Summary
Even with global political unrest, organizations and companies are engaging in business with Russia. Although Russia has become more “westernized,” significant cultural differences remain that business leaders should recognize before traveling.
To assist business travelers in navigating these cultural nuances, we consulted cultural expert Gayle Cotton, author of the bestselling book, Say Anything to Anyone, Anywhere: 5 Keys To Successful Cross-Cultural Communication. Cotton is a distinguished keynote speaker and the President of Circles Of Excellence Inc.
Cultural Differences
- Handshaking is common, typically with a firm grip. For greetings involving men and women or two women, the handshake is usually softer.
- Relatives and close friends may embrace and kiss cheeks when greeting.
- Russians prefer third-party introductions, so it’s best to wait before introducing yourself in group settings.
- Touching during greetings or conversation signifies confidence and rapport.
- Speak in a calm and moderate tone; loud talking or laughter in public is frowned upon.
- Avoid personal questions, but be prepared to answer them, as your Russian colleagues might probe for details.
- Showing photos of children can help establish rapport, as children are highly valued in Russian culture.
- Discussing hopes and aspirations often resonates more with Russians than purely business-related topics.
- Allow ample time for appointments, as they may start late or extend beyond the scheduled timeframe.
- In Russia, addresses follow this order: (1) country, (2) city, (3) street address, and (4) the individual’s last name.
- First meetings often serve as a formality for assessing credibility. It’s wise to appear firm yet approachable.
- While factual evidence is crucial, making a trustworthy impression is equally important.
- Compliments should be offered cautiously, as they may create a sense of obligation; public praise may also be viewed with suspicion.
- The term “nyekulturny” denotes behaviors deemed uncultured or socially unacceptable; several taboos fall under this category.
Decision Making Process
- Engage directly with key decision-makers rather than intermediaries; advance planning is essential.
- Meetings with decision-makers are opportunities for exchanging information and ideas.
- Your team should present a “united front” in negotiations; clarify goals beforehand.
- Be aware that Russian counterparts may claim understanding when they do not; they may also say what they think you want to hear.
- The Russian business culture is hierarchical, with superiors holding ultimate decision-making authority.
- It’s wise to have a legal expert familiar with Russian law outside of negotiations, as the legal landscape is frequently changing.
Tips for Women
- Men should wait for a woman to extend her hand before reaching for it.
- Between women, the older woman typically extends her hand first.
Understanding Gestures
- Maintain eye contact during introductions; it should not be broken while addressing the individual.
- In Russia, the “OK” sign and putting your thumb through your fingers are considered rude gestures.
- Instead of beckoning with a finger, turn your hand palm down and make a scratching motion.
- Avoid sitting with legs apart or one ankle resting on the knee.
- Avoid standing with hands in pockets.
Good Conversation Topics
- The rapid changes taking place in Russia.
- Russians take pride in their culture; discussions about theatre, music, and literature are welcomed.
- Travel, history, architecture, sports, and references to the 2014 Olympics make for engaging topics.
- Current events are of interest, provided you maintain an open perspective and avoid politics.
- Food and drink as central elements of Russian entertainment are always good conversation starters.
Topics to Avoid
- Avoid political discussions, particularly regarding recent U.S.-Russia disputes over Ukraine and Crimea.
- Comparing Russia to other developing nations or contrasting Moscow with Saint Petersburg can be sensitive.
- Refrain from using the term “Comrade” when addressing a Russian individual.
- Discussing the non-smoking culture in the U.S. may not resonate, as many Russians still smoke.
- Topics related to the suppression experienced during Czarist and Communist regimes should be approached with caution.
