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Russia ( 12 variables in negotiation)
ЗДРАВСТВУЙТЕ
ZDRAS-TVOOY-TYEH
HELLO
12 VARIABLES OF RUSSIAN
NEGOTIATION
SUBMITTED BY
a. SAIFULLAH MALIK
b. IBRAHEEM ANSER
c. HUSSAIN UD DIN
RUSSIA (PROFILE)
i. Country-federation & Semi
Presidential Republic
ii. Capital-Moscow
iii. Population-143,030,106
iv. President - Vladimir Putin
v. Prime Minister-
vi. Currency-Ruble (RUB)
vii. Religion-Orthodox, Christianity ,Islam,
Buddhism & Judaism
RUSSIA (PROFILE)
viii.Legislature - Federal Assembly
ix. Upper house - Federation Council
x. Lower house - State Duma
xi. Largest water resource- lake Baikal
xiv.Economy – 10th largest
xv. Political stability –bolster economic
growth
1 # BASIC CONCEPT OF
NEGOTIATION PROCESS
i. Great emphasis on knowing their
partners.
ii. Other party must be serious in
negotiation.
iii. Do not give timelines for delivery
iv. Strong resistance they will back off.
v. Win-lose
2 # NEGOTIATOR SELECTION
CRITERIA
i. Criteria for selecting the negotiation
team include negotiating experience,
senioriorty, political affiliation ethnic
ties, technical knowledge and personal
attributes.
3 # SIGNIFICANCE OF TYPE
OF ISSUES
i. Russian are generally not fluent in
English.
ii. Normally services of interpreter are
needed.
iii. Meeting schedule to be finalized at
least 2 to 3 weeks in advanced.
4 # CONCERN OF PROTOCOL
i. Russian view compromise as a weakness and
will continue to negotiate until you offer
concessions.
ii. Russian may lose their temper, walk out of
the meeting or threaten to terminate the
relationship in an attempt to coerce you to
change your position.
iii.Being late by more than 10-15 min without
having a valid plausible excuse is considered
an offense.
5 # COMPLEXITY OF
LANGUAGE
i. Russian is the official language, the
number of minority languages also
exist. Not many business people speak
English fluently.
ii. It may be necessary to have an
interpreter. Ask beforehand whether
an interpreter should be present at a
meeting. However, keep in mind that
even some interpreters may not speak
and understand English properly.
6 # NATURE OF PERSUASIVE
ARGUMENTS
 In Russia the primary approach to
negotiating is to employ is distributive
and contingency bargaining.
 Russian are highly skilled negotiator,
But the majority of business people in
the country have only limited
experience in the field.
7 # ROLE OF INDIVIDUAL
INSPIRATION
 The emphasis negotiators place on their
individual goals and needs for
recognition may also vary.
 In some cases the position of a
negotiator may reflect personnel goals
to a greater extent than corporate
goals.
8 # BASES OF TRUST
 Russians like to establish on general
principles first. The first meeting is
normally approached more as a
formality.
 They try to establish the credibility of
negotiator in this meeting. Once the
trust is established than the Russian go
for serious negotiating.
9 # RISK TAKING
PROPENSITY
i. Negotiators can be perceived as either
cautious (low risk takers) or
adventurous (high risk takers).
ii. If a negotiator selects a solution that
has lower rewards but higher
probability of success, He or she is not
a risk taker. If the negotiator chooses
higher rewards but a lower probability
of success then he or she is
adventurous and a risk taker.
10 # VALUE OF TIME
▪Negotiations with Russians could be
very slow and protracted.
▪The delay indicates that they are
evaluating alternatives or that they are
not interested in doing business with
you.
11 # INTERNAL DECISION
MAKING SYSTEM
▪Russians expect to work within clearly
established line of authority.
▪Decision makers are usually senior
executive, who consider the best
interest of the group or the
organization.
12 #FORM OF SATISFACTORY
ARGUMENT
i. Russian may insist on having a protocol
(minutes of meeting) signed by both parties
at the end of the meeting. Its serves to
record what was discussed, is not a contract
and should not be mistaken for final
argument. Written contract should be clear
and concise without too many detailed
terms and conditions.
ii. The Russian may request that the detailed
of the contract may be kept secret.
ДО СВИДАНИЯ!
DA SVEEDANEEYA
GOOD-BYE

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Russia ( 12 variables in negotiation)

  • 3. 12 VARIABLES OF RUSSIAN NEGOTIATION SUBMITTED BY a. SAIFULLAH MALIK b. IBRAHEEM ANSER c. HUSSAIN UD DIN
  • 4. RUSSIA (PROFILE) i. Country-federation & Semi Presidential Republic ii. Capital-Moscow iii. Population-143,030,106 iv. President - Vladimir Putin v. Prime Minister- vi. Currency-Ruble (RUB) vii. Religion-Orthodox, Christianity ,Islam, Buddhism & Judaism
  • 5. RUSSIA (PROFILE) viii.Legislature - Federal Assembly ix. Upper house - Federation Council x. Lower house - State Duma xi. Largest water resource- lake Baikal xiv.Economy – 10th largest xv. Political stability –bolster economic growth
  • 6. 1 # BASIC CONCEPT OF NEGOTIATION PROCESS i. Great emphasis on knowing their partners. ii. Other party must be serious in negotiation. iii. Do not give timelines for delivery iv. Strong resistance they will back off. v. Win-lose
  • 7. 2 # NEGOTIATOR SELECTION CRITERIA i. Criteria for selecting the negotiation team include negotiating experience, senioriorty, political affiliation ethnic ties, technical knowledge and personal attributes.
  • 8. 3 # SIGNIFICANCE OF TYPE OF ISSUES i. Russian are generally not fluent in English. ii. Normally services of interpreter are needed. iii. Meeting schedule to be finalized at least 2 to 3 weeks in advanced.
  • 9. 4 # CONCERN OF PROTOCOL i. Russian view compromise as a weakness and will continue to negotiate until you offer concessions. ii. Russian may lose their temper, walk out of the meeting or threaten to terminate the relationship in an attempt to coerce you to change your position. iii.Being late by more than 10-15 min without having a valid plausible excuse is considered an offense.
  • 10. 5 # COMPLEXITY OF LANGUAGE i. Russian is the official language, the number of minority languages also exist. Not many business people speak English fluently. ii. It may be necessary to have an interpreter. Ask beforehand whether an interpreter should be present at a meeting. However, keep in mind that even some interpreters may not speak and understand English properly.
  • 11. 6 # NATURE OF PERSUASIVE ARGUMENTS  In Russia the primary approach to negotiating is to employ is distributive and contingency bargaining.  Russian are highly skilled negotiator, But the majority of business people in the country have only limited experience in the field.
  • 12. 7 # ROLE OF INDIVIDUAL INSPIRATION  The emphasis negotiators place on their individual goals and needs for recognition may also vary.  In some cases the position of a negotiator may reflect personnel goals to a greater extent than corporate goals.
  • 13. 8 # BASES OF TRUST  Russians like to establish on general principles first. The first meeting is normally approached more as a formality.  They try to establish the credibility of negotiator in this meeting. Once the trust is established than the Russian go for serious negotiating.
  • 14. 9 # RISK TAKING PROPENSITY i. Negotiators can be perceived as either cautious (low risk takers) or adventurous (high risk takers). ii. If a negotiator selects a solution that has lower rewards but higher probability of success, He or she is not a risk taker. If the negotiator chooses higher rewards but a lower probability of success then he or she is adventurous and a risk taker.
  • 15. 10 # VALUE OF TIME ▪Negotiations with Russians could be very slow and protracted. ▪The delay indicates that they are evaluating alternatives or that they are not interested in doing business with you.
  • 16. 11 # INTERNAL DECISION MAKING SYSTEM ▪Russians expect to work within clearly established line of authority. ▪Decision makers are usually senior executive, who consider the best interest of the group or the organization.
  • 17. 12 #FORM OF SATISFACTORY ARGUMENT i. Russian may insist on having a protocol (minutes of meeting) signed by both parties at the end of the meeting. Its serves to record what was discussed, is not a contract and should not be mistaken for final argument. Written contract should be clear and concise without too many detailed terms and conditions. ii. The Russian may request that the detailed of the contract may be kept secret.