Business Etiquette Rules for Russia

Doing business in Russia comes with its own logistical hoops, like obtaining a visa from the Russian embassy or consulate. The cultural challenges are also complex. Across the nation, the giganticness of Russia shows in the cultural diversity. There are over 100 minority languages. While most of the country is Russian Orthodox, about 75%, there is also Islam, Buddhism, Judaism, and other Christian churches. Luckily there are certain consistent business etiquette rules that will help you do business in Russia.

Language Barriers

Many Russians in the metropolitan areas speak English well enough to consider it a second language. However, it is wise to bring an interpreter along to important meetings. 

Etiquette Rules for Visiting the Home

Taking off your shoes and coat is expected when entering someone’s home. Some people provide slippers for guests, but not all do. Be aware to have clean, well-cared-for feet.

Bring a small gift or flowers for the host. If bringing flowers, select an odd number and veer away from yellow. Even numbers are for funerals. Yellow flowers in the house are bad luck.

In business or home visits be careful not to compliment or take too much note of items. The host or hostess may feel obligated to gift that item to you.

Business Relationships in Post-USSR Russia

Corruption is notorious in Russia and business does not always play by the rules. Because of that, the strength of relationships is of heightened importance. Socializing will be part of business dealings. This is part of what takes extra time around business dealings.

Go straight to the top whenever possible. Russian businesses are often hierarchical. Enforcing unpopular clauses is frequently useless without proper backing. Often, large decisions and business are dependent on one central, top-level person. Garnering their support is key.

Entertaining is an important part of Russian business relationships. While doing business in Russia can seem slow, no business will happen without investing the time in people. 

Dining Etiquette in Russia

Unlike the US, the knife is held in the right hand and the fork in the left. Do not put these down while eating. 

Polite dining etiquette also means resting your wrists or elbows on the edge of the table. Your hands should always be in sight. Do not put them under the table.

Business by Age and Rank

Older Russians tend to be much more conservative and traditional than younger Russians. When working with older Russians, they will prefer to do business in groups. Younger Russians, who did not grow up under communism, tend to be more individualistic.

Regardless of who you are doing business with, rank and age are very important to Russians. You should have an appropriately matched businessperson to negotiate with their counterpart. 

When addressing people, be sure to have their title correct and use formal language. Do not use informal language or attempt to be funny. Misunderstandings can be unforgivable and can destroy business. If you are unsure the titles of people, check with someone ahead of time. 

Businesswomen in Russia

Russia may be a major global player, but it is not in the 21^st Century of gender equality. While things are slowly changing, understand that women are still largely excluded from upper tier jobs. Due to their conservative views, most businessmen are more comfortable dealing with other men. 

Socializing is often not a mixed-gender event, particularly with older Russians.

Be Informed About Russia

Russians are very proud, veering on nationalistic. Learn about Russian history, culture, and geography before arriving. 

Be careful to avoid controversial topics, such as communism, or any judgmentalism. 

Russian Business Meeting Etiquette 

Russian business meetings are to be taken seriously. Larger meetings are not places for debate or challenges to authority. They are strictly informational. Small, closed-door meetings are usually the only space for subordinates or counterparts to voice differences. 

Schedule Ahead

Bureaucracy can be thick in Russia. Especially when meeting with officials, book all meetings at least 6 weeks ahead. Call a few days beforehand to confirm. 

Meetings run long in Russia. Often, meetings are paired with lunch. Socially knowing your business counterparts is commonplace.

Try and avoid morning meetings. Russians tend to start later than Westerners.

Business Attire is Formal and Conservative

Dressing in traditional, formal business attire is standard in Russia. Men should wear suits. Women should wear skirts that are not too short or revealing. Make sure that shoes are polished and not scuffed. Keep hair well-groomed.

Showing your position in how you dress is well-received in Russia. You have to look important to be important. Dress smart. Wearing your nicer jewelry or watches can help get respect.

Punctually Patient

You will want to be on time to show respect. However, patience is highly valued in Russian business and frequently tested. You may have to wait on your business counterpart. 

Handshakes are common greetings. However, it is bad luck to shake hands by a doorway. This can be taken very offensively.

Business Card Etiquette and Materials in Russia

Having an interpreter is essential to business dealings in Russia. All materials should be provided in both Russian and English. 

Business cards should: 

• Be in Russian on one side and English on the other.
• List any degrees or certifications.

Protokol is a summary that concludes every meeting. In the protokol, an outline of the meeting’s content is drafted and signed by all parties.

Conduct

You will be expected to arrive prepared to outline (written accompaniment helps) and detail your company and its proposed advantages over alternative businesspeople. Make sure this is available in Russian.

Verbal Communication

Verbal communication is considered more trustworthy than the written word. Be sure to follow any agreements or written communications with a verbal repeat and confirmation. 

You should also prepare for silence. There are often long pauses before responses. Do not interrupt. 

Somewhat ironically, once a business conversation is over, like on the phone, Russians may hang up abruptly. This is not rudely intended, but simply that they do not engage in small talk in business. 

Another uniquely Russian habit is taking cell phone calls at unusual times. For example, they may take a call in the middle of a meeting or dinner.

Negotiations

Once you have an appropriately matched counterpart to head negotiations, business negotiation can start. While negotiating is standard, it’s also tricky. Russians value strength, so they will not compromise. Instead, they will wait for you to make concessions. Have patience. There is a lot of bravado that comes with Russian business negotiations. For example, it’s not uncommon for people to walk out of meetings. (They do come back.) 

Tips for Negotiating

• Remain patient and wait.
• Do not let your business counterparts know about deadlines or pressures they can use as leverage.
• Be prepared for walk-outs or last-minute cancellations (these are tactics).
• Do not push your Russian counterparts.