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Doing business with russia tatiana indina_2013
1. Tatiana A. Indina, PhD
DOING BUSINESS WITH RUSSIA
PRACTICAL TIPS for HANDLING NEGOTIATIONS,
THE RUSSIAN MENTALITY,
& MINDSET
Synergy Business School, Moscow April 2013
TATIANA A. INDINA
2. Things you need to know to avoid
Cultural Shock
Forget all your expectations!
Get ready to discover a different world
Where Chaos can be creative
Rules can be broken
People are not easy to deal with
Path can be endless and
Time countless..
But no matter what, A Miracle always happens!
WELCOME TO RUSSIA !
16. Peaches and Nuts
Western Cultures
• Russians are hard to get to
know, but once you’ve
made friends with them,
they are faithful and very
loyal friends!
Russia
• People are friendly, but they
keep you at a distance from
their private lives.
17. • Group opinion matters!
We consider ourselves one big family
• Collective support and responsibility
• Everyone minds your business
• Everyone cares
• Everything is connected to everything else
• Mixing personal issues with business is usual
• No privacy borders
• “Vse obshee’’, ‘’Vse svoi’’, “Vsem mirom” (“All total”,
“All his”, “The Whole World”)
Collectivism, Communality,
18. • Welcoming guests
• Sharing your best with them
• Inviting guests to your house
• Taking care of your guests
• Feeding and Entertaining
them
• Making friends
• Engaging in philosophic
discussions
Hospitality & Kindness
19. Personality, Emotions, & Friendship
• Russian culture is very emotional
• Connecting on a personal and emotional level is
very important (hobby, children, family)
• Personal relationships matter the most
• Having a good personal relationship helps at work
• Business is based on personal good relationships
and connections
• Russians value real friendship and love
• They are passionate, impulsive, and have a great
soul
• Being faithful and honest are valued
• They let their hearts guide their decisions
• They embrace their moods and emotions
• “Полюбить так королеву, проиграть так
миллион» (“To love as the Queen, so to lose a
million”)
• «Один раз живем» (“We only live once”)
20. Honesty, Sincerity, & Truthfulness
• Russian people are very direct – you will
never have illusions about whether or
not they like you
• They often say what they think
• Russians judge by your actions, not by
your words
• Only actions matter
• Russian people value what is real, not
what is fake
• Being a “real man” – a person who keeps
their word – is highly valued
• Who you really are is more important
than your image
• Russian idioms: “рубаха парень”
(“regular guy / outgoing fellow”), «душа
на распашку» (“soul of the plow”),
«мировой человек» (“man of the
world”)
21. Spirituality
• Central role of religion in Russian life
• Rich Cultural and Historic Heritage
• Great Scientific Heritage
• Discovering the World’s Secrets is
highly prized
• Having a ‘good soul’ is important
• Personality development is valued
• The Search for Meaning in Life is
valued
24. Keep gender differences in mind
•Russian business etiquette is gender-oriented
•Russian women like to dress very feminine
•They enjoy flowers and compliments
•Women are not expected to pay in restaurants
25. Basic Metaphors Of Russian Culture
“Raising”
• Agriculture and organic
Collective Farming were
central activities
• Ancient tribes were nomadic,
often moving in search of better
locations, rather than remaining
in the same place for several
generations.
• Strong dependence on Nature
• Life was full of Uncertainty, an
Unpredictable Future, and High
Risk
26. Delegation of Responsibility
Dependency upon Circumstances
• Delegation of Responsibility
• Tendency to expect better time and conditions for
your work
• Tendency to find objective reasons for lack of
results
• Irrational belief that the work, once started, will
somehow finish itself or be done by someone else
• Lack of consideration for people working on the
same project after you (negative effect on quality)
• Ability to work productively and quickly under high
pressure, un-balanced work schedules
• Ability to produce high productivity under strict
time limits (while maintaining high quality)
27. Fatalism
• Future is unpredictable, so a wise
strategy is not to work giving 100%,
saving some energy for future
needs
• You never know what the Future
will bring you
• The Future is Risky, take advantage
of Present Circumstance
• You cannot Control your Future
• No Long-Term Goal Setting
• No Insurance Plans, Security
Savings, etc.
• A Healthy Lifestyle is not valued
Proverbs
• This is your fate
• You never know how much
time you have
• You cannot trick Fate
• Never say Never
• What if a War starts, and I
am exhausted?
29. The “Path” Metaphor
• Distances are huge = Paths is very long
• Paths can be unpredictable
• You never know when or how it will
end
• You cannot predict what the outcome
will be
• Path can be full of risky adventures
• Paths can lead astray from their original
goals for various reasons
30. Orientation on process
“Dig from the
fence until lunch “
•Concentration on process
•Ability to lose track of the original reasons and
goals of activity
•Ability to forget about deadlines and
timeframes
• Focusing on details which seem the most
interesting
•Replacement of the original goal with some
hidden, or additional, new-found goal
32. A Focus on the Present
• What benefit can I get right
now?
• What is my primary interest?
• The Future is an Illusion, the
Present is Real
• You never know what
tomorrow will bring you
• A bird in the hand is worth
two in the bush”
33. Path
• Sometimes after you have planted the
seeds of your goal, your path takes you
farther than expected, so that when it is
time to collect the harvest, you might
have to collect the harvest of someone
else’s field
• Very often the right one is not the one
who planted the seeds, but the one who
gathers the harvest.
34. “The Struggle” Metaphor
• The large size of ancient Russian tribes could allow
themselves to fight with smaller groups of
neighboring tribes
• Tendency to find an external Enemy to blame for
internal failings and problems
• Suspicion of unfriendly intentions from Outsiders
• Tendency to explain one’s own aggressive
intentions as self-protection
• Tendency to unite to resist an external Enemy
35. Two Major Russian Questions
1. KTO VINOVAT ? (“Who is to blame?”)
2. SHTO DELAT? (“What to do?”)
36. Assertiveness, Criticism
Arguments and Search for Truth
• We do not smile. It’s true!
• Negative emotions are
socially accepted.
• Suffering is Heroism
• We love to be critical (and
self-critical)
• Arguments are a form of
mental exercise
• We search for the truth!
• Compromise is not our style
• Confrontation is normal (We
like to test that something is
real)
• We love to prove we are right
(there are two opinions: Mine
and Wrong One)
•
37. Мы матом не ругаемся, Мы на нем разговариваем !
№;%%??()(_№?*%№»?(
If Russians argue or use rude words – that does not mean
they do not like you… Rather, it is more likely that they do!
38. Patriotism
• Respect for a great
historic heritage
• Genetic memory of
wars
• Superiority complex
• Low tolerance towards
everything different
• Strong Conservatism
• High resistance to
Change
42. Russian organizational behavior
• Russian Serfs had to work for their landlord and
for themselves; if they worked too hard for the
landlord, they didn’t have enough energy left to
work for themselves
• As a result, culturally, working for your own
benefit is viewed differently from working for
your employer
• As a result working on an employer was always
given less effort
• IF a person is motivated and sees his own
interest in the activity, he will put forth more
effort
• IF the person perceives his work as work for
some “master”, their productivity and
motivation decreases, and can result in him
taking on a consumer’s attitude
60. Relax & Take it easy !
(A miracle will happen and
Everything will be OK!)
61. Negotiation Strategy
• As a foreigner you are allowed to smile !
• Connect on Core Values (Show that you are just like them, that you have a lot in
common)
• Show respect for their traditions
• Show your personality, Let them get to know you better
• Express your emotions
• Be less formal and make friends
• Holidays and outdoor events are important ! (That’s where business connections are
made!)
• Be honest, be straight-forward
• Show that you are cool, strong and real!
• To gain their respect, demonstrate you can be a strong leader
• Keep in mind gender differences
• Show them the benefits – no bullshit!
• Argue when necessary
• Focus on the Present!
• Give them Time – Remember, it is a process !
• Relax, Take it easy ! (Everything will work out in the end!)
62. Russian Proverbs and Sayings
reflecting Mentality
• The peasant will not cross
himself before it begins to
thunder
• Chickens are counted in
Autumn.
• One does not go to Tula with
one's own samovar
• The sun will shine into our
yard too
• A man is judged by his deeds,
not by his words
• All is well that ends well.
• You needn't be afraid of a
barking dog, but you should
be afraid of a silent dog
• Better late than never.
• One fisherman sees another from afar.
• A bird may be known by its flight (A person is
know and judged by his actions or behavior)
• Take the bull by the horns.
• Once burned by milk you will blow on cold
water
• You cannot pull a fish out of a pond without
labour
• Any sandpiper is great in his own swamp.
• The devil is not so frightful as he is painted.
• There will come a time when the seed will
sprout
• Eggs cannot teach a hen
• The tongue speaks, but the head doesn't know
• Every sandpiper praises its own swamp
• There is no evil without good
73. To deal with Russians more effectively:
Learn Russian History
Read Russian Books
Watch Russian Movies
Get familiar with Russian Fairytales & Anecdotes
Discover historical sites
Hang out with your Russian friends
75. Read Russian Books
• Crime and Punishment by Fyodor Dostoyevsky
• Dead Souls by Nikolai Gogol
• Anna Karenina by Leo Tolstoy
• War and Peace by Leo Tolstoy
• Eugene Onegin by Alexander Pushkin
• Fathers and Sons by Ivan Turgenev
The Master and Margarita by Mikhail Bulgakov
• The Idiot by Fyodor Dostoyevsky
• A Hero of Our Time by Mikhail Lermontov
• Oblomov by Ivan Goncharov
76. Say “I love Russians!”
And discover a Real Russian inside you!
