巴西人的商务谈判教材.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 ! 中国人在原则上寸步不让，表现出非常固执的态度。在谈判中，如果发现达成的一般原则框架中的某条原则受到了挑战，或谈判内容不符合长期目标，或者提出的建议与目前的计划不适合，中国人的态度就严肃起来，表示出在这方面不折不挠的决心。同时，在具体的事务上，中围人表现出极大的灵活性。例如在努力争取达成原则性框架协议时，中国人往往表示出：当我们到具体安排阶段时，什么事都