The Art of Dialogue: HSE GSB team excels at the International Negotiation Tournament

In today’s business world — whether in Russia or on the global stage — success is impossible without mastering the art of negotiation. It is a fundamental skill that distinguishes outstanding professionals and turns challenges into opportunities. On October 21, as part of the “Made in Russia” Forum, the School of Export of the Russian Export Center (REC) held the “Student Tournament on Negotiations with Foreign Partners.” This year, the tournament reached a new level: for the first time, the competition was conducted simultaneously in three languages — Russian, English, and Chinese.

This year’s format presented a true challenge to the participants. Instead of the usual series of negotiations, the teams had to complete three unique rounds:

Round 1: Strategic Case. Participants analyzed a complex situation involving a foreign partner in real time and searched for the most advantageous and practical solution for a Russian company.

Round 2: Dynamic Pitch. In just two minutes, teams had to convince a new partner of the value of their product or service, using all the tools of modern presentation.

Round 3: Negotiation Final. The best of the best — only the teams with the highest scores from the first two rounds — faced off in two ten-minute negotiations, where they had to defend their interests while understanding their opponent’s motives to reach a mutually beneficial agreement.

Two student teams from the HSE Graduate School of Business Master in International Management program fully immersed themselves in this intellectual battle. Remarkably, for these students, it was one of their first major experiences in such competitions, as they had only recently started studying the course “Cross-Cultural Communication and International Negotiations.” Under the guidance of their mentor, Associate Professor of the Department of Strategic and International Management and Director of the Center for Business and Management Studies in Asia, Lyudmila Veselova, the teams performed confidently in both the Russian and English-language rounds.

The atmosphere was intense: the strongest teams from Moscow, St. Petersburg, Yaroslavl, Irkutsk, Tomsk, and other Russian cities competed for the title of best. The tournament gathered not only students but also business representatives who served as experts and judges. Both HSE GSB teams reached the final, and the team competing in English negotiations won the tournament, taking first place.

Liudmila S. Veselova

Associate Professor, Department of Strategic and International Management Director, Center for Business and Management Studies in Asia, HSE Graduate School of Business

I have participated in such tournaments with HSE students for several years, but this time the organization and level of competition were truly exceptional. I must admit, we had very little time to prepare — which makes this victory even more valuable! Winning in the English-language negotiations is an outstanding achievement that clearly demonstrates the high academic standards of the HSE Graduate School of Business.

I was also fortunate to serve as a judge for the Chinese-language negotiations, and I was deeply impressed by how much students’ proficiency has improved. We’re now seeing not just memorized phrases, but thoughtful, inspiring pitches and the ability to argue convincingly and engage in complex dialogue in one of the world’s most challenging languages. It’s inspiring and gives confidence in the future of Russian exports.

This victory is not just another medal — it is vivid proof that HSE GSB students acquire not only deep theoretical knowledge but also the practical skills that enable them to excel confidently in the highly competitive international arena.