Background Note | HBS Case Collection | January 1999 (Revised August 1999)

Doing Business in Russia: Note on Negotiating in the "Wild East"

by James K. Sebenius and Randall A Fine


Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian negotiating psyche. Finally, the note describes common elements of the Russian negotiating style and gives advice on concluding successful deals in current-day Russia.

Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States;


Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)