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Brazil and Business

Brazil and Business. AJ Brown Ruby Chang Jeff Kalvik Melissa La. Introduction. Language: Portuguese Ease of doing business 2010 – 124 th in the world 2011 – 127 th in the world Population: 193.7 million Gross National Income Per Capital: $8,070 US Predominant religion: Catholic.

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Brazil and Business

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  1. Brazil and Business AJ Brown Ruby Chang Jeff Kalvik Melissa La

  2. Introduction • Language: Portuguese • Ease of doing business • 2010 – 124th in the world • 2011 – 127th in the world • Population: 193.7 million • Gross National Income Per Capital: $8,070 US • Predominant religion: Catholic

  3. Introduction • Main Export: • Aircraft • Automobile • Textile • Coffee • Soy bean • Orange juice • Main Import: • Machinery • Transport electrical equipment • Chemical product • Oil

  4. Important Dates for Brazil • Carnival • 46 days before Easter • Easter • Day of the Dead – November 2nd • May 1st – Labour Day

  5. Timing • Most Brazilian cities working hours are 8:30am to 5:00 pm • an hour or 2 for lunch. • Time goes at a slower pace in Brazil. • Schedule appointments 2-3 weeks in advance and confirm once you have arrived.   • Leave extra time for meetings since they can go long. • Although most social events will start much later than the official start time, it is good idea to arrive at any business functions on time

  6. Basic Cultural Values • Hierarchical • Status-driven • Vertical Hierarchy • Male domination of management roles

  7. Basic Cultural Values • Relationship Oriented • Get a Brazilian to introduce you • First impressions are important

  8. Basic Cultural Values • Principal Driven • “For friends, everything. For enemies, the law.” • Bargaining Culture • World-famous negotiators

  9. Basic Cultural Values • Dress Codes • Men • Conservative Dark Suits • Two-piece vs. Three-piece • Women • Feminine and elegant • Hair Done Up, Manicures expected • Overdress rather than underdressed

  10. Ways of Thinking • Individualistic VS Collectivistic • Do what is best for the group • Reductionist VS Holistic • Brazil’s National Motto: Ordem e Progresso (Order and Progress) • Sequential VS Circular • They think about all possible outcomes. • Future-oriented

  11. What To Do • Physical Contact • Stand close • Touching is acceptable • Eye contact • Frequent • Staring conveys sincerity and respect • Take business card while maintaining eye contact; look at card; place card in front of you on table • Do wear muted colors • Socialize after meetings

  12. What Not To Do • Speak Spanish.  They speak Portuguese. • Rush through meetings • Tipping is option • Don’t tip taxi drivers • Do tip hotel porters • Wear green and yellow together • Yawn or stretch in public • Eat while on public transit

  13. Actions • Good Luck • I Don’t Know • Agreement • Okay sign

  14. Gifting Practices • Not necessary • Can be seen as a sign of bribery • Gift only during social gatherings • No Purple or Black coloured gifts • Don’t give handkerchiefs (grief) and knives (ending relationship) • Give gifts to children

  15. Entertainment Practice • Objective of business meals are to get to know the other party better • Don’t initiate business conversation • Keep the conversation at the social level and if business is to be discussed, wait until the coffee is served

  16. Food and Dining • Coffee • Always accept it when offered • Represents initial contact/personal invitation to a beginning of a relationship • Rejecting drink or food from a Brazilian is seen as being offensive

  17. Food and Dining • Brazilians value dining etiquette • Correct use of utensils • Never use your hands when eating

  18. Food and Dining • Men • Beer is perceived as a Man’s drink • Women • Wine • Alcoholic beverages and spirits • Upon toasting, take a sip to show a gesture of respect

  19. Interpretation of Ethics • Oral statements are not dependable • Brazilian mostly rely on hand shakes and oral agreements • Make sure you get written agreements after • Bribery is common in negotiation • Lying is common in negotiation

  20. Communication • Good Conversation • Soccer • Family • Children • Bad Conversation • Argentina • Politics • Poverty • Religion • Rain Forest • Main communication will be face-to-face. • Men are more credible than women.

  21. Negotiation • The Despachante • Long courting process • Informal • Let Brazilians introduce the basic topic • Means of Persuasion • Patient and questioning • Men have more credibility than women

  22. Negotiation • Terms of Agreement • Brazilians value long term relationship. • Building relationships • Relationships come first, second and third in Brazil. Time spent working on the development of long-term friendly relations is never a waste of resource.

  23. Four Principles • Be Open-minded • Be Adaptable • Be Flexible • Be Patient

  24. Sources • Management Review; Sep66, Vol. 55 Issue 9, p60, 3p Business Kwantlen • Persuasive communication‬ By James Brian Stiff, Paul A. Mongeau • http://psychology.wikia.com/wiki/Collectivist_and_individualist_cultures • http://www.analytictech.com/mb021/cultural.htm • http://www.communicaid.com/access/pdf/library/culture/doing-business-in/Doing%20Business%20in%20Brazil.pdf • http://www.maria-brazil.org/business_in_brazil.htm • http://www.worldbusinessculture.com/Business-in-Brazil.html

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