The Russian business culture is very heavily infuenced by Russian cultural characteristics an the impact of the soviet past. Russian ranks fairly high on the World Bank Group`s index of difficult places to do business.
At meetings men should usually wear suits that are dark, well tailored along with good dress shoes. At negotitations men do not take off their jackets.If you are attending dinner in host`s home casual dress of slacks and nice shirt without tie are appropriate. Woman dress rather conservativaly, they should wear longer, knee-lenght skirts rather then pants-suits. Avoid showing the soles of your shoes, as this is considered highly disrespectful.
Personal relationships play a crucial role in Russian business. It´s often much more efficient to hold face to face meetings than sending information in writen format only and trying to do business in Russia over the telephone is generally ineffective. You are expected to be on the time to all appointments, but your Russian counterpart may be late and don`t expect an apology and this may be a test of your patience.
About Russians body language they are a very demonstrative people, and public physical contact is common. Hugs, backslapping, kisses on the cheeks and other expansive gestures are common among friends or acquaintances and between members of the same sex. But in business meetings body language is minimal, during meetings you get very little verbal feedback, people listen silently and little obvious body language being displayed.
Meetings are usually formal, highly structured and serious, with the goal of informing rather than debating or negotiatin. Remember also do not be impatient, Russians value patience and appreciate time to debate, consider and digest negotiations so avoid high-pressure talk.
Relationships start out quite formal within Russia but maintaining trust and a good working relationship from the beginning is invaluable for future business. When meeting someone for the first time, it is wise to address them by their patronymic name.
The ceromony of presenting and receiving business cards is important. Include a Russia translation on your business cards (even most Russians speak English) your Russian colleagues will appreciate that. Russians spend a lot of money on gifts. Avoid giving gifts like pencils, lighters, notebooks unless they are expensive ones. Business gifts value should correspond to the rank on the Russian business person with whom you are meeting.
Gender roles in Russia are much more traditional than in Western cultures. While there is a high percentage of professional woman in Russia, very few hold high-ranking jobs such as senior management.
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