Business culture in Russia
Doing business in Russia is quiet difficult for those who don’t understand particularities of its culture, mentality and traditions.
Let’s give an example. You met your Russian business partner and shook hands with him, but you didn’t remove gloves. Your partner started to talk with you abruptly, dryly and coldly. And you don’t understand what happened.
What’s wrong? You didn’t remove gloves, and it is considered rude not to.
That’s why it is so important to know business culture in Russia. And in our article we will talk about it.
Business Mentality
Russian business culture has changed seriously since Soviet Union, but some standards and traditions continued to exist. For example, decisions are made from the top down in Russian companies so you should take it into account when you wait for an answer from enterprise. Patience and perseverance are key to close a deal.
To characterise business culture in Russia, three short words fit – caution, modesty and persistence. And it means that you should be really careful when you want to seal the deal.
But when you went through a process of negotiations, Russian company is ready to sign a contract very quickly and engage in business in a short time.
The other particularity is an importance of having personal relationships with company representatives. And to build them, you should be honest and sincere with them. Don’t try to hide some details from them or insist on something. These methods don’t work here.
Building relationships take time so don’t hurry up, and just let a little time pass before declaring it final.
How to greet correctly in Russia
When you start negotiations with representatives of Russian company, during your first meeting you should greet them properly:
- 1. Shake hands with men firmly and resolutely and maintain direct eye contact. It will show that you are a straight person who knows what he wants.
- 2. Before to do it, remove gloves if you wear them.
- 3. When representatives of Russian company are introduced, try to remember their full names. You can ask them to repeat it if it is necessary. The point is that in Russia people have name and patronymic. The last one is the father’s name with the ending “-ich” for men and “-vna” for women. For example, Andreevich or Igorevna. Addressing to someone, use both of them unless you are invited to do it.
- 4. Use the formal form of addressing – “vy”, not “ty”.
- 5. If you present some gifts, first of all, cross the threshold and then shake hands and give things.
Keeping the conversation
If you start to talk, try to follow these simple rules:
- 1. Speak Russian or at least make an attempt. Nelson Mandala said: “If you talk to a man in a language he understands, that goes to his head. If you talk to him in his own language that goes to his heart”.
- 2. If you don’t speak Russian, you can speak English – many Russians know this language.
- 3. It isn’t polite to speak too loudly in Russia so don’t raise your voice.
- 4. To summon someone with the forefinger is very rude so avoid it.
- 5. Don’t put your hands in pockets – it is also very impolite.
- 6. If it is possible, avoid topics such as politics and facts about history.
Behaviour during meetings and meals
During meetings or meals you should also take into account some rules:
- 1. Wear formal, more conservative office clothes – for men and women.
- 2. Russians appreciate punctuality so you should be on time.
- 3. Hang out your business cards (one side of it should be in your language and other – in Russian), because it is quiet common thing here.
- 4. If you attend a family home, don’t hesitate to bring small gifts (for example, a bottle of wine).
- 5. If you are invited to go out, do it – it will show that you are interested in strengthening the relationship and promoting good will.
- 6. Giving flowers to woman is appropriate, but you should know that the number of flowers must be odd (not 13, for example, because the even number of flowers are presented for funerals.
Negotiations
As we have told, Russians don’t like to hurry up and make important decision very quickly. So be patient and follow these rules:
- 1. You may be asked to explain your position first – it is normal, because business partners in Russia could want to know it before describe their own.
- 2. Discuss collaboration as equals, don’t try to be condescending. It is impolite and they will see that.
- 3. If you want to emphasise your superior position, don’t overplay it – it can be humiliating for them.
- 4. Be polite and tactful – it will be appreciated.
These are just some particularities of business culture in Russian. In our next articles we will talk about them in details.
What you should keep in my mind that doing business in Russia without local connections is really very hard. So try to find someone who will help you with it and will be ready to solve problems quickly and effectively.