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RUSSIAN BUSINESS MEETINGS II  

by Richard Steffens

This is the second in a series of articles examining the protocol of business
meetings in Russia.  In last month's article, we noted that business protocol in
Russia is quite different from what we are accustomed to in the United States,
although U.S. executives new to Russia often overlook this fact.  While many
senior Russian executives are familiar with American business customs, and are
relatively comfortable with them, this is generally not true outside the major cities. 
This article explores what happens after you've arrived at your initial business
meeting with a Russian company.  

As you sit down with your Russian counterparts, it is important to remember that
the formal manners and tastes of Old World Europe linger in Russia, and that the
business world is no exception.  A willingness to adapt to the more formal, less
hurried conventions of Russian life can be of great value in cultivating long- term
business relationships.  Remember that simple courtesy goes a long way, and the
Russians remember little things.  Be prepared for a slower pace, where meetings
still move deliberately, and for the fact that many Russians--especially the older
generation--do not like to be rushed.  Finally, respect the Russians' need for initial
formality until the ice has been broken with their foreign visitors. 

The First Few Minutes 

After the initial warm handshake, the first few minutes can be awkward.  You or
the Russians may engage in some small talk.  Avoid serious matters, since your
Russian counterparts are still getting comfortable.  This is a good time to pass out
your business cards--one for each Russian participant.  Russians like to line up
these cards in front of their seats so they can remember with whom they are
speaking.   

Don't forget that traditional Russians are far more formal than Americans.  To
address a Russian by his or her first name, unless you are invited to do so, is an
insult.  If you speak Russian, be sure to use the formal "vy" form, not the informal
"ty" (these forms are analogous to "vous" and "tu" in French).  Address Russians
with their titles and last names, such as: "Chairman Mironov," "Major General
Klimov," "General Designer Medvedov."

The Formal Presentations

Once everyone is seated, the formal meeting begins.  If you requested the meeting,
the Russian principal will often indicate with a nod or a gesture that you should
begin.  On other occasions, the Russian side will begin.  Here, the cultural contrast
is marked.  Americans like to "get down to business."  We tend to state what is on
our minds, often saying everything in the first 10 minutes.  Russians usually prefer
to warm up first with small talk.  Following this, the Russian will want to place the
meeting, or the relationship, in context.  Russian business and government leaders
seem to have a talent for making very long, impromptu presentations, often lasting
as long as an hour, completely off the top of their heads.   

Americans often make the mistake of interrupting, trying to get the Russians to
come to what Americans consider to be the point.  Often however, this initial
presentation is the point, and the American will find within the Russian's remarks
all he was going to ask about later.  One high-level Russian business official has
been known to remind his Russian colleagues that after the first 10 minutes of
their remarks, Americans will probably stop listening.  Indeed, one of the
challenges of teaching Russian managers Western business practices is the art of
making simple five-minute presentations. 

Once your Russian counterpart finishes his presentation, you should be prepared to
make one of your own.  Ten minutes should be sufficient, but you will want to
give an overview of your objectives and some history of your company.  The
Russians will be listening carefully--for at least two things.  First, they want to get
an assessment of you and your company.  Are you another one of those
fast-talking Americans their colleagues warned them about, or are you are a
serious person leading a reputable firm?  Second, the Russians want to understand
the context.  What are your objectives?  Why is your firm interested in working
with them?  They will often follow your presentation with tough questioning about
these very issues-- something you should be prepared for if your meeting is to be
successful. 

Next month: How to deal with "The Tough Question" from your Russian
counterparts.  Richard Steffens is with the Commercial Service of the United State
in Moscow.
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