Doing Business in Russia
RUSSIA - PREDEPARTURE COUNTRY REPORT Always discuss deals in an office or a public place. Arrange your office so that the conference room is near the front door. Make sure you have proper security, with guards at the entrance. Have a camera Consult with a security firm on location. Check out agencies providing physical security carefully. Many are linked to organized crime. Never give your corporate seal or stationery to anyone. Keep documents in a safe Do not agree to pay extortionists. Let your Russian security guards negotiate with them. If you have to deal with them alone, do not give an answer immediately but ask for a second meeting and then contact your security consultant. Maintain a low profile. Loud conversation or provocative behavior is likely to attract unwanted attention. Do not flash money around. Be aware of your surroundings and where you are going. Always walk confidently and at a steady pace. Criminals prey on those who feel If approached by gypsy children, avoid eye contact, be loud, aggressive, and, if necessary, physical - they will try
Pack your presentation with facts and technical details. Standing with hands in one's pockets is rude. In Russia it is even more important than in most other business cultures to make sure one is negotiating with the real decision-maker. If you are asked for the time, it is best not to respond, do not break your stride. Be ready for emotional outbursts and displays of temper at critical points in the discussions. Spare auto parts are in great demand. At subsequent sessions be prepared for more demonstrative behavior. -Eye contact: Direct gaze across the negotiating table. If there are many toasts, switch to sipping. Reserved/Expressive Communication BehaviorWhile it is generally possible to classify cultures as either Reserved (Finns, Japanese, Thais) or Expressive (southern Europeans, Latin Americans, Mediterranean people), Russian negotiators frequently display both types of behavior. But such cultural contradictions are common. When you think in a creative mode, you think not in terms of pieces or parts, you think intuitively, almost in an emotional way. The following are some guidelines which may make driving in Russia easier: ' To drive in Russia you will need an international drivers license. And when you think emotionally, there are no borders, there are no lines, it's very amorphous. But as you continue reinforcing this and showing your good faith, always living up to your word during negotiations, never going back on your word even if it kills you, then what happens is that the other side gains confidence in you, begins to understand your peculiarities, and deals with it.
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Acceptance Essays
