Free enterprise is a relatively new concept and not all Bulgarians are
comfortable with international business practices. In general, people under
the age of 40 may be more open to different ideas than older
businesspeople who worked during the Communist regime.
Bulgarians are proud of their IT development and many have state-of-the-

art web sites. Before meeting with a company, it is a good idea to review
their web site so that you do not ask unnecessary questions.
Risk Tolerance
Bulgaria is a low risk and low change tolerant culture, although this
appears to be changing as the country becomes more experienced with a
free market economy. The culture is slowly adapting from years of
totalitarian rule. Many Bulgarians are successful entrepreneurs, since they
are willing to respond to changes in the environment.
Although there are many rules and regulations, these rules are rarely
respected. In general, Bulgarians only obey those rules that benefit
themselves and ignore the ones that do not.
When recommending a new concept, provide background material, case

studies and testimonials. This information will be used to determine if the
reward-risk ratio is sufficient to warrant consideration. New ideas are not
generally received with enthusiasm when dealing the Post-War
Generation. Ideas and projects will be carefully analyzed to assure that
whatever risk they represent is thoroughly understood and addressed. With
older workers, their attitude toward risk may be impacted by the negative
ramifications of failure under Communism.
Impact of Generations on Risk Tolerance

Generation X employees are generally more entrepreneurial and more
willing to accept risks. Generation Y employees are not as entrepreneurial
and prefer to mitigate personal risk by developing a consensus.
Schedules & Deadlines
Bulgaria is a moderate time culture where the view of schedules depends

upon the type of organization. Government-owned companies tend to be
more lax than companies that do business in the international arena.
Since joining the EU, Bulgarians have adopted relatively strict standards of
adhering to schedules. This may be more pronounced among younger
workers.
If they see a financial reason for doing so, many Bulgarians are willing to
work additional hours to complete a project by a reasonable deadline.
Decision Making
Company Structure
The basic culture of most organizations remains hierarchical, although
there is often a need to get group consensus.
The Bulgarian business environment has experienced rapid improvement

in recent years. Although not quite up to Western standards, there has
been a concerted effort to improve regulations to make business more

transparent.
Large organizations tend to be highly centralized, although this is starting

to change.
Managing Employees
In hierarchical companies, older managers continue to be autocratic. They
expect their subordinates to follow accepted procedures and not question
them. In these organizations, getting things accomplished may depend
upon knowing someone who can help to circumvent the bureaucracy.
In more entrepreneurial companies, individual initiative is prized and

managers expect subordinates to work out for themselves how to structure
their work.
Even when decision making is solely the managers prerogative, it is often

done after building a consensus with subordinates.
Older workers, perhaps as a holdover from the communist era, may avoid
admitting mistakes. If an error is brought to their attention, they often blame
it on outside influences. Younger employees are more willing to accept
individual responsibility.
Impact of Generations on Managing Employees

The age of employees can materially impact the best way to manage them.
When managing employees Millennials consider the following:
Offer a variety of tasks and projects and increasing responsibility.

Provide opportunities to try new skills and take on new assignments
in a protected environment.
Provide clear deadlines and expectations.
Allow them to ignore hierarchy when they want to make a suggestion
or ask a question.
Listen to their ideas and give them a chance to test new ideas.
Provide ample training and development.
Create opportunities to work on teams.
Decision Making
How decision making is handled may depend upon the type of
organization. The highest-ranking person generally has such authority, but
may seek consensus or he may decide on his own. If the company is
owned by one person and managed by another, the owners may be
consulted for when the decision could impact the organization in a major
way.
In the cases of mergers, joint ventures, or investments, it is generally the

case that the Managing Board will be consulted.
Impact of Generations on Decision Making

Although it was thought that the hierarchical decision making that was the
trademark of the Communist regime would lessen as the country entered a
market economy, this has not happened. As more Millennials enter the
workforce and demand less corruption and greater transparency, it is

expected that they will change the way decisions are reached.
Team Focus
There is a clear generation gap as far as working in teams. The Post-War

Generation, who were trained during the communist regime, are
accustomed to working in teams. However, the teams they worked on
seldom developed plans that were implemented. Hence, they can be
apathetic or even cynical about teamwork. On the opposite end of the
spectrum, the Millennials have been trained in Western business practices
and believe teams can be successful. Managing the age differences and
expectations can be time consuming.
To create a successful team, it is important to select a strong team leader

who can work with the team members to create a feeling of trust. The
leader must be able to deal effectively with diverse personalities and
opinions in such a way that each person feels appreciated.
Negotiations
Expect negotiations to be protracted and take several meetings.

Developing a personal relationship takes precedence over business
matters. Many Bulgarians are suspicious of foreigners. As such, it is
important to invest time in getting-to-know-you conversations.
Negotiations generally take place with the most senior Bulgarian in the
organization.
Expect a good deal of bureaucracy and red tape, especially when dealing
with government agencies or government-owned companies. Most
Bulgarian companies have one negotiator rather than a team.
Decisions take a long time since Bulgarians are extremely analytical and
want to review each detail and consult with others in the organization.
Since the next item can only be discussed after the resolution of the
previous item, the time frame is much longer than in many countries. It is
important to be patient.
Bulgarians are tough negotiators. They expect concessions so it is a good

idea to make an initial reasonable offer that includes some wriggle-room.
Do not adopt adversarial negotiating tactics or attempt to use time as a

weapon. Such efforts tend to be counterproductive.
Price is often more important than quality when negotiating. Many
Bulgarians purposely slow down negotiations when discussing price to see

how strongly the other side is to their offer.
Many older Bulgarians retain a somewhat pessimistic attitude and may

make statements to the effect that something will not work. Continue in the
same fashion that brought you to this stage of the negotiation, since you
will not generally be successful in changing the somewhat fatalistic
mindset.
Once signed, expect requests to change or modify the contract.
Moving There
Advice and Tips for Moving
Customs Regulations
Entry Requirements
Getting Around
Getting There
Safety & Security
Emergency Numbers
Emergency Telephone Numbers

To reach emergency services from a local phone, dial:
Fire: 160
Police: 166
Ambulance: 150
Emergency Numbers
Emergency Telephone Numbers

To reach emergency services from a local phone, dial:
Fire: 160
Police: 166
Ambulance: 150
Safety Precautions
Today, we think of political situations as causing safety concerns, but

ordinary crime, weather and geographic problems also pose risks. The
wise traveler is cautious about hurricanes and earthquakes along with hotel
fires, pickpockets and spontaneous political demonstrations. Terrorist
attacks and kidnappings have simply brought all security concerns to our
awareness. With the exception of the emergency telephone numbers, this
information is compiled for travelers in general and will apply in varying
degrees to your destination and personal situation.
Before You Go
Take time to get all of your financial and personal records in order,
including preparing a will.
Talk with a trusted family member or friend about what types of
emergencies might arise in your absence, and what to do in those
events.
Think about the small (and large) disasters that could occur at home
during your absence and be sure there is someone prepared to assist
you.
Make copies of all of your travel documents (including detailed
itinerary with contact numbers) and be sure two people have easy
access to them.
Do the same with crucial health documentation.
Be sure someone knows where you will be and how to contact you in
emergencies at all times.
Find out the services your company offers to you in case of
emergency; obtain and make several copies of important emergency
company contact numbers to keep and give to all members of your
family who might need them.
Be sure you have enough of your prescription medication so you are

all right if you cannot get a refill right away; take an extra pair of
glasses if you wear them.
In-Country
So many variables go into being safe, and many of them revolve around
understanding the specifics of where you are. Be sure to learn details of
your location -- how to dress, where you can go and where to avoid, how to
act in public, how to carry yourself, and who to be watchful of.
Seek information from cultural experts and local nationals whom you have
confidence in. When in comes to your safety, dont be afraid to ask.
Hotel Safety
Know how to call for help AND what to say.

Do not display your guest room key unnecessarily.
Lock your door and do not answer it until you feel comfortable that
you know who it is.
Dont let strangers into your room.
Use the room safe or hotel safe deposit box.
Hide personal documents, valuables and other important items.
(Remember to safeguard your passport.)
Read the fire safety information and know what you would do if you
need to evacuate. Know exactly where the nearest fire exits are.
In the event that you might need to leave your room quickly, keep
your room key, your glasses (if necessary), a pair of shoes and some
money by your bedside.
Travel with a flashlight.
Women traveling alone will have different issues depending upon the
mors of the society youre visiting.
As a rule, be extremely cautious and circumspect.
Find out all the gender-based restrictions and abide by them.
Use a hotel known for its security and be sure that whatever
type of transportation you use, it is reliable and safe.
Ask hotel concierge or front desk manager to assist you
whenever you have questions about your safety. (They will also
arrange for you to have help, if you wish walking you to your
room very late at night or escorting you from a parking lot to the
hotel lobby).
The following websites offer specific advice for women:
Travel Tips for Women

Best Women's Travel Tips
Her Own Way: A Woman's Safe Travel Tips
Tips for Solo Women Travelers Women Travelers
Travel Tips
Crowded Situations
When youre in crowded places, be very careful to guard your

property at all times.
Carry as few valuable items with you as possible when you know
youre going to a crowded area. For example, expensive cameras,
PDAs and cash are easy targets.
Watch out for pickpockets who will try to distract you in many different
ways while taking your money. Even groups of children can be
working together to divert your attention while one will steal your
money.
Safety in Your New Home City
Learn about your host country and culture. This is not only wise for
business and social purposes, but is extremely important so you can
understand what may be offensive or negligent behavior.
The more you know about your location, the safer youll be; certainly
understand written and unwritten laws and codes of conduct.
Use your Embassy. These people are here to help you.
Embassies Around the World
Even if you are living in a relatively safe country, always be sure that
close family or friends have accurate contact information so they can
find you quickly.
For helpful information: Helpful Tips
If you are living in a high-risk location, your company should have
guidelines for your safety. Be sure you have 24-hour hotline numbers
and appropriate contacts who can assist you.
No matter where you livehigh risk or low risk countriestodays
world is volatile, and you never know when a potentially dangerous
situation can develop. Keep informednot only with your countrys
published data and warnings, but by identifying sources of local
news, reading local papers and telling your local friends to keep you
informed.
Emergencies
In an emergency that requires help by your government, such as a

lost passport or the need for money because yours has been stolen,
contact: Embassies Around the World
Make sure you know the name of the firm your company has selected
for medical emergencies and evacuation services. International SOS
provides emergency medical and evacuation services for individuals
and companies. You might want to contact: International SOS to see
if you qualify for some of their services.
Security Issues
Security is not simply a state-of-mind, nor is it a stroke of luck. Keeping

yourself and your family safe anywhere you gowhether it is an extended
trip within hours of your home or a long-term assignment halfway around
the worldrequires planning and active follow-through.
Clearly the length of time you spend and the geographic and political
profile of the countries youre living in--or traveling to--will make a
difference in your level of preparedness. Nonetheless, practicing common
sense based upon knowledge of your location will help you. Dont
underplay the importance of understanding what is culturally
appropriateit may help you avoid some difficult situations. With the
exception of the emergency telephone numbers, this information is
compiled for travelers in general and will apply in varying degrees to your
destination and personal situation. Always check to see what services your
company may offer to you.
Emergencies
In an emergency that requires help by your government, such as a

lost passport or the need for money because yours has been stolen,
contact: Embassies Around the World
Make sure you know the name of the firm your company has selected
for medical emergencies and evacuation services. International SOS
provides emergency medical and evacuation services for individuals
and companies. You might want to contact: International SOS to see
if you qualify for some of their services.
Prepare For Your Destination
Read about security and safety issues in the countries youll be

traveling to or living in.
For the most current, up-dated information, we recommend the
following government sites as quite comprehensive and easy-to-
understand:
Australian Travel Advisories
Canadian Travel Advisories
UK Travel Advice
US Travel Warnings
Read about other precautions you should take for weather- and
geographic-related concerns. For example, keep enough cash on
hand so you will be all right if there are power failures and ATM
machines dont work.
Be sure you know how to contact (and get to) your countrys
Embassy and Consulate wherever you are travelingyou need the
location details, phone and hours of operation. Embassies Around
the World
See if there are any health-related issues in the countries to which
youre traveling. The U.S. Centers for Disease Control (CDC) has in-
depth information regarding all regions of the world.
Be sure you know how to call for help in an emergency. You may need to
reach the police, fire and other emergency personnel. Be sure you know
the words to use in the local language.
En Route
Protect your passport; it is one of the most valuable items you

possess--so protect it as you would cash, credit cards and other
valuables. If it is lost or stolen, report it immediately to the nearest
appropriate Embassy or consulate.
Avoid calling attention to yourself by wearing fancy jewelry or carrying
other expensive items.
Whenever possible carry valuables and important prescription
medications in your carry-on luggage; do not pack valuables in your
checked luggage.
Do not leave laptops, computer bags or other luggage unattended at
any time.
Be able to answer questions about your luggage and be able to open
all suitcases and packages immediately, if asked.
Use your business address on your luggage tags, if possible.
Be sure to respond completely to requests by security officials and
avoid comments about security that could be misinterpreted.
When youre on the plane or train, read safety literature and be sure
you know where emergency exits are located.
For general information when you are en route, the U.S. State Dept.
offers a wide-range of information to travelers of all nationalities:
http://www.state.gov/travel/
Moving Around Safely
Always remain alert.

Avoid disturbances and loud arguments. When they occur, quickly
walk the other way.
Dress conservatively. Your interpretation of this guideline needs to be
based on local practices and customs. Attire you may think is
perfectly acceptable, may not be so youll be well served to learn
what is appropriate. Otherwise, you could run the risk of being
misinterpreted and perhaps becoming a target if your clothing is
provocative or offensive.
Ostentatious jewelry will also draw attention to you.
Learn about transportation in your locationwhats safe and what
can be problematic and when. Trains, subways, buses, independent
taxi cabs may pose specific problems. Find out before you go if it is
preferable to hire a private driver and car. Contact your Embassy for
detailed information.
You should also ask your company about specific transportation
guidelines theyve established for your safety.
Avoid areas where you can become a victim of crime, such as poorly-
lit streets, alleys, and deserted train stations.
If you drive, keep your doors locked and windows closed, and never
pick up hitchhikers.
Be wary when you are alone in lifts. Get off if someone suspicious
gets on.
If you find yourself alone in a train car or compartment after everyone
else leaves, you may feel safer moving to an occupied car. Identify
the location of the emergency alarm system.
Experts say that if someone does attack you, give them your
valuablesmoney and passportand do not fight back.
Be sure to know enough of the language to call for help. Consider

marking and tagging the pages of a phrase book with these types of
important phrases.
Even when you have a mobile phone, learn to use the local pay
phones and keep change with you.
Know Where Youre Going
Ask people in the hotel what areas you should avoid.

When you have a specific location youre going to, ask colleagues or
people who work in the hotel if there are things you should know
about that area.
If you cannot speak the local language, carry the card of your hotel or
your address with you at all times--as well as your destination
address.
Make others aware of your specific whereabouts, even when youre
going to business appointments.
*Sources: U.S. Transportation Security Administration
Settling In
Accommodation
Arrival Procedures
Conversions
Eating Out
Entertainment
Family Corner
Health and Safety
Media
Money and Banking
Nightlife
Shopping
Social Clubs
Sports

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Business is plagued by a shortage of qualified workers, heavy bureaucracy and

Respect for Hierarchy

If you inadvertently do not demonstrate sufficient respect and deference to

It is quite common for family relationships to carry over into business.

Millennials are acting as catalysts to transform Bulgarian's proto-totalitaran

The differences between these three generations are highlighted below:

Born 1945 1965 Born 1965 1980 Born 1980 2000

Strong professional Like to be their own Extremely

Lack business skills to More interested in Will sacrifice work-

Do not share ideas Dedicated Confident

Telephone over Technologically

The Bulgarian Orthodox Church was a vital force in retaining Bulgarian

The constitution promulgates freedom of religion, although nearly 80% of

The Communists introduced a notional concept of equality in order to

Equality is enshrined in the Constitution. A large proportion of women

View of Foreign Women

all companies. In some, business remains very much male dominated.

Bulgarians generally treat a foreign businesswoman with the same respect

Tips for Businesswomen

A businesswoman should present herself as sincere, confident, and

Bulgarians are private people who do not discuss personal matters in

A businesswoman should be assertive at meetings without raising her

Bulgarians are often initially reserved when dealing with foreigners.

If a businesswoman comes in contact with a Bulgarian businessman who

Bulgarian businessmen who are not accustomed to working for women

If at all possible, have a higher-ranking person in your company who knows

are seen as frivolous.

It is especially important for a foreign businesswoman to offer a firm

There is a tendency to defer to the men on a team. To avoid this, it is a

Avoid taking the minutes of a meeting as this immediately reduces you to

A businesswoman should be authorized to make decisions. Saying she is

Bulgarians are somewhat reserved and standoffish when dealing with

Older Bulgarians are often suspicious of foreigners, although those under

Anyone applying for permanent residence must provide a certificate that

Cross Culture Tips

The following cultural observations are based on the dimensions in the

Hierarchical vs. Egalitarian

How society is structured

Bulgaria is relatively hierarchical. When working with Bulgarians, you will

People expect structure in protocol, behavior and planning.

Formal vs. Informal

The importance of appearance and demeanor as an indicator of

The appropriateness of discussing personal matters at work

Bulgaria is a relatively formal culture. Therefore when you interact with

External vs. Internal

Bulgaria is a highly External Control society. When interacting with people

People in this society look for strong, directive leadership.

advancement is more contingent on connections, seniority, and

Group vs. Individual

The source of an individual's identity and loyalties

Bulgaria is a relatively group-oriented society. As you interact with people

Interpersonal vs. Transactional

What constitutes a relationship

Bulgaria is an interpersonal, relationship-oriented culture. When you have

Relationship building is important and tends to be somewhat formal

Direct vs. Indirect

The relative importance of verbal vs. non-verbal communication

Bulgaria is a relatively indirect communication culture. The following tips

Non-verbal gestures enhance the meaning of the spoken word.

Fluid vs. Controlled

Time schedules and deadlines are not necessarily considered final.

Balance vs. Status