1. Rachel Feldstein Omolara Onaolapo Justin Rader Maritza Vazquez

2. Topics of Discussion Influence of Communism Negotiation Styles USA versus Russia Etiquette Pre-Negotiation Bargaining Reaching an Agreement

3. Lasting Effects of Communism Negotiations Unique aspect in Russia Effect of communism and the cold war USSR dissolved Approximately 15 different sovereign states Various aspects from these different countries *Cyberlink.com

4. Communist Russia Goal was for everyone to be the same Differences threatened the collective society Current government Officially recognizes and tolerates individuality General population Reacts violently to “above average” Lasting effects of Communism *http://www.grin.com/e- book/26493/doing-business-in-russia Lasting Effects of Communism

5. Slow transition Individualism Profit-maximization Personal initiative Perestroika (restructuring) Mindset regarding western thought Age factor regarding acceptance *http://www.grin.com/e- book/26493/doing-business-in-russia Lasting Effects of Communism

6. American persuasion in Russian negotiations must be done tactfully Motivation Fair play Accountability Goodwill, etc *http://www.grin.com/e- book/26493/doing-business-in-russia Lasting Effects of Communism

7. Historically unstable political environment Negotiations Focus on the short term gains Long term gains are not a priority Fear that negotiated contracts may become illegal later *Sandia.gov Lasting Effects of Communism

8. Understand some stages of USSR negotiations Prepositioning Intelligence gathering Opening moves Midgame Secrecy Exploitation of entertainment End game Understand their emotional and historical baggage Be sensitive, but not overly so, of their previous political situation *http://findarticles.com/p/articles/mi_m 0KNN/is_2000_Winter/ai_80305813/pg_ 2/ Lasting Effects of Communism

9. Differences U.S.ARussia Primary StyleFactual: Appeals to logic Axiomatic: Appeals to ideals Conflict: Countered with… Objective factsAsserted ideals Making Concessions Small, early onFew, if any, made Response to Other’s Concessions Reciprocate concession Viewed as weakness, rarely reciprocated

10. Differences, continued U.S.ARussia RelationshipShort termNo continuity AuthorityBroadLimited Initial PositionModerateExtreme DeadlineVery importantIgnored

11. Etiquette Language Barrier Interpreter Location Historically, formal setting Business meals, more common Attire Conservative and Quality Foreign women vs. Russian women

12. Etiquette Gender Traditionally male dominated Workforce 47% women Low wage jobs: healthcare, education, office assistants Physical Contact Handshake Eye contact Social Events Social athleticism

13. Etiquette Gifts Extensive gifting traditions Be prepared for first meeting Avoid inexpensive gifts No vodka! Bribes Solicited boldly without reserve Organized crime threat

14. Pre-Negotiation Patience and Flexibility Slow-moving Personal relationships Business cards Intrusions Be prepared Conceal information

15. Pre-Negotiation Setting up a meeting can be difficult Impossible… To leave messages Set appointments Confirm a meeting Obtain written confirmation Time and Punctuality Lateness is common Arrive punctually

16. Bargaining Interpreter Cautious pre-positioning Extreme opening offer Opposing positions Need to look good

17. Bargaining Slow pace of negotiations Two or three meetings Detect weaknesses Consensus Missed deadlines Rapid conclusions Nothing else to gain

18. Reaching an Agreement The Negotiating Table Know the decision makers Who has authority to make decisions? Display unity E pluribus unum Concessions When and how concessions are made Consider negotiating away from the negotiation table

19. Reaching an Agreement Deciphering what they are saying “I do not have the authority” What does “No” really mean “In principle, it can be done” Influences from the outside Independence Political and economical

20. Reaching an Agreement Other Important Consideration Feeling versus Facts Taking Risks Building Trust Protokol (meeting minutes) A joint statement or memorandum of understanding Reciprocity “I get half, you get half”

21. The Agreement Different types of agreements Agreement “in principle” Cherry Picking The departure-time decision Ad referendum Agreements Written contracts Legal expertise Language of agreements

22. After the Agreement Celebration Festive lunch or dinner Agreements and signed contracts may not mean that the negotiation stops Dealing after the contract is signed Nurture the relationship Implementation Legal, political and ideological considerations

23. After the Agreement Problems after agreements are reached Ignoring the terms Timelines Things offered cannot be done Waiting on others Getting things back on track Reestablishing the relationship Trip to Russia

24. Recommendations Remember… Be sensitive, but not overly so, to past political issues Dress conservatively Be prepared to offer authentic gifts Slow pace negotiations, time treated loosely Have patience Have a good interpreter Display group unity Be confident in your demands Don’t ignore relationship after signing