EAST-WEST TRADE: A Businessman's Guide to Moscow

Dr. Joseph Verdol, licensing manager of Atlantic Richfield Co., was a happy man. Competing against eleven firms from Japan, Europe and the U.S., he had just sealed one of the biggest deals with the Soviet Union since the two nations began doing more business with each other in May: a $16 million agreement for the design and initial operation of a plant near Leningrad that will make chemicals for Russian synthetic fibers. "The best advice that I can give Americans hoping to do business in the Soviet Union is to be patient," said Verdol. He should know. Before leaving...

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