Cracking the Russian Negotiation Code:How to Survive the Negotiation Cold War
Description
Russian negotiation culture is shaped by an imperial "power game" mindset, where winning often means the opponent's loss. Guided by a “сила” (force) mentality, Russians take firm stances and resist compromise, rarely adopting a "win-win" approach. Emotional and psychological nuances are downplayed, while "отношения" (deep, trust-based relationships) are prioritized over quick deals. Russians value formality, disfavor bargaining, and emphasize the finality of written agreements—often clashing with Western and Chinese negotiation styles. Influenced by MGIMO and geopolitical realism, Russian diplomacy mixes charm with coercion. Success in negotiating with Russians requires cultural understanding, patience, observation, and respectful engagement.
United States
