1、Brazilian Negotiation Style,-TORRES Adriana -ZHANG Shuyue -LI Wenshan -MEDEIROS Indre,Agenda,Culture1.1. Relationships and Respect1.2. Communication2. DramaComparison with American style4. Other things to know,Culture: Communication,The official language of Brazil is Portuguese Emotions are usually
2、shown very openly.People usually avoid open conflictThey prefer frank answers.Interruptions,Culture: Relationships and Respect,Lasting and trusting personal relationshipsDemonstrate a long-term perspective and commitmentFace-to-face meetings and oral communicationThe individual they deal with is mor
3、e important than the company,Culture: Relationships and Respect,Value for people and relationships more strongly than the business objectivesGroup- oriented cultureCriticizing an individual causes that person to lose face with the others in the meetingThe respect a person enjoys depends primarily on
4、 his or her status, rank and education.,DRAMA,1) Hand shakes,2) Small Talk (Food),Small talk (tourism)or. football.,3) Introduction ： show status respect,4) Touch : shoulder/ back/ arm,5) Reaching an agreement: hank shanke & words,6) Cards exchanged,7) After the negotiation: Private Inviting,Things
5、in Brazilian Negotiation.,Email in Portuguese in advanceA group with:A translator : speak fluent Portuguese.A local intermediary : bridge the gap & make the initial contactPressure techniques： hard, tough and aggressiveDoing business with familiar people,Brazilian Behavior,Styles of Negotiation,USA,
6、BRAZIL,“ Time is money !”“Individualist approach”“Go directly to the subject”,Building Relationships !Group OrientedSmall Talks, always ! - Its unrealistic to expect initial mettings to lead to straight decisions.,Styles Of Negotiation,USA,BRAZIL,“They are not confortable when they are too close wit
7、h their interlocutor “Be on time !“They are not afraid of speaking about money,Extremely close proximity Meeting starts considerably late !Dont talk about money so fast,Expect to be interrupted while you are speaking or making a presentation !,Important Things To Know,Avoid confrontations, so ., Avoid to talk about the countrys relationship with ! Argentina !,Obrigado 谢谢 Thank you Merci,
