Brazilian Style of Negotiation Essay example

2867 Words Nov 19th, 2014 12 Pages
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
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Hofstede (1991) systematizes these variables when he states that there are three levels of singularity in the human mind: the personality that is unique to each individual, it is inherited and can be learned; the culture that is specific of groups or classes and can be learned; and the human nature that is universal and is inherited. International negotiations are of supreme importance for the international trade. In the case of successful international transactions, it must be considered the study and understanding of the other's culture, as well as the behavior and communication when inserted into other cultures, looking forward to obtaining success in the negotiation process. Therefore, this paper attempts to answer the following question: Does the
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cultural aspects of Brazil significantly influence the international negotiations to the point of determining its success or failure?

2. THE CULTURAL FACTOR IN INTERNATIONAL NEGOCIATIONS
As the interests involved in international business negotiations become increasingly complex and potentially conflicting, the risks and the possibility of conflict in relations between companies from different countries, with different culture, legal systems and routines of negotiation significantly grow. First of all, it is imperative to better understand the concept of negotiation itself. According to Acuff (1998), negotiation is a process of two-way

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