Portugal has a relationship-focused business culture that values hierarchy, authority, and strong personal connections. Meetings are conducted casually as group discussions to brief all participants and build relationships. It is important to be punctual for meetings while also being patient if the Portuguese partner is late. Building trust through warm, friendly interactions and small gifts is key to successful business relationships in Portugal.

1. BUSINESS CULTURE
IN PORTUGAL

2. GENERAL FACTS ABOUT
PORTUGAL
 Location : EU country located at the southwest
tip of the continent, in the western part of the
Iberian Peninsula
 Capital : Lisbon
 Official Language : Portuguese
 Etnic groups : 96.87% Portuguese and 3.13%
legal immigrants ( Cape Verde, Brazil, Ukraine,
Angola )
 Population : 11 317 000
 EU Accesion : 1 January 1986

3. WHAT IS CULTURE BUSINESS?
 Culture is a key component in business and has an impact on the strategic
direction of business.
 Culture influences management decisions and all business functions from
accounting to production.
 International managers doing business in a foreign country need to have
some knowledge of the rules and behaviors that are considered acceptable in
social and professional relationships.

4. RELATIONSHIPS AND CONNECTIONS
 Portuguese business culture focuses on building relationships.
 A strong patriarchate and the distinct influence of the Roman Catholic church,
shaped the hierarchical structure of many Portuguese enterprises and
organisations, where age and seniority are important.
 The Portuguese are very thorough and have an eye for detail, which makes
them careful and considerate planners. They prefer strong long-term
relationships with clients, suppliers and partners.
 Portuguese business partner may plan a dinner with business colleagues.
This is seen as a social event and not a place to discuss business.
 It´s important to get to know your Portuguese partner in personal level !

5. MEETINGS AND
APPOINTMENT
 Punctuality is expected especially from
foreigners, although sometimes people may
arrive late. However, be patient if your
Portuguese business partner is 15-30 minutes
late.
 Portuguese is the main business language, but
most Portuguese companies speak English.
However, before the meeting, it is polite to ask
whether it will be necessary to get an interpreter.
 In Portugal meetings are generally conducted as
a group discussions with the general purpose to
brief all the participans.
 At the meeting, the participants express their
own opinion, there is no protocol, everyone can
comment. Agendas are only used to raise topics,
not a timetable.

6. MEETINGS AND APPOINTMENT
 Appointments should be made about two weeks in advance, and it is advisable
to re-confirm them a couple of days prior to the meeting.
 Since most Portuguese take vacations in August, it is not an ideal time to try to
schedule meetings. It is also not the best to plan meetings during the week
between Christmas and New Year.
 Get all commitments in writing and do not assume any verbal promises to be
true.
 Portuguese business planning tends to be poor, and teamwork is rare. Be
prepared for deadlines to be missed and communication to be spotty. Be patient
with your Portuguese hosts, and you will reap the rewards of a strong business
relationship.

7. NEGOTIATION
 During negotiations, always remain calm and
avoid overly emotions.
 People in Portugal use less gesticulation
when talking than Spanish
 Due to the hierarchical structure of most
companies almost all relevant decisions are
made at the top of an organisation and
behind closed doors. Consultation with lower-
ranking staff is perceived as a waste of time.
 The decision-making process usually requires
several meetings. Do not expect results
immediately.

8. PORTUGUESE
BUSINESS
GREETINGS
 Courtesy and politeness are rather important
in Portuguese society.
 Particularly the elderly, but also people in high
positions receive utmost respect.
 We will remain formal at the first meeting. A
firm handshake is appropriate. Say your name
clearly and maintain eye contact
 If they know each other better, men commonly
shake hands and offer a friendly pat on the
back, while women give two kisses on the
cheeks.

9. BUSINESS DRESSCODE IN PORTUGAL
 Portuguese is generally formal and conservative
 People will put considerable effort into dressing formally and elegantly as well
as speaking in a formal manner.
 When it comes to dressing for work, the Portuguese appreciate fashionable
elegance.
 Being conscious of brands and accessories, people feel that clothing reflects
status and success.

10. GIFT GIVING AND DINING
• Long lunches and restaurant dinners are
part of the typical working day in Portugal.
• When invited to a colleague’s or business
partner’s house for dinner, don’t forget to
bring a gift for the host.
• Typical gifts are flowers, chocolate or
candy.
• Be careful: Bringing wine requires some
expertise! It is handy to know which kind of
wine your host prefers rather than just
picking anything at random.

11. BRIEF SUMMARY
Do respect of
authority of higher
ups.
01
Be warm and
friendly to make
personal
connections.
02
Make them feel
comfortable, that
they know they can
trust.
03
Don´t forget to
bring small
present for host.
04
Be punctual, but
patient because
Portuguese
business partner
are always late
05

12. RECOURCES • www.bussinesculture.org
• www.worldbussinesculture.com
• www.expatica.com