Business Culture in Russia

[*Мечтатель*]

Laws and statutes are therefore seen as the 'enemy' and to be avoided and evaded at all costs. Contracts are valid only if supported by a close personal friendship and taxes are left unpaid on both a corporate and personal level.

Secondly, the only things that can be relied upon are close personal relationships within the business environment. Networking and extended interpersonal allegiances are essential to successful business and the importance of resource allocation to ensure the development of good quality relationships should not be underestimated.

Thirdly, the legal status of many Russian companies is very dubious, being incorporated under the old laws of the Soviet Union which no longer have validity. Who actually owns the assets of an organisation? The laws are being rewritten constantly and are, in any case, virtually unenforceable. Thus, most agreements have to be made on a trust basis - a strong element of which has to be clearly identifiable self-interest. The legal basis of any arrangement will probably mean very little once the relationship breaks down.
Russian companies tend to be driven by one strong central figure who will make strategic decisions with little or no consultation with anyone other than a handful of close trusted advisors. (Indeed this centralised decision-making process can be most clearly seen in the approach of recent Russian presidents.)
Middle managers have little power over strategy or input in significant strategic decisions. The most powerful middle managers are the ones who have the most immediate entree to the decision-maker at the top of the organisation. There is little point in wasting time debating with middle managers who do not have an easy access to the top. The most significant reason for delay in reaching a decision in Russia is that the decision has not been put in front of the real decision-maker.

Delegation is usually in terms of managers giving precise instructions to subordinates who are expected to perform their allocated tasks with little or no discussion. Many westerners complain of a lack of initiative from local Russian staff, whilst Russian staff often bemoan the lack of clear, unambiguous advice from expatriate managers.

Formal meetings are often held to ratify decisions which have been made elsewhere and to give clear instruction on key tasks to be performed. Formal meetings tend to be very structural and serious. The dour image associated with many Russian negotiators stems from the belief that a formal meeting is a serious affair and should be treated accordingly. Humour is seldom used in such serious situations. Any open debate on the issues in hand will have been undertaken elsewhere in either one-to-one meetings or in smaller groups.

There tends to be very little visual or verbal feedback during meetings in Russia. People listen silently and with little obvious body language being displayed. This does not, however, mean that the listener is disinterested or does not understand - it is merely a cultural characteristic which Russians share with, amongst others, the Finns and the Japanese. Russians will tend to wait and think before responding to a point made to them - do not be impatient. Allow the Russians the time and space needed to take part fully in the conversation (and remember that they are probably struggling with foreign language as well.)

Eating
It is difficult to know what to expect when invited out to lunch or dinner in Russia. The event could simply be a relationship building exercise where little if any actual business is discussed but on the other hand you can find yourself in very detailed negotiations, with pressure being applied to complete a deal.
Whatever issues are discussed, the meal is very likely to be a fairly lavish and lengthy affair with more than enough food to keep you going for the rest of the day. Try to eat heartily and express your appreciation of the food on offer, as this reflects well on the host.
Russia has always had a reputation for being a hard drinking culture and this has traditionally been true.
Service charges are invariably added to the bill but it is customary to leave an additional tip of around 10%.

Top Tips on Russian Business Culture

Top Tips on Russian Business Culture
Tip 1
With the country in a state of total flux, Russian attitudes to business can vary widely from sector to sector and from region to region. Are you dealing with a new-style entrepreneur or an old-school Soviet bureaucrat?
Tip 2
Law-breaking and rule avoidance have been promoted to an art-form in a country where the state has, for centuries, been seen as the enemy.
Tip 3
In a country where the rule of law has all but broken down, the only thing that can be relied upon in a business context is the strength of the relationships upon which the business is based. Do not underestimate the importance of relationship building - or the time taken in the process.
Tip 4
Contracts are only as valid as a combination of your ability to enforce the law and the importance placed upon the relationship. Trying to enforce an unpopular clause in a contract could prove virtually impossible.
Tip 5
Russian companies are often driven and directed by one strong, central character. Without the approval of this individual, very few decisions will be taken and any that are would probably prove invalid.
Tip 6
Don't waste time trying to get decisions out of middle and junior managers - go straight to the top if possible.
Tip 7
Companies tend to take a short-term view of any given business opportunity. In a country as volatile and uncertain as Russia, who knows what lies around the corner?
Tip 8
Managers are expected to manage and this means giving precise and detailed instructions to subordinates. Inclusive, 'caring' management styles might be viewed as weak.
Tip 9
Meetings tend to be used to disseminate information or to give direct instruction - do not expect a great deal of open debate or disagreements in front of senior managers.
Tip 10
Smaller, more informal meetings often occur behind closed doors where senior management might canvas opinion or seek other opinions.
Tip 11
Formal meetings are serious occasions and should not be treated lightly. Any overly informal behaviour could be construed as lack of respect for senior management, the company or even the country.
Tip 12
Once teams have been established and the internal relationships seem to be working well, it is important to keep the team together if possible. Russians can be wary of strangers and the relationship-building process can be long.
Tip 13
Do not assume a good level of fluency in foreign languages in any cities other than possibly Moscow and St Petersburg. Always try to ascertain language levels before a meeting.
Tip 14
People have a tendency to believe what they have heard over what they have read - so say it as well as putting it in writing.
Tip 15
Body language is minimal in meetings (unless being overly theatrical during an impasse in a negotiation situation) which can lead to mistaken impressions of disinterest.
Tip 16
Russians like to think in silence before answering a question. Do not be embarrassed by the silence. Allow sufficient time for the response to be formulated before breaking the pause.
Tip 17
Women play little part in business at the senior levels and on the whole Russian businessmen are more comfortable dealing with other men.
Tip 18
It is important to dress smartly and to try to look important. If you do not appear to be a decision-maker people will quickly lose interest.
Tip 19
Many senior Russian businessmen have backgrounds in academia and have only entered the world of commerce since the collapse of the Soviet system.
Tip 20
Do not underestimate the importance of entertaining in the business world. A good meal will help cement relationships and, although, reports of the amount of drinking involved in a trip to Russia may be exaggerated, a few vodkas will also help things along.


Только посмотрите, какая у нас бизнесс-культура, ну и какой иностранец захочет иметь дело с таким безобразием? Впрочем, team-working на хорошем уровне.
Возможно, сделаю еще такой же обзор по UK. Основной материал взят с сайта www.worldbusinessculture.com/


френд-лента такая маленькая, грустная и кем-то/чем-то обиженная. Don't worry, be happy!Я правда в это смутно верю, но всё же. Всё будет. Как у иностранцев бизнесс в россии. .

@темы: Английский