Negotiating in Russia

About the Course:

Negotiating in Russia is not for the faint of heart. While Russia is rich with opportunity, there are considerable differences in styles, timelines, and sequencing of issues when conducting negotiations in Russia.

If you don't know the answers to questions such as these, you really should listen to this webinar:

  • Should you bear gifts when meeting Russian counterparts?
  • How aggressive are Russians in terms of setting initial offers?
  • Is it more advantageous to stress short-term or long-term benefits to Russian counterparts?
  • Is it always helpful to apprise Russians of your Russian roots (if true)?
  • Under what circumstances could your business interests in Russia be raided?
  • Under what circumstances could a foreigner be placed in jail due to a commercial dispute?
  • How are foreign women perceived when negotiating in Russia? What should foreign women expect from Russian men in terms of chivalry?
  • What is accepted dress when doing business in Russia?
  • How do facial expressions differ in Russia from those in other parts of the world?What kinds of body language are off-putting to Russians?
  • Should negotiators be prepared for a lot of smoking during negotiations?
  • Are foreigners expected to drink alcohol with Russians or go to the banyas (saunas) with their Russian counterparts?
  • How important are titles in Russia?
  • Are interpreters typically needed when negotiating in Russia?
  • Is security needed when negotiating in Russia?
  • Do Russians like to discuss negotiating issues in a sequential or non-sequential manner?
  • Do Russians often display anger or lose their temper when negotiating?
  • Are visits to the USA a valued inducement to offer a Russian counterpart when negotiating?
  • Do Russian counterparts often expect personal payments in order to get deals done?

Course Leader: Valery Gorokhov, Finance and Development Director, Invalgo

Valery has worked in various industries and international companies, such as Cargill (corn milling), Holcim (cement manufacturing), and Severstal (steel and mining) for more than 20 years. He currently holds the position of pro-bono Treasurer of the Russian Green Building Council. Valery provides management consulting in the areas of strategic management, cost optimization, and negotiations. He has a Masters Degree in Philosophy from Russian University and a MBA from Duke University.

Course Length: Approx. 1.5 hours

$295.00 PER USER

Purchase Now:

Need help purchasing this course? Please contact Neomi Barazani at 609-919-1895 ext. 100 or at