Initial Contacts and Meetings

¶ … America in East Coast and Russia about Initial contacts and meetings in Business

There are many similarities in the way that America and Russia conduct business and in their initial business contacts. There are also, however, differences. The main difference may be the fact that Russians are more relaxed than Americans which tends to have both positive and negative ramifications. The great cultural differences need to be taken into account in order for both parties to effectively conduct business with the other

For the Russian meeting the American for the first time, it can be a culture shock. Advice is to better be over-dressed than under-dressed, to be prompt for the appointment, to keep personal space, and to respond to e-mails within a 24-hour span. Americans are e punctual. Their time is precious. They dislike small talk unless it moves them along towards their business goal. They tend to start meetings on time and finish them on time, and meetings are often accompanied by presentations.

The Russian should be prepared for a firm handshake and for constant eye-contact. There is little, if any talk on personal affairs and none at all on political or religious concerns. Talk during meetings should be exclusively business-oriented.

The American-type meeting (particularly those on the East Coast) are often described as 'aggressive' and confrontational where Americans are open about concerns and issues related to the business and insist on everything being up-front. This is very different to the Russian diplomatic and harmonious approach where they try not to hurt others and approach sensitive matters in an indirect, convoluted manner. Russians may mistakenly perceive this American approach as hostile; it is not. Americans are simply pressured for time and value frank addressing of vital matters. They abhor the vagueness and longevity of meetings held in other cultures.

Meetings also often include formal presentations, such as PowerPoint's, which represent the professional competence of the speaker. Great pains go into oratory and presentation with the presentation not only being well researched and relevant but also delivered in a confident, clear and articulate manner.

Meetings are usually face-to-face, but a new trend has begun -- and gaining speed -- that meetings are increasingly becoming virtual with participants meeting online from various locations either by conference call or video link. When this occurs it is even more important that the Russian individual be aware of American innuendoes in both action, gestures, and speaking since communication can all the more become distorted and misunderstood. (American Meetings).

The first business contact and all meetings thereafter are started and concluded with a firm handshake. Hugging or other personal touch is a no-no, particularly between man and woman. Cards can be exchanged. Many Americans too -- and this is alien for Russians -- prefer that you call them by their first name.

In both the first meeting and in consequent ones, Americans prefer directness and logical linear reasoning. In a manner that is different than Russian conversation, Americans prefer direct, abrupt speech that is lucid, calm, and to the point.

Meetings will start with an agenda, perhaps a handout and they will conclude with a summary and list of deadlines and delegations of tasks as well as a list of future goals to be achieved. The emphasis is on business and if both parties agree, on signing a contract as soon as possible. This may even take place during the first meeting. Small talk, if any, may develop after that (Kwintessential USA - Language, Culture, Customs and Etiquette)

For the American attending the Russian business meetings, the culture shock may be just as great. Russians, as said, are more relaxed, less to the point, and tend to meander in their speech. Business cards are handed out liberally in Russia (far more liberally than they are in America). In this first business meeting, the American should expect a boned-crushing handshake and probing eye-contact with the appropriate greeting uttered: dobraye utra (good morning), dobryy den (good afternoon) or dobryy vecher (good evening). Last names are used in addition to "gaspodin" (i.e. "Mr.") or "gaspazhah" (i.e. "Mrs." Or "Miss") and the person's title if appropriate.

Russian people may turn up sometimes hours later for a meeting. The initial meeting is the most formal with the participants appearing dignified and firm. Pitches are direct and simple. Russians are not impressed by conspicuous presentations or flowery oratories. They look for professionalism, knowledge, and expertise and dislike salesmanship.

Negations can be dramatic and theatrical with the objective of gaining concessions. They can, therefore, be grinding. The Win-win persona of Americans is seen as weak to the Russians who see triumph and gaining the upper hand as a sign of strength. (Kwintessential. Doing Business in Russia). One of the throwbacks of communism still is the habit of responding to requests with 'no'. The American expects to persist; Russians expect that, but meetings can be long and tiring until the signed contract actually occurs.

During meetings representatives of the Russian company sits on one side, with guests on the other. Meetings are usually face-to-face since tele-communication is still underdeveloped in Russia and doing business over the phone is generally ineffective.