Business Culture in Russia: What to Know Before Your Meeting

Russian business culture has changed considerably since the fall of communism, but traditional standards and values remain at its core. It is generally characterized by caution, persistence, and modesty, with patience playing a key role in closing a positive deal.

Making first contact

A local connection is important when doing business with a Russian counterpart, since Russian businesspeople tend to be careful about who they work with and place high value on personal relationships. Appointments should be made well in advance and reconfirmed a few days before the actual meeting.

Punctuality

Punctuality carries real weight in Russia, and counterparts are expected to arrive on time. That said, a Russian counterpart may sometimes arrive late to test a potential collaborator's patience, so patience itself is considered a virtue. Meetings are likely to run over their scheduled time, since strict adherence to a schedule is less common.

Greetings

Firm handshakes with direct eye contact are the norm when greeting someone in Russian business culture. A slight nod of acknowledgment can also be appropriate in certain contexts.

Gifting

Exchanging gifts, especially at an initial meeting, is common and seen as a gesture of respect. Small gifts featuring a company logo, or items representative of a visitor's home country, tend to be well received.

Dress code

Being well dressed and well groomed matters a great deal in Russian business culture, so a formal dress code applies to both men and women. Men are generally expected to wear dark-colored suits, while conservative business suits or dresses are appropriate for women.

Business cards

There is no fixed moment for exchanging business cards; it typically happens at the beginning or end of a meeting without particular formality. Having one side of the card translated into Russian is considered a sign of respect and tends to make a strong impression.

Business meetings

First meetings tend to be formal, largely aimed at determining whether the relationship is worth pursuing further. Meetings generally have a formal atmosphere and follow fairly strict procedures. It's important to address Russian counterparts as equals rather than in a way that could come across as condescending, and because status matters, it helps to match the Russian team's size and seniority. Interruptions during meetings are common, as participants often follow multiple threads of discussion at once. Maintaining direct eye contact while speaking is recommended, and showing the soles of one's shoes is considered impolite.

Why this matters

Personal relationships are central to closing a good deal with a Russian professional. Trust and honesty guide a Russian counterpart's decision to collaborate, and can be the deciding factor in whether negotiations move forward. Patience and a genuine investment of time in building the relationship tend to pay off over the course of the business relationship.

Sources: Nestlers Group