Learn Russian customs and Russian business culture before  doing business in Russia.

Don't play Russian Roulette with your company's chances - learn the Russian way of doing business.

Doing Business in Russia by : Neil Payne

Political changes, government reforms, a stable economy, vast natural resources and a large population have all led to Russia seeing enormous advances in their foreign trade links. However, Churchill’s description of the country as a ‘riddle wrapped in a mystery inside an enigma' still very much holds true for outsiders looking in. Gaining some basic insight into the Russian mentality, culture and etiquette are key for anyone doing business in Russia.

Meeting and Greeting

The typical greeting is often a (very) firm handshake with the appropriate greeting for the time of day – dobraye utra (good morning), dobryy den (good afternoon) or dobryy vecher (good evening).

Even though it may sound a bit stiff it is commonplace when doing business in Russia to introduce yourself using only your surname. Before meeting your Russian counterpart ensure you find out if there are any titles they use as these are extremely important and should be used. If you are visiting Russia it is appropriate to refer to your counterpart by either “gaspodin” (a courtesy title similar to “Mr.”) or “gaspazhah” (similar to “Mrs.” or “Miss”) plus his or her surname.

On the whole Russians have three names. The first name is the given name while the last name is the father's family name. The middle name is a version of the father's first name, known as a patronymic; for a man, it ends with the suffixes “vich” or “ovich” meaning “son of.” For a woman, the patronymic is also the father's first name but with suffixes “a” or “ova” added, which means “daughter of.”

When doing business in Russia make sure you take a business card. It is always a good idea if you plan to maintain contacts in Russia to have one side translated into Russian. If you do so make sure you add your title and any degrees or qualifications you have.

Meetings and Negotiating

Always be punctual when doing business in Russia. However do not take offence if your Russian counterpart is not. It is not unknown for Russian business people to turn up hours late. A good indication of how serious a meeting is taken is how punctual they are.

Initial meetings are usually approached as a formality. It is at this stage that your credibility will be assessed. The best strategy is to appear very firm and dignified, while maintaining an air of warmth and approachability.

Pitches or presentations should be simple and straightforward. Generally Russians are not impressed by foreigners doing business in Russia who use special visuals, flashy PowerPoint presentations and the like. These do not sway decisions. The most critical element is demonstrating your knowledge, professionalism and expertise.

Many Russian business personnel speak good English so presenting in the language is not a problem. If it could be then hire an interpreter. It is however that you make the effort to present anything written in Russian.

Negotiations are an interesting affair for anyone doing business in Russia. They are tough and like to indulge in a fair amount of theatre if necessary. Their main aim is to gain concessions so there will be a lengthy process of grinding you down. Caving in too early is a sign of weakness so stand your ground. If you do feel the need to concede ask for the gesture to be reciprocated in some way. Generally speaking, Russians view compromise as a sign of weakness. Don’t be surprised by loss of tempers, walkouts, threats to end the deal, and similar incidents. It’s all part of the fun.

Entertaining

Doing business, conducting meetings, making decisions, negotiating and getting to know each other is increasingly being done at dinner. If your Russian counterpart decides to invite you out do not refuse the request as it would be rude.

At the table centre seats are used by the most senior attendees. As a guest you should be sat in the middle opposite your immediate counterpart.

Remember Russians do like a drop or two of alcohol. Refusing to drink is unacceptable unless you give a plausible excuse, such as explaining that health or religious reasons prevent you from imbibing. Always bear in mind that you may be discussing so know your limit.

About the author

Written by in-house writers at Kwintessential – a UK based company providing cross cultural solutions to international businesses and organisations. The company provides certain Russia-focused services such as a Russian Translation Service and cultural awareness and etiquette training on Russia You may publish and distribute this article provided that it is reproduced in its entirety, unedited and not used to endorse any product or service and contains this text and the link below http://www.kwintessential.co.uk/cross-cultural/training-russia.htm