How To Negotiate With Russian Holdings Effectively

There are vast numbers of  holding companies in Russia. Some of them combine companies of similar profile forming highly efficient integrated structures. Others may include companies of the most peculiar combination of various industries.

Each company seems to have an independent management and the fact that the company belongs to a holding is known to very few people. And the holding management - real decision makers - may be in a city thousands of kilometres away from the production facility itself.

This is why prior to negotiations or in the very beginning it would be useful to understand clearly the decision making structure and who are the people you have to negotiate with.