Negotiations in the Russian business environment

Target Audience:Foreign professionals engaging in negotiations with Russian counterpartsDuration:4 hoursProvider: Lighthouse Russia B.V.Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - Novoslobodskaya Language:EnglishCoach:Jeroen N. Ketting
Jeroen N. Ketting Jeroen N. 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.

 The course focuses on the specifics and the challenges of the negotiation process in the Russian business environment. The participants will learn the main strategies and tactics of negotiating in Russia and receive practical tips and tricks for successful negotiations with Russian counterparts.
Objectives of the training:
1) Build understanding and acceptance of the Russian negotiations culture, including behavior and communication patterns of Russian businessmen.
2) Plan and prepare for successful negotiations with Russian counterparts: foresee the people, challenge and the process of negotiations.
3) Adapt to the Russian negotiations style and raise the effectiveness of negotiating with Russian partners and clients.
4) Build effective relationships with Russian partners and clients, Russian management or Board of Directors.
5) Create value for the participants by improving their negotiation skills in the Russian business environment.
Advantages of the training:
1) The training is based on business practice and 19 years of negotiating experience of a Dutch businessman with Russian companies.
2) The training helps bridge the gap between foreign and Russian business cultures and practices by creating understanding and acceptance.
3) The training will help foreign professionals, who have just arrived in Russia, become more effective when doing business in Russia, as well as professionals, who have been working in Russia for a while, improve their performance at negotiations.
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.

Training program

1. Introduction:
  The Russian cultural model:
• cultural dimensions;
• cross-cultural differences between Russia – Europe – US;
• in-depth specifics of Russian culture.
  The Russian business environment:
• Different types of Russian companies: neo-Russian vs. Soviet;
• Generic build-up of Russian companies: corporate governance; corporate structure; distribution of authority; decision making process; business planning; internal communication.
2. Negotiating process in Russia:
  The main strategies and tactics of negotiations in Russia.
  Dos and Don’ts of the negotiations process in Russia:
• negotiations setup;
• introduction (hierarchy and presentation);
• the negotiations process;
• the style of negotiating;
• influencing;
• bargaining;
• sharing of information;
• agreements and contracts;
• other.
   Communication during the negotiations:
• external communication;
• internal communication;
• informal communication during negotiations;
• specifics of perception and communication between foreign and Russian counterparts and between male and female negotiators.
  Mediation of disputes during negotiations 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 of negotiating in Russia, their main challenges and problems during negotiating and expectations from the training will be conducted. 
2. The training session will combine Prezi 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.