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(Revised from original 1999 version)
Doing Business in Russia: Note on Negotiating in the "Wild East"
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;
Cross-Cultural and Cross-Border Issues;
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, August 1999. (Revised from original January 1999 version.)