junho 21, 2014

Basic style of negotiation around the World

Each country has a basic style of negotiation, and this is what makes business so confusing sometimes. I noticed a difference between Americans and Brazilians since I've moved to the US years ago.

Of course it also depends on person or company, but Americans tend to be more transparent, cooperative, and fast. Oh yeah, after the predictable joke, usually within 5 minutes from the starting point, you Americans go straight to the subject. Its because your communication pattern is deal base, and Latino pattern has a relationship base.

That said, its easier to understand how a strong relationship is important for your business in the Latino cultures. Not just important, but it can be the the efficient way to get what you want. As you may not know, in Brazil we speak Portuguese because we were a Portuguese colony, and our language is Latin based. This make us similar to the Europeans. Something more like the English pattern with a Portuguese bureaucracy, and the emotional Italian component in it.

Oh boy, don't expect a fast meeting over there. You will need to ask about their personal issues, their family, relatives, and remember all that next time. This will take a few vague trips to the customer, and if you will feel a lack of decision, responsible or action. Don't worry, and remember you are building the path of friendship.

Still confuse? Keep calm and read this book "When cultures collide - Richard D. Lewis"

More about Brazil in this blog? Go to the Soccer country.

Want to know about the most famous Avenue in Sao Paulo? Paulista Avenue

Isabela: Brazilian, designer, works with automotive fabrics in the US. She did psychology college as well and had enjoyed a lot. She is living abroad for while, maybe because this she likes trends, cultures and behaviors.

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