THREE TIPS FOR SELLING IN RUSSIA

1. Classic Mercantilism

2. What’s New?

3. Negotiating as a Game of Chess

1. CLASSIC MERCANTILISM

Russians are mercantilists in the classic sense. That is, they believe resources are always limited; for them to gain, someone else must lose. They play a zero-sum game and are very direct about it. It can be helpful for you to highlight the potential profit for them, repeatedly, and consistently validate the figures. Do not compromise on a deal too soon. Since the concept of a win-win deal is not intrinsic to Russian nature, they do not often seek compromises. Some believe that compromise is inherently wrong.

Russians can become very emotional during meetings. The volume of the discourse can rise, and walkouts may occur. Patience, equanimity, and modesty are key during these sessions. You must explain with great clarity why your position is firm. Having the evidence to justify the position is important, but your relationship with your Russian contacts will be more crucial than the statistics.