Russia: Let's Make a Deal! - Part 3
From ExecutivePlanet.com
What you should know before negotiating
It's essential that your side display a “united front” when negotiating with the Russians. A good way to start is by ensuring that all members of your team understand and agree on precisely what they want to achieve from the deal. Then, put all of these points in writing and bring this document to the meeting.
Generally speaking, Russians view compromise as a sign of weakness. Often, they will prolong negotiations by refusing to back down until the other side agrees to make sufficient concessions or shows exceptional firmness. Moreover, the Russians will expect loss of temper, walkouts, threats to end the deal, and similar incidents to occur.
Delay tactics, emotional outbursts, threats, and other pressures are to be expected, but must be resisted. Instead, do everything you can to insist that negotiations emphasize mutual benefits and needs.
Russian negotiators will often make minor concessions and ask for major ones in return.
All written documentation is very important. The Russians will sometimes insist on having a “protokol” similar to minutes, detailing what has been discussed in the course of a meeting. At the conclusion of the meeting, the “protokol” is read, everyone agrees to it, and it is signed.
There is an increasing tendency for Russian businessmen to give “yes” answers and make promises in order to maintain foreign contacts. Be aware, however, that they may not have the authority or ability to follow through.
Praising and rewarding anyone in public is viewed only with suspicion.
Do not expect Russians to work after-hours on weekends or during vacation periods.
It will take a long time for decisions to be made in this country.
Contracts should be clear, concise, and translated into both Russian and English.
Once a contract is singed, don't be surprised if terms in the contract are not met. It is quite common for Russians to attempt to make modifications.
Meetings will often be interrupted by phone calls or visitors.
Since Russians tend to be sensitive and status conscious, you should never treat them in a patronizing manner.
Express your own distrust of authority or excessive bureaucracy whenever you can.
Having a drink with your Russian counterparts is one of the easiest ways to establish good will.
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