Russian Guide

Russian Guide

(from “More than Moscow” edited by Peter W. Brown)

If you ever happen to be in Russia, we can give you a piece of helpful information.

Planning Your Trip and On Arriving in the City

Have a local partner or businessperson arrange your accommodations. Some accommodations have local reputations as brothers or Mafia hangouts which Moscow travel agencies may know nothing about.

Here a guide or assistant. Check the local University or Pedagogical Institute. For your first trip, student interpreters are ideal, so you can come to our University. We will be very happy to meet you.

Purchase a detailed map of the city and have a guide mark important points.

If your hotel does not register your visa, ask a local partner to do it immediately. In general, visas must be registered within 3 days of arrival. You will have a lot of headaches if you do not register your visa.

Visas generally list the cities to which a person is permitted to travel. Although laws have changed and foreigners are free to travel to any city that is not "closed," the interpretation of these reforms in the provinces is varied at best, wild at worst. You will be spared a lot of grief if your visa lists the city to which you are traveling.

Be exceptionally careful with the local militia. They receive in large cities. You are on their turf now.

Do not take photos of airports, train stations, bridges, etc. It is not uncommon for your camera to be confiscated if the militia sees you photographing one of these places. If you are uncertain about a photograph, be sure to ask first.

Do not allow your schedule to be publicized in any way.

On the Importance of Local Partners

A local partner whom you trust is absolutely essential to a successful business endeavor. However, building relationships in Russia takes time and patience. Invest that time.

Choose your partner carefully. Russian capitalism is still rough and ready. Protect yourself.

Be ware of any businessperson who wants to do business with you immediately after your first meeting. Usually, Russians like to take time to get to know, and trust you prior to signing an agreement. The businessperson who wants to sign now is either insincere or desperate, and both types make bad business?

Find a good Russian attorney! This assumes you already have a good Western attorney.

On the Importance of Research

Remember, doing business in Russia is very different than doing business at home.

Do your homework. Learn about Russian culture and history.

Contact the local Foreign Economic Relations Department (city or region administration), local Chamber of Commerce, or local Department of Entrepreneurship. These organizations can be very helpful in explaining tax policies, giving referrals for possible business partners or other foreign firms already con-ducting business.

Request references for potential partners.

Example: If it is a Real Estate company, ask to see one of their ongoing projects; talk with a supplier, etc.

Request to see a balance sheet of your potential partners. An accountant should certify this. Make sure they are using International Accounting Standards (IAS).

Talk with a foreign company already doing business in the area (preferably in a similar industry).

Have a local partner introduce you to the region's craftspeople (usually through the Ministry of Foreign Affairs). Some of the most beautiful craftwork in Russia comes from the provinces. Great for business gifts or just to bring home to the significant other in your life.

On Dress

Most Russian businesspeople have high expectation of Western businesspeople. You will be judged immediately by the way you dress. Dress conservatively. In the winter, dress in warm layers. Buildings are frequently over-warm or freezing cold inside, and you will want to be able to adjust accordingly.

In public places or at meetings, always take your overcoat off and check it or hang it up. It is considered extremely rude in Russia to do business in your overcoat.

Do not conduct business in muddy shoes or boots. The provinces are muddy, muddy places, and you will want galoshes or boots. You can bring your shoes in a bag (we're not just making this up, folks) and put them on once you've arrived. This is standard practice in provincial Russia.

In Meetings and Negotiations

Shake everyone's hand firmly when you greet them.
Present your business card at the beginning of a meeting.
Accept cookies and tea when offered.
Tolerate smoking if you are not a smoker. If you are a smoker, ask first before lighting up, and offer your cigarettes around.
Refer to the senior official to lead the meeting and wait to be given the floor.
Be firm and polite at all times.
Do not be pushed.
Try and set an agenda before the meeting gets too far along.
Keep a poker face during negotiations. You'll notice that Russians are masters of this technique. It will be fine to smile and laugh while drinking champagne, after an agreement has been reached.
Treat your Russian counterpart as an equal. Which he or she is.
Learn and use the appropriate patronymics. You might find yourself in negotiations, which go back and forth repeating the same fundamentals.
Trust your instinct as to when you can get into specifics.
Don't expect an estimate or any numbers until after at least one meeting.
Do not be "hustled" into thinking that you have more experience, and thus the upper hand.
Do not publicize your schedule with businesspeople. A common technique in Russia is to stall until you are on the defensive in terms of time, and you will be ushed to meet their terms.
Contract on concrete facts only.
Make no assumptions and leave no room for interpretation.
Familiarize yourself with as many participants in the deal as possible.
Know who the top decision maker is and make sure you have his or her approval.
Always follow up your meeting with a letter, phone call or both.

On Socializing

It is sometimes frowned upon to conduct business outside normal working hours. Your host may feel the need to take you out on the town or to have a reception. Feel free to discuss business insofar as your host takes the lead. But also be prepared to show an interest in Russian culture, history or politics.

Show yourself to be not all business. If you are invited to a reception, bring something like a bottle of champagne, flowers, chocolates, cognac or vodka, to contribute to the party.

Hospitality gifts from your native culture are always appreciated, even if these are photos of your homeland, books in English or small knick-knacks. It is a good idea to come prepared with enough of these for everyone.

If you don't speak Russian, try and learn a few phrases. Russians appreciate the effort you make in speaking their language, and know that it is a difficult language to master.

On Vodka

This is a traditional Russian drink and very much a part of Russian culture and goodwill. Do not feel the need to drink as much as your hosts, but take a "thank you" portion. Learn to say the phrase "choot-choot," which means "a little" when they are pouring your drink. Do not feel the need to down the entire glass, unless the toast is 'Do dnya" (To the end). Know your limits. Russians will respect you for drinking with them, but do not expect you to drink at the same pace or amount. Excuses such as medical reasons, work in the morning, need to drive, etc. are all useful.

The toast is a truly Russian art form. Your host will undoubtedly give the first toast, and you will notice it is a lengthy story or anecdote. You probably will be called upon to make a toast at some point, and "Cheers," "Bottoms up" or "Up to the lips and over the gums, lookout stomach, here she comes!" will not cut it. Have a toast prepared which thanks your hosts for their hospitality. If you can, learn a traditional Russian toast.

Samogon, homemade vodka or moonshine, can be deadly to first time drinkers. It is popular in small, provincial towns. Be cautious. Extremely cautious! I mean it.

On Customs and Superstitions

Russian culture is steeped in superstition, and some aspects apply, quite seriously, to business. Russians may joke about these, but deep down many of them are taken seriously. You will avoid embarrassment or show yourself to be knowledgeable about Russian culture if you know these superstitions.

Never shake hands over a threshold; it will lead to an argument. Always bring flowers or wine to a Russian's home. However, the flowers should always be odd in number. Even numbers are for funerals. You may have learned this hard way being chewed out by the babushka who sells the flowers.

Never, ever put your feet up on the furniture or show the soles of your shoes. It is considered very rude. American men often sit with one leg crossed and resting above the ankle on the opposite knee-it looks something like the number “4”. This is an offensive way of silting. An old Russian joke says that American spies always blew their covers by sitting in this way, while Russian spies blew their covers by leaving the spoon in their cup of tea.

Be careful when complimenting something in a host's home. They may give it to you.

If you break a glass or plate, look to your host for the appropriate means of disposal. Some Russians consider this good luck-they believe bad luck was trapped in the plate, but now it has been released, and if you throw the broken item away immediately, you get rid of the bad luck.

If you spill a drink or some salt, your hosts will instruct you of what to do. Superstitions vary. Some say throw the salt over your shoulder, others pour water on it.

If you drop your fork, it means you will have an unexpected guest.

If you see a magpie (a crow-like bird with a blue and white underbelly) it means you will have a visitor or a letter. Peace Corps Volunteers love to see magpies.

If, while walking down the street with someone, something passes between you, be it a tree, light post, car or person, it is customary to say "hello" to the person you are walking with after passing this object, as if you are re-introducing yourself. This will also ward off bad luck.

Good Luck and Good Business!

http://rspu.edu.ru/projects/cultural_values/faq/fuide.htm

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