A U.S. corporation has sent four people to meet with a group from a Russian organization. As the groups have had previous negotiations and contact, the U.S. group is hoping to go home with an agreement. The first meeting lasts 12 hours and ends in a deadlock. After agreeing to meet the next day, one of the U.S. negotiators notices the Russians leaving for an evening on the town. The next morning, the meeting is a repeat of the first, except that it is cut short so that the Russian negotiators can play golf. All agree to meet the next morning. The U.S. lead negotiator asks his company for time to wait out the Russians. Three weeks later (after many repeat meetings with no concessions), the Russians begin to make concessions.

What do you know of the Russian culture that could explain what happened? Did the U.S.

negotiator make the right move, or would pressure have made the Russians move faster?