Russia: Let's Make a Deal! - Part 1
From ExecutivePlanet.com
What you should know before negotiating
The use of business cards is common, and often a necessity, since telephone books are not widely distributed in certain areas. Consequently, be sure to bring a plentiful supply of cards.
It's an asset to have your business card translated into Russian [with Cyrillic text] on the reverse side. In addition to your full name and title, ensure that you include any university degrees you have earned.
When handing out your translated card, present it so that the side printed in Russian is facing the recipient.
Some people, lacking the resources, may not have their own business cards. In this situation, the best policy is to write down the phone numbers, business addresses, and other relevant information you will need.
Ensure that all of your correspondence is keyed in Russian, as this will allow your letters to be received and read with greater promptness.
In most offices, the addressee opens his or her mail, rather than administrative personnel; understandably, this may cause delays. It's advisable to get straight to the point in business letters and related correspondence.
Delays, especially when dealing with offices and government officials over Russia's phone system, are probably inevitable.
It's recommended that you bring all of the documents you need with you, since fax machines, computers and photocopiers, if available at all, may function inadequately. In Moscow, however, you are not likely to run into these problems.
Russian business culture has a deeply entrenched hierarchy, although the state no longer dominates business as much as it used to. Superiors have authority over their subordinates, and are ultimately responsible for the final decision.
In Russian business culture, there are few women in positions of real authority, influence.
It's essential for women business travellers to dress and act professionally at all times. Even then, women are likely to face considerable challenges conducting business in this country.
When decision-makers are present, meetings can be a time for all participants to exchange information and ideas.
It's essential that you deal with the key decision-makers, rather than 'gate-keepers' or other go-betweens who are often sent to meet with new visitors. Moreover, plan ahead and make the right contacts well in advance of your trip.
Ensure that you have a contact outside of the negotiations who is an expert in Russian law, which is constantly subject to change in both interpretation and application.
Allowing your Russian contact to get to know you personally is an essential part of successfully conducting business here. It will also help if you make the effort to appear down to earth, sincere, and reliable.
When you are running a meeting ensure that you have a plentiful supply of soft drinks, tea, coffee, Danishes, cookies, and similar snacks. Moreover, do not serve beverages in plastic cups.
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