Premium Essay

Brazilian Style of Negotiation

In: Business and Management

Submitted By Msfoschetti
Words 2868
Pages 12
2014
TIAS SCHOOL FOR BUSINESS AND SOCIETY Mariana Simões Foschetti

[BRAZILIAN NEGOTIATING STYLE: CULTURAL TRAITS WITHIN]

ABSTRACT
The opening of borders to international trade transformed the forms of trading, whether in domestic or foreign markets, however, to internationally negotiate it is essential to take into account the cultural aspects of all parts involved in the process. It is notable that culture plays a crucial role in all negotiation process, such as to determine its triumph or fiasco. This paper aims to relate the general cultural aspects of the Brazilian people, how these characteristics influence their behavior during the international trading process and how to generally deal with them as the other party in negotiations.

1. INTRODUCTION
In this era of globalization, there is an inordinate necessity to comprehend how culture effects negotiations among parties in diverse areas of the world. Culture deeply influences how people communicate, think and behave. Prosperous cross-cultural negotiations require a perception of the negotiation style of those involved in the process, and the approval and respect of their cultural dogmas and rules. As mentioned, it is unquestionable that culture profoundly influences how people think, communicate and behave (Faure, 1999), thus guiding the type of transactions made and how they are traded. Cultural differences between the negotiators can create barriers that prevent or hinder the development of negotiations. Therefore, knowledge, acceptance and respect for the culture of the parties are essential to ensure the success of a negotiation and to avoid possible misapprehensions. Hence, to analyze and note the style adopted by the negotiators of a given culture is a challenging and exigent mission. Hence, to analyze and note the style adopted by the negotiators of a given culture is a challenging and...

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