1 April 2025

Keeping it casual with your Russian partners

1 April 2025

7 minutes

What to talk about at informal meetings with your Russian colleagues

The dos and don'ts of informal communication with Russian partners

Informal interaction

Do:

Build trust-based personal relationships. In Russia, these are often more important than professional achievements.
Schedule informal meetings after business negotiations.

Topics of conversation

Do:

Discuss neutral topics, such as culture, travel, art, sports, and hobbies.

Don’t:

Don’t touch on sensitive topics that may cause tension, such as politics, religion, personal life, income, or the value of possessions.
Don’t criticise Russia, its culture, or its traditions.

Etiquette

Do:

Be punctual and arrive on time. In Russia, being late—even for informal meetings—is generally frowned upon.
Follow the dress code. Opt for a formal business suit when meeting with government officials and smart casual style (shirt and jacket, jeans, smart trainers) when meeting with your business partners.

Don’t:

Don’t be more than 10–15 minutes late, since this may be seen as disrespectful.
Don’t wear overly bright or revealing clothing (low necklines, short skirts, shorts) or excessive accessories.

Events and forums

Don’t:

Don’t spend too much time on introductions, as business forum participants may have limited time.
Don’t ignore the language barrier. Consider arranging an interpreter in advance.

Read the full article for more details.

In Russian business culture, informal interaction is traditionally of great importance, says business etiquette expert Tatiana Baranova, noting the strong emphasis on building trust-based relationships. According to Elena Kemler, personal branding strategist and founder of the networking initiative Non-Business Meeting, by developing and maintaining connections in Russia, you can achieve business goals significantly faster than when operating without them.

Together with the experts, we explore the nuances of informal relationships in the Russian business environment.

International differences

Oleg Esakov, senior sales business trainer at BCS World of Investments Russia and networking coach, identifies three key communication models in business partnerships: American, European, and Asian. According to Esakov, Russian business practices are generally closer to the European style. He cites Japan as an example, where entrepreneurs won’t sign an important contract until they meet their counterpart in person and establish a personal connection. In Russia and Europe, it may be perfectly possible to sign a contact without taking these extra steps.

However, there are nuances. In Western business culture, interactions tend to remain strictly professional. "In America and Germany, the focus is primarily on whether there is a positive track record of cooperation and what expertise and achievements a partner brings to the table," says Tatyana Baranova. "In Russia, however, this may not be enough to build reliable, long-term relationships. Establishing personal connections, creating an emotional rapport, and gaining personal trust are just as important."

Oksana Semenova,

career consultant at recruitment company Cornerstone:

Informal communication in Russia is often conducted over a meal, allowing business discussions to take place in a more relaxed setting. Unlike some Western countries, where business lunches can be strictly timed and have a particular agenda, Russian business meals tend to last longer and can cover a wide range of topics beyond business.

At the same time, the Russian business environment tends to be more mindful of personal boundaries. Albina Kholgova, president of the National Association of Experts on Business Ethics, Etiquette, and Protocol (NABEP), explains, "American entrepreneurs may easily give a new acquaintance a friendly pat on the shoulder or keep their hands in their pockets while talking to them. However, most Russian businesspeople would see this behaviour as unacceptable at the initial stages of a relationship." It is also important to bear in mind that, unlike in India, for example, being more than 10–15 minutes late—even for informal events—is generally unacceptable and may be considered disrespectful.

Nuances of etiquette

According to Tatiana Baranova, many Russian businesspeople will see an informal meeting before negotiations as an attempt to influence the outcome of talks, rather than a sign of hospitality and warmth. For this reason, informal meetings are usually arranged once formal business discussions have been concluded.

Albina Kholgova,

president of the National Association of Experts on Business Ethics, Etiquette, and Protocol (NABEP):

It’s best to leave any informal events until after a business meeting. Negotiations are for resolving business matters, while dinner is for making small talk. The key rule is to be friendly and show genuine interest. For example, people tend to ask how your flight was and what you’ve had a chance to see. They might inquire about your hobbies and give appropriate compliments.

After an official reception, overseas guests may be given an introduction to the national culture. Some companies may organise a traditional Russian-style banquet or an evening at the opera or ballet. An invitation of this sort can be taken as a sign of your Russian partners’ commitment to the new project.

Topics to discuss and to avoid

Tatiana Baranova,

business etiquette expert:

It’s best to avoid discussing politics, religion, health, or complaints of any kind. Usual topics of conversation include travel, national cuisine, art, and hobbies. However, these conversations don’t have to be superficial. Russian speakers value conversations that have depth and substance. Ideally, you should learn something about the local culture and traditions in advance, show genuine interest, and share what makes them different from traditions in your own country.

Informal networking at business events

Major business events and forums can also serve as platforms for informal networking between potential partners. According to Elena Kemler, this element is included on the business agenda to provide a strong foundation for doing real business, create a wow effect, and leave a lingering positive impression.

Oleg Esakov highlights several factors to consider when attending these events. Firstly, attendees have travelled here to engage in business discussions and make as many new connections as possible, meaning many will be limited on time. It’s essential to be able to use fast networking techniques: briefly introduce yourself and your company, exchange contact details, and arrange for a follow-up call after the business forum. Secondly, not all representatives of Russian businesses speak English, so it’s advisable to have an interpreter on hand.

Other things to consider

Dress code

In Russia, business meetings typically require adherence to a dress code, which means no excessive accessories, overly bright colours, or revealing clothing (such as low necklines or short skirts). The specific dress requirements depend on the nature of the event. When meeting with government representatives, it’s best to wear a formal business suit and smart shoes. In contrast, meetings with business colleagues may allow for a more relaxed style, such as jeans, and a shirt or polo shirt with a blazer.

Culture

Tatiana Baranova advises against criticising places, events, or traditions that are significant to Russians. "Even if you’re not particularly fond of ballet, it’s better to refrain from making negative comments, as Russians take great pride in their national ballet and strong theatrical tradition," she explains. Some of the country’s most renowned cultural landmarks include the Bolshoi Theatre, Mariinsky Theatre, Hermitage Museum, Tretyakov Gallery, Russian Museum, and Kremlin Armoury.

Sports

Sports can serve as a platform for informal networking in the Russian business world. Aleksandr Gavrikov, director of development for the tennis and padel player app Play On, notes that some business connections are actually formed on the court. However, he emphasises that this is not a widespread trend, as sports such as tennis are not always particularly accessible. Research indicates that top Russian managers tend to prefer gym workouts, running, and swimming. Additionally, triathlon, downhill skiing, volleyball, and ice hockey are popular within the business sphere.

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