A weighty heritage

This is the heritage of Communism. All activity in Russia necessitates animpressive number of administrative documents. “Whoever wants to do business in this country should take into account of the omnipotence of bureaucracy,” warns Philippe Weiss, trainer and consultant at the Centre de Techniques Internationales (CTI). Inviting functionaries to take part in a dinner-debate on a theme linked to their company can certainly facilitate procedures. “But don’t offer anything underhand,” advises Philippe Weiss. “You will rouse indignation.” An immense country situated between two continents, Russia moreover shares cultural traits with Europe as well as Asia. Like Europeans, Russians have a rather conceptual way of thinking. They approach projects and problems in the same way. And like Asians, they learn to mask their emotions. “Men and women can appear set in stone,” says Philippe Weiss. “They’ll shake hands with you without a smile, with an apparent emotional indifference.” However, according to the trainer-consultant, the key to success in Russia not only resides in the quality of a product or the skill of a representative. “It lies in socialising,” he affirms. So expect to be invited to cultural activities. “Don’t refuse to go to a Bolshoi ballet because you’re tired,” insists Philippe Weiss. “Even if you know that you will be out until one in the morning.” Invitations to restaurants or cabarets are also common. “The aim of Russians is to get to know you,” explains the trainer-consultant. Like in China or Japan, you will therefore have to reply to questions considered intrusive in Europe, such as are you married, do you have children, how much do you earn, or where do you live? “This is not about judging you, but situating you and getting to know you better,” insists Philippe Weiss. Nevertheless, beware of letting your hair down too much during these social evenings. “Russians have a tendency to be generous and to offer alcohol and pretty women (or handsome boys, if you are a woman),” warns Philippe Weiss. “It’s a game you have to know how to broach without getting lost. Know how to accept a drink and talk, without ever forgetting that you’re your company’s representative.” And if, once you return to your hotel room, you receive a call asking you if you would like company, refuse. “Otherwise your contacts will believe you can be manipulated,” declares the trainer-consultant. “And you will lose credit.”