1、Russian business negotiation,1、Relationships and Respect,In Russian business negotiation, building lasting and trusting relationships is very important and can be crucial for your business success . In Russias business culture, the respect a person enjoys depends primarily on his or her rank and sta

2、tus. Age and education are less important than in most other countries.,2、Communication,It may be in your best interest to bring your own interpreter, rather than depending on one provided by the Russians, to ensure an unbiased translation.,Communicating with Russians can be anything from very direc

3、t to rather indirect.,In contrast, people may say things they think you want to hear as a way to lure you into a business deal.,3、Initial Contacts and Meetings,Choosing a local intermediary who can use of existing relationships to make the initial contact is useful. In addition, the persons help in

4、getting things organized can be,very important in Russias sometimes chaotic business environment.,If possible, schedule meetings at least two to three weeks in advance. Since Russians want to know whom they will be meeting, provide details on titles, positions, and responsibilities of attendees ahea

5、d of time. Russians expect foreign visitors to be punctual. Being late by more than 10 to 15 minutes without having a valid and plausible excuse can be an offense.,The Russian sides primary objective for the initial meeting is to assess your and your companys credibility. Business may be discussed,

6、but do not try to hurry along with your agenda.,Meetings usually start with small talk, which may range from short to extensive.,4、Negotiation Style,The primary negotiation style in the country is very competitive and people may become outright adversary.,Most Russians view negotiating a zero-sum ga

7、me in which one sides gain equals the other sides loss.,5、Pace of Negotiation,Expect negotiations to be very slow and protracted. Especially during the early bargaining stages you may feel that you are making little progress.,Success requires extreme patience in this country.,If your counterparts ap

8、pear to be stalling the negotiation, assess carefully whether their slowing down the process indicates that they are eva- luating alternatives or that they are not interested in doing business with you.,More often than not, though, this behavior indicates an attempt to create time pressure or wear y

9、ou down in order to obtain concessions.,6、Bargaining,Russians can be extremely patient, persistent, and stubborn negotiators.,They often view compromise as a sign of weakness and may frequently refuse to change their position unless the other side offers sufficient concessions or shows exceptional f

10、irmness.,Deceptive techniques are frequent. Russians may play stupid or otherwise attempt to mislead you in order to obtain bargaining advantages. If negotiators learn that you are working against a deadline, they may exploit this knowledge to increase the pressure on you to make concessions. Corruption and bribery have become quite common in Russias public and private sectors.,7、Decision Making,Companies can be very hierarchical, and people expect to work within clearly established lines of authority.,Decision makers are usually senior executives who consider the best inte