In spite of their basic friendliness, the Portuguese tend to be quite reserved and formal, especially when they don’t know you very well. In fact, they can be “excessively polite”, as one foreign executive put it. For example, you’ll fi nd that they’re not quick to call others by their fi rst names. The Portuguese have a lot of respect for academic titles and doctors and engineers are addressed accordingly, as Senor Doutor or Senor Engenheiro. Each time they meet, the Portuguese take the time to extensively greet each other. There are handshakes for the men and a kiss (beijinho) on both cheeks for the women. Be sure not to 'cross’ another person while shaking hands in a four-people situation as it’s considered to be offensive.

The Portuguese are not in the habit of being straightforward and outspoken, but rather possess an almost Oriental evasiveness. “Sometimes it is hard to get to the bottom of what people are really thinking,” our executive says. In business situations, your Portuguese counterpart will sometimes say 'no’ by not getting back to you at all any more, rather than to simply say the word 'no’. “In general, the Portuguese aren’t tough negotiators but tend to fi nd the easy line,” says our contact, who has lived and worked in Portugal for more than seven years. “And if you’re selling something here, don’t be surprised if some of your clients show a relaxed attitude with regard to paying their bills.”