The Kremlin School of Negotiation, Igor Ryzov translated by Alex Fleming

ISBN : 978-1-78689-670-0                       Verdict : 👍👍

This book was winner of the Russian Business Book of the year and is very well written with some excellent quotes - worth a read !

There are some great snippets from Igor’s past negotiations with former clients and from his lectures / workshops. 

I especially liked the last section (p344-353) in which he presents his personal impression of negotiating with International Partners; 

• 🇫🇷French “heightened sense of superiority”
• 🇩🇪Germans “pedantic, dry nature”
• 🇮🇹Italians “development of partnerships and friendship” and you should not call them between 12.00 and 14:00 lol 
• 🇨🇳Chinese “Negotiations will generally begin shortly before their opponents are schedule to leave”
• 🇺🇸USA “overly pushy, or even aggressive or plain rude “and do “Absolutely nothing for free”
• Arabs “sensitive to issues of national independence”

There are some great quotes as well , i could go on forever, but below are some I extracted 

·     What matters is not how we approach our opponent, but how theyview us. (p48)

·     Every face must be monetized based on the currency of key interests (p125)

·     Understand a person’s message rather than react to the shell they are hiding behind (p224)

I could go on – there are so many – but in essence this is a book worth reading if you wish to understand the East European mindset for negotiating in business enviornments.