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

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

By: James K. Sebenius and Randall A Fine
  • Format:Print
  • | Pages:11
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Abstract

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

Citation

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.)
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
→More Publications

More from the Authors

    • January 11, 2023
    • ForeignAffairs.com

    Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

    By: James K. Sebenius and Michael Singh
    • November 2021
    • Faculty Research

    Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)

    By: James K. Sebenius and Alex Green
    • November 2021
    • Faculty Research

    Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

    By: James K. Sebenius and Alex Green
More from the Authors
  • Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning By: James K. Sebenius and Michael Singh
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B) By: James K. Sebenius and Alex Green
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A) By: James K. Sebenius and Alex Green
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