In particular, differences in business culture and a lack of knowledge of negotiation techniques in different countries can put Russian entrepreneurs at a disadvantage and ruin even the most promising deals. In an article for Pravo.ru, KKMP Partner Alyona Kucher comments that understanding these nuances is becoming critically important for success.

Business culture in BRICS countries differs significantly from the Western business culture that is more familiar to Russian businesses. For example, many Russians are unaware of the Chinese negotiation tactic known as “salami slicing.” And without understanding it, it is difficult to succeed in negotiations with Chinese counterparts.

To address this, we have created a special section #China, in which the head of KKMP China desk, Chuck Peng, regularly shares the fundamentals of Chinese business culture.