1、Brazilian Negotiation13 黃冰倩 14 徐芳芳 16 趙瑩瑩 20 陳家園 21 顧曉琳 22 費卉 34 費卓Agenda1. Negociate tips1.1. Relationships and Respect1.2. Communication2. Comparison with Chinese style3. Etiquette tips 4. Case Culture: Relationships and RespectThe Brazilian business culture is individualist and hierarchical.A loc

2、al intermediary : bridge the gap & make the initial contact. Doing business with familiar peopleThe respect a person enjoys depends primarily on his or her status, social class, background and education.The individual they deal with is more important than the companyCulture: Relationships and Respec

3、tValue for people and relationships more strongly than the business objectivesGroup- oriented cultureDemonstrate a long-term perspective and commitmentLasting and trusting personal relationships.Face-to-face meetings and oral communicationTips : CommunicationThe official language of Brazil is Portug

4、uese At first, Brazilians do not give many details and may even give confusing information.People usually avoid open conflict. They prefer frank answers. Interruption is allowed.The negociation process is slow. Comparison with Chinese styleCHINESEBRAZIL“standpoint is important”“Only Group Oriented ”

5、“Formal and indirect communication style and general agreement” Principle first! Building Relationships !Individualism-collectivismSmall Talks, always !- Its unrealistic to expect initial mettings to lead to straight decisions.Dont talk about money so fastStyles Of NegotiationCHINESEBRAZIL “They are

6、 willing to enter negotiations which are aimed at long-term objectives on the condition that they know how things are to operate“Extremely close proximity Meeting starts considerably late !Etiquette tips : Keep a close distance when talking with Brazilian, show your enthusiasm but avoid discourteous behavior . Brazilians regard themselves as Americans.You should not call them “Latin Americans” or “South Americans”. Nor should you use the expression “in America” when referring to the United States. 這個是一個挑剔式開局策略的運用，在一開始的時候?qū)κ值哪稠楀e誤