Doing business in Russia—or with Russian-speaking partners—can be highly rewarding. But to succeed, one must understand the deeper layers of culture, communication, and etiquette shaped by history, power dynamics, and a post-Soviet mindset.
Here’s what you really need to know before your next negotiation or meeting.
1. Formality Matters More Than You Think
In Russian business culture, formality is a sign of respect. Titles and last names are used much more than in Western settings. Addressing someone by their first name without permission can come across as disrespectful, especially in formal or initial interactions.
Tip: Use full name + patronymic (e.g., Ivan Ivanovich) in formal emails or meetings.
2. Trust is Personal, Not Just Professional
Russian business relationships often depend on lichnye otnosheniya — personal bonds. Trust is built through time, conversation, and consistency. A deal is unlikely to close without mutual trust, even if the numbers look great on paper.
Tip: Be patient and invest in relationship-building over coffee, dinner, or informal conversation.
3. Negotiation Can Be Intense – Don’t Take It Personally
Russian negotiation style is often direct, strategic, and power-conscious. Don’t be surprised by firm tones, long silences, or critical questioning. It’s not rudeness — it’s part of the dance.
Tip: Stay calm, confident, and factual. Emotional reactions may be seen as weakness.
4. The “Yes” Might Not Mean Yes
A polite nod or verbal “yes” may only mean “I hear you.” Russians are not quick to commit before they’re sure. Misunderstanding this can derail cross-cultural deals.
Tip: Confirm agreements in writing. Ask follow-up questions to verify understanding.
5. Punctuality is Important—But Flexibility is Key
You should arrive on time (or early), especially as a foreigner. However, meetings might start late or run long. Don’t rush the agenda—building rapport can take precedence.
Tip: Schedule buffer time and don’t show visible frustration if plans shift.
Need Help Navigating It All?
Dr. Iryna Kisielowa offers a full course on post-Soviet mentality and negotiation mastery, combining academic insight with real-world application.
For busy executives or diplomats, private coaching is also available and often more effective for fast results.
Interested in working with Dr. Kisielowa? Contact here →
To do business in Russia is to step into a different logic—a system where relationships are nuanced, history is present, and communication is layered.
Mastering Russian business etiquette isn’t just polite. It’s strategic.
