Values and core beliefs Love of children Sense of humanity Respect for the old Strong people-orientation Patriotism; Pride Love of literature and the arts Aversion to materialism or excess profits Fatalism; Apathy Conservatism, aversion to change Caution; Nostalgia Collectivism; Pessimism; Self-sacrifice

Concept of space
Russians live in the largest country in the world and think big in many ways. Immense open spaces and virgin territory encouraged them to expand and conquer. The very hugeness of their territory also made them feel vulnerable and suspicious of neighbours. They stand closer to each other in everyday conversation than would Western Europeans and like touching, hugging and kissing friends and close acquaintances....

Concept of time
Not very punctual, but not outrageously late either. Chief problem with making appointments is that they are often cancelled from their side or they simply postpone indefinitely. Occasionally they do not turn up and only offer explanations later if requested to do so. Bureaucracy and inefficiency of officialdom often prevents them from travelling....

Self image
Russians believe that they are the world’s greatest humanists. Related to this belief they think they are destined to unite Europe and Asia....

Listening habits
Russians automatically distrust official statements, whether made by governments, state agencies or big multinationals. Personal messages, even rumour, ring true. Russians listen best, in small numbers or privately, to a person who presents an opportunity, shares their fate and conspires to ‘beat the system’. Speakers, especially foreigners, should be blunt, confiding and obviate any deviousness....

General behaviour at meetings
Russians are good chess players and plan several moves ahead. They anticipate many of your reactions and are better prepared than they seem. They respect strength and firmness, will appear tough if you show willingness to retreat or compromise, will retreat themselves if you are tough. They will “sit out” deadlock situations with great patience. At meetings they speak with one voice. Their initial demands are often high and may appear unreasonable or over-ambitious. This is a tactic. They prefer the other side to speak first. (reactive characteristic). Suspicious of ‘easy’ business (in Soviet times everything was complicated).
The atmosphere at Russian meetings depends very much on the context. In Soviet times one was engaged in long-drawn out, cautious discussions with frequently intransigent civil servants. Russians of all categories know how to blow hot and cold and can be theatrically verbose as well as icily tight-lipped. In the current fluid situation Russian entrepreneurs are opportunistic and of many ethnic backgrounds (Armenians and Georgians are ubiquitous) and while they are more flexible than state officials, they are unlikely to be very accommodating and conduct negotiations in ‘chess tempo’....


Contracts and commitments
In Soviet times, the wheels of officialdom turned slowly, but, as most business was done with government agencies, contracts were generally guaranteed and adhered to. In the present economic turmoil with hundreds of thousands of new “entrepreneurs” at large, prudence is essential in making contracts. Fraud is common and one has to be aware of possible Mafia interference. There is low legal consciousness in Russia and parliament changes laws, or makes new laws, in exchange for monetary considerations Tax, company and property law is fragile....

Manners and taboos

• Toasting. A serious business. Hosts toast first. Then guests according to rank. Short speech - poetic or dramatic. Sentimental.
• Drink while seated. Russians are uncomfortable at standing cocktail parties.
• Taboos include:
  – wearing coats indoors (pyjamas OK in hotel corridor!)
  – hands in pants pockets
  – sitting with legs wide apart
  – lunching on park lawns in city
  – whistling in street
  – public displays of affection
  – saying you’re going to the toilet
• Touching another person is a sign of confidence.
• Russians begin conversations unsmiling (like Germans), then talk at great length in roundabout manner.
• Russians don’t come on time for appointments, or discuss business until 10 in the morning.
• Russians oriented towards thinking. Americans towards acting. After conference ends, Russians sit up all night reflecting on day’s events. Americans plan for next day.
• Russians don’t answer other people’s telephones....