1. language： Brazilian Portuguese – proud of their uniqueness in South America as non-Spanish speakers – Translators?
2. More oral - When sending something in a written format it is usually a good idea to follow it up with a phone call or a visit.
3. Verbal communication - Overt signs of emotion definitely do not imply lack of conviction coould be taken as the deeply felt belief of the speaker.
4. Body language and eye contact - tactility, proximity and a steady gaze
5. Humor - Be careful when using humour in very serious situations as it can be viewed as lacking in gravitas.
Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C. and Lytle, A. (2004), Culture and Negotiation Strategy. Negotiation Journal, 20: 87–111. doi: 10.1111/j.1571-9979.2004.00008.x
1. High-context culture – use indirect communication strategy – infer the other party’s priorities from contextual cues such as offers generated or entertained by the other party.
2. Hierarchy, class and status play an important roles in Brazilian society – figure out who is the big boss
3. U.S. approach has been characterized as interests-based and problem solving
4. US – high joint gain – used a lot of direct information exchange and asked numerous questions
5. Brazilian negotiators – shared information on preference and priorities
6. study the preference and priorities of the other party
7. The data may portray a Brazilian business culture, where low-context and low-power North American norms are becoming more prevalent （direct information exchange and avoided power-based influence）. - an negotiation simulated involved in 7 executives – more and more Brazilian senior management went US and European for further education. – good, easy to get information (direct... [continues]
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