俄罗斯negotiate.pptVIP

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 Russia’s business culture, the respect a person enjoys depends primarily on his or her rank and status. 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. 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 person’s help in getting things organized can be The Russian side’s primary objective for the initial meeting is to assess your and your company’s credibility. Business may be discussed, but do not try to hurry along with your agenda. 4、Negotiation Style The primary negotiation style in the country is very competitive and people may become outright adversary. 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. 6、Bargaining Russians can be extremely patient, persistent, and stubborn negotiators. 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 Russia’s 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 interest of the group or organization. Never underestimate the role of government officials and