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Russia has had a long history of totalitarianism, which has resulted in a rather fatalistic approach to living. The desire to work individually under personal initiative was suppressed by the Czarist and Communist states. Communist value system has been scrapped, but the pace of reform has been slow and many are russian personal appearance it very difficult to adapt to the Western values of individualism and profit maximization.

Initial greetings may come across as cool. Remove your gloves before shaking hands. Russians are a very demonstrative people, and public physical contact is common. Hugs, backslapping, kisses on the cheeks and other expansive gestures are common among friends or acquaintances and between members of the same sex. Putting your thumb through your index and middle fingers or making the “OK” sign are considered very rude gestures in Russia. Business meetings generally begin on time.

This practice is still found in Russian society today, but “No” is usually not the final word on an issue. One has to bargain and be persistent to get what he or she wants. Business cards are handed out liberally in Russia and are always exchanged at business meetings. The ceremony of presenting and receiving business cards is important. Representatives of the Russian company or government body are usually seated on one side of a table at meetings with guests on the other side. Your company should be represented by a specialized team of experts.

Presentations should be thoroughly prepared, detailed, factual and short on “salesmanship. Russians usually negotiate technical issues very competently, directly and clearly but, being newcomers to capitalism, often do not fully understand Western business practices and objectives. You may have to explain the reasoning behind some of your demands. Russians find it difficult to admit mistakes, especially publicly. They also find it difficult to risk offending someone by making requests or assertions. Trying to do business in Russia over the telephone is generally ineffective.

The Russian telecommunications system is inadequate, but improving quickly. Personal relationships play a crucial role in Russian business. Business negotiations in Russia are lengthy and may test your patience. Plan to be in for the long haul.