Russia Trade & Business Customs Etiquette
Russian business etiquette goes beyond removing gloves before shaking hands or remembering that you must not go empty-handed when invited to the home of a business contact. It also includes how to dress and act in business meetings and during negotiation sessions. And it includes understanding that patience is the most important virtue to most Russians.
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History
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For centuries, Russia was all but inaccessible to business. Its rough terrain, forbidding climate and limited means of transportation kept Russia a somewhat closed and isolated society. Even after advances in transportation, communism kept the nation closed to most business ventures for nearly 90 years.
Attire
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Russians in the business sector dress conservatively. Russian businessmen, much like Americans, wish to convey a professional image by how they dress. Men wear well-tailored suits and dress shoes. Women wear conservative skirt suits and never wear pants. Expect to wear your jacket throughout the business day. Removing your jacket is diminishing to your professional image. Color choices for professional attire are dark and conservative. When invited to a Russian home, conservative slacks and shirt are acceptable.
Attitude
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Russians value patience and politeness. You are expected to be on time for all meetings, yet you will also be expected to be patient enough to wait for your Russian counterpart to arrive. Expect loud conversations and even shouting or storming out of the meeting during business negotiations. This is how many Russian businessmen negotiate. Final offers are a negotiating strategy. The American should consider this nothing more than a midpoint in the talks. Conversely, an American giving a genuine final offer is likely to be misunderstood.
Misconceptions
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Russians are not a somber people, though they are reserved. In public, a display of affection, loud talking, laughing or any other behavior that brings attention to yourself is inappropriate. These activities take place in private. This is changing with younger people but is still frowned on among adults. Russians drink a great deal of alcohol, but that doesn't mean they're all alcoholics. Drunkenness is rude, impolite and shameful. Be certain you know your limit and stop before reaching it.
Considerations
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While Russian is the official language, most Russians speak at least some conversational English. Attempt to speak Russian, even if your Russian skills are poor. The attempt is what matters. When invited to a Russian home, accept the invitation immediately; it's rude to refuse. Be sure to take a small gift, such as flowers or a dessert. Don't present the gift or shake hands across the threshold; wait until you are inside. Russians consider it bad luck to accept a gift across the threshold. While Russians understand that many Americans do not consume alcohol in the same manner as they do, it is rude to refuse to drink a toast. A sip is all that is necessary to placate the average Russian host.
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