In the framework of Art of Negotiation course, this presetation focus on cultural, ethical, business manners of Russian Federation and explain why it is important to understand that. Making analysis of all areas comparing differences and similarities .

1. Course: Art of Negotiation
Lecturer: Julija Kubova
By Kyriakoulakou Ioulia Zoi

2. Do
1. Dress smartly and to try to look important.
2. Be alert and open to taking a drink or having a toast,
as refusing to do so is a serious breach of etiquette
3. Be patient!
4. Russians are known as great “sitters” during
negotiations, this demonstrates their tremendous
patience
5. Mobile phones for relationships

3. Dont’s
1.Don't come to
visit empty-handed
2.Get formal language
& titles right
3.Get formal
language & titles
right

4. 4.Don't waste time trying to get
decisions out of middle and
junior managers –
go straight to the top if possible
5.Do not underestimate the importance
of relationship building - or the time
taken in the process
Dont’s

5.  Russia annexes Crimea in 2014
The President is the head of state & is elected by
popular vote every six years
for a maximum of two consecutive terms
Russia is the 2nd biggest oil exporter in the world
 Russians are quite friendly and open.
Friends and relatives always come to visit, usually
without a phone call
Russia will host FIFA World Cup 2018

6. 1. Interests of community stand
above personal interests
2. Posidelki→ the business of being in touch
with people, such as sitting together
in the kitchen drinking tea and talking about
fundamental things well into the night.
3. Togetherness
4. Religion

7. Shaking hands is typical
 Close physical proximity is common during daily
interactions and conversation.(stand within 30 cm of
each other when speaking)
 Sharing space and physical touch
 Speak their minds openly, in a straightforward
and emotional manner
 Russians believe strongly in the needs of the
group rather than the needs of an individual

8. •Eye contact
•A handshake for greeting
& when you are leaving
• Thumbs up sign as show of approval.
•Constant smiling is seen as disingenuous
and foolish

9. I. Initial meetings are usually approached as a formality. It
is at this stage that your credibility will be assessed.
II. Pitches or presentations should be simple and
straightforward.
III. Caving in too early is a sign of weakness so stand your
ground. If you do feel the need to concede ask for the
gesture to be reciprocated in some way.
IV. If your Russian counterpart decides to invite you out do
not refuse the request as it would be rude.
V. When doing business in Russia make sure you take a
business card.

10. Use different standards for “personal and
impersonal relationships
 Think that only weak people will try to resolve
conflicts peacefully and compromise
Unlike the new generation, old Russian managers
are very unlikely to be decisive, responsible and
take initiative
It is normal not to care about honesty in business,
to not guard proprietary information, and to approve
of bribery
Leadership and decision-making

11. •Cheaper gifts NOT be wrapped
Expensive ones should be.
•Gifts for children are usually opened in private, while
gifts for adults are generally opened in the presence of
others.
•When invited to a Russian home, bring a gift of
chocolates, dessert items, good wine, or other alcohol
•Bringing a bouquet of flowers for women (odd number of
flowers)

13. Ice-breakers
a. literature , books, films
b. current events
c. (Fifa World Cup 2018)
d. World War II
Off-Limits
Conversation Topics
•Communism
•Sexuality
•Private Lives
•Politics Now