Attending business events in Moscow requires more than just professional expertise—understanding Russian business culture is key to making a strong impression. From formal greetings to negotiation styles, here’s your essential guide to navigating corporate gatherings in Russia’s capital with confidence.
1. First Impressions: Dress Code & Greetings
A. Dress Conservatively & Professionally
- Men: Dark suits (navy or charcoal), polished shoes, minimal accessories.
- Women: Tailored dresses or pantsuits, closed-toe heels, subtle makeup.
- Avoid: Casual wear (jeans, sneakers) or flashy colors—Russians value understated elegance.
B. Formal Greetings Matter
- Handshake: Firm, brief, and with direct eye contact (weak handshakes are seen as unconfident).
- Titles & Names: Use surname + patronymic (e.g., “Ivan Petrovich”) unless invited to use first names.
- Business Cards: Present with both hands, Russian side up.
2. Meeting Protocol: Punctuality & Hierarchy
A. Be On Time—But Expect Delays
- Arrive 5–10 minutes early to show respect.
- Senior executives may keep you waiting—never complain; use the time to network.
B. Follow the Hierarchy
- Decisions are made at the top (CEOs, not mid-level managers).
- Address the highest-ranking person first in group settings.
- Avoid interrupting—Russians prefer structured, linear discussions.
3. Negotiation & Communication Style
A. Direct but Diplomatic
- Russians appreciate clear, factual arguments (avoid vague language).
- Never publicly criticize a colleague—confrontation is handled privately.
B. Expect Hard Bargaining
- Initial offers are often extreme; leave room for compromise.
- Silence is a tactic—don’t rush to fill pauses.
C. Key Phrases to Know
- “Это интересное предложение” (Eta interesnoye predlozheniye) – “That’s an interesting proposal.”
- “Мы подумаем” (My podumayem) – “We’ll think about it” (often means “no”).
4. Dining & Networking: Vodka, Toasts & Taboos
A. Business Lunches/Dinners
- Seating: The host assigns seats—wait to be directed.
- Toasting Ritual:
- First toast is always by the host.
- Stand, make eye contact, and drink vodka in one sip (unless you abstain—politely decline once).
- Gift Giving:
- Offer high-quality gifts (e.g., premium cognac, branded pens).
- Avoid yellow flowers (funerals) or sharp objects (bad luck).
B. Topics to Avoid
❌ Politics (especially Ukraine/West relations)
❌ Personal finances
❌ Jokes about Russian history
5. Post-Event Follow-Up
- Send a handwritten thank-you note (emails are considered impersonal).
- Reiterate key points in writing—Russians value documented agreements.
- Stay in touch via professional networks (e.g., VKontakte, not LinkedIn).
Final Tip: Patience Wins Trust
Russians build business relationships slowly but value loyalty long-term. Demonstrating cultural awareness—from formal greetings to vodka etiquette—will set you apart at Moscow’s high-stakes events.