Choose a reliable bank from the start
SberIndia can handle fast, reliable payments between your company and Russian partners directly, without intermediaries. The bank can also help you throughout the process, starting with finding trustworthy business partners.
Find out who actually makes the decisions
In Russian companies, decision-making authority is often shared among several key employees. Before negotiations begin, find out who’s managing your project, who needs to approve it and who has the final say.
Don’t go over your main contact’s head
If the CEO doesn’t attend your first meeting, it doesn’t mean the company isn’t interested. The person you’re meeting may well be the one who’ll champion your project internally. Give them a chance to do that before trying to reach their superiors directly.
Agree on the language beforehand
Some participants may be more comfortable working with an English-Russian interpreter. If that’s the case, arrange for one in advance or check that your Russian partners will provide one.
Be punctual and dress appropriately
Allow plenty of time to get to your meeting, especially in large cities where traffic can be heavy. For a first meeting, stick to conservative business attire. You can dress more casually for business lunches.
Keep the small talk brief
Your Russian hosts might ask about your journey, what you think of the country or whether you’d like tea or coffee. Then they’ll probably move straight to business. Introduce yourself briefly, explain why you’re there and suggest an agenda. If you do make small talk, stick to neutral subjects and avoid controversial political topics.
Keep gifts small and symbolic
An expensive gift at a first meeting might make your Russian colleagues uncomfortable, especially if they work in government. A small branded souvenir or some tea is a better choice.
Get to the point
Don’t spend too much time talking about your company’s history or long-term plans. You can share those details before or after the meeting. Focus instead on the business problem you’re there to solve. Your Russian partners will want to know what you’re offering, what problem it solves and how you plan to make it work.
Back up your reputation with facts and figures
Your company might be well known in India, but your Russian counterparts may never have heard of it. Come prepared with information about the size of your business, completed projects, existing clients and financial results. Case studies and relevant certificates can also help establish your credibility.
Show what’s in it for your Russian partner
Don’t just list your product’s advantages. Explain how working with you could increase revenue, reduce costs or help the company compete more effectively. The more clearly you can show the financial benefits, the better.
Tailor your presentation to a Russian audience
Prepare your materials in English and, if possible, Russian. Put key figures, deadlines and commercial terms on separate slides so they’re easy to find. Keep local market conditions in mind, too. A business model that works well in India won’t necessarily produce the same results in Russia.
Be ready for difficult questions
Your Russian colleagues may ask detailed questions about prices, delivery times, warranties and potential risks. Don’t take this as a sign that they don’t trust you. If you don’t have an answer, say you’ll check and follow up in writing after the meeting.
Don’t treat a direct ‘no’ as the end of the conversation
In Indian business culture, people often express disagreement indirectly. Russian partners, on the other hand, might simply say, ‘No, that price doesn’t work for us.’ That doesn’t necessarily mean the deal is off. Ask what terms they would be willing to accept.
Don’t be afraid to reject terms that don’t work for you
In Russia, a vague answer like ‘We’ll try’ can be taken as a promise. If you can’t meet a particular demand, say so and explain why. A clear, well-reasoned ‘no’ is often better received than a reluctant ‘yes’ you can’t follow through on.
Explain your position
Simply refusing an offer without explaining why can bring negotiations to a standstill. Explain what doesn’t work for you and suggest an alternative. For example, you might agree to a lower price in exchange for a longer contract. This shows that you’re serious about your position but still interested in finding a solution.
Don’t confuse directness with aggression
In Russian business meetings, it’s normal to disagree openly, ask tough questions and firmly defend your interests. Even when you disagree on important points, keeping calm and explaining your position can help prevent the discussion from turning into an argument.
Don’t mistake initial interest for a final agreement
If a Russian partner says, ‘This looks interesting. Let’s move in this direction,’ it doesn’t mean you’ve closed the deal. They may simply want to continue the discussion. Ask what still needs to be agreed and who’s responsible for the next steps.
Agree on the next steps before leaving the meeting
Don’t settle for a vague promise to stay in touch. Before the meeting ends, establish what still needs to be discussed, who else needs to be involved and when you’ll speak again. Even if you haven’t reached a final decision, you’ll know where things stand.
Follow up promptly in writing
Send your partners a short email within a day or two of the meeting. Thank everyone for their time, summarise what you’ve agreed, list any outstanding questions and set out the next steps, who’s responsible for them and the expected deadlines. This will help avoid misunderstandings later.
Keep informal chats separate from formal commitments
In Russia, many day-to-day business matters are handled through messaging apps. But important agreements involving prices, deadlines or changes to commercial terms are best confirmed separately by email.
Resolve difficult issues before signing the contract
Don’t put off uncomfortable conversations just to keep things pleasant. Agree on the currency and payment arrangements, delivery schedules, each party’s responsibilities and what happens if there are delays.
Check who has the authority to sign
Someone might play an active role in negotiations without having the authority to close the deal. Find out who can approve key terms and sign documents on behalf of the Russian company. This is especially important when dealing with large organisations.
Give your partners an early warning if something goes wrong
Russians value people who see things through, but they also understand that plans sometimes change. A delayed shipment or an unexpected regulatory requirement won’t necessarily ruin a business relationship. Keeping quiet about it might. If there’s a risk you won’t be able to meet your commitments, tell your partners as soon as possible.
Come with a plan, not just a problem
Simply telling your partner that something has gone wrong isn’t enough. Explain what happened, how it affects the project and what you suggest doing about it. If the problem is serious, call your partner first, then confirm the agreed plan in writing.
Stay flexible, but be specific
Russian companies are often willing to change their plans and look for unusual solutions. But any changes to the original agreement need to be clear. Try to allow for unexpected delays when planning a project.
Treat your first project as a chance to build trust
A Russian company might suggest starting with a small order or a pilot project. Don’t assume this means they doubt your reliability. They want to see whether you keep your promises, meet deadlines and deal with problems effectively.
Keep in touch between deals
In Russia, as in India, personal relationships matter in business. Don’t only get in touch when there’s a contract to discuss. A quick message congratulating a partner on a successful quarter or wishing them well on a national holiday can help maintain the relationship. A reputation for reliability may also help you find new business partners.
Knowing the rules of Russian business etiquette is useful. But working successfully in Russia also means knowing how to apply them. Specialists familiar with both Russian and Indian business practices can help you navigate the differences. A dedicated service can help you find reliable partners in Russia, while SberIndia can support you at every stage of the deal.