THE RUSSIAN NEGOTIATION CULTURE THROUGH THE EYES OF FOREIGNERS

Abstract

Foreign negotiators’ observations represent a valuable source of understanding the Russian negotiation culture. They pay attention to the duality and inconsistency of the Russian character, significant fluctuations in the mood of Russians, which determine the unpredictability of their behavior. However, foreign observers also point a significant experience of rational behavior within the Russian negotiation. Researchers notice the special attention that Russians pay to the issues of national security and their respect for “power” and “strength” (that sometimes is explained as “imperial thinking”). Also, Russian negotiators are persistent in defending their position, they demonstrate desire to realize it as fully as possible, they struggle for equal partnership relations and sometimes these efforts bring unilateral advantages for them. Russians want to play a leading and even dominant role during negotiations, they prefer to set the agenda and try to hide their weaknesses in aim to prevent a counterpart from taking advantage that may cause damage. Such approach explains the reluctance of Russians to make compromises, which they perceive as a manifestation of weakness. Russians trust and cooperate primarily with members of their community (“intracultural negotiations”) and demonstrate less openness to foreign colleagues who represents the “alien” group (“intercultural negotiations”). Western negotiators note the decisive role of opinions made by delegation heads rather than experts. The fear of making mistakes and consequently the fear of punishment holds the Russians back from risky negotiating behavior and deviations from their instructions. The Russian negotiators are taken very seriously by their foreign colleagues. Nevertheless, some experts recommend that exaggerating the “threatening” and “overwhelming” power of the Russian partners should be avoided. They advise to be firm dealing with Russians, to strive to establish trust and good personal relations, and to prove reliability in their eyes for gaining benefits from negotiations.