Abstract

From the viewpoint of a Western practitioner of Soviet trade, this article is addressed to managers of U.S. companies contemplating trade with the Soviet Union. Large companies and multinationals are often too impersonal in their relations, too rigid in their policies, and too slow in their decisions to grasp the unique opportunities of initiating and sustaining trade with the Soviet Union. Medium-size and small companies are often better suited to take advantage of the new environment in the Soviet economy. This article shows specific ways to address the process of negotiations involved in Soviet trade and provides information on U.S. and Soviet sources of help to American companies interested in Soviet trade.