Negotiating in Brazil

  • Brazilians behave naturally and spontaneously in meetings, and business meetings normally begin with casual small talk. Never start business discussions before your host does
  • It is important to create trust and a strong personal relationship in order to build a long lasting partnership. It can also be helpful to have a reference from a mutual acquaintance
  • Negotiations will normally take longer than you are used to
  • Face-to-face negotiation will have a better chance of success
  • The term jeito refers to the idea that nothing is set in stone, a good attempt can break the rule
  • Hire local professionals to handle issues such as accounting, legal council etc. This will facilitate negotiations with Brazilian executives. It is also a good idea to hire a local agent to facilitate bureaucratic proceedings