The society is strongly hierarchical with family and church vital to people’s self-identity. Greetings are formal: a handshake with the use of titles and not first names. Business cards are important; make sure you include the founding date of your company and any academic qualifications you have.
Negotiations are not determined by protocol but will be formal. However, relationship building is considered very important so allow plenty of time to get to know your business contacts.
Bulgarians will be upset by boastful sales pitches and by being rushed to make a decision. Make sure you allow your contacts time to discuss what you have said to them. You may find it difficult to get a direct answer initially because Bulgarians are wary of committing to deals that they cannot stick to.
