RUSSIAN BUSINESS

CULTURE

NEW FEATURES
Gone are the times when you could be screwed up at
any corner, nowadays businesses strive for longterm reputation and loyal customers.
NOT TO BE MISTAKEN - TO BE ATTENTIVE IN
ANY COUNTRY
RUSSIAN BUSINESS CULTURE INFLUENCED
BY DIVERSIFIED CULTURE AND THE
DESIRE TO STUDY

Russian culture - key concepts

and values

Collectivism

Egalitarianism
Dusha

(soul)

Working in Russia
Working practices in Russia - stereotype
The Russians attitude to time means that a few
minutes delay on their part is of little importance.
However, they will expect you to be punctual.
Faxes and emails are the best way to communicate in
Russia, as the post can often be unreliable. It is
customary before making a trip to Russia to inform the
prospective company of your intended business
proposals and objectives.
Paperwork and putting pen to paper is an essential
part of all working practices in Russia. In general, they
have little faith in unsigned documents.

Making appointments:
Persistence

and patience are essential. Once your appointment

is scheduled, do everything you can to avoid cancellation.
Don't schedule your trip to Russia near the end of July or
during the month of August- this is the time of year many
people take their vacations.
The Russian day begins early, but it can be difficult to foresee
when all other daily activities will begin and end. Schedules
are constantly subject to change, often at the last minute.
Allow plenty of time for each appointment.
Business day is usually 9:00 am to 6:00 pm Monday through
Friday and some Saturday mornings.

BUSINESS DRESS CODE

Old

Russian proverb--one meet you depending

on how you're dressed and say good bye
depending on how wise you seem to be
Russian businesspeople pay a lot of attention to
how they are dressed. Russian people in general
probably spend more money from their family
budget on clothing then any other nation in the
world.

Conversation
Visitors

should try to speak in a calm, moderate, tone of

voice at all times.
Your Russian colleagues will be delighted if you make the
effort to speak even a few sentences of their language.
Russians are sometimes very careful about what they say,
speaking metaphorically, symbolically, and perhaps even
cryptically.
Bringing up the subject of Russian culture and history is
appreciated.
Compliments - with caution, they may cause a feeling of
misplaced obligation. (admiring a decorative object, your
hosts may insist that you take it).

Structure and hierarchy in

Russian companies
The

hierarchical structure in Russian

business practices means that the
decision makers higher up have
authority over their subordinates.
However, the nature of the collective
good often encourages a flexible and
democratic work ethos.
Showing respect for seniority and
recognizing the hierarchical structure
is vital for establishing and
maintaining strong business
relationships.

Working relationships in Russia

Personal and informal contact is a

central part in doing business in Russia.
Physical contact during business
meetings (a simple hand on the arm or
even embracing) is a positive sign. The
notion of social space is close in Russia.
In situations of conflict - to avoid
taking an official stance and remember
that Russians are 'people orientated' and
will respond to a more personal
approach.

First Name or Title?

Very

intimate friends or relations - refer to

one another by the first name.
Ensure that you learn the titles of everyone
you plan to encounter
Russians have three names: the first name
is a given name, the last name is the father's
family name, the middle name is a version
of the father's first name.

GIFTS:
Russians

take pleasure in giving and receiving

gifts . Russians spend a lot of money on gifts .
Gifts for children are usually opened in private,
gifts for adults are generally opened in the
presence of others.
Gifts are expected for social events, especially as
thank-yous
Bringing a bouquet of flowers for women.

Business practices in Russia

Business cards are essential. If possible,
ensure that one side is printed in Russian and
one side in English.
Presentations should be straightforward and
comprehensible.
Although many principal concerns are
discussed in an informal environment final
negotiations will be conducted in the office.
Generally, when beginning a meeting, the
head of the organization will open the
discussion and introductions should then be
made in order of importance.

GENDER ASPECTS
Women

usually do not hold high positions in the

Russian Business culture.
There are more women in business education
then in business.
Foreign businesswomen sometimes face
adversity from the male-dominated Russian
business culture.

MEALS AND BUSINESS ETIQUETTE

The

business breakfast is not a part of Russian

business culture.
Business dining is getting more and more popular -is
generally taken as a time for sealing a deal.
The center seats are reserved for the most senior
officials.
Begin eating only after somebody says a toast.
Toasting is a very important part of dining.
Russians use the continental style of holding utensils.
If you're unsure of which utensil to use, start from
the outside.

SOME GENERAL FEATURES

The

handshake is common.
Eye contact is very important, must be maintained
as long as the individual is addressing you.
Smoking in public places is still a common
occurrence, although some restrictions are slowly
imposed.
Wearing your coat and/or winter boots in theatres,
office buildings, universities or similar public
spaces is considered unacceptable.

ATTITUDE TOWARDS FOREIGN

PARTNERS
The

first meeting is usually just a formality-a time to

assess the credibility of you and your company.
Russians can sometimes place a great deal of
confidence in your professional competence and
experience; very high expectations and demands.
Russian business people are open-minded to new
ideas, especially from western business culture
Russian negotiators could make minor concessions
and ask for major ones in return.

Russian business etiquette

(Do's and Don'ts)

DOs
DO

shake hands firmly when greeting and leaving your partners

and make direct eye contact.
DO partake in small talk that involves talk of family and personal
matters, before dealing with business.
DO make a gift that symbolizes the stature of your company,
preferably an item characteristic of your local area or one that
displays the company logo.
Knock before entering an office
Close the door behind you, when leaving an office
Supply beverages and snacks during business meetings
Go out and have a drink with your counterparts, it is a good way
to break the ice.
Bring

small gifts for the children of a home you visit

Don'ts
DON'T be

afraid to show some emotion, the

Russians won't!
DON'T as the Russian proverb states 'hurry to
reply', but 'hurry to listen'.
DON'T praise or reward anyone in public as it
may be viewed with suspicion or cause envy and
jealousy. Remember the collective rules over the
individual.
Wear lavish clothing or jewelry.
Use a restaurant as a place for doing business--it's
for celebration

Doing business in Russia? YES, but

neither simple, nor easy

Fierce competition to gain control over rich

resources
Selection of the Russian partner (especially
in the region)
Normally long-term projects worthy of
development
Building trust with Russian staff is critical
Special marketing strategy

Russian Culture Quiz - true or false

1.
2.
3.
4.
5.

It is considered good luck to shake hands over

the threshold of the doorstep.
When taking flowers as a gift you must only take
an odd number.
If you leave something behind in Russia it
means you're coming back.
In business negotiations Russians view
compromise as a sign of weakness.
In Russia, the 'OK' symbol with the thumb and
forefinger touching in a circle means 'everything
is fine'.

Answers

False. It is considered bad luck to shake hands

over a threshold and should be done either
inside or outside.
True. Even numbers of flowers are only given at
funerals and are a sign of bad luck.
True. A Russian superstition that is still present
today.
True.
False. The Western sign for 'OK' is considered
rude in Russia.