巴西人的商务谈判演示教学.ppt

Brazilian Negotiation 13 黄冰倩 14 徐芳芳 16 赵莹莹 20 陈家园 21 顾晓琳 22 费卉 34 费卓 Agenda 1. Negociate tips 1.1. Relationships and Respect 1.2. Communication 2. Comparison with Chinese style 3. Etiquette tips 4. Case Culture: Relationships and Respect The Brazilian business culture is individualist and hierarchical. A local intermediary : bridge the gap make the initial contact. Doing business with familiar people The 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 company Culture: Relationships and Respect Value for people and relationships more strongly than the business objectives ?Group- oriented culture Demonstrate a long-term perspective and commitment Lasting and trusting personal relationships. Face-to-face meetings and oral communication Tips : Communication The official language of Brazil is Portuguese 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 style CHINESE BRAZIL “standpoint is important” “Only Group – Oriented ” “Formal and indirect communication style and general agreement” Principle first! Building Relationships ! Individualism-collectivism Small Talks, always !- It’s unrealistic to expect initial mettings to lead to straight decisions. Don’t talk about money so fast Styles Of Negotiation CHINESE BRAZIL “They are 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 n