Advice for doing business across cultures

Lishak Svetlana, 1208

Advice for doing business across cultures.

Russia

Conversation:

There tends to be very little visual or verbal feedback during meetings in Russia. People listen silently and with little obvious body language being displayed. This does not, however, mean that the listener is disinterested or does not understand - it is merely a cultural characteristic which Russians share with, amongst others, the Finns and the Japanese. Russians will tend to wait and think before responding to a point made to them - do not be impatient. Allow the Russians the time and space needed to take part fully in the conversation (and remember that they are probably struggling with foreign language as well.)

Gift-giving:

Generally speaking, Russians take pleasure in giving and receiving gifts. Be sure to bring an assortment of gifts, so that you will always have something appropriate to give.

Cheaper gifts do not have to be wrapped, while more expensive ones should be.

Russians spend a lot of money on gifts. Avoid giving gifts such as pencils, pens, lighters (unless they are expensive ones), cheap wine or vodka, notebooks, etc.

Gifts are expected for social events, especially as “thank-yous” for private dinner parties. Thank-you notes and holiday cards are not considered appropriate because they have no practical use.

Meetings and entertaining:

It is difficult to know what to expect when invited out to lunch or dinner in Russia. The event could simply be a relationship building exercise where little if any actual business is discussed but on the other hand you can find yourself in very detailed negotiations, with pressure being applied to complete a deal. Whatever issues are discussed, the meal is very likely to be a fairly lavish and lengthy affair with more than enough food to keep you going for the rest of the day. Try to eat heartily and express your appreciation of the food on offer, as this reflects well on the host. Russia has always had a reputation for being a hard drinking culture and this has traditionally been true. Many Russians insist that heavy drinking sessions at business dinners are becoming a thing of the past, but you have to expect that a good deal of strong alcohol is likely to be consumed — very often during the elaborate toasting sessions that take place. Favourite drinks are vodka and Russian champagne, although beer and wine are now more common than a few years ago. Service charges are invariably added to the bill but it is customary to leave an additional tip of around 10%.

Business dress:

Russians tend to dress as well as their salaries will allow. Men would tend to wear either a dark suit or jacket and trousers with a tie and women mainly wear business suits or blouses and skirts. It is important, for westerners to look smart and appear to be expensively dressed as this enhances credibility. From the safety standpoint, it is probably not advisable to wear very expensive watches or jewellery. The winters can be extreme (as can the summers) so ensure suitable clothing to meet whatever the prevailing conditions. Be sure to remember a hat, gloves and scarf in winter.