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How to negotiate successfully in Russia
Russia
Remember that...
The most characteristic souvenir for tourists who visit Russia is the Matrioshka, a brightly painted wooden doll containing other identical dolls that get smaller each time a new doll is opened up. They were first manufactured in Zagorsk, a town near to Moscow, at the end of the 19th century. It is said that their name from Latin (mater/mother) is due to a peasant mother with a large family (the Matrioshka usually contains 6, 8 and even 12 dolls). The business man who visits Moscow will have to make a lot of contacts and open a lot of doors if he finally wants to discover with whom to do business, although unlike the Matrioshka, he will find people who are increasingly important.
Negotiation tips
  • The Russian negotiating strategy is the zero-sum game. What one party wins the other party loses. Faced with this attitude, you should stress the benefits to be gained from mutual cooperation.
  • Russians can become quite aggressive when they are negotiating: rage, anger, threatening to pull out of the negotiations, etc. are usual behaviour. You should keep calm and wait for the storm to blow over.
  • Russians apply their knowledge of chess to business negotiations. They attack the opponent’s weakest point. They are quite adept at knowing just how far they can go.
Etiquette tips
  • Drinking vodka is a pleasure and ritual for Russians. Glasses are filled to the brim on the table and are never raised, since it would be too big a risk; all the bottle must be drunk. Toasts are very common. The expressions used more are: Za vashe zdorovye (Cheers!) and Mir i Druzhba.
Country Guide
How to negotiate successfully in Russia
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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