Wharton Research Scholars

Document Type

Thesis or dissertation

Date of this Version



Suggested Citation:
Louneva, Tanya. "Business Negotiations between American and Russians." Wharton Research Scholars Journal. University of Pennsylvania. April 2010.


In the past decade, Russia has emerged as an important player in the global economy. In the Goldman Sachs “Dreaming with the BRICs” Report, Jim O’Neil contends that “over the next 50 years, Brazil, Russia, India and China – the BRICs economies – could become a much larger force in the world economy.” By 2050, Russia’s “GDP per capita is by far the highest in the group, and comparable to the G6. Russia’s economy overtakes Italy in 2018; France in 2024; UK in 2027 and Germany in 2028.” In line with this, foreign direct investment into Russia has skyrocketed (Exhibit 1). As more and more foreign companies are starting to look at Russia, it is becoming important to understand how to negotiate with its inhabitants.

In this paper, we determine if business negotiations between Russians and Americans are different from business negotiations between Americans and Americans by employing both qualitative and quantitative methods. While there is a risk of stereotyping, we hope to shed some light on the intricacies of negotiations in order to help prepare Western business professionals interested in this fast-growing market.


negotiations, Americans, Russians, business



Date Posted: 02 September 2010