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Communication The American communication style
is direct and efficient. Americans require and
provide only the information immediately related
to the issue in question. A typical
American business letter is short, straight to
the point, and it often begins with the bottom
line – the purpose for which the letter was
written. The Russian style is indirect with high
need for context. A typical Russian business
letter is long, contains the history of the
issue; and the main point usually does not appear
until the very end. The Russians often view
American letters as too aggressive and rude; and
the Americans often view the Russian letters as
not saying anything, even when the Russian
authors intend to deliver a very strong message.
We prepare your
correspondence to the Russian side and make sure
that it meets the requirements of your partners.
If there is a need for a Russian letter to come
to the United States, we will help the Russians
draft the letter in such a way that the US side
will receive the intended message.
Oral
Communication: Hearing what is said as well what
is not said; understanding the meaning
There are many factors
that can interfere with your ability to
understand your Russian counterparts. The rich
facial expressions, intense emotional reactions,
and seemingly inappropriate use of jokes by the
Russians may make you uncomfortable and hence
hinder your ability to comprehend what they are
saying. Because of the language and cultural
differences, you may be unable to process the
body language and side comments, which makes it
impossible for you to “feel”
what’s going on in the room. An easy trap to
fall into is to rehearse your next statement
instead of listening to your counterpart. This is
especially true if you have a set of talking
points that you must deliver. Emotional
attachment to issues or feelings of anger and
frustration can make it difficult to hear the
other side.
Our interface consultants are
dispassionate observers whose main responsibility
is to listen, understand and analyze. We are
professionally trained in processing verbal and
non-verbal communication in both cultures. We
take in facial expressions and side
conversations. We then provide you with insights
on the meaning and nuances of what really
happened during the meeting. We will talk with
your counterparts after the meeting, clarify
misunderstandings, uncover what the Russians
need, and bring the issues we are not qualified
to handle to your attention. We will advise you
on the best course of action to take to advance
your agenda.
Communicating
vertically as well as horizontally
Often, an
agreement has been reached at the highest levels,
but the implementation is lagging. The reason for
this is often the breakdown in vertical
communication between the decision-makers and
people responsible for execution.
Our interface
consultants work at all levels of the
organizational hierarchy on the Russian and
American sides – from administrative
assistants to executives. We make sure that
things are getting done, and we alert you to any
potential problems.
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