This document provides an overview of organizational culture and business practices in Russia. It discusses key cultural concepts like collectivism and egalitarianism. It also outlines expectations around meetings, dress code, gifts, and etiquette. Specifically, it notes the importance of punctuality, paperwork, persistence, respecting hierarchy, physical contact, and toasting during meals. The document cautions that while doing business in Russia can be worthwhile due to economic opportunities, it requires navigating a complex culture and building long-term trust.

1. ORGANIZATIONAL CULTURE IN RUSSIAORGANIZATIONAL CULTURE IN RUSSIA
Kozlov Nikita, IFF 2-2

2. MENUMENU::
 New features.
 Key concepts and values.
 Working in Russia.
 Making appointments.
 Business dress code.
 Conversation.
 Structure and hierarchy in
companies.
 Working relationships.
 First name or title?
 Gifts.
 Business practices in Russia.
 Gender aspects.
 Meals and business etiquette.
 Some general features.
 Attitude towards foreign partners.
 Russian business etiquette (do's and
don'ts).
 Doing business in Russia? Yes, but
neither simple, nor easy.

3. NEW FEATURESNEW FEATURES::
Gone are the times when you could be screwed up at
any corner, nowadays businesses strive for long-
term reputation and loyal customers.
NOT TO BE MISTAKEN - TO BE ATTENTIVE
IN ANY COUNTRY!
RUSSIAN BUSINESS CULTURE –
INFLUENCED BY DIVERSIFIED CULTURE
AND THE DESIRE TO STUDY!

4. KEY CONCEPTS AND VALUESKEY CONCEPTS AND VALUES::
Collectivism.
Egalitarianism.
Soul.

5. WORKING IN RUSSIAIN RUSSIA::
 The Russians attitude to time means that a few
minutes delay on their part is of little importance.
However, they will expect you to be punctual.
 Faxes and emails are the best way to communicate in
Russia, as the post can often be unreliable. It is
customary before making a trip to Russia to inform the
prospective company of your intended business
proposals and objectives.
 Paperwork and putting pen to paper is an essential
part of all working practices in Russia. In general, they
have little faith in unsigned documents.

6. MAKING APPOINTMENTS:MAKING APPOINTMENTS:
 Persistence and patience are essential. Once your
appointment is scheduled, do everything you can to
avoid cancellation.
 Don't schedule your trip to Russia near the end of
July or during the month of August- this is the time
of year many people take their vacations.
 The Russian day begins early, but it can be difficult
to foresee when all other daily activities will begin
and end. Schedules are constantly subject to change,
often at the last minute.
 Allow plenty of time for each appointment.
 Business day is usually 9:00 am to 6:00 pm Monday
through Friday and some Saturday mornings.

7. BUSINESS DRESS CODEBUSINESS DRESS CODE::
 Old Russian proverb-“one meet you depending on how
you're dressed and say good bye depending on how wise
you seem to be”.
 Russian businesspeople pay a lot of attention to how
they are dressed. Russian people in general probably
spend more money from their family budget on clothing
then any other nation in the world.

8. CONVERSATION.CONVERSATION.
 Visitors should try to speak in a calm, moderate, tone of
voice at all times.
 Your Russian colleagues will be delighted if you make
the effort to speak even a few sentences of their
language.
 Russians are sometimes very careful about what they
say, speaking metaphorically, symbolically, and perhaps
even cryptically.
 Bringing up the subject of Russian culture and history is
appreciated.
 Compliments - with caution, they may cause a feeling of
misplaced obligation. (admiring a decorative object,
your hosts may insist that you take it).

9. STRUCTURE AND HIERARCHY INSTRUCTURE AND HIERARCHY IN
COMPANIESCOMPANIES::
 The hierarchical structure in Russian
business practices means that the
decision makers higher up have
authority over their subordinates.
However, the nature of the collective
good often encourages a flexible and
democratic work ethos.
 Showing respect for seniority and
recognizing the hierarchical structure
is vital for establishing and
maintaining strong business
relationships.

10. WORKING RELATIONSHIPSWORKING RELATIONSHIPS::
• Personal and informal contact is a
central part in doing business in
Russia.
• Physical contact during business
meetings (a simple hand on the arm
or even embracing) is a positive
sign. The notion of social space is
close in Russia.
• In situations of conflict - to avoid
taking an official stance and
remember that Russians are 'people
orientated' and will respond to a
more personal approach.

11. FIRST NAME OR TITLE?FIRST NAME OR TITLE?
Very intimate friends or relations -
refer to one another by the first
name.
Ensure that you learn the titles of
everyone you plan to encounter.
Russians have three names: the first
name is a given name, the last name
is the father's family name, the
middle name is a version of the
father's first name.

12. GIFTS:GIFTS:
 Russians take pleasure in giving and receiving
gifts . Russians spend a lot of money on gifts .
 Gifts for children are usually opened in private,
gifts for adults are generally opened in the
presence of others.
 Gifts are expected for social events, especially as
“thank-you”.
 Bringing a bouquet of flowers for women.

13. BUSINESSBUSINESS PRACTICES IN RUSSIAPRACTICES IN RUSSIA::
 Business cards are essential. If
possible, ensure that one side is
printed in Russian and one side
in English.
 Presentations should be
straightforward and
comprehensible.
 Although many principal
concerns are discussed in an
informal environment final
negotiations will be conducted
in the office.
 Generally, when beginning a
meeting, the head of the
organization will open the
discussion and introductions
should then be made in order of
importance.

14. GENDER ASPECTSGENDER ASPECTS::
 Women usually do not hold high positions in the
Russian Business culture.
 There are more women in business education then in
business.
 Foreign businesswomen sometimes face adversity from
the male-dominated Russian business culture.

15. MEALS AND BUSINESSMEALS AND BUSINESS
ETIQUETTEETIQUETTE::
 The business breakfast is not a part of Russian
business culture.
 Business dining is getting more and more popular -is
generally taken as a time for “sealing” a deal.
 The center seats are reserved for the most senior
officials.
 Begin eating only after somebody says a toast.
Toasting is a very important part of dining.
 Russians use the continental style of holding
utensils. If you're unsure of which utensil to use,
start from the outside.

16. SOME GENERAL FEATURESSOME GENERAL FEATURES::
 The handshake is common.
 Eye contact is very important, must be maintained
as long as the individual is addressing you.
 Smoking in public places is still a common
occurrence, although some restrictions are slowly
imposed.
 Wearing your coat and/or winter boots in theatres,
office buildings, universities or similar public
spaces is considered unacceptable.

17. ATTITUDE TOWARDS FOREIGNATTITUDE TOWARDS FOREIGN
PARTNERSPARTNERS::
 The first meeting is usually just a formality-a
time to assess the credibility of you and your
company.
 Russians can sometimes place a great deal of
confidence in your professional competence
and experience; very high expectations and
demands.
 Russian business people are open-minded to
new ideas, especially from western business
culture.
 Russian negotiators could make minor
concessions and ask for major ones in return.

18. RUSSIAN BUSINESSRUSSIAN BUSINESS
ETIQUETTEETIQUETTE
(DO'S AND DON'TS)(DO'S AND DON'TS)!!

19. DO’SDO’S::
• DO shake hands firmly when greeting and leaving your partners
and make direct eye contact.
• DO partake in small talk that involves talk of family and personal
matters, before dealing with business.
• DO make a gift that symbolizes the stature of your company,
preferably an item characteristic of your local area or one that
displays the company logo.
• Knock before entering an office.
• Close the door behind you, when leaving an office.
• Supply beverages and snacks during business meetings.
• Go out and have a drink with your counterparts, it is a good way to
break the ice.
• Bring small gifts for the children of a home you visit.

20. DON'TSDON'TS::
• DON’T be afraid to show some emotion, the Russians
won't.
• DON’T as the Russian proverb states 'hurry to reply',
but 'hurry to listen'.
• DON’T praise or reward anyone in public as it may be
viewed with suspicion or cause envy and jealousy.
Remember the collective rules over the individual.
• DON’T wear lavish clothing or jewelry.
• DON’T use a restaurant as a place for doing business--
it's for celebration.

21. DOING BUSINESS IN RUSSIA?DOING BUSINESS IN RUSSIA?
YES, BUT NEITHER SIMPLE,YES, BUT NEITHER SIMPLE,
NOR EASY.NOR EASY.
• Fierce competition to gain control over rich
resources.
• Selection of the Russian partner (especially in the
region).
• Normally long-term projects worthy of
development.
• Building trust with Russian staff is critical.
• Special marketing strategy.