Doing Business Abroad: International Protocol
Posted on Tue, Feb 10, 2009
READY TO DO BUSINESS IN RUSSIA?
Global business calls for knowledge of international protocol. Going global is not a simple task. Review these business etiquette tips if you are planning on doing business in Russia.
- » Learn basic facts of Russian culture before traveling. The literacy rate is 99% and most Russians are avid readers. They will be impressed if you demonstrate knowledge of classic literature i.e. – L. Tolstoy, H. Balzac, A. Dumas, F. Cooper, etc.
- » When dealing with Russian associates, be clear and precise – don’t hint. Russians accept and respect authority figures, if you want to be one — act like one.
- » Nothing in Russia is done without “special connections.” It’s called “ po blatu” — meaning through special favor. Expect “unexpected” and exchange favors if possible.
- » Learn to eat and drink as Russians do. They get easily offended if you declare that you are not hungry or on a diet. Your lack of appetite during a business meal might be interpreted as disrespect.
- » Don’t engage in political discussions, especially about ethnic conflicts i.e. Chechens, problems in Ukraine, etc.
- » Don’t praise your country. Offer nonpolitical view in any conversation.
- » Don’t underestimate Russians. Years of deprivation under Soviet rule made them very creative and resourceful.
- » Address your business associates by first and middle names (example, Alexander Ivanovich instead of Alex) unless you were given permission to use first name only.
- » When visiting the home of business associates, always bring with you a bottle of wine, whiskey, or vodka. You will be a very polite guest.
- » Observe the hierarchy. Find out who is the highest-ranking member in your group (or at a meeting) and then introduce yourself accordingly.
- » The relationships are built on trust and Russians develop that trust over time. Invest in your business relationship and you will be rewarded in the end.
- » Dress well but conservatively. Current business-style suits and dark colors are your safest choices. Avoid provocative garments, loud colors, or “fashion-forward” attire. Elegant but understated is the key to your success.
- » Read your “Customs Declaration” very carefully upon entering the Russian Federation and list all of your precious jewelry and foreign currency accordingly. Hold on to that declaration and to all other documents and save them until you get on the plane going back home.