Doing business in the Russian business environment

Target Audience:Foreign executives and managers who face the cross-cultural challenges of doing business in Russia. Duration:8 hoursProvider: Lighthouse Russia B.V.Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:EnglishCoach:Jeroen Nicolaas Ketting
Jeroen Nicolaas KettingJeroen Nicolaas Ketting

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Target Group
The training targets expats who on a daily basis have to

a) efficiently manage Russian staff or mixed Russian-foreign staff;

b) communicate with Russian top management and members of the Board;

c) negotiate and coordinate the work with Russian partners, clients and suppliers;

d) conduct government relations activities with Russian government stakeholders;

e) set up cooperation and/or manage joint ventures with Russian partners;

f) enjoy life in Russia with their families and so on.

The training is suitable for expats who recently arrived to Russia and would like to function effectively straight after arrival, but also for foreign professionals who have been in Russia for some time and would like to learn how to overcome the challenges they are facing and improve their performance in the Russian business environment.

1. Function effectively in the Russian business environment and overcome cultural differences and emerging complications of working in the Russian business culture.
2. Raise the efficiency of the operations in Russia.
1. The training is based on business practice and 19 years of experience of a Dutch businessman doing business in the Russian business environment.
2. Allows foreign executives and managers to understand and accept the Russian business culture and to start functioning effectively in the Russian business environment immediately after their arrival.
3. Allows to build effective relationships with Russian management, colleagues, employees, partners and clients.
4. The training comprises the points of view of foreign and Russian professionals, which helps create an objective and realistic approach to negotiations in Russia.

Brief description of the course:
1. Differences between Russian and Western/Northern European business culture:
a. Formalization vs. informal relations
b. Rules vs. situational ethics;
c. Determination vs. decorativeness;
b. Straightforwardness vs. Evasiveness;
c. Motivation vs. hierarchical structure;
d. Open mindness vs. single focus thinking;
e. Pragmatic orientation vs. normative orientation;
f. And other elements of the business cultures.
2. Dos and Don’ts of functioning in a Russian business environment.
3. Building effective relationships. Different aspects of the Russian business environment:
a. Communication with Russian partners and colleagues;
b. Perception of foreigners in Russian business;
c. Decision making in the Russian business environment;
d. Influencing in the Russian business environment.
4. Management practices in the Russian business environment:
a. Management culture;
b. Strategic and operational planning;
c. Team work;
d. Delegation;
e. Motivation;
f. Control;
g. other.
5. Negotiating in the Russian business environment:
a. Specifics of the negotiation process in Russia.
b. The main strategies and tactics of negotiators in Russia.
c. Dos and don’ts for successful negotiations with Russian counterparts
6. Corporate governance in Russia

Methodology of training delivery

1. Before the training a process of filling out questionnaires by the participants in order to determine their experience (if any) in doing business in Russia, their main challenges and problems during negotiating and expectations from the training will be conducted. The training will be adapted accordingly and practical situations from the experience of the participants will be used as examples and case studies.
2. The training session will combine presentations of each block of information and interactive discussion of practical situations and cases.
3. The trainer will generate a dialogue in order to gain participant involvement and focus the discussion on the points which are of main interest to the specific audience. The dialogue will also allow experience sharing between participants and between participants and the trainer.
4. The trainer will use multiple real life stories and situations based on rich personal experience of negotiating with Russian counterparts and cases provided by the participants.