Intercultural relationship

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Russian Business Etiquette and Protocol
Relationships & Communication
. Russians are transactional and do not need to establish long-standing personal relationships before they do business with people. 
. It is still a good idea to develop a network of people who you know and trust. The Russian word "svyasi" means connections and refers to having friends in high places, which is oftenrequired to cut through red tape. 
. Patience is essential. 
. It is best to err on the side of formality when you first make contact.
. Sincerity is crucial as it is required to build trust, and trust is needed to build a relationship.
. Most Russians do not trust people who are 'all business'. 
. An indication that you have successfully developed a personal relationship is being asked for afavour by that person.
Business Meeting Etiquette
. Appointments are necessary and should be made as far in advance as possible.
. It often takes roughly 6 weeks to arrange a meeting with a government official. 
. Confirm the meeting when you arrive in the country and again a day or two in advance. 
. The first week of May has several public holidays so it is best avoided. 
. You should arrivepunctually for meetings. 
. Typical Russian schedules are constantly changing and everything takes longer than expected, so be prepared to be kept waiting. 
. Meetings can be cancelled on short notice. 
. The first meeting is often a vehicle to determine if you and the company you represent are credible and worthy of consideration for future business dealings. 
. Use the time effectively todemonstrate what differentiates your company from the competition. 
. Expect a long period of socializing and getting-to-know-you conversation before business is discussed. 
. Have all printed material available in both English and Russian. 
. Russians expect long and detailed presentations that include a history of the subject and a review of existing precedents. 
. Meetings are frequentlyinterrupted. It is common for several side conversations that have nothing to do with the topic of the meeting to be carried on during the meeting. 
. At the end of the meeting, expect to sign a 'protokol', which is a summary of what was discussed.
Business Negotiating
. Meetings and negotiations are slow. Russians do not like being rushed. 
. It is a good idea to include technical experts on yournegotiating team. 
. Hierarchy is important to Russians. They respect age, rank and position. The most senior person reaches decisions. 
. Russian executives prefer to meet with people of similar rank and position. 
. Russians see negotiations as win-lose. They do not believe in win-win scenarios. 
. Have written materials available in both English and Russian. 
. Russians view compromise asweakness. They will continue negotiating until you offer concessions. 
. Russians may lose their temper, walk out of the meeting, or threaten to terminate the relationship in an attempt to coerce you to change your position. 
. Russians often use time as a tactic, especially if they know that you have a deadline. Be cautious about letting your business colleagues know that you are under timepressure or they will delay even more. 
. Nothing is final until the contract is signed. Even then, Russians will modify a contract to suit their purposes. 
. Do not use high-pressure sales tactics as they will work against you.
Dress Etiquette
. Business dress is formal and conservative. 
. Men should wear business suits. 
. Women should wear subdued coloured business suits with skirts thatcover the knees. 
. Shoes should be highly polished. 
 Business Cards
. Business cards are exchanged after the initial introductions without formal ritual. 
. Have one side of your business card translated into Russian using Cyrillic text. 
. Include advanced university degrees on your business card. 
. Hand your business card so the Russian side is readable to the recipient. 
. If someone...
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