The desire to show the strength , to win at any cost , an unwillingness to bargain – how not to give in to all this ?

Starting to talk about the practices of business , we should remember Mark Twain , who said that ” all generalizations are false, including this .” Therefore , I note immediately that all of my statements below do not claim to be the basic research of the existing models of governance in Russia . I do not agree with the Western experts who utrerzhdayut that the negotiations between the ” in Russian ” and the combination of ” nomenklatura style ” there is no difference . But we should accept the fact that the features of the conversation in different nations vary otkulturnyh traditions of a people . In the behavior of my colleagues, conducting negotiations with foreign kllegami , there are three main differences.

The desire to show who is stronger

On the mindset of the Russian human impact echoes impersokogo period, which can be defined as the dominance of power . Force , regardless of whether the money is , or authority , rank or talent, determines the behavior of the Russian colleagues . And if we start from the fact that during the negotiations , man is driven three motives – the desire to satisfy both parties to protect their rights or to show who is stronger – you can safely say that it motivates people rsskim third motive.

Realizing this, the foreign partner has to choose : either to leave the game , as the forces initially unequal, or to recognize the strength of both sides equal (but this is only possible when the foreign partner is no less powerful countries , such as China ), or look for other ways to equalize the force.

It should be the last resort for those planning to enter the Russian market. This may be the key to the knowledge possessed a foreign expert who wishes to conclude a partnership equivalent in strength . For example, Info Partnership with Korean company to a Russian businessman can be abundantly Info Partnership with compatriots other things being equal .

It should also be noted that in contrast to the Arab and Mediterranean countries , China and India, for the Russian bargaining itself be thought as something degrading . The roots of this has come from impersogo mentality.

The desire to win

The desire to command and even caused this principle as an “all or nothing” . And if an American , which entered into negotiations will seek to achieve success for both parties (the principle of win-win), it is more important for the Russian victory at the expense of the defeat of the other party. Avoid conflict can only help the search for a compromise . If the Russians have no other options , he is willing to negotiate.

Trust your partner

The third factor that determines the characteristics of negotiations ” in Russian ,” relationships , or personal acquaintance . The fact is , for the concept of «relationship» for a foreigner and “relations” for the Russians – not the same thing . Culture, harkternuyu for a society , forms the country’s history. And if you turn to the history of Russia , you will understand why from time immemorial Russian distrust foreigners not only in matters of business , but also to life in general.

For most foreign partners need only a brief business acquaintance . For example, representatives of industrial companies from the UK can sign a contract for $ 20 million with U.S. partners after a meeting with them . Sometimes enough to make a deal and virtual dating . In Russia, this is unacceptable. Strong relationships can guarantee that you will be talking to the proceedings. So for many foreigners , osobenoo from the West, where people live by the principle of “time is money” , it is not clear exactly why you need to make six visits to Moscow before the start points of the contract agreement . And if the foreign partner is not ready for such a long acquaintance , rosiyanin may be deemed inconsiderate and generally refuse to cooperate .

All other osodennosti negotiations – as a rule , the effects of these factors , or the influence of the common myths that appear due to the difference in mentality and are known far beyond the borders of the negotiation process .

For example, there is a myth that Russians are accustomed to negotiate in an aggressive manner . But in my experience , the Russians are not more aggressive than the Italians or Americans . Another myth – talks in Russia are always slow. In fact, they are not longer than negotiations in Latin America, and the process of negotiations balance between the desire to build a relationship and the principle of “time – money.”