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Some Business Etiquette essentials
Source: Executive Planet |
-Before putting
the resources into a trip, hire a Brazilian contact in your industry
that can help you make the right connections.
-Make appointments of any kind at least two weeks in
advance. Showing up at an office without an appointment is unacceptable
in Brazilian business culture.
-Avoid scheduling any appointments around 'Carnaval',
which precedes Ash Wednesday, the beginning of Lent, or any major local
holiday.
-Poor
punctuality is characteristic of Brazilian business culture. You will
have to accept that waiting around for your Brazilian counterparts will
be part of doing business here. Also, traffic in the main cities is
chaotic and most of the time is responsible for the delays.
-Always
arrive on time for a business meal or meeting at a restaurant. Usually,
Brazilian business protocol demands punctuality on these occasions.
-To feel
comfortable in Brazil's sweltering, tropical climate, wear clothing made
of light materials and colors that will help keep you cool. Light
cottons and similar natural fibers are usually reliable choices. Keep in
mind that the seasons in Brazil are opposite to those in North America;
June/July and August is winter and December/January/February is summer.
-Wardrobe
options for women include conservative dresses, suits, pantsuits,
skirts, and blouses. While you should dress conservatively, strive for
an elegant, rather than 'frumpish', appearance.
-Maintain
steady eye contact at all times; it is considered impolite to break eye
contact.
-People stand closely in front of each other, even when talking.
Brazilians are a gregarious people and as such they like proximity, but
they have a knowledge of the customs of other countries.
-Brazilians tend to be very fast talkers; expect any conversation to be
fast-paced. It just seems faster; it is the same if you are talking to a
foreigner.
-It is normal for a conversation to be highly animated, with frequent
interruptions, exclamations of 'no!', and a tremendous amount of
physical contact. This is very true, as they really do listen and not
pretend to listen.
-Don't be alarmed if some of the interjections sound confrontational;
this is simply a good-natured way of expressing interest in what is
being discussed.
-Attempting to direct or monopolize a conversation is frowned upon.
-The language of this country is Portuguese. Make an effort to learn
different words and phrases--don't worry about making mistakes.
Brazilians will appreciate your efforts even if your vocabulary is
limited.
-Although Brazilians are very reticent about their own personal lives,
they may nevertheless ask intrusive questions about your income,
religion, and marital status. If you don't want to reveal this
information, remain polite but give a vague, indirect, answer.
-Brazilians also consider themselves Americans. Consequently, don't use
the phrase 'in America' when referring to the United States.
-Portuguese
is the dominant language in Brazil. Be aware that Brazilians do not
perceive themselves as Hispanics, and will only take offense if
addressed in Spanish. But if you do speak Spanish you may ask to speak
it, and they will accept it better.
-Empirical
and other factual evidence will be considered, but usually only if this
kind of information suits the purposes of the negotiator on the
Brazilian side. Subjective feelings almost always prevail in
problem-solving and decision-making. So be prepared to deal with this
-If your Brazilian counterparts have reservations about you, this
attitude will not be overcome by presenting them with impressive charts,
graphs, or other empirical data. Instead, you will have to effectively
use your personality, cultural awareness, and other interpersonal skills
to win your Brazilian counterparts over to your side.
-Good visuals are considered an important part of any presentation.
-During negotiations, avoid confrontations and mask frustrations of any
kind.
-Placing an emphasis on increased power and status, rather than money,
is sometimes an effective negotiating strategy.
-Be prepared to discuss all aspects of the contract at once rather than
methodically, “point-by-point.” |
