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The Kremlin School of Negotiation
Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won’t give in? How can we defend ourselves against manipulation? And how do we say ‘no’ without compromising a deal?Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day.Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful.With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.
379 pages, Kindle Edition
Published June 6, 2019
240 people are currently reading
1810 people want to read
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Displaying 1 - 30 of 61 reviews
August 3, 2019
The book describes the methods of negotiations one can use during a meeting/interview. The author provides numerous examples from past experiences and emphasises the clear points. There are various aspects of negotiation from the initial planning to behaving depending on the type of characters one may encounter which are described in detail. The book also has "exercises" where the author may put you in a situation and ask how would you respond to it.
The book is a really good introduction if you want an introduction to how to think analytically in a interview/meeting while keeping your emotions in mind.
The book is a really good introduction if you want an introduction to how to think analytically in a interview/meeting while keeping your emotions in mind.
April 16, 2021
Although the book itself provides some interesting insights and practical tools to use as a salesperson/negotiator, the title of the book is indeed misleading, in my estimation at least. I purchased the book thinking that I would gain, at least at a superficial level, tactics used by Russian government, however, the book tells the story of a Russian businessman and his anecdotal dealings. I did finish the book and found it interesting regardless of this fact, however, I was expecting a bit more. Perhaps that is my own fault, but if you're purchasing the book with the same in mind, I would reconsider purchasing.
July 18, 2020
Quotes I like:
It’s a basic rule of our modern world that we dream most about what we need least.
Sincere gifts require no response, and you don’t need to feel indebted. If someone has given you a gift and is demanding something in return, then there deliberately manipulating you. This also requires no response.
Goals have to be clear, simple and in writing. If they’re not in writing and reviewed daily, they’re not really goals. They’re wishes.
The best tactical and strategic results are achieved by those who soulfully combine concern for their opponent with confidence when defending their own interests. People who demonstrate this behaviour model will typically keep their own interests in mind, without infringing upon those of others. They demonstrate both confidence and courtesy. They know how to assert their opinion, but also how to show concern for their opponent. They manage to withstand pressure, yet know how to exert it when needed.
.. assess situations well and steers the negotiation process.
.. soft or tough, as the situation requires.
.. know how to create forecasts and make decisions that won’t infringe upon their opponent’s interests
.. influence their opponent’s behaviour.
It’s a basic rule of our modern world that we dream most about what we need least.
Sincere gifts require no response, and you don’t need to feel indebted. If someone has given you a gift and is demanding something in return, then there deliberately manipulating you. This also requires no response.
Goals have to be clear, simple and in writing. If they’re not in writing and reviewed daily, they’re not really goals. They’re wishes.
The best tactical and strategic results are achieved by those who soulfully combine concern for their opponent with confidence when defending their own interests. People who demonstrate this behaviour model will typically keep their own interests in mind, without infringing upon those of others. They demonstrate both confidence and courtesy. They know how to assert their opinion, but also how to show concern for their opponent. They manage to withstand pressure, yet know how to exert it when needed.
.. assess situations well and steers the negotiation process.
.. soft or tough, as the situation requires.
.. know how to create forecasts and make decisions that won’t infringe upon their opponent’s interests
.. influence their opponent’s behaviour.
March 15, 2022
This is a masterclass. A must read for anyone who wants to do anything. We engage in daily negotiations, usually unprepared, and when we do prepare we do so with unachievable goals and unproductive mindset. This is book is gold.
December 15, 2019
This is a great book to show you insights of all the tips a tricks you need to equip with before entering into negotiation. It has explains all my doubts during previous negotiations and why people react in different manner. Definitely recommended to everyone even those who are not into negotiation. Because it teaches you too daily how to nego for better product or terms
March 8, 2021
Очень плохо. Не рекомендую.
August 12, 2021
Поначалу книга кажется интересной. Затем понимаешь, что все и так понятно и знаешь. Ничего нового, в-общем.
December 17, 2024
Keegi pani mu m6tted juba kirja:
"Although the book itself provides some interesting insights and practical tools to use as a salesperson/negotiator, the title of the book is indeed misleading, in my estimation at least. I purchased the book thinking that I would gain, at least at a superficial level, tactics used by Russian government, however, the book tells the story of a Russian businessman and his anecdotal dealings. I did finish the book and found it interesting regardless of this fact, however, I was expecting a bit more. Perhaps that is my own fault, but if you're purchasing the book with the same in mind, I would reconsider purchasing."
Done.
"Although the book itself provides some interesting insights and practical tools to use as a salesperson/negotiator, the title of the book is indeed misleading, in my estimation at least. I purchased the book thinking that I would gain, at least at a superficial level, tactics used by Russian government, however, the book tells the story of a Russian businessman and his anecdotal dealings. I did finish the book and found it interesting regardless of this fact, however, I was expecting a bit more. Perhaps that is my own fault, but if you're purchasing the book with the same in mind, I would reconsider purchasing."
Done.
October 3, 2025
N3: No nonsense negotiation. Useful to understand the Russian approach to negotiations and how they approach the solution to the war in Ukraine.
March 22, 2020
This is a very good introductory book to negotiations. The book starts by classifying negotiators into four different types and suggests ways on how to deal with and avoid each type. The book then explains the basics of the negotiations process, such as dealing with our emotions and techniques to deal with tough negotiators. The last chapter which I specifically enjoyed and found useful explained how to build a negotiation roadmap.
I found this book to be slightly more basic than other books I have read previously such as Secrets to Power Negotiations. I wish however that I started with this book because Igor did a great job in making this book an introductory to negotiations for non-experts.
The translator Alex Fleming has done a great job in translating this book to English. The translation wasn't literal and it never felt to me as if I was reading a translated book.
I found this book to be slightly more basic than other books I have read previously such as Secrets to Power Negotiations. I wish however that I started with this book because Igor did a great job in making this book an introductory to negotiations for non-experts.
The translator Alex Fleming has done a great job in translating this book to English. The translation wasn't literal and it never felt to me as if I was reading a translated book.
May 7, 2024
El mejor libro de negociación que he leído. No solo abarca las etapas de la negociación, sino todo el proceso de inteligencia que debes de hacer para salir exitoso; así como estudiar la psicología del adversario, las condiciones exogenas, etc etc. El manual de negociación más completo que podrás encontrar.
September 6, 2016
на данный момент самая практичная книга по переговорам, которую мне удалось прочитать.
Записана в разряд настольных.
Близка к российской действительности
Записана в разряд настольных.
Близка к российской действительности
November 12, 2017
Хорошо структурированная книга. По мне много повторов и разжевываний. Можно было сократить в 2 раза.
January 5, 2019
Есть много полезной информации, но все решает практика.
October 14, 2019
Очень интересно было узнать о многих исторических моментах в которых рассказывается опыт послов и какую стратегию они вели и как себя позиционировали
February 4, 2023
Nothing new, pouring out of a sieve.
December 27, 2025
At first glance, The Kremlin School of Negotiation promises the secrets of Russian diplomacy—and it delivers, though not as a step-by-step formula for “old-school” negotiation.
A highlight of the book is its focus on the emotional positions that drive negotiation—ego, vanity, fear, pain, and more. Ryzov stresses that understanding these levers, anticipating your counterpart’s moves, and exercising patience and curiosity often matter more than the immediate win. Preparation, mapping incentives, and understanding power structures—whether within an organization or between governments—are emphasized throughout, providing readers with actionable insights.
Being a translated work, one senses that much of the wisdom may be even richer in the original Russian. Occasional parallels to Sun Tzu’s teachings underscore that strategic thinking across cultures shares deep roots, even if the nuances in translation only hint at the full depth. For someone ethnically Chinese, these resonances were particularly striking and added an extra layer of reflection.
I’d recommend approaching The Kremlin School of Negotiation with a dual lens. First, read it as a window into the Russian context—its business landscape, negotiation culture, and power dynamics—which makes the insights feel grounded and tangible. Second, step back and reflect on how these same principles play out in your own context, whether in corporate negotiations, organizational dynamics, or personal interactions. You’ll quickly notice that while the settings may differ, the underlying mechanics—emotional levers, anticipation, strategic patience—are remarkably consistent. Beyond the stories and examples, the postulates Ryzov lays out are particularly valuable, offering a structured way to think about negotiations as a process rather than a single encounter. By balancing contextual curiosity with reflective application, readers can extract lessons that are practical, transferable, and surprisingly universal.
Ultimately, The Kremlin School of Negotiation is less about revealing “secret tricks” and more about cultivating awareness: of emotions, incentives, and power dynamics. It teaches negotiation as a process—patience, observation, and strategy matter more than a single bold move. For anyone willing to read thoughtfully, it provides both a mirror and a lens: a way to understand how others operate and a guide for applying those insights in your own arena of influence.
A highlight of the book is its focus on the emotional positions that drive negotiation—ego, vanity, fear, pain, and more. Ryzov stresses that understanding these levers, anticipating your counterpart’s moves, and exercising patience and curiosity often matter more than the immediate win. Preparation, mapping incentives, and understanding power structures—whether within an organization or between governments—are emphasized throughout, providing readers with actionable insights.
Being a translated work, one senses that much of the wisdom may be even richer in the original Russian. Occasional parallels to Sun Tzu’s teachings underscore that strategic thinking across cultures shares deep roots, even if the nuances in translation only hint at the full depth. For someone ethnically Chinese, these resonances were particularly striking and added an extra layer of reflection.
I’d recommend approaching The Kremlin School of Negotiation with a dual lens. First, read it as a window into the Russian context—its business landscape, negotiation culture, and power dynamics—which makes the insights feel grounded and tangible. Second, step back and reflect on how these same principles play out in your own context, whether in corporate negotiations, organizational dynamics, or personal interactions. You’ll quickly notice that while the settings may differ, the underlying mechanics—emotional levers, anticipation, strategic patience—are remarkably consistent. Beyond the stories and examples, the postulates Ryzov lays out are particularly valuable, offering a structured way to think about negotiations as a process rather than a single encounter. By balancing contextual curiosity with reflective application, readers can extract lessons that are practical, transferable, and surprisingly universal.
Ultimately, The Kremlin School of Negotiation is less about revealing “secret tricks” and more about cultivating awareness: of emotions, incentives, and power dynamics. It teaches negotiation as a process—patience, observation, and strategy matter more than a single bold move. For anyone willing to read thoughtfully, it provides both a mirror and a lens: a way to understand how others operate and a guide for applying those insights in your own arena of influence.
October 4, 2024
Seems to me that most of the intention and true meaning of the author is lost in translation as examples and tactics are less relevant in an international arena.
Some of the quotes and ideas i can capture are:
- % rules of Kremlin school of negotiation are; keep quite and listen attentively to what your opponent says, ask questions, impose a scale of values or depreciate, roll out the red carpet and put the opponent in the zone of uncertainty
- When able to attack, we must seem unable, when using our forces, we must seem inactive
- Ironically, the most solid, unshakable beliefs are the most superficial ones. deep convictions can always change
- Don't deny people the opportunity to fight for a benefit. They value what is harder to earn
- Bargaining will fall between the desired and stated positions, whereas between the red line and the desired position, it's all about protecting your interest (rule of protecting the perimeter)
- We dream most about what we need least
- Get closer to the deer and you won't miss
- Do what you must, come what may
- If one does not know to which port one is sailing, no wind is favorable
- You don't have to agree with a person to find a common language
- Artists who draw landscapes get down in the valley to study the mountains and go up to mountains to look down on the valley
- Principles of psychological influence are reciprocity, consistency, social proof, liking, authority and scarcity
- To catch something, first let it go
- The victorious strategist only seeks battle after the victory has been won. Or as Russian's say "measure your cloth seven times before you cut"
- P.344-354 negotiating internationally with France, Germany, Italy,China, USA and Arab nations
Some of the quotes and ideas i can capture are:
- % rules of Kremlin school of negotiation are; keep quite and listen attentively to what your opponent says, ask questions, impose a scale of values or depreciate, roll out the red carpet and put the opponent in the zone of uncertainty
- When able to attack, we must seem unable, when using our forces, we must seem inactive
- Ironically, the most solid, unshakable beliefs are the most superficial ones. deep convictions can always change
- Don't deny people the opportunity to fight for a benefit. They value what is harder to earn
- Bargaining will fall between the desired and stated positions, whereas between the red line and the desired position, it's all about protecting your interest (rule of protecting the perimeter)
- We dream most about what we need least
- Get closer to the deer and you won't miss
- Do what you must, come what may
- If one does not know to which port one is sailing, no wind is favorable
- You don't have to agree with a person to find a common language
- Artists who draw landscapes get down in the valley to study the mountains and go up to mountains to look down on the valley
- Principles of psychological influence are reciprocity, consistency, social proof, liking, authority and scarcity
- To catch something, first let it go
- The victorious strategist only seeks battle after the victory has been won. Or as Russian's say "measure your cloth seven times before you cut"
- P.344-354 negotiating internationally with France, Germany, Italy,China, USA and Arab nations
March 10, 2023
Это книга-солянка, всё что было намешали в кучу. Мне всё это крайне не нравиться.
Иногда не относящиеся к делу разные истории (про Будду, как его оскорбляли а он сказал что не принимает их оскорбления и что бы люди унесли их с собой обратно, вот же бред, кто если бы на него выплеснули с ночного горшка, а он говорит заберите с меня фекалии мне это не нужно, вряд ли они будут снимать с него фекалии))))), так же без контекста истории абсолютно не интересно поданные отрывки с разных книг, куски и диалоги личного опыта как туалетные анекдоты, дурацкие цитаты с сказок и сами туалетные анекдоты (волк приедешь завтра - съём, ёж а можно не приходить - можно, живи), термины без определения иногда и примеров.
Пример, цитата с данной книги:
"4. «Как-то ты не празднично выглядишь».
Ответ.
Вопрос. Что, на твой взгляд, добавит моему образу праздничности?
Призыв. Подскажи, как выглядеть празднично. "
У меня вопрос что дальше, или на одном ответе жизнь заканчивается.
Скорее всего развитее будет таким после ответа рекомендованного в книги
- Конечно подскажу как выглядеть празднично: снимай рубашку!
- Может не надо...
-Надо. Ты же хотел совет как выглядеть празднично. Удар в живот внезапный.
Как пример, которых может быть тысячи и все не приятные.
Так что может согласиться со словами о внешнем виде и молчать в тряпочку.
Иногда не относящиеся к делу разные истории (про Будду, как его оскорбляли а он сказал что не принимает их оскорбления и что бы люди унесли их с собой обратно, вот же бред, кто если бы на него выплеснули с ночного горшка, а он говорит заберите с меня фекалии мне это не нужно, вряд ли они будут снимать с него фекалии))))), так же без контекста истории абсолютно не интересно поданные отрывки с разных книг, куски и диалоги личного опыта как туалетные анекдоты, дурацкие цитаты с сказок и сами туалетные анекдоты (волк приедешь завтра - съём, ёж а можно не приходить - можно, живи), термины без определения иногда и примеров.
Пример, цитата с данной книги:
"4. «Как-то ты не празднично выглядишь».
Ответ.
Вопрос. Что, на твой взгляд, добавит моему образу праздничности?
Призыв. Подскажи, как выглядеть празднично. "
У меня вопрос что дальше, или на одном ответе жизнь заканчивается.
Скорее всего развитее будет таким после ответа рекомендованного в книги
- Конечно подскажу как выглядеть празднично: снимай рубашку!
- Может не надо...
-Надо. Ты же хотел совет как выглядеть празднично. Удар в живот внезапный.
Как пример, которых может быть тысячи и все не приятные.
Так что может согласиться со словами о внешнем виде и молчать в тряпочку.
May 7, 2022
Olen Ryzovi teost soovinud pea kolm aastat lugeda, alates sellest kui see esimest korda (inglise keeles vähemalt) raamatupoeriiulitele prantsatas. Nüüd lõpuks tehtud ja pigem... meh? Ootasin vist ikkagi midagi teistsugust, vaatamata sellele, et käisin teost religioosselt vähemalt korra kahe kuu tagant poes lappamas (aga mitte kordagi süvenenult lugemas!). Ühesõnaga ootasin midagi karmimat/silmi rohkem avavat, kuna pealkiri on ju ikkagi KREMLI läbirääkimistaktikad. Kujutasin peas lugusid sellest kuidas KGB või FSB või mõni muu Vene võimuorgan on välja töötanud salajased nipid kuidas vastaspoolelt infot välja pigistada ja seeläbi (mistahes) läbirääkimisi edukamalt soovitud teed suunata. Kuigi noh, vaevalt et sellised akronüümiorganisatsioonid oma trikid avalikkusele saadavates mitteilukirjandusteostest avaldavad.
Lihtsustatult oli terve teose sisu "ole tasakaalukas, tea oma väärtusi ja pane igale väärtusele teatud rahaline väärtus (ba dum tss) ning tea vastaspoolt– kes ta on, kus töötab, mis talle meeldib, kas ta on üldse decision maker jne. Veits intuitiivne värk, aga samas on hea saada kinnitust, et see on oluline. Huvitav tähelepanek teosest: läbirääkimistel pole kunagi võitjaid ja kaotajaid.
Lihtsustatult oli terve teose sisu "ole tasakaalukas, tea oma väärtusi ja pane igale väärtusele teatud rahaline väärtus (ba dum tss) ning tea vastaspoolt– kes ta on, kus töötab, mis talle meeldib, kas ta on üldse decision maker jne. Veits intuitiivne värk, aga samas on hea saada kinnitust, et see on oluline. Huvitav tähelepanek teosest: läbirääkimistel pole kunagi võitjaid ja kaotajaid.
December 28, 2024
Some claims may make the book sound gimmicky (98% of negotiations succeed if you do that!) but there are interesting points which are actionable and reflect the author’s strive to present a useful guide. All in all, good sense recommendations for anyone involved in some sort of interpersonal relationship business.
The “brutal” Kremlin School itself is presented only cursorily, mostly through anecdotes involving Soviet dignitaries, mostly former FM Andrei Gromyko. The bulk of the book relies on the author’s own experience.
Some concepts may stick more than others: to me, the key messages were (1) do your homework: prepare, think thoroughly and in concrete terms about your objectives, your red lines and your opponent’s goals; (2) clear communication is paramount: take your time to ask a ton of questions, focus on the essence of what is being said rather than words at their face value (especially if they are harsh); whether you strive to find some common ground with your opponent or you have to deny some unfavorable claim, do so courteously and confidently; (3) be flexible and aware of your surroundings: do not put yourself in a box and think from your opponent’s POV and how to best give them security to move forward.
The “brutal” Kremlin School itself is presented only cursorily, mostly through anecdotes involving Soviet dignitaries, mostly former FM Andrei Gromyko. The bulk of the book relies on the author’s own experience.
Some concepts may stick more than others: to me, the key messages were (1) do your homework: prepare, think thoroughly and in concrete terms about your objectives, your red lines and your opponent’s goals; (2) clear communication is paramount: take your time to ask a ton of questions, focus on the essence of what is being said rather than words at their face value (especially if they are harsh); whether you strive to find some common ground with your opponent or you have to deny some unfavorable claim, do so courteously and confidently; (3) be flexible and aware of your surroundings: do not put yourself in a box and think from your opponent’s POV and how to best give them security to move forward.
March 8, 2023
A manifesto for negotiations
I think the book does an excellent job in describing the negotiation process with incredible detail. Although the scenarios described, seem to illustrate a style specific to former Soviet nations, I myself (as a Romanian) have experienced the described behaviour on more that one occasions.
As a reader, you will get:
- an insight into how Russian negotiations are conducted
- a complete process for handling negotiations, both pre and during
- a set of stereotypical scenarios
What could have been better:
- more details about country stereotypes. They are yummy nuggets of insight!
- less micro-details into the negotiation process. I would have preffered a simple “3 step - 5 step guideline” that I should use before and during each negotiation.
Igor, we, the readers thank you for this book and for your thoroughness!
I think the book does an excellent job in describing the negotiation process with incredible detail. Although the scenarios described, seem to illustrate a style specific to former Soviet nations, I myself (as a Romanian) have experienced the described behaviour on more that one occasions.
As a reader, you will get:
- an insight into how Russian negotiations are conducted
- a complete process for handling negotiations, both pre and during
- a set of stereotypical scenarios
What could have been better:
- more details about country stereotypes. They are yummy nuggets of insight!
- less micro-details into the negotiation process. I would have preffered a simple “3 step - 5 step guideline” that I should use before and during each negotiation.
Igor, we, the readers thank you for this book and for your thoroughness!
February 14, 2025
I assumed it was something genuine about the cultural aspects of negotiations, and I thought it would be fun to read while Mr. Trump is on his way to Munich. Still, it's only some random anecdotes from post-Soviet times or tales from the ancient Middle East (yep!), rants about I cannot say what exactly. There is nothing you can learn about negotiations, or Russian business culture other than how tough it is when you're tough and everyone else is tough. You will learn, however, that the author is very much in love with himself and considers himself tough, that's a given, but also really thoughtful. It's a total waste of something that otherwise could have been a good afternoon - don't do it to yourself ;)
December 30, 2021
This book is a great introduction to negotiation technique. For example rather than measuring time, Igor would suggest to asses our negotiation capabilities with effort, time, money, and emotion.
This book is good for people who have no negotiation background like me, it explains multiple scenario to trigger you to be alerted when someone attacks or trying to manipulate you. Understanding the intent of others and protecting what matters.
However, it is different from my belief that the best way is showing the data rather than just getting the deal.
This book is good for people who have no negotiation background like me, it explains multiple scenario to trigger you to be alerted when someone attacks or trying to manipulate you. Understanding the intent of others and protecting what matters.
However, it is different from my belief that the best way is showing the data rather than just getting the deal.
March 2, 2024
A brilliant analysis on the art of negotiation. There are different examples and exercises on the principles explained with clarity. A great help on any kind of daily negotiations (from private to working relationships to international relations). The book also explains the different culture approach to negotiation and it is a bright instance of how the experience of the author could serve as enlightenment to the readers.
September 10, 2025
Buku karya Igor Ryzov ini lebih menekankan bahwa negosiasi adalah seni persiapan, kesabaran, dan membaca lawan bicara. Penyajiannya sangat sistematis dengan banyak latihan yang aplikatif. Namun, gaya terjemahan kurang mulus dan beberapa strategi terasa terlalu kontekstual dengan budaya Rusia. Meski begitu, buku ini menyajikan perspektif segar tentang bagaimana mengelola negosiasi dalam bisnis maupun kehidupan sehari-hari.
April 25, 2024
Difficult read, I started this book with the hopes that I will help out with negotiation skills and indeed found multiple ideas within this book which I've not thought of before and had many insightful takes on different aspects of the process.
Indeed quite anecdotal but a lot to be taken away from the anecdotal stories.
Indeed quite anecdotal but a lot to be taken away from the anecdotal stories.
February 28, 2025
Jsem zklamaný. Český název "Manipulujte jako Putin" je úplně mimo, původní "Kremelská škola vyjednávání" také. Jasně, autor je Rus, a je zajímavé si přečíst o vyjednávání i z jiné strany. Leč o Putinovi či specificky kremelské škole se nedozvíme nic. O vyjednávání víceméně základy. Zatím všechny ostatní knížky, včetně těch odkazovaných, měly větší přínos.
March 6, 2023
The title is misleading, i bought this book thinking about the negotiation technique that Russian diplomats used back in the day. But the book is mostly about a Russian business man and his sales techniques or simple techniques that can be used in daily talks/negotiations. Quite interesting though.
July 31, 2023
Это первая книга целиком про переговоры, которую я одолел. Она меня не разочаровала: много интересной информации, примеров, фактического материала и жизненного опыта неглупого автора. Язык хороший. Ничего сказочного в книге нет, но и ничего заслуживающего критики тоже. Рекомендую!
Displaying 1 - 30 of 61 reviews