ESTONIA - COMMUNICATION

  • Estonians are quite formal and may not come across as quite cold or even friendly to people from more informal cultures. This should not be interpreted so.
  • Men should initiate greetings with women and the younger person always greets the older person.
  • The most common greeting is "tere" ("hello").
  • Once the relationship warms up the communication style becomes a lot less stiff.
  • Shake hands with everyone at the meeting.
  • Remember it is rude to greet someone while seated.
  • Handshakes should be firm and confident.
  • Maintain steady eye contact while shaking hands.
  • Try and wait for a woman to extend her hand.
  • Address businesspeople by their professional title and their surname.
  • If someone does not have a professional title, use "Härra" to address a man and "Prova" to address a woman, "Preili" is Miss. All should be followed with the surname.
  • Wait until invited before moving to a first name basis.

Communication Style

  • Estonians mean what they say and do what they say they will do.
  • They expect foreign businesspeople to keep their word.
  • Failing to do so can cause irreparable harm to a business relationship.
  • They are generally polite and courteous speakers.
  • Estonians are somewhat pragmatic and reserved, especially in the early stages of developing a business relationship.
  • Estonians are not emotive speakers.
  • If you are from a culture where hand gestures are robust, you may wish to moderate them to conform to local practices.
  • Soft voices are the norm. If you have a booming voice, you may wish to moderate it when conducting business with Estonians.
  • Estonians do not always respond to what has been said, especially if they are uncomfortable with the subject or if they need more time to organize their thoughts.
  • Although they are direct communicators, Estonians temper their directness in order to protect the feelings of all concerned.
  • They are slow to pay compliments and may become suspicious of compliments offered too readily and without sufficient reason.
  • Passive silence is very much part of the communication style.
  • Estonians are not fond of conversational overlap and will not think highly of someone who interrupts them while they are speaking.
  • Estonians value their good reputations. Therefore, be careful not to criticize or embarrass anyone publicly.

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