How to Do Business with Russians: A Handbook and Guide for Western World Business People

This book is for the practicing businessperson who wants to expand his/her international marketing reach into the U.S.S.R. As such, it provides a `one-stop' initial reference for anyone who wishes to take advantage of a more open Soviet marketplace under Mr. Gorbachev. International Executive

If you want to do business with Gorbachev's Russia, this book is your essential guide.

Tom Sealy, Financial Times Business Information, London

This handbook, written by a Russian-born consultant in international trade, offers the business person expert guidance through the intricacies of Soviet foreign trade and presents sample documents, forms, and other materials necessary for embarking on commercial negotiations with the Russians. To help the Western business person understand the environment in which Soviet trade takes place, Knight begins with an outline of economic and political conditions in Russia today, with particular emphasis on how Russians do business at home and abroad. Among the topics considered are the organization of foreign trade, the general business outlook and prospects in specific export areas, industrial cooperation, trade fairs and exhibitions, the process of setting up an office in the U.S.S.R., U.S. trade regulations, and Soviet customs regulations. The remainder of the book gives detailed guidance on the procedures, protocols, strategies, and cultural nuances that the foreign business person will encounter in commercial negotiations with the Soviets.