Scene 3: Sales meeting at the head officeSales manager: As you know we are going to deliver “Free of charge” pallets for this trial run. Our local representatives in Russia asked a lot of questions and requested lots of documents. Do we need to provide them with all this information?
Sales assistant: I don't think we have to provide more information about our products.
They simply ask too much. It is ridicoulous! I am sure the usual EU standards will apply. Sending them the usual documentation we also use for other countries should be sufficient.
I am afraid that the additional information they asked for will be shared with our competitors, so let’s send them goods with only the EU documentation set.
4 comments:
One tip when dealing with Russia:
Always provide the total set of papers asked. Better provide one more than one less!
But dealing with Russia always is a difficult matter. Even when you have contracts things still can change!
Hi Jean-Pierre,
Regarding to contracts with Russia following: be aware that writting contracts are not as binding to Russians as they are to Westerners. Russian view contracts as binding only if they continue to be mutually beneficial. (Book International Management, culture, strategy and behavior written by Hodgetts, Luthans and Doh)
Thats right! So one of the best ways dealing with this fact is to show them continually their benefits in accordance to sticking to the deal!
Good for people to know.
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