Cultural guide to doing business in Moscow, Russia
It never does to generalise but it's still true that most Russians are proud, free-spirited and don't like being bound by rules. They are generous and passionate and may well express themselves forcefully. Their respect for equality predates Communism as for centuries the agricultural commune was at the heart of Russian life.
Always dress well in Russia. They will think the less of you if you're scruffy. Shake hands firmly and maintain eye contact. Don't worry about clichés of hugs and kisses. These things will only come later when you are on good terms with your counterpart.
Russian names come in three parts: the given name, followed by the patronymic (version of father's name), formed by adding -vich or -ovich for a man, -avna or -ovna for a woman. After that comes the surname. So Ivan Alexandrovich Borodkin is Ivan, son of Alexander, of the family Borodkin. Formally, people use all three names. You only use first name and patronymic on their own when you become a friend.
If you are invited back to a Russian's home for a meal, take a small present. Wine is preferable to vodka. Or take flowers - in odd numbers (and never yellow ones, which may signify displeasure). Take off your outdoor shoes in the hall. You will be given slippers for indoor wear by your hosts. At the meal, wait to be invited to start. Don't put your elbows on the table and leave a little food on your plate when you've had enough.
Out and about, don't be shocked by surface rudeness, particularly from shop assistants, doormen and minor officials. If you remain polite but firm, they will soon come round. At other times Russians can be quite genteel. The word nyekulturny was traditionally used to describe uncouth behaviour and covered anything from keeping your hands in your pockets to laughing too loudly or swearing. Such strictures are a bit outmoded now but you should, for example, always check your coat into the cloakroom (garderob) at a restaurant as hanging it over your chair would be regarded as bad manners.
When it comes to conversation, avoid discussing the fascinating but sensitive subjects of oligarchs, corruption until you know your hosts extremely well. Sport, holidays, your positive impressions of their country and its gorgeous landscape or architecture, funny things about your culture are, as always, the safest topics.
Business cards are important. It's a good idea to have one side translated into Cyrillic text. Include all titles and degrees as Russians will be impressed. Follow the basic rule of punctuality abroad: turn up on time, but don't be upset or offended if your counterpart is late. Many Russian companies will offer visiting businesspeople a guide to show them round and help them with their Russian.
Meetings will begin with chat about general subjects but Russians are essentially transactional and they don't need to establish a strong personal connection before doing business. However, when you do build up such a relationship it's well worth while maintaining it and keeping up contact for your return. Russians talk about dusha (soul) and value good friendship.
Once you get down to discussions, don't be surprised if there are displays of bad temper or even walkouts. This may all be part of normal negotiating strategy here. Your counterparts may even threaten to end all dealings with you in an attempt to get what they want. Kompromiss (compromise) is regarded as weakness. At the end of a meeting you may well be asked to sign a protokol, a document listing what was discussed. This is not a contract.
Russian businesses have in general a hierarchical structure and authority comes from the top. As a visitor it's important to recognise and respect this.
When business is over, most Russians enjoy a drink. If you're invited on to the bar, it will be much appreciated if you join in. Your best excuse not to imbibe will have to be medical. Vodka is drunk in one go, not sipped. Glasses are filled on the table, not raised to the bottle. Once a bottle is opened, it is bad luck not to finish it. So make sure to eat plenty of zakuski (snacks) to soak up the alcohol. There are likely to be many toasts. Learning one in Russian will always go down well. Za zdorovie! (‘Your health') is the normal toast. If you want to impress you could try the traditional second toast, Za zhenschin! (‘To the women').
Your hosts will probably be proud of their hard heads, and may well try to get you drunk. Lining your stomach with fat (a glass of milk or a knob of butter) before you go out may be a wise strategy.
Business hours are generally 9am to 6pm, Monday through Friday. There are national holidays on 1 and 7 January (Orhtodox Christmas), 23 February (Military or Men's Day), 8 March (Women's Day), 1 May (Labour Day), 9 May (Victory Day).
Email and fax are the best ways to communicate as the post can be unreliable. Russians are taught English at school and many speak it well and the country boasts a very high rate of literacy.
International dialling code: +7