VIKRANT SHAH | ADITYA GANJEWAR | NILESH PATIL | VARUN DAKE | ANUPAM VADDHUPAN

RUSSIAN BUSINESS ETIQUETTES

CONTENTS

Sr. No TITLE PAGE NO.

1 Introduction 1

2 Culture 4

3 Dress Code 6

4 Conversations 8

5 Work Practices 10

6 Company Structure 12

7 Business Relationships 13

8 Business Practices 14

9 Gifts 18

10 Gender Aspects 21

11 Meals and Business Etiquette 22

12 General 23

13 Attitude 24

14 Do’s 25

15 Don’ts 26

1

INTRODUCTION

The Russian Federation has over 150 million people, and covers an area of

greater than 6,592,800 sq. mi. The country has gone through many changes

in recent years, as communism ended in 1991.

At that time, the U.S.S.R. as it was called separated into independent states.

This separation ended the communism reign that had lasted from 1917 to

1991.

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Russia is a large eastern European country and is one of the fastest-growing

economies in the world. Russia has a rich and proud cultural heritage that

may be foreign to westerners.

Individuals traveling to Russia for business meetings should show respect

for their Russian counterparts by practicing proper Russian business

etiquette.

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CULTURE

Collectivism:  is any philosophic, political, economic or social outlook that

emphasizes the interdependence of every human in some collective group

and the priority of group goals over individual goals. Collectivists usually

focus on community, society or nation. Collectivism has been widely used to

refer to a number of different political, economic and educational

philosophies, ranging from democracy to totalitarian nationalism.

Egalitarianism: is a belief of thought that favors equality of some sort. Its

general premise is that people should be treated as equals on certain

dimensions such as race, religion, ethnicity, political affiliation, economic

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status, social status, and cultural heritage. Egalitarian doctrines maintain that

all humans are equal in fundamental worth or social status.

Dusha: In Russia, a person soul’s or dusha is the key to a person’s identity

and behavior and this cultural understanding equates the person with his

soul.

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DRESS CODE

Business attire is formal, and similar to what you would wear to a meeting in

the States. Dark suits and ties with good shoes are de rigueur except among

computer programmers, who like their American counterparts, wear clean,

new looking jeans or casual sportswear.

Russian dress is very simple, a dark suit for men with a tie and white shirt,

and the same for women, that is, a dark suit with a light colored shirt.

Women are recommended to wear a skirt of conservative length.

Women are recommended to avoid perfumes, lipstick and ostentatious

jewelry.

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Do not hang your jacket or coat on the back of a chair in a restaurant as this

is considered insulting. Take care to hang your jacket or coat in the

cloakroom that is to be found in all restaurants and offices.

Conservative but expensive dresses are part of Russian Business Etiquette.

This goes for both the genders. Your shoes need to be polished to perfection

and the bottom must remain in contact with the floor at all times. Display of

shoe soles might be considered as a sign of disrespect by the Russians.

Men should wear conservative, dark-colored suits and understated ties to all

business meetings. Shoes should be highly polished.

Women should wear dark suits with skirts that hit below the knee, nude or

dark hose and conservative pumps.

Both men and women should keep their jackets on during meetings. Don't

stand with your hands in your pockets or sit with the soles of your shoes

showing - both are signs of disrespect.

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CONVERSATIONS

Visitors should try to speak in a calm, moderate, tone of voice at all times.

Your Russian colleagues will be delighted if you make the effort to speak

even a few sentences of their language.

Russians are sometimes very careful about what they say, speaking

metaphorically, symbolically, and perhaps even cryptically.

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Bringing up the subject of Russian culture and history is appreciated.

Compliments - with caution, they may cause a feeling of misplaced

obligation. (Admiring a decorative object, your hosts may insist that you

take it).

Very intimate friends or relations - refer to one another by the first name.

Ensure that you learn the titles of everyone you plan to encounter. Russians

have three names: the first name is a given name, the last name is the

father's family name, and the middle name is a version of the father's first

name.

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WORK PRACTICES

Attitude to time:

As a foreigner, you are expected to be on time to all business appointments.

However, your Russian counterpart may be late, as this may be a test of your

patience.

Do not expect an apology from a late Russian, and do not demonstrate any

kind of attitude if your business appointments begin one or two hours late. 

This may also be a test of your patience.

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Communication:  

Russian is the official language.

Speaking or laughing loudly in public is considered rude, as Russians are

generally reserved and somber.

Many Russians speak English, as it is often taught beginning in the third

grade.

Russians are highly literate, and have almost a 100% literacy rate.

Good topics of conversation include peace, the current changes taking place

in Russia, and their current economic situation.

Paperwork:

Provide business documents printed in both Russian and English.

Russians prefer to finalize everything in writing.

Expect to sign a "protocol," a document summarizing the discussion, at the

end of each meeting.

11

COMPANY STRUCTURE

The hierarchical structure in Russian business practices means

that the decision makers higher up have authority over their

subordinates. However, the nature of the collective good often

encourages a flexible and democratic work ethos.

Showing respect for seniority and recognizing the hierarchical

structure is vital for establishing and maintaining strong

business relationships.

12

BUSINESS RELATIONSHIPS

Personal and informal contact - is a central part in doing business in

Russia.

Physical contact - during business meetings (a simple hand on the arm or

even embracing) is a positive sign. The notion of social space is close in

Russia.

In situations of conflict - avoid taking an official stance and remember that

Russians are 'people orientated' and will respond to a more personal

approach.

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BUSINESS PRACTICES

Include a Russian translation on your business cards. Although most

Russians speak English (as English is usually taught beginning in the third

grade), be sure to have a Russian translation of your business card on its

flipside, as this indicates your enthusiasm for doing business with your

Russian colleagues.

Greetings: Business meetings typically begin with introductions. Russian names

include first, middle and last names.

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Russians typically give all three names during formal introductions. Shake

hands firmly and make eye contact throughout.

Business Cards:

Print business cards with English text on one side and Russian Cyrillic text

on the other side as a courtesy to your Russian colleagues.

Exchange business cards after initial introductions, and hand over your

business card with the Russian text side up so it is easy for the recipient to

read.

Punctuality:

Schedule meetings in advance and confirm one to two days in advance.

Arrive early for meetings and be patient when your Russian counterparts

arrive late. Patience is considered a virtue in Russian culture.

.Meetings and Negotiations:

Avoid high-pressure negotiation tactics. Russians expect to debate and

thoroughly debate issues. Meetings are slow-moving and may include

drinking, sweets, casual conversation and frequent interruptions.

Be patient and don't try to rush the conversation. Angry outbursts are

common in Russian meetings and are not necessarily a sign of a failed

negotiation; they may be a tactic to convince you to concede to their

demands.

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Documents and Information:

Russians often expect detailed presentations including the history of the

topic at hand and detailed analysis of the present situation.

Provide business documents printed in both Russian and English.

Russian Business Meeting Etiquette:

Russian business meeting etiquette is highly formal, as the Russians' appreciation

of structure and rules shapes the way business is done in Moscow and throughout

Russia. Here are some Russian business etiquette tips:

Avoid high-pressure talk. Russians value patience and appreciate time to

debate, consider and digest negotiations.

Trying to force a decision through high-pressure talk will only make you

appear impatient, rude and incapable of professional business interactions.

Be on time to all meetings. While it's acceptable for your Russian colleagues

to be late to business meetings, as a foreigner, you are expected to arrive on

time (if not early).

Also, don't expect your late Russian colleagues to apologize for their

tardiness, as their behavior is considered to be a test of your patience.

Bring technical experts, if necessary. If your business meeting will focus on

technical topics, be sure to bring technical experts and a Russian interpreter.

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Your Russian colleagues will expect a thorough presentation of the history

and/or precedents associated with your topic. By bringing experts you will

establish your credibility, foresight and general expertise.

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GIFTS

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.

 

Gifts for children are usually opened in private, while gifts for adults are

generally opened in the presence of others. If your gift was a hit, you will

hear many 'thank-yous.'

 

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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.

 

When invited to a Russian home, bring a gift of chocolates, dessert items,

good wine, or other alcohol [try to select something other than vodka, which

is widely available].

 

Bringing a bouquet of flowers (not too expensive though) for women you

are visiting (doesn't really matter how many of them are in the family you're

visiting) is a good idea. Make sure you have an odd number of flowers. Even

numbers usually are for funerals.

 

Gifts are expected for social events, especially as “thank-yous” for private

dinner parties or overnight stays in someone's home. Thank-you notes and

holiday cards are not considered appropriate because they have no practical

use.

 

If there are children in the family, it is thoughtful acknowledge them with a

small gift, such as a toy or candy.

 

It is considered bad luck to give a pregnant woman a baby gift until after the

baby is born.

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Selecting Flowers:

In Russia, flowers are a gift given almost exclusively for women. The only

few exceptions would be male teachers, doctors and visiting celebrities.

 

If you are visiting a family home, it is quite customary to bring along a

bouquet of flowers for a wife, sister or mother. These female relatives are

likely to be present at the time of your visit.

 

Pink, cream-colored, orange, and blue flowers are rarely awarded any

special meaning and, thus, are quite acceptable selections.

 

Avoid yellow flowers [unless you picked them up yourself on a trip to the

countryside]. Some white flowers should also be approached with caution.

 

As in many other countries, flowers are an essentially romantic gift. Red

flowers, especially in rich and dark shades, will be perceived as a display of

love or strong affection.

Appreciated Gifts:

Wine or other alcohol [try to select something other than vodka].

Fine chocolates [when invited to a home] or a food item that is scarce.

Towels, cameras, watches,

Perfume, cologne [as a thank-you for an overnight stay].

Clothing [as a thank-you for an overnight stay].

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GENDER ASPECTS

Women usually do not hold high positions in the Russian Business

culture.

There are more women in business education then in business.

Foreign businesswomen sometimes face adversity from the male-

dominated Russian business culture.

21

MEALS AND BUSINESS ETIQUETTE

The business breakfast is not a part of Russian business culture.

Business dining is getting more and more popular -is generally taken as a

time for “sealing” a deal.

The center seats are reserved for the most senior officials.

Begin eating only after somebody says a toast. Toasting is a very

important part of dining. At least take a sip of what you have after

someone raises a toast as will be considered as an insult.

Russians use the continental style of holding utensils. If you're unsure of

which utensil to use, start from the outside.

22

GENERAL

A firm handshake with several light shakes is an accepted custom on a

meeting between men. When one of the parties to the meeting is a woman, a

short handshake is sufficient.

It is customary to address a woman by her surname and not by her first

name.

Most business people have a good command of English.

Acceptable gifts for business meetings are items for the office, quality pens

(including pens with your company logo) and selected wines.

Do not under any circumstances present vodka as a gift as this is interpreted

as a reflection on the poor quality of the contents of your host's drinks

cabinet.

On receiving an invitation to a home, luxury chocolates or a scarf for the

hostess would be a welcome gift - or an even number of flowers are

acceptable on visiting a house of mourning.

Do not give red flowers as these are a symbol of love and romance.

When visiting a Russian Orthodox Church, women should wear a long -

sleeved blouse and long skirt. A head covering such as a hat or scarf should

be worn.

It is considered impolite to stand with one's hands in one's pockets in a

public place.

Try to avoid business meetings in the months of July and August or around

the times of national holidays.

Eye contact is very important, must be maintained as long as the individual

is addressing you.

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ATTITUDE TOWARDS FOREIGN

PARTNERS

The first meeting is usually just a formality-a time to assess the

credibility of you and your company.

Russians can sometimes place a great deal of confidence in your

professional competence and experience; very high expectations and

demands.

Russian business people are open-minded to new ideas, especially from

western business culture

Russian negotiators could make minor concessions and ask for major

ones in return.

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DO’S

DO shake hands firmly when greeting and leaving your partners and

make direct eye contact.

DO partake in small talk that involves talk of family and personal

matters, before dealing with business.

DO make a gift that symbolizes the stature of your company, preferably

an item characteristic of your local area or one that displays the company

logo.

Knock before entering an office.

Close the door behind you, when leaving an office.

Supply beverages and snacks during business meetings.

Go out and have a drink with your counterparts, it is a good way to break

the ice.

Bring small gifts for the children of the home you visit.

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DON’TS

DON'T be afraid to show some emotion, the Russians won't!

DON'T as the Russian proverb states ‘hurry to reply’, but ‘hurry to

listen’.

DON'T praise or reward anyone in public as it may be viewed with

suspicion or cause envy and jealousy. The collective rules over the

individual.

Wear lavish clothing or jewelry.

Use a restaurant as a place for doing business - it's for celebration.

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